Hello Sales Hackers!
I'm LB, I’m the Founder of Factor 8 & #GirlsClub.
I’ve led sales teams for 20+ years and have worked as both the Director of Sales and the Director of Training while traveling the world to launch Inside Sales teams at companies like IBM and SAP. My mission is to change lives by helping more people find confidence and success in sales.
In my free time, I enjoy watersports, yoga, international travel, and cold beer. I will answer questions on September 30, 2020 at 1PM EST for 1 Hour. What questions do you have for me?
Learn more about Factor 8’s award-winning virtual sales training right here: https://factor8.com/
For more information on #GirlsClub’s sales leadership program for women, head here: https://wearegirlsclub.com/
How's the AMA work?
You submit ANY question for our guest and at the time of the AMA you come back and check out the answers as she replies.
Why submit your question NOW?!
The earliest submitted questions are almost guaranteed to get answers, so if you want to make sure you get answers from LB, submit your ? NOW
Pre-AMA Interview Questions
a) As an advocate for women in sales and technology, what is something that women can do to better advocate for themselves and their success?
We can initiate career conversations early. It’s 100% normal to ask about career paths, growth and promotion opportunities as early as the interview and as often as a quarterly 1:1! I’ve learned that as women, we’re hard-wired and often nurtured to aim for perfection instead of embrace risk-taking. That means we don’t raise our hands to get new opportunities until we feel 100% (or more) ready for them.
Unfortunately, when we wait until then, it’s too late. WE know we’re the best person for the job, but the powers that be around us may not even know we’re interested, and they may already be working with or thinking about someone else.
Then we often vote this displeasure with our employment instead of our voice. We feel undervalued, dejected, pissed off! We check out or we leave.
The advice is to avoid all of this and let our bosses, coaches, mentors, and advocates know early that we’re someone who’s interested in growing with the company and earning the right to move up. Note we didn’t say we were READY, but we did make it clear we want to be considered and we’ll do the work to get there.
Final advice. When you’re THINKING about the next step, that’s when you raise your hand again. We have got to stop waiting to be 100% ready! I find that when women talk to me about MAYBE being ready for management that they’re actually ready. Truth: Most people take on the next challenge, job, etc. when they’re between 50-70% prepared. Trust yourself and your track record that you’ll get the rest of the way there! Trust your bosses and colleagues to support you and give you the room to fail forward! You got this.
b) What skill most contributed to your success in sales and how would you advise someone to improve that skill today
Truth be told, I’ve spent more time in sales training and sales leadership than in sales over the past 20 years, but it’s the same skill for all three positions: Translation.
I use my ability to connect with others and understand their needs, wants, motivators, and situation + my knowledge (my solutions, my experience, my goals, etc.) to connect the two. If you drew a picture of connecting the two circles…it might look like an 8 – Factor 8!
I translate their challenge into our solution and end state (selling)
I translate their performance into a behavior change and skill (training)
I translate their drivers into helping achieve our joint goals (leadership)
It’s all about making connections. Between people, between ideas, between solutions, and so forth. If you read Tipping Point by Malcolm Gladwell a million years ago he talked about “connectors” as a personality type. That’s me!
Listen, sometimes sales still scares me. Especially when I’m selling my own company, my own services, heck the curriculum I wrote myself! It’s a confidence thing. I’m still working on it. When I approach my sales day with the outlook that I’m helping people and making connections, it feels a lot easier than focusing on getting the wins or the money. My best days are when a take ten minutes to align with my values first. Then I go kick some ass.