The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 8 months ago

Finding Your Voice in Sales


Nobody wakes up in the morning thinking about you except you. Your customers don’t wake up thinking about your business — they think about themselves, their business, their challenges.

Understanding yourself as well as others is the key to finding your voice in sales.

In this episode, I speak with Kimberly Morgan, VP, US Sales at K3 Business Technologies, about her trajectory as a female sales leader.

Join us as we discuss:

- The badass female leader who mentored younger Kimberly

- Positivity and accountability to yourself

- Creating community and connection with like-minded female leaders

- Breaking through the sales noise by understanding the person on the other side of the phone

Check out this resource we mentioned: 

- Grit by Angela Duckworth

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, Spotify, or our website.

Welcome to the sales engagement podcast. This podcast is brought you by outreach, the leading sales engagement platform, and they just launched outreach on outreach, the place to learn how outreach well does outreach? Learn how the team follows up with every lead in record time after virtual events and turns them into revenue. You can also see how outreach runs account based plays, manages reps and so much more using their own sales engagement platform. Everything is backed by data pulled from outreach processes and customer base. When you're done, you'll be able to do it as good as they do. Head to outreach Doo on outreach to see what they have going on. Now let's get into today's episode. Hey, y'all, welcome to the sales engagement podcast. This is your host, Kitlyn Kelly, senior manager of sales development at outreach in the Ama region, also co founder of str is anonymous. For today's episode, I could not be more excited to be talking about finding your voice, to only in sales but as a female leader, in breaking through the noise. We have Kimberly Morgan, VP of sales at k three technologies, who's going to share her insights and her experience throughout her career. Kimberally, I'm going to pass over to you asome. Yeah, thank you so much for having me, excent, so nice to be here. It's my first podcast, so I'm excited. Yeah, a little bit about myself. I'm currently VPF OF SALES FOR K three. Are also actually run the partnership channel, but I did start actually in a very different space. It was the print space and I had, you know, the opportunity to be starting on the sales side of the house in a launch magazine, so, you know, building a go to market strategy. Sort of was placed, you know, on on my lap, wearing a lot of hats, as they say, and it was excited.

It was really exciting and I think that process, that creative process, and also the opportunity to be involved in a lot of different collaborative, you know insights and meetings, you know, really stuck with me as I progressed through my career to digital then jumped right into the startup space, SASS technology and then not led me to where I'm here today at k three. Amazing and I I think a lot of people are kind of similar. Ers Jump into the startup space and you know, there's tons of opportunity to implement process there and be creative. When you think back to really what drew you into sales, like, like myself, I didn't I never thought I'd actually be in a sales position. You just kind of land here. I would love what kind of inspired you to get into it, like what was kind of that the paththy? Yeah, I mean I think it actually sort of came to me a little uniquely. I was going through a lot of, I think, the soul searching that many individuals do when they get asked, you know, what are you going to do with your life, and just through talking to people getting connected, I I connected with a lot of sales leaders and I thought that that would speak to me and I think for sales, when I think of it, it was really while it's the end goal of winning, and that does certainly drive me and speak to me, but it's about those processes all in between that, I think, really get me excited. It's the collaboration, sitting at the table with a client or prospect, really ide ideating, rolling up our sleeves to be able to think about what the pieces can be put together to drive to a solution and then really bringing that solution to life. That that whole process. It just really spoke to me, you know, from day one magazine sales all the way through to today at k three, I just I really love it and I think that that builds into a little bit more what we'll talk about day, like my voice and what kind of drives me. But yeah, that's you know, that's kind of how I made my way into the sales space. Amazing,...

