State of Soft Skills Chapter 2: Shine Early, Thrive in Prime Time

It’s 2024 and Soft Skills are more important than ever before. I talked to some of the absolute best people I know in many different roles and in different stages in their careers. In this series, we’re sharing why soft skills are crucial for success. Missed Chapter 1?

Soft skills are an absolute point of differentiation at all points in your career. In this chapter, we’ll be hearing from a recent grad starting his career, and a seasoned sales veteran in the prime of his career.

New Grad: Authentic Connection

I’d say to any new grad that your soft skills (especially in the beginning of your career) are just as vital as your experience. 

When I worked in my past summer work-terms, I spent time every week to connect with people inside and outside of my team. 

I connected with people to learn more about them and to learn about different potential industries. I took this time to convey my soft skills and how I was hoping to enter into the tech industry in a customer facing role. 

Through these conversations, I’ve developed friendships that have helped me when it came to the job search. Being authentic to who you are works far better than networking for the sake of networking, or looking for a referral. Provide opportunities to have your soft skills show through and own them. The best thing that you can have is for someone to be your champion, and that comes from authentic connections.

Seth’s Comment: I love what Caleb has shared here. You can tell when someone is genuinely interested in connecting with you. They ask questions about you, listening deeply, and keeping eye contact. 

Reflect: are you unconditionally interested in others?

Seasoned VP of Sales: Trust

In an era where digital transformation dictates market dynamics, over the last 25 years I’ve navigated the tumultuous waters of selling over $1 billion in software, hardware, and services. 

The cornerstone of my success? Trust. 

Beyond product specs, great demos, references or competitive pricing, trust accelerates relationships and contracts. I saw this come to light recently where I was able to close a 2.5m USD deal in 30 days. 

Each conversation is a brick in a bridge of credibility. 

The key? Listening more than speaking, understanding over explaining. 

As sales cycles stretch, those who master the art of genuine connection, adapting to client needs, and delivering consistent value, lead. 

Remember, in the labyrinth of enterprise sales where only 40% of sales people hit their quotas, trust is your compass—guiding every interaction towards a successful close.

Seth’s Comment: Salespeople, don’t miss this! Sean has identified vital keys to building trust: listening and seeking to understand. If you make building trust the “true north” of your compass, success lies ahead.

Takeaway Resource: How do you build trust? Sean recommends reading these books to start learning how: The Speed of Trust (Stephen Covey) and The Challenger Sale (Matthew Dixon).