14 Sales Professionals Share The Skills and Resources They Lean on to Make an Impact

Grayson Pangilinan believes that great salespeople don’t pitch. 

Rather, they educate. “By teaching clients something new about their business, tailoring insights to their unique context and guiding the conversation with confidence, reps can create real value,” the head of sales at Cisco ThousandEyes told Built In. 

Leaning on the Challenger framework’s principle of “teach, tailor and take control,” Pangilinan empowers his teams to drive the successful adoption of the company’s digital experience assurance platform. And so far, this principle has proven to be a game-changer when it comes to building strong customer relationships.  

“It’s led to deeper conversations, stronger trust and increased deal velocity,” Pangilinan said. 

Meanwhile, at 360Learning, Account Executive Allie Holmes and her teammates leverage a variety of skills to thrive in their roles — including resilience and adaptability.

“Deals shift, priorities change, people ghost you — that’s real life!” she shared. “However, you’ve got to be able to bounce back, stay sharp and keep improving.”

As Holmes and her peers drive the success of the company’s learning and development platform, they lean on these two skills and numerous others to ensure they’re meeting customers’ needs as effectively as possible. 

“I think these skills have helped me become someone prospects genuinely trust, and that trust is what really drives results,” she said. 

For Pangilinan, Holmes and 12 other sales professionals, the right skills and resources enable them to make an impact on their organizations — and their careers as a whole. Read on to see what each individual had to say about the skills they leverage the most in their day-to-day work, how these skills have shaped them and the resources they’d recommend to other sales professionals who are eager to refine their sales acumen. 

 

Halter offers a collar for cows and cattle that enables farmers to remotely shift, virtually fence and proactively monitor their animals’ health and behavior. 

How have these skills enabled you to heighten your impact on Halter or grow your career?

These skills helped me grow from an individual contributor into a strategic leader. Utilizing critical thinking has generated new ideas that have turned into new products and, ultimately, new sources of revenue for the company. Approaching customers with empathy and building trust was translatable when I stepped into people leadership. Prioritization is increasingly important with the increasing responsibility I have taken on.

 

“Utilizing critical thinking has generated new ideas that have turned into new products and, ultimately, new sources of revenue for the company.”

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources Halter has provided to support this growth?

I’d recommend Radical Candor by Kim Scott, The Transparency Sale by Todd Caponi and How to Win Friends and Influence People In the Digital Age by Dale Carnegie. 

My company has done a great job providing resources for reps to grow their sales skills. It’s the best sales onboarding process I’ve ever been a part of. We have a well-crafted sales methodology that comes with a thorough playbook. We conduct structured role-play sessions to help reps develop each element of our sales approach. Our top sales reps and leaders also contribute to an internal podcast that addresses different sales topics and aspects specific to our sales cycle.

 

 

Cisco ThousandEyes’ platform is designed to enable IT teams to proactively detect, diagnose and remediate issues before they impact end-user experiences. 

 

Which skills do you leverage most often in your day-to-day work?

Two core skills I lean on daily are radical prioritization and the Challenger framework’s principle of “teach, tailor and take control.”

With radical prioritization, it’s all about applying the 80/20 rule: a small set of high-impact activities consistently drives the majority of results. I work closely with my team to identify those key revenue-generating motions and help them structure their week around them. Time is a finite resource — how we use it can make or break a quarter.

The second is more customer-facing. Great salespeople don’t just pitch — they educate. By teaching clients something new about their business, tailoring insights to their unique context and guiding the conversation with confidence, reps can create real value. This approach helps uncover the root of a client’s pain points and build solutions that feel personalized and strategic, not transactional.

 

“By teaching clients something new about their business, tailoring insights to their unique context and guiding the conversation with confidence, reps can create real value.”

 

How have these skills enabled you to heighten your impact on Cisco ThousandEyes or grow your career?

These skills have been instrumental in helping my team exceed targets and deliver long-term value to the business. Prioritization ensures we’re always focused on what matters most — whether that’s pipeline coverage, key accounts or development opportunities. As a result, we consistently drive efficient, sustainable growth.