...and you kind of touch on it right there. You know, as you kind of develop your career, especially as I got female, you have to find your voice and you really need to advocate for yourself, you know, to continue that Cura. surectory. Can you kind of talk us through how you're able to do this? Yeah, I mean I was lucky enough in my first role to to write out of the gate have a truly awesome and Badass female leader, you know, to not to mince words, I think it is unique to have a female leadership. I think in general, and at this time certainly was. She was the the publisher of a magazine which is very heavily that's see of sameness that we see, but, you know, male leg and I think that she she was tough and fair and really challenged me in to push myself and, I think also to never stand for mediocrity. And it's mediocrity, I think, for for myself for sure, but then also for the brand that we represented. It was a new, newer magazine to the space, so we were, you know, the underdog, and she said that no one should ever make you feel that you're not representing something. That's really powerful and I think that for you know, to hear that from a female leader that early on in your career really I mean it's it was massively for me, impactful and again I think that that's that really stuck with me and that's what I might try to do when I lead anyone, but then certainly when I can connect with with other female peer leaders or others that are just starting their career. I love that you know, never feel, never like feel like you're not representing something on the back. I think that's so huge. And when you kind of think about, for how you're developing female leader Stal for you in your team, kind of one of those areas of responsibility is being able to sometimes people don't know how great they are. So how are you identifying that and kind of empowering them along the way. Yeah, I think you know, and in life and in...

...this definitely connects to sales as well. I think it's that it's that Trans Transparency and conviction. So, like, whether it be standing up for something you personally believe in or when you're presenting a partnership opportunity, and that is something that you also have equal conviction and you really have to know your truth that that is extended to your audience, whoever that audience is. But it's definitely a process and I always kind of use the phrase like the squeaky wheel, you know, gets soiled. It's kind of silly, but it's true, because no one wakes up in the morning thinking about you. Accept you, and our clients to you know, our clients when wake up thinking about Kathree, oh wow. You know, they think about their their challenges, right, and their world and just and so you need to think about you and what makes you tick and drive as a person around the people that you surround yourself inside of your job and then also outside of your job too. But it's important that that kind of mantra and that like metric of like accountability to yourself is something that is crucial and something that I try and play back, you know, all the time, you know, highlighting the successes and not letting you be beat yourself up, because that happens a lot. Yeah, ok, that kind of reminds you of like the whole imposter syndrome, or we, you know, we're one negative thing happens and we just focus on that one negative. It is like, but I did, eighty percent of the right thing is just this one and twenty was twenty percent of it. That was the wrong thing. Yeah, and I think that it's so easy to go to the negative. We all, we all do, and I think, but I do think for females, it's something that I think you just focus on more, you know, and then it becomes this, it bubbles up and then it's kind of all consuming, like the one the one thing that I do as a leader is, and this is like for life to like, okay, what was what happened? Where are we missed? Let's talk about it. You likely of beating yourself up over it way...

...more than I could ever make you feel. So let's learn from it and move on and do go back to the good because, you know, that's what we need to be focusing on. So, yeah, it's like when things it's kind of like late, learning from the failure, but keeping your eye on what that North Star is or what the outcome that it maybe and keep kind of going towards the solution. Yeah, and I think it's when I kind of, you know, finding, you know, my voice and understanding what works for me and like when I share this with others. For me it was very freeing where I kind of, you know, had that moment where I'm like, I understand what's going to who I am and what's going to drive me. And and when it works, it works amazingly, like it's tremendous, like when it works in life and you have those people around you, that all clicks. You're with your people, you feel it and in a job to you're like wow, they get me and they're letting me have the autonomy to thrive. But also, when it doesn't work, you have to leave and that's hard to and it's a very selfaware moment to say wow, when this works, this is going to really work. And it might start out working, but then if that changes, you have to be selfaware enough to say, you know what, this isn't working. For me. So let's find something that does and be able and that's okay. And it's okay to leave a job and it's also okay to kind of leave friends to sometimes. Yeah, and no, definitely kind of digging into that a little bit more. That's that kind of ties back to. Nicely, is like kind of being an advocate for yourself. Do you have kind of some examples throughout your career path where you had to advocate for yourself, maybe where it was a bit tough and kind of what that what that process was like to overcome? Yeah, I mean I think even from the start of my career I was in I was aligned with brands where there was the need to build a strategy, whether it was a go to market strategy or penetrate a new territory, bring a bring a product to life, and that that speaks to my personality. It's also it's exciting to me, and I'm currently...

