The Accidental Saleswoman

Entering Through the Back Door

I never set out to be in Sales. In fact, I found myself falling into it almost by accident, entering through the back door of the Marketing team and with no intention of leaving.

In the early 2000s, Sales departments in the Telco industry were dominated by men (almost 100%), while marketing teams were largely composed of women. With a marketing degree in hand and a quiet preference for working behind the scenes, I naturally gravitated toward marketing. It never struck me that I could excel in Sales, let alone enjoy it. But life, as I’ve learned, has a way of redirecting us to where we truly belong.

Life is a Game of Ping Pong

Two decades later, I still prefer to call myself a "Partnerships" professional rather than a Salesperson. Not because of imposter syndrome, but because the word "Sales" can trigger resistance— people may brace themselves for an elevator pitch, when all I seek is a meaningful conversation.

The truth is, I don’t fit the mould of a traditional Salesperson. And maybe that’s my secret. I’m an introvert, an empath, a strategist, and a deep thinker. My success isn’t built on aggressive tactics, but on something more enduring: genuine - reciprocal relationships with a two way value exchange. This is backed up by the psychological principle "the reciprocity norm", when someone does something nice for you, you feel obligated to reciprocate by trusting them more in return; essentially, performing a favor creates a sense of social debt, making the recipient more likely to trust the giver.

And the reality is that every one of us sells. So I’ve stopped shedding myself of a Sales title. Whether you're persuading a friend to try a new restaurant, convincing a hiring manager you're the right fit, or inspiring a team to embrace change, Sales is woven into the fabric of human connection. The foundation remains the same—trust, understanding, and mutual respect.

The Universal Art of Selling

Sales isn’t just a profession; it’s a life skill. Every day, we sell ideas, visions, and possibilities. The most powerful form of selling, however, isn’t transactional—it’s relational. In today’s digital world that translates as building your own personal brand and “social selling” by leveraging online media channels to gently influence and persuade.

I’ve learned first hand, the moments that defined my career weren’t about closing deals, but about earning trust. Sales isn’t about pushing a product; it’s about solving a problem, creating value, and forging partnerships that last.

A Slow Brew: The Power of Integrity

The best relationships take time to cultivate, like a slow brew. Early in my career, I embraced what I now recognise and term as “radical transparency”- open, honest communication and "radical integrity"—doing what I say I will do, no matter the cost to me. I recall a pivotal moment when a project deadline loomed, and the pressure to deliver was immense. Rather than push a half-baked solution, I called the client, explained the situation, and promised we’d get it right. I lost my Sales bonus that quarter, but I gained something far more valuable: Trust. That client became one of my most loyal partners for years to come. Trust isn’t built overnight; it’s earned through consistency, authenticity, and integrity.

Chief Problem Solver

It was mid-career, I realised that I was being called into many high-stakes Sales meetings to accompany Sales Directors to help them open up a visionary conversation, accelerate a deal or support in closing a major deal. My ability to implement marketing tools and tactics, leverage data and marketing insights to support the narrative and facilitate conversations to fix blocking points became my super power, when it came to closing,

The ability to lead with empathy, to listen actively, and to uncover the true pain points that were preventing clients from moving forward was at the core. A great example of this occurred during a critical negotiation with a large global strategic partner who was hesitant to sign a multi-million pound deal. They were on the fence, not because they didn’t see value in our product, but because they were uncertain about how our solution would fit alongside their existing service.

Instead of diving straight into the specifics of the product or commercials, I shifted the conversation to ask head on about their existing service, its strengths, its weaknesses and the demographic it reached. As we dug deeper, I learned that there was a concern about our product being seen as a competing service; cannibalising their own. I was then able to articulate our product supported their overall value proposition by offering “consumer choice” and reached an underserved demographic, with little to no heavy lifting on the part of the customer.

Seeing Through Multiple Lenses

As a marketer first by degree and experience, it has given me a unique perspective on Sales. I don’t just see a deal from the buyers and sellers standpoint; I view it through the eyes of both the customer and the consumer, anchored around a value proposition for both. That dual lens has been invaluable when navigating complex Sales conversations. It’s not just about convincing a client to buy; it’s about understanding their world and ensuring that the solution truly benefits both customer and consumer. Success hinges not on persuasion - but on alignment.

This experience reinforced a key truth I’ve come to live by: Sales isn’t about closing a deal; it’s about solving a problem. Every successful sale is rooted in understanding the needs of the client, aligning those needs with a solution, and then working together to overcome any obstacles that stand in the way.

Male advocacy

The harsh reality is, I may never have gone through that back door into Sales if it wasn't for an ex boss who believed in me. He gave me the confidence to count myself in, by encouraging me to apply for my first Head of Sales role. It opened up an entirely new career trajectory for me and one I doubt I would have put myself forward for.

Closing with Empathy

Looking back on my journey, my most fulfilling moments haven’t been about revenue numbers or quotas met. They were about the people I built relationships with, the problems I helped solve, and the trust I cultivated. Sales is not just about the transaction; it’s about the transformation that happens when two parties come together with a shared purpose. And that is why, even as I’ve transitioned across industries—from telecom to payments to fintech—one truth remains unchanged: when you prioritize long-term value over short-term gain, opportunities will follow. Because, at the end of the day, people don’t just do business with companies. They do business with people they like and trust.