The women on the B2B technical sales team at Cockroach Labs routinely crush their sales targets. They shared with us some of their expert tips for entering into enterprise sales and finding success in the field.
Jen Murphy (far left in photo), Head of Channel Sales, led the discussion featuring Account Executives (from left to right) Charlotte Mastantuono, Mikael Austin, and Carolyn Parrish.
1. It’s not enough to be seen. Make sure you are heard.
Mikael, an Account Executive, highlighted how women are often overlooked as subject matter experts in meetings: “if people don’t look at you, it can make you question yourself… they’ll ask questions to the man next to me even if he doesn’t have the answer.” She added, “At Cockroach, I actually feel very different… they listen to me.”
2. Your experience in other fields can make you a better seller – but find a mentor
Charlotte studied Events and Business Management, but was inspired to enter the world of sales seeing her husband perform his work as an Account Executive. “I started as [a Sales Development Representative] back in the day, booking meetings,” she shared. “It’s important to have a mentor because there are a lot of best practices to be learned.”
An audience member asked if women later in their careers have to start at entry level roles when transitioning; Jen’s advice was that “you can apply more advanced jobs,” but “you need to be willing to take a sidestep” on a different path to gain new skills. She also advised that entry-level roles such as SDR positions are great for learning sales fundamentals.
3. Have a family AND crush your sales numbers
Jen recalled that when she started her career twenty years ago, women starting or growing their families during their career were frowned upon. Fast-forward to present: Charlotte joined us with a 17-month-old and noted that her decision to join us was made easier by learning about our culture of support, and the many on the Cockroach Labs team are parents themselves.
“I felt like I was at a company that supported my personal goals. I recently announced that I’m having my second daughter and I want to inspire other women… you can have another baby, take that time out, and be closing those million dollar deals” when you get back.
4. Be selective. Ask probing questions when you’re interviewing at a new company
Some of the advice panelists shared here included: make sure you meet the person who would be your manager, ask questions about the promotion plan and career path for your role, and, if you’re seeking mentorship, be sure to inquire about whether the team you might join is ready to help new people grow.
5. Pull up a chair for other women
Everyone on the panel agreed that as you grow in your career, you can lift other women up while rising. “People here want to make you successful, we have an overabundance of that here.”
To listen to the full interview, click here.
There’s room for everyone on our sales team and we’re growing fast. If you want to join the team hard at work to close our next big customer, visit our careers page to learn more.