On the client side, “teach, tailor and take control” has elevated the way we engage with stakeholders. It’s led to deeper conversations, stronger trust and increased deal velocity. Internally, the success of this approach has helped position my team as a go-to resource for cross-functional collaboration, and it’s given me opportunities to coach, mentor and shape the next generation of sales leaders.

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources Halter has provided to support this growth? 

I always recommend The Challenger Sale by Matthew Dixon and Brent Adamson; it fundamentally changed how I view the sales conversation. For reps looking to sharpen their skills, focus on high-leverage areas like storytelling, objection handling and deal strategy.

One of the most effective development tools we’ve implemented is peer-led learning. We regularly host role-playing sessions and team workshops, including one that focused on storytelling during demos. It helped reps shift from feature-dumping to narrative selling — framing our solution around the customer’s goals, not just our capabilities. That kind of experiential learning makes concepts stick and drives measurable improvements.

 

 

Grammarly’s AI assistant is designed to help teams and individuals craft professionally composed emails and documents.

 

Which skills do you leverage most often in your day-to-day work?

First and foremost is customer-centricity. By actively listening to customer needs, deeply understanding their business and tailoring your approach to their ideal outcomes, you’ll deliver mutually beneficial value. Top account executives are trusted advisers who are highly responsive to customer needs. 

Next up is organization. Use your customer relationship management software daily, block time on your calendar for specific tasks, maintain a clear to-do list, and own every detail about your business. By the time you log off on Friday, you should have a clear plan for the following week to maximize your time. 

 

“By the time you log off on Friday, you should have a clear plan for the following week to maximize your time.”

 

Most sellers’ motivation ebbs and flows, so maintaining high discipline is crucial. The key to elite performance is consistent, high-quality effort. You must embrace the work, trust the process and give it your best effort every day.

Collaboration is vital as you move upmarket. An AE often works with 10 internal and 10 external people on one opportunity, making it challenging to align so many people around a common goal. Respecting people’s time, understanding their motivations and expressing gratitude for their contributions are essential.

 

How have these skills enabled you to heighten your impact on Grammarly or grow your career?

I appreciate that many top performers in software sales are open to sharing their advice about what’s worked for them. It’s a great tradition, and I’m grateful to have learned from some of the best. I try to learn something from every interaction and implement what I’ve learned to challenge myself. 

After more than a decade of working at big software companies with robust training and veteran sales leaders, I decided to spend five years at early-stage startups. They were two entirely different worlds. It wasn’t until I joined a resource-strapped startup with a minimal sales structure that I realized how much I had learned in my previous roles. That realization kicked off the second stage of my career, which has involved recruiting, training and developing elite sales teams.

Today, I have the privilege of leading a team of high-integrity, high-performance sellers at one of the most exciting tech companies in the world. These sellers all have the core skills necessary to succeed in the role, so my job is to help them challenge themselves to reach their full potential. It’s a great responsibility, and I get so much satisfaction from assisting them in improving and exceeding goals.

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources Grammarly has provided to support this growth? 

Sellers must find an organization that prioritizes ongoing training and enablement. Here at Grammarly, Jason Manoharan and the enablement team provide a few streams of training for the team, divided into three categories: Active enablement, which takes the form of multimodal programs that are designed to level up the skills of our sales teams and require the active participation of our sellers; structural enablement, which involves prioritizing process updates, feedback loops and new supporting materials; and point-in-time enablement, an approach to knowledge-sharing that’s curated to solve specific business needs, like new product launches.

In addition to finding a company to support you, sellers must continually study their industry, refine their sales skill, and practice self-development. For self-development, Mindset by Carol Dweck is a must-read. Two sales books that have greatly influenced me are John McMahon’s The Qualified Sales Leader and Todd Caponi’s The Transparency Sale. For your industry, read what your customer executives are reading. Grammarly is a trusted AI assistant for work, so I study workplace productivity, AI literacy and the future of work. I read blogs like “TLDR.ai,” “Lenny’s Newsletter” and newsletters from big large language model providers.

 

 

Instawork’s digital marketplace connects businesses in hospitality, logistics and other industries with hourly workers.

 

Which skills do you leverage most often in your day-to-day work?

