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Webinars

Recap: Women Share Their 7 Essential Building Blocks For Sales Success

Last week we hosted a webinar (watch it here) with two of Dell EMC's top female Sales executives: Carrie Brown, Director of Commercial Sales and Christie Barber, Director of Sales. With Cristina Duke, an account executive at PowerToFly moderating, we produced a lively conversation that not only addressed the ways women are challenged in the sales industry, but real, tangible solutions to overcoming those obstacles to transform your career.

First, let's address the elephant in the room. The sales industry is pretty non-diverse. While women represent 41% of the workforce, they're only 23% of the sales industry.

Luckily, Carrie and Christie provided us with 7 steps to help women in sales empower themselves and work towards success.

True "Grit" – It's the thing that won't let you give up. In this industry you'll need it to not only secure clients, but also to push yourself to the next level in your career. Christie says, "the grit within you just won't let you quit, the most successful salespeople have this passion for success and it sets them apart from others."


Networks & Relationships – Where would you be without communities to uplift you? Your networks provide you with countless resources to help you grow, so it's best to nurture those relationships as you navigate your career. As Carrie points out, "The optimal balance of relationships exist within your own company, within the technology community and with your customers."


Educate, Educate, Educate – In this industry, you can't afford to not be on top of your game. You need to constantly be improving and learning about the latest technology and information around both sales and team building. During the webinar Carrie pointed out that she attends sensitivity training and stressed how important it is to reach outside of your comfort zone.


Strategies & Solutions – As with anything, it's important to plan out the best way to approach problems and solve them. Sales is no different. You need to devise comprehensive plans for ensuring your customer's success. Because when they're successful, so are you.


Managing Up, Managing Down – Management is often thought of as a top – down thing, but it goes both ways. There needs to be a clear and constant flow of information so that everyone can work in lock-step with one another. As Christie noted, "Understanding how and when to leverage your executive leadership can be a key success factor."


Mentorship & Advocacy – This is a huge one. Much like with networks and relationships, you need to find opportunities to mentor and be mentored. For Carrie, it was a simple as setting up a 1:1 and growing a relationship from there. You need people to both advocate for you and help connect the dots between where you are and where you want to be.


Accentuate the Positive – Having a positive attitude makes all the difference. It can sometimes be the key to closing that deal or making a really powerful connection. Both Carrie and Christie agree — there's no use in complaining about what's wrong. All you can do is try to figure out a way to turn a disappointment into an opportunity for new growth and success.

Did you miss the webinar? Don't worry we've recorded it for you, so you can get a more in-depth look into these 7 steps. Download here and check out Dell's sales opportunities!

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How These Companies Are Celebrating Asian American and Pacific Islander Heritage Month

According to a recent study, anti-Asian hate crimes have risen 150% since the pandemic started. But these acts of violence are not new — they are part of a much larger history of anti-Asian racism and violence in the U.S.

That makes celebrating Asian American and Pacific Islander Heritage Month (which was named a month-long celebration in May by Congress in 1992 "to coincide with two important milestones in Asian/Pacific American history: the arrival in the United States of the first Japanese immigrants on May 7, 1843 and contributions of Chinese workers to the building of the transcontinental railroad, completed May 10, 1869") this year all the more important.

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Relativity

How Relativity’s Monika Wąż Conquered Fear to Find Her Dream Career

There's a phrase in her native Polish that Monika Wąż reminds herself of each day: "If you don't learn, you're just going backward."

The Associate Product Manager at legal and compliance technology company Relativity says she would believe in a growth-centered approach to work even if she wasn't in the tech field, but that it's especially important because she is.

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Autodesk, Inc.

How Embracing What She Doesn’t Know Led Autodesk’s Arezoo Riahi to a Fulfilling Career in DEI

Arezoo Riahi isn't a big fan of the "fake it till you make it" approach. She'd rather ask for the help she needs and learn from it.

Autodesk's Director of Diversity and Belonging joined the design software company from the nonprofit world after a long career in connecting people from different cultures. While her work had been deeply rooted in DEI values, there were certain parts of the strategy-building aspects to her new role that she wasn't sure about.

"If you know it, show up like you know it. If you don't know it, you shouldn't fake it. And Autodesk didn't shame me for not knowing everything. They helped me, and the entire team, by providing the resources that we needed, bringing in outside expertise to help teach us when we were in new territory," says Arezoo, who has been at Autodesk for three years now, during which she's been promoted twice into her current role.

We sat down with Arezoo to hear more about her path into DEI work, what she thinks the future of that work must include, and what advice she has for women looking to build fulfilling careers, from knowing what you don't know and beyond.

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Videos

Behind-the-Scenes: Sales Interview Process at LogMeIn

Get an inside look at the interview process for sales roles at LogMeIn, one of the largest SaaS companies providing remote work technology, from Michael Gagnon, Senior Manager of Corporate Account Executive Sales.

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Procore Technologies Inc

How Being an Open Member of the LGBTQIA+ Community Has Helped Procore’s Alex Zinik Overcome Imposter Syndrome at Work

Alex Zinik wasn't surprised that she started her career in education—she decided she would become a teacher when she was just in third grade.

She was surprised while working as a paraeducator in the school system and preparing to become a special education teacher, she discovered that it didn't feel quite right. "I didn't know if that's what I really wanted to do," she recalls.

So a friend suggested she take a job during her off summers at construction software company Procore. She thought this would be the perfect opportunity to try out this new challenge, and if she needed to, she could go back to the school district once the summer was over.

"Five summers later, I'm still here!" she says, smiling. "And I see myself here for many more years. I just fell in love with the company, the culture, and with the career growth opportunities I was presented with."

As part of our Pride month celebrations, Alex, currently the Senior Executive Assistant to the CEO at Procore, sat down with us to share how a common fear—the fear of being found out—underlay the imposter syndrome she felt when pivoting to an industry in which she lacked experience, and the anxiety she often felt before coming out to her friends and family about her sexuality.

Read on for her insight on overcoming negative thought patterns, being yourself, and paying it forward.

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