...doing that now at k three, building a go to market strategy for North America, aligning that with global and partner ship. But throughout my career there have been times where there had been I'd say mandates or senior, senior leadership tracks that just didn't align with that. And you know, I started with data because I think data and numbers allow you to back up your story and it's clarity. If you can't measure it, and that's that's that's it. You know you can't, you can't track it. So showing the data to back up my story. So it's not like I feel like, you know, we should be doing this. I think females to get a little bit well, it's emotional, you know, the feeling okay, that's great or emotional, but data shows this market can do this. And, by the way, we have. I've also, you know, closed x, Y and Z business. So we need more resources for head count, one example. And I think when the numbers are position and then you can present your story, I think that that goes a long way and you know, no one can can kind of discount that. And it's the same with a promotion or a title or dollars. Go in with what you've done, what you want to accomplish, and then connect that with why, why you think it's valuable. Fantastic. How are you helping other other leaders, other females kind of in your industry, kind of find their voice, especially in today's environment. Yeah, it's tough. I mean I I've definitely connected with a strong group of, I'd say, like minded female leaders, as well as those that can be more mentor mentees. So, whether it's through a group like revenue collective or even just some slack communities that aligned with initiatives that I want to be more important in support of. Maybe it's, you know, dei that can bring in underrepresented talent and bring them to the forefront and get those...

...individuals represented and get those people at that, you know, at opportunities that make sense in aligned to their skill set. So it's really about finding others like being. I think you need to seek out others, but there's everyone's so willing to collaborate and communicate, and that's what I've been, you know, most excited about when you find someone that you can connect with, finding more people like that and then creating your own community for collaboration and support. Yeah, I think they're. I think that's so important to be leveraging like people within your community, bouncing ideas off, kind of like that knowledge share. It's so empowering and that we not only can you scale over at k three and all over time, but other people can learn from the amazing things you're implementing as well. Yeah, and there's so many resources Linkedin, even, you know, social groups outside of that that want to female leaders, different forums. I mean it's all there for you know, the opportunity they went to get more people involved. So I always, whenever I'm talking to anyone, challenge them to get involved and get involved immediately. As you know, it can only benefit or give them a different perspective on what they're thinking through. Definitely. So as a female leader, how are you really ensuring that there's diversity within your leadership team over at k three? Well, I think for any leadership team, you know, you get sucked into a bit of the you know, that see of Sameness and whether that looks like any one individual or one gender, it just it just happens. And I think what I've been challenging myself and the organization to think about is how do we look outside of what our network looks like? A lot of times it looks like ourselves, you know, and so I need to be thinking of how I can align again with different groups that can support the what we want the organization to look like. So, whether it's gender diversity, you know, diversity of talent and skill set, as well as geography. It's all of...

...those elements that honestly, it doesn't just happen. You need to force yourself into those areas. And again it's the community groups. I follow different boards of talent pools that are coming in from across the country, not just New York and La. There's a whole amazing country in between there that has awesome talent. There's a lot of actual upandcoming partnership groups that source talent from that for SDRs, customer success and so leaning in to those and also, you know, align with HR and all of our leadership to make sure that we're thinking kind of collectively about that, which everyone's been were extremely open to. Yeah, he touched an interesting point there. How to you can mentioned, you know, there's a whole country between New York and La would you say? I would say with you know, everyone going virtual and remote about two years ago and kind of where we're at today, where it is like this hybrid mechanism, would you say this kind of going through the pandemic is actually increas diversity in the workspace due to the opportunity to look in other areas that maybe we would have been exposed to. I think so. I think it's refreshing. I mean, think about how business was even operated. Myself personally, I mean two plus years ago, I would be flying to Boston for the day for a thirty minute meeting and then doing that and then turning around and going to DC in the same way. So not only in the travel and how you engage, you can do that virtually be more impactful. Are, you know, also environmentally like responsible to but I do think that it's opened up the opportunity to say, they're so much we can accomplish. We don't need to just isolate our talent pool to you know, the the polls, like we can look at Detroit or any other area in between, to be honest, and still have a very impactful and diverse in thought as well as, you know, look and feel and really better, you know, a company culture by sourcing talent that doesn't is just not your backyard. Because the reality is, where is your backyard these days? It's so it's not,... know, it's not where your headquarters are. Yeah, I think it's exciting. I think it's great. Yeah, that is so true, because as as the buyers are change. The face of the buyers are changing over time, as we're all kind of going through this transition. The face of the sellers need to mirror that as well. So if it is not kind of match it up, how are you kind of looking into other talent poles and kind of branching out to kind of in increase that diversity within your orgs? Yeah, I think it. I think you can only be a pretty I would I would hope that it would be appreciate, appreciated by a prospect or client to see that, because likely their organizations are doing the same thing when I think it's important to to your point match that definitely fantastic. Well, outside of, you know, finding your voice and kind of empowering females into get into sales and leadership roles, we had previously talked a little bit about, you know, driving on value and breaking through the noise. Is there any other tips that there is people really just getting into the sales, sales space? How do you kind of break through the noise there it? What is like the best way to be doing that? Yeah, I think that when when you're thinking of whatever you're aligning with in a in a product, whether magazine a digital entity, whatever you're selling. When you think about the person on the other side of the phone, the email, the the death, ask what is driving them in their business. I think it's the value leg paired with the curiosity and the transparency of knowing the product that you are putting in front of them does solve something and having the conviction to put that together and piece that together, you know, for that person. So you're doing the work, whether it's for a partner, to show hey, how can we enable and drive your business forward, and really do the work to show that. It goes a very long way and I think it goes from the first email, call, touch all the way to the last, and it's a continuous process of showing and highlighting that value. Again,...