Research, qualification and cold outreach skills are vital. We have to show our enterprise prospects that we are consultative partners and industry experts. Smart prospecting is extremely important, especially in the world of AI emails. Showing you care matters. The other 50 percent of my day is spent on the internal collaboration and alignment required in my role, where it’s really important to work cross-functionally to make sure our partners see success.

 

“Research, qualification and cold outreach skills are vital.”

 

How have these skills enabled you to heighten your impact on Instawork or grow your career?

Leveraging skills like smart prospecting, stakeholder alignment and a solid understanding of my customers’ businesses has helped me close bigger, more strategic deals. I’ve been able to shorten sales cycles, grow deal sizes and build real partnerships by working closely with both clients and internal teams. These wins haven’t just helped me hit quota — they’ve played a big role in leveling up my career, which includes three promotions and three Presidents Clubs!

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources Instawork has provided to support this growth? 

I usually start my day by opening up supply chain-specific newsletters, checking out CNBC and CNN, and scrolling through LinkedIn while I sip my coffee. I want to know everything happening in my industry, and I recommend that for any rep eager to succeed here. Unfortunately, being a nine-to-five sales rep won’t make you that much money, so diving in after hours is required here! Read books, listen to podcasts and take courses related to topics like the metrics, economic buyer, decision criteria, decision process, identify pain, and champion sales methodology.

 

 

360Learning’s AI-driven platform is designed to enable learning and development teams to create content, automate tasks, boost engagement and more. 

 

Which skills do you leverage most often in your day-to-day work?

As a sales rep at 360Learning, the skill I rely on most consistently is active listening. It’s easy to default to pitching, but the real value comes from understanding, not just assuming what challenges a prospect is actually trying to solve. That means asking better questions, pausing to let people fully articulate their current pains, and connecting the dots between what they’re saying and how our solution can actually help.

 

“It’s easy to default to pitching, but the real value comes from understanding, not just assuming what challenges a prospect is actually trying to solve.”

 

On top of that, I lean heavily on collaborative problem-solving. At 360Learning, our approach is all about co-constructing value with prospects. We don’t just hand over a general demo; we workshop ideas with champions, loop in subject matter experts when needed, and tailor everything to their ecosystem. That skill has been key in building trust and getting deals across the finish line. And as is the case for any good rep, resilience and adaptability are non-negotiables. Deals shift, priorities change, people ghost you — that’s real life! However, you’ve got to be able to bounce back, stay sharp and keep improving.

 

How have these skills enabled you to heighten your impact on 360Learning or grow your career?

Honestly, these skills have shaped a lot of my growth, both in my role and in how I show up for my team. I really honed them during my time as a business development representative, where active listening and adaptability weren’t just helpful — they were my survival skills. As a BDR, you’re often the first point of contact, and your job is to uncover needs prospects may not even know they have yet. That taught me to listen deeply, ask better follow-ups and get comfortable with the unknown.

That foundation made the transition to becoming an AE much smoother. It wasn’t just about passing meetings; it was about understanding how to drive strategic conversations and build long-term partnerships. The collaborative problem-solving I developed over time has helped me work more closely with cross-functional teams internally, too, whether that’s working with marketing on campaign feedback or syncing with customer success to ensure a smooth handoff. I think these skills have helped me become someone prospects genuinely trust, and that trust is what really drives results.

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources 360Learning has provided to support this growth? 

One of the most impactful resources I’d recommend, especially for newer reps, is mentorship. It sounds simple, but having someone to learn from, bounce ideas off of and get honest feedback from can accelerate your growth in a way that templates and scripts just can’t replicate.

At 360Learning, we actually have it built into the onboarding experience. Every new sales hire is paired with a mentor, usually a more tenured rep, who serves as a guide through those first few months. It’s not just about shadowing calls or learning the product; it is about building a real relationship with someone who has been in your shoes and can help you navigate the nuances of the role, the team and our prospects.

I still lean on the relationships I built during that time. Whether it is pressure testing messaging, figuring out how to move a stuck deal, or just gut-checking how I am approaching something, having that internal network makes a huge difference. It is one of those things that really sets our sales culture apart. Beyond that, I regularly revisit call recordings, both my own and others. Sometimes, the best inspiration is right in your Gong library.

 

 

iManage offers an AI-powered knowledge work platform, which is designed to enable organizations to find and activate the knowledge that exists within their business content and communications. 

