Principal, Market Leader and Cybersecurity Advisor with Chartis
Cybersecurity and IT Consulting Leadership: Early 90s – current
N
Principal, Market Leader and Cybersecurity Advisor with Chartis
Cybersecurity and IT Consulting Leadership: Early 90s – currentUndergraduate, UC San Diego; MBA, Louisiana State University
LONG-TERM THNKINGPERSISTENCEAngela knew she wanted to work in healthcare and at one time even entertained becoming a doctor. While that may have not been the path she took, Angela was able to stay connected to the healthcare field in a different capacity. Her career has been a zigzag path rather than a straightforward ladder climb. She found her niche in healthcare IT and has been successful by following wherever the industry has taken her.
Angela took a sabbatical during COVID to do volunteer work and, while very fulfilling for her soul, she missed the mental stimulation that came from critical thinking and tackling complex projects, so she decided to go back to work. She was very selective about the company she chose to pursue and had three specific goals during her search: to work for a highly reputable company that she could stand behind, to have a better work-life balance, and to work on a variety of projects beyond just cybersecurity.
These days, Angela wants to have more flexibility to spend time with her children and future grandchildren like her parents did with her early on in her career.
Angela shared an experience in which she was asked to meet with a client’s VP but was told by the VP that he didn’t like working with vendors. She was initially taken aback by his admission but used humor to ease the tension and eventually gained the client’s business, which led to a successful long-term business relationship.
On another occasion, Angela again used humor to break the ice with a new leader who during their first interaction asked to see the “out clause” in their contract. The result was another signed contract and a solidified relationship. She learned to think long-term in these situations. Just because she may not have hit it out of the park during a first encounter, or earned the business right away, it didn’t mean she didn’t earn it in the future.
The key, she insists, is to not take rejection personally and to be persistent in the face of adversity. This has worked to her benefit time and time again.
Current Fellow with the Healthcare Information and Management Systems Society (HIMSS)
Guardian Scholar Mentor supporting foster youth to achieve their educational and career goals
“Women in Healthcare IT to Know” by Becker’s Hospital Review in 2018 and 2019
President, Women in Healthcare Information Technology (WHIT)
Past President of the Southern California HIMSS Chapter.
Consistent Club Member, High-Achiever Award Member
Understanding the industry in which you operate is critical to becoming a trusted advisor to your clients. Knowing the market trends, customer pain points, and competitive landscape will allow you to better serve your customers and position yourself as an expert in the field, not just your product or service.
Helping your customers is crucial to your success in sales. Going above and beyond to create a connection, offering support, and promoting them and their business will show that you are genuinely interested in their success and not just trying to make a sale.
Many people believe that talking about their product or service is the best approach to sales, but this is rarely the case. The focus should be on asking questions to better understand their prospect’s needs and reasons. As the saying goes: telling is not selling.
Be yourself when working in sales; there’s no better way to build genuine connections with clients. Trying to be someone else can come across as insincere and may not be effective in building rapport. If a person feels uncomfortable presenting their genuine self - selling themself - they may not be in the right role.
Sharing your story and being proud of your accomplishments will help build a connection with your customers that goes beyond the sales pitch. When you open up and share your vulnerabilities, it allows others to relate to you in a deeper way.
Winning contracts year over year establishes your credibility as a sales professional and demonstrates your ability to deliver results. This is essential for building a successful career in sales.
Jason’s career has been defined by taking the path less traveled. He has consistently accepted challenging positions that did not have a clear path to success, taking his companies and teams into new markets and opening up new sales channels.