...back to that that problem to solution that you are are presenting. Yeah, so definitely I can agree with you on that, especially like over seeing, like an outbounding think the worst thing you could do is just be going in completely cold, even even though it's called email. The idea is to warm it up a little bit with some research and personalization. Yeah, I think it goes back to the data. You know right. You you, if you are so strongly align that you know that from the data that you have that you are a fit and you know for Kthree that's, you know, fashion retail apparel. That's our North Star. What's your North Star for your product? If you have that alignment and you know, you know very well for outbounding, capture that in the first touch, like you are, I think you immediately have that qualification and that see at the table to allow for something very strategic to happen moving forward. Definitely well. Thank you so much, kimberly, for sharing all your insights today and kind of how you're able to rise to the career that you have had that over at k three. If you had to recommend one book to our listeners that have has had like a big impact on either your professional development or even personal development, is that one book that really sticks out to you? You know I love Angela Duck or sprit. I don't know if you've read it. It's a great book. I think she has actually just she just didn't do a Ted talk. There might be like a two point of version coming out. I thought it was so meaningful to read for a lot of a lot of layers and levels, because I think it's applicable personal life and then also professional. But I thought it was just so interesting that, you know, the individuals that were masters of like their domains or their crafts, like the margins between the data of performance to be so uberly successful, Olympian, you know, Nobel Prize winner, to those that didn't, was so slim. But when you focus...

...on the actual mindset that set them apart, that was the massive differentiator to be able to accomplish anything. And I think when I'm also talking to others, you know, peers in the space, I think that's what you really need to think of. How are you really it's not taking no for an answer, but being savvy, being tenacious about what you do and then having the conviction and know that what you are doing really speaks to you. So I love that book. I think it's a great read, you know, for anyone, but definitely I think it speaks to sellers for sure. Fantastic. I love that. I'll to look that one up. Yeah, it's good, great by Angela Duckworth. Yes, amazing right book. So it can really if anyone wanted to reach out to you or connect, where'd be the best place for the Verriccio you can it, certainly reach out to me on Linkedin. I'm very active there and I'm happy to rob time to connect. You can certainly shoot me a note at k three. Can Barely Dot Morgan at k three btgcom. So more than happy to speak there, but definitely reach out. We always happy to connect. Fantastic. Well, thank you everyone. You heard it first and have a great day. By more, this was another episode of the sales engagement podcast. To help this get in front of more eyes and ears, please leave us a shining five star review. Join US at sales engagementcom for new episodes. Resources in the book on sales engagement. To get the most out of your sales engagement strategy, make sure to check out outreached out ioh, the leading sales engagement platform. See you on the next episode.

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