 

Which skills do you leverage most often in your day-to-day work?

To me, success in sales starts with a mindset — showing up every day with a plan to be productive, not just busy. I follow the “Rule of Three,” and the three skills that have consistently helped me are: effective time management, active listening and building meaningful relationships.

 

How have these skills enabled you to heighten your impact on iManage or grow your career?

Quickly building rapport — with customers, prospects or teammates — is key. I’ve found that positive energy and self-awareness go a long way. Strong relationships have opened doors to larger accounts, more responsibility and cross-functional collaboration. Being based in Chicago, where we’re headquartered, has allowed me to foster deep internal connections and create added value for our customers, as there’s no substitute for in-person engagement.

Listening is a cornerstone. I keep “LISTEN” and “SLOW DOWN” written on my whiteboard to remind myself to be intentional. When you listen well and respond thoughtfully, you build trust and unlock better conversations. Over time, becoming known as someone who gets things done builds credibility. Show up, do the job well and stay consistent — leadership and customers will notice.

 

“When you listen well and respond thoughtfully, you build trust and unlock better conversations.”

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources iManage has provided to support this growth? 

In terms of learning, I recommend Never Split the Difference by Chris Voss and To Sell is Human by Daniel Pink. People like Ian Koniak, Jamal Reimer and Josh Braun also offer great insights online. These resources reinforce that the best sales skills — storytelling, active listening and mirroring — apply far beyond work.

Goal-setting keeps me grounded. I set five-year and yearly goals, then break them down into short-term targets. Sales is a grind, and having a roadmap helps keep you focused and motivated. At the end of the day, nothing replaces real-world reps. Just get at-bats. At iManage, we’re building a world-class SaaS sales org, and scaling our revenue operations team is key to that. We’re investing in the people, processes and tools to help sellers stay focused on what matters most — our customers.

 

 

MarketAxess’ platform is designed to make trading fixed-income more accessible in an effort to improve transparency, efficiency and competition in the marketplace. 

 

Which skills do you leverage most often in your day-to-day work?

Success in sales is anchored to strong communication skills, both internally and externally. As a salesperson, one needs to be extremely articulate when relaying client feedback, essentially functioning as a liaison between the client and technology teams — making internal communication as important as external communication. In this business, where our clients are typically traders, portfolio managers and salespeople, we additionally need to keep up with their speed by being responsive in getting them what they need fast. 

At MarketAxess, we pride ourselves on our ability to deliver high-quality results consistently and expeditiously. As such, responsiveness is invaluable to my work. Additionally, collaboration is paramount. Throughout our sales organization, we leverage relationships and skill sets across data sales and the trading side of the business. We communicate with subject matter experts from research and data product teams to have cohesive and organized discussions that equip us with the knowledge to answer all client enquiries. By being skilled communicators and strong collaborators, we become adept sales individuals that meet the needs of our clients, no matter how niche and nuanced.

 

How have these skills enabled you to heighten your impact on MarketAxess or grow your career?

In data sales, a deep knowledge of our products has always been foundational — it’s what enables me to speak with confidence, tailor solutions to client needs and support the team as they navigate technical conversations. Early on, my ability to break down product features and applications into clear, compelling value propositions helped me stand out and build trust with clients. Communication is just as critical. The ability to be clear, concise and honest makes all the difference. Communicating and collaborating with your peers ensures alignment, accelerates decision-making and helps cross-functional teams work together toward shared goals. 

 

“The ability to be clear, concise and honest makes all the difference.”

 

Now, as I lead my team, I’m not just closing deals; I’m also shaping how we go to market, identifying new opportunities for growth and mentoring the next generation of top performers. The shift from individual contributor to team leader has certainly required evolving my skill set, but throughout my career, I have always leveraged communication, responsiveness and collaboration. And it’s been incredibly rewarding to see how these capabilities have multiplied my impact at MarketAxess and with my clients, which is very important in sales.

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources MarketAxess has provided to support this growth?

