How Identity Influenced a Dell Technologies Partner Manager's Career
Matthew, a Partner Manager at Dell Technologies, reveals that while a natural introvert, the belief that "salespeople with big extroverted personalities" is a misconception; success stems from diligence, responsiveness, and providing genuine value, a strategy which proved highly effective for him. This approach allowed Matthew to avoid the draining aspects of overtly "salesy type things," demonstrating that introverts can thrive in roles typically associated with extroverts.
Sales, Introversion, Partner Management, Technology Industry, Career Success
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Matthew Ferguson
Partner Manager
Dell Technologies
Loughborough University, 2008
N/A
Criminal Justice
Technology
Business Strategy
Took Out Loans, First Generation College Student
Video Highlights
1. Even if you identify as an introvert, it doesn't mean you can't succeed in roles like sales. Success depends on a broader range of skills (diligence, responsiveness, clear communication) than just introversion or extroversion.
2. Introverts can be very successful in sales by focusing on providing value and genuine help to clients, rather than relying on high-energy, 'salesy' tactics.
3. Don't limit yourself based on stereotypes. Introverts can thrive in diverse roles, even those traditionally associated with extroverts.
Transcript
As someone who identifies as an introvert, how has that impacted how you've navigated your career?
Early in my career, I've always been an introvert. I am very much a homebody and my social media presence is low. I like being at home, gardening, and doing quiet, relaxed things like playing with the kids.
I don't like going out to parties or doing a lot of big socializing. It drains me. Now, people often associate salespeople with big extroverted personalities. In my career, my natural inclination and how my body reacts to being social has held me back in some respects.
But even if you identify as introverted, it doesn't necessarily hold you back from certain positions. A sales role, for example, requires a lot of skills. You have to be diligent, hardworking, fast, responsive, and direct with your communication. A lot of that doesn't necessarily tie into whether you're introverted or extroverted.
Even if you naturally identify as either introvert or extrovert, there's a broad range of skills needed to be effective. Simply leaning into "I'm extroverted, I should do sales" ignores the broad range of skills you need to be strong at.
On the flip side, introverts can be very diligent, responsive, and great consultants without having to be super salesy. That's where I found a lot of my success. I approached it by genuinely wanting to help people, whether I got the sale or not. My job was to provide value.
So I would call people up and give them valuable insights and interpretations, letting them make their own decision. This sales approach worked for me without me having to gear myself up and get energetic for salesy activities.
For cold calling, I would prep, be diligent, come with data and research, and be organized. I'd call, bring value, and end the call. I found that worked very effectively.
If you identify as an introvert, don't be confined by stereotypes that introverts can only be admins, bookkeepers, or work strictly behind the scenes. That's absolutely not the case. Even in a sales role, you can still bring a lot of value by being naturally more introverted.
Advizer Personal Links