Coming out of college, I was told that I wasn’t a born salesperson, and that only fueled my aspirations to be one — and to be a great one! I learned that there are different sales styles and different approaches. Authenticity is key because clients can see through “the show.” I believe my approach is quite a skill because I can be disarming and provide clients with solutions to their problems that I have made it a point to fully understand. This is a testament to MarketAxess! I learn from others about how to be a great salesperson but am always encouraged to be my authentic self. 

Having spent my entire career at MarketAxess, I also seek external help to ensure I am able to see things with a different lens. I have found a lot of success with executive coaching. Learning from senior employees within MarketAxess and at other corporations has given me a well-rounded understanding of what it means to be an exceptional salesperson and inherent leader. Learning how they excel, stand out, push initiatives and get involved helps me refine my skills. Being a salesperson takes immense drive and persistence. I would say that hearing the “no” should not dishearten you, but motivate you.

 

 

PatientPoint’s software connects patients, healthcare providers and life sciences companies with information that drives informed care decisions and stronger patient engagement. 

 

Which skills do you leverage most often in your day-to-day work?

As a vice president of enterprise at PatientPoint, I help grow our partnerships with health systems. Others within our organization “touch” each health system, including our inside and outside sales directors and directors of enterprise accounts, so the skills I utilize most are team-building and effective communication. To successfully penetrate a health system, earn trust, and grow our business, our team needs to trust one another, work together, help each other solve problems, and have confidence that we will be stronger as a team than we could be individually. 

Effective communication is the other skill I leverage the most, and I have honed it over my years in sales. Of course, effective communication is the key to building a winning team, as mentioned above. It is also the key to my success working with C-suite executives, administrators and clinicians at the health systems. Whether writing an effective email to get a meeting, providing concise follow-up with a plan of action, or presenting to a room full of decision-makers, effectively engaging with our customers to build and grow a partnership is the key to success.

 

How have these skills enabled you to heighten your impact on PatientPoint or grow your career?

Effective communication is the most critical skill in work and life, particularly in a sales role. Communicating clearly and concisely, driving action both with customers and internally within my organization, has helped heighten my impact on my company and impacted my career growth. PatientPoint provides a digital education ecosystem that improves health outcomes with education and creates a better patient-provider experience. Exhibiting my passion for what we offer and how we change lives through effective communication is the essence of a strong sales approach. Knowing that what I effectively do every day contributes to that mission and impacts our company’s growth is very rewarding. 

I have been in sales for over 30 years, and at PatientPoint for almost 17 of them. I work hard every day to improve and to help improve the people around me. I enjoy mentoring my less experienced colleagues in sales skills, especially effective communication. While I know their growth will also positively impact our organization, I care deeply about others’ journeys and feel fortunate to be a part of them. 

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources PatientPoint has provided to support this growth? 

I’ve had many excellent mentors, so my top advice for any rep eager to grow is to connect with a mentor you admire — someone who has skills you want to strengthen. A great mentor-mentee relationship requires vulnerability, trust and time. At PatientPoint, we have a mentor program and promote mentorship throughout the organization.

 

“I’ve had many excellent mentors, so my top advice for any rep eager to grow is to connect with a mentor you admire — someone who has skills you want to strengthen.”

 

Early in my career in advertising sales, I was recognized for my team-building and communication skills and promoted to lead multiple divisions with growth goals — an early preview of my current role at PatientPoint. The Wisdom of Teams by Jon R. Katzenbach and Douglas K. Smith was instrumental in building that team and inspired training I later led to support sales growth.

PatientPoint supports our sales team with top-notch resources, including consultants from The Constance Group and sales and leadership coach Maryann Dolzani. We also hear from inspiring speakers like Jon Gordon at annual sales meetings. Our executive vice president, April Jones, is a fan of his work, and her encouragement led me to his books, The Energy Bus and The Coffee Bean. I recently reread The 7 Habits of Highly Effective People — a timeless classic with fresh insights as I grow.

 

 

AcuityMD’s intelligence platform is designed to help medical technology companies identify target markets, surface top opportunities and grow their businesses.  

 

Which skills do you leverage most often in your day-to-day work?

First and foremost, I leverage emotional intelligence. Whether I’m engaging with customers, guiding my team or working with internal stakeholders, staying grounded in EQ is essential. I’m also a big believer in time blocking. It helps me build consistent, repeatable motions that drive success across my team. And finally, I’m all in on AI. It’s become a daily tool for building use cases, crafting impactful emails and even helping me connect better with three teenagers at home.

 

How have these skills enabled you to heighten your impact on AcuityMD or grow your career?

EQ has helped me build trust and influence across teams and customers, which is critical in a cross-functional, high-growth environment. It’s allowed me to navigate tough conversations, coach effectively and drive alignment. Time blocking has improved my consistency and focus; it ensures I’m not just reacting but proactively driving outcomes that move the business forward. And leveraging AI has expanded both my speed and creativity. It’s helped me scale communication, refine strategy and stay ahead of the curve — whether that’s with a customer pitch or mentoring my team.

 

“Time blocking has improved my consistency and focus; it ensures I’m not just reacting but proactively driving outcomes that move the business forward.” 

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources AcuityMD has provided to support this growth? 

I recommend making AI part of your daily workflow. At AcuityMD, we use Gemini to strengthen emails, build use cases and generate ideas quickly. I’m also a big advocate for Gong; it provides post-call summaries, helps you revisit key moments in discovery or demos, and makes it easy to share clips with customer success, solutions engineering or product to align on customer needs. The performance insights, like talk ratio, question rate and follow-up rates, are invaluable for helping AEs improve and build repeatable, high-impact motions.

 

 

Domino Data Lab’s enterprise machine learning operations platform is designed to accelerate the development and deployment of data science work, helping organizations develop better medicines, grow more productive crops and more.

 

Which skills do you leverage most often in your day-to-day work?

A big one is strategic planning; I’m constantly mapping out how to approach prospects and manage deals in a way that actually moves the needle. I also lean heavily on project management to keep everyone — internal teams, external partners and customers — moving in sync. Pitching is obviously core to the job. I’m telling Domino’s story every day, adapting it for different audiences. And pipeline management keeps me honest. It’s how I stay focused on what matters and make sure I’m prioritizing the right opportunities at the right time.

 

“I also lean heavily on project management to keep everyone — internal teams, external partners and customers — moving in sync.”

 

How have these skills enabled you to heighten your impact on Domino Data Lab or grow your career?

They help me cut through the noise. With so much flying around, you have to be able to spot the opportunities that actually matter. When I do that well, I can bring real value to the table — for customers, for Domino and for the internal teams I work with. It also makes it easier to get alignment across the board. When we’re all focused on the right goals, things move faster and smoother, and that’s where growth really starts to happen — for the business and for me.

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources Domino Data Lab has provided to support this growth? 

Start by really getting to know your product — not just the surface-level features, but what problems it solves and how it connects to a customer’s world. You don’t need to be an engineer, but you should be able to go a couple of layers deeper than the demo. Also, listen to calls, study what’s working, and talk to the people around you. Sales, pre-sales, product — they’re all goldmines. And keep evolving your pitch. The best reps I know are always testing, tweaking and improving their story so it hits better every time.

 

 

Edmunds’ marketplace enables consumers to shop for new and used vehicles, discover their vehicle’s value and read reviews to guide their car-purchasing decisions. 

 

Which skills do you leverage most often in your day-to-day work?

While organizational skills and analytical thinking are essential to managing the many moving parts of my role, the most valuable skill I rely on daily is relationship-building. Success at Edmunds — and, more importantly, success for our dealer partners — is built on trust and strategic collaboration. I prioritize truly understanding my clients’ needs, goals and pain points so I can recommend solutions that align with their business goals and objectives. It’s about being a partner, not just a vendor, and delivering consistent value that drives long-term success.

 

How have these skills enabled you to heighten your impact on Edmunds or grow your career?

With a wide range of products, reporting and partner priorities, my ability to stay organized, think critically and pivot quickly has allowed me to maximize my impact within Edmunds and for my clients. These skills help me manage complex tasks and prioritize effectively, ensuring I’m always focused on what delivers the most value. 

 

“With a wide range of products, reporting and partner priorities, my ability to stay organized, think critically and pivot quickly has allowed me to maximize my impact within Edmunds and for my clients.”

 

In addition to supporting my dealer partners, I work closely with our operations teams to share insights from the field, helping communicate a dealership’s perspective that might otherwise go unseen. Identifying even small process improvements or thinking differently about long-standing practices can have a big impact on the dealer experience, streamlining everything from onboarding to day-to-day interactions. This kind of collaboration creates efficiencies not just for our clients, but for our internal teams as well.

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources Edmunds has provided to support this growth? 

Success starts with mindset — believing in the value you provide, practicing self care and staying consistent, even through tough days. I always say, “You can’t do all the right things and end up in the wrong place.” Invest in learning: learn about your product, your industry and your client’s world. 

Edmunds supports my growth through multiple resources: from mental wellness programs to a fitness stipend, and my personal favorite — engaging events that connect remote teams. Whether it’s virtual educational sessions, fun team-building offsite events or in-person gatherings at our Santa Monica headquarters, Edmunds creates a culture of connection, growth and support. As a remote employee, I’ve never felt more connected to a team — one that lifts each other up and shares in both challenges and wins. I feel incredibly blessed to contribute to the success of both Edmunds and our dealer partners. It’s rewarding to be part of a team that values connection and shared success.

 

 

NextRoll’s data-driven marketing solutions that provide businesses with the tools needed to target buyers. 

 

Which skills do you leverage most often in your day-to-day work?

Being based in Ireland, I’ve spent much of my career as a seller. In the last year at NextRoll, I’ve moved from being an account executive focused on our customers in Europe, the Middle East and Africa to working with enablement to support our global revenue team. In both of these roles, the two core skills I’ve relied on the most are operational excellence and clear communication. 

We often hear from leaders about how important the sales process is, and when you master the operational side of sales, you can spend more time focusing on your strategy to win more and bigger deals and close them more quickly. Clear communication as a skill is underrated. Communicating effectively with prospects and customers as well as internal support teams removes a lot of the back-and-forth and can accelerate your deal close time. You can be confident in the solutions you provide and know that your customers sign up understanding exactly what they’re getting.

 

“Communicating effectively with prospects and customers as well as internal support teams removes a lot of the back-and-forth and can accelerate your deal close time.”

 

How have these skills enabled you to heighten your impact on NextRoll or grow your career?

As a revenue enablement manager, these skills are crucial, and no matter where your career goes, keeping your sales hat on will help you continue to win. I stepped into enablement after being approached by a leader in my company who recognized these skills and impact. I still had to interview and earn the role, but it isn’t something I would’ve gone for without their guidance. When you’re able to be operationally efficient and tie that with effective communication, you can begin to work on the bigger picture. My motto is “Set your own standards,” which originated from my desire to overachieve on targets, which were the baseline for me. It’s easy to get caught up in the hustle if you are racing toward lofty targets, but mastering these two core skills will mean you have the capacity to get ahead.

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources your company has provided to support this growth? 

For anyone eager to refine your sales skills, lean on leaders. Don’t be afraid to set up coffee chats to understand what skills they’re looking for. Always be prepared for these calls and bring some insight to share with them. Utilize any career development opportunities your company offers. For example, NextRoll runs a Women In Leadership program, which I attended last year and learned loads about the areas where I can continue developing. If you want to excel in your career, identify your areas of growth and seek feedback from leaders. You’ll notice the opportunity is right there waiting for you.

 

 

Crunchtime’s operations management platform is designed to help restaurant chains manage food and labor costs, food safety, brand standards and the overall customer experience. 

 

Which skills do you leverage most often in your day-to-day work?

In my day-to-day, I rely heavily on strategic thinking, personalized outreach and cross-functional collaboration. A big part of my role is identifying where Crunchtime can provide the most value to a franchisee or brand, so I take a tailored, research-driven approach to every conversation. I also lean into skills like time management and structured planning to maximize my productivity, while being resilient in the face of rejection — because at the end of the day, my goal is to help operators improve store execution, enhance the guest experience and drive profitability. Collaborating closely with our internal team allows me to learn from peers, share wins and ultimately deliver better outcomes for both our clients and our company.

 

“Collaborating closely with our internal team allows me to learn from peers, share wins and ultimately deliver better outcomes for both our clients and our company.”

 

How have these skills enabled you to heighten your impact on Crunchtime or grow your career?

These skills have been foundational in helping me grow from an Enterprise Business Development Representative to an Account Executive at Crunchtime. Personalization and strategic outreach have allowed me to build more meaningful relationships with prospects and differentiate myself in a crowded market. Internally, being open to learning and collaborating with colleagues has accelerated my development. I’ve gained invaluable insights by sharing both successes and challenges with the team, and that knowledge-sharing has created a culture of growth. By contributing to our team’s success while also hitting my own goals, I’ve been able to scale my impact and take on new responsibilities within the company.

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources Crunchtime has provided to support this growth? 

For anyone looking to refine their sales skills, I’d recommend engaging with top voices in the sales community on LinkedIn — people like Brian LaManna, Mike Gallardo and more, who consistently share actionable insights for tech sellers. I’ve also learned a ton from books like Gap Selling by Keenan, Fanatical Prospecting by Blount and Whatever It Takes by Bornancin. YouTube channels that focus on sales breakdowns and real-call reviews have also been incredibly helpful. At Crunchtime, I’m fortunate to have access to both external and internal resources that support continuous growth. Our learning stipend has allowed me to invest in coaching, courses and books. But perhaps the biggest value comes from our leadership team — many of whom have grown through the ranks themselves. Their willingness to mentor, join calls, provide feedback and recommend strategic approaches has been a huge driver of my development. Leaders like our BDR manager, who rose to the top as a sales rep before becoming a manager, and our Vice President of Sales, who’s deeply involved in supporting AE strategy, have been major inspirations and guides throughout my journey here. As well as all the AEs I have worked with here.

 

 

Ylopo offers a digital marketing solution for real estate agents and teams that supports tasks like lead generation, lead nurture and customer relationship management integration. 

 

Which skills do you leverage most often in your day-to-day work?

As a manager, I tend to use soft skills way more than hard skills. I have to work on my active listening, emotional intelligence and empathy all the time to ensure my team feels heard and understood while also balancing what’s good for the company. It’s a tough path to walk, but I’m finding my team appreciates the effort I put into ensuring they are informed but also shielded from things that aren’t pertinent to their success. 

 

“I have to work on my active listening, emotional intelligence and empathy all the time to ensure my team feels heard and understood while also balancing what’s good for the company.”

 

When I’m pulled into a sales call, that’s when my hard skills kick in. Helping the team close deals, giving them the toolkit they need to improve their processes and training them on their demo skills are my favorite because I get to put back on my salesperson hat!

 

How have these skills enabled you to heighten your impact on Ylopo or grow your career?

In the few months I’ve been at Ylopo, we’ve seen month over month growth, hitting numbers the team hasn’t achieved in over a year. They were starving for some one-on-one direct feedback and training versus the higher level support they had received historically. When the team tells me they need something, I work to find a way to provide it.

My listening skills, which I am always trying to improve, have helped me translate what the sales team needs into actionable tasks for leadership to implement. In addition, it’s significantly helped with cross-functional collaboration, so the sales team is now more included in how their actions affect the rest of the client’s experience, and other business units can now implement processes and changes to better support the sales team.

At this point in my career, I’m looking to be the best manager I can be for my team and help them grow and achieve their goals. I’m very happy where I am, so I focus on pouring my energy into what others need.

 

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources your company has provided to support this growth? 

Knowing the industry you work in is required when you’re in sales. We are in real estate, so every week we talk about the current market trends in the real estate industry. From mortgage rates to stories we’ve heard from realtors, all of it goes into telling the right story at the right time to help close deals. I also recommend anyone in this industry to follow the real estate consulting group Keeping Current Matters — a great source of information!

Call recordings are a huge resource. Watch yourself, watch others and take nuggets away to help you improve. Be curious, be open and be willing to tweak and change things up! My weekly one-on-ones include a call review session. I host weekly training sessions for different products and sales techniques. Bringing in key resources to these calls helps our team ask deep questions and get accurate information from the product experts.

Books I love include Secrets of Question-Based Selling by Thomas A. Freese. It really helps you learn to lead with curiosity. My second favorite book is The Slight Edge by Jeff Olson. Small, daily habits will provide massive growth and success over the long term. For inspiration, I love a silly Instagram reel to share with the team to get us all hyped!