Tips for Starting a New Job

If I was starting a new sales role today, here are the 5 things I’d do in the first 5 days- 1/ Find the accounts in my territory that are most likely to buy (aka the most like past buyers). I'd do this by creating a CRM report of Closed Won deals for the Past 2 years, with these details: - industry - location - age of company - $ ARR amount - # of employees - names/personas involved in the purchase THEN I'd create a report of Prospects with similarities in my territory/account list. ^^This is the low hanging fruit. 2/ I'd find 3-5 consistent top performers and ask them 3 simple questions: —-> Who are the best personas for us? --> Which are their 2-3 top business problems we solve (+vocabulary they use)? --> What's the # 1 thing to do/not do when just starting in this role? ^^This is a shortcut for how to start off with a Bang...without trying to reinvent the wheel. 3/ I'd set up intro calls with internal folks like Finance/Deal desk, Legal, Product, Support, Solution Consulting, Channel partners, Systems Integrators, etc... anyone who I'll regularly interact with on deals. Start figuring out the best "Gives" for each person - do they like Starbucks, Slack shout outs, special beverages for EOQ/EOY? I'd put quarterly reminders on my calendar (and schedule quarterly deliveries where it makes sense). ^^This is how we create our "tribe"/internal network within a company...giving right from the start, rather than just being 'another seller who wants something'. 4/ I'd memorize 5-8 customer stories. Starting with writing a 1 min summary on note cards - with the Champion's name/title, pain felt, problem solved & impact created. I'd practice telling these stories out loud every morning for 10 minutes...until I don't need the notecards anymore. Then I'd rinse/ repeat, memorizing 5 new stories. ^^This is how we can build confidence & credibility. 5/ I'd analyze my boss’s personality - LOTS of tools for this - and I'd ask them about their top 2 career goals in our first 1:1 chat. ^^This is how we can start to manage up. These are the top 5 things that have paid off the most for me when starting a new role. What's worked well for you - what would you do if you were starting over? ps- If this breakdown was helpful, you might get value from the "Enterprise Sales Accelerator" program. Weekly live sales coaching! Practical breakdowns & deal strategy. All the details in my bio.

Starting a new sales job? Hit your stride fast: 1. Start prospecting even before you feel "ready" If there was ever a time to work OT in sales, it's your first quarter on the job. You need to start building pipeline early, since it's going to become the deals that get you to quota when you're off ramp! Even if you're not ready to close, at least start opening pipeline. Bonus: Finding a ton of deals in your early days earns you extra SME support since you're new. You'll actually learn faster hearing the experts at your company explain things to your real deals VS. just watching call recordings of deals you're less invested in. ___ 2. Tier your territory before you start prospecting Should not take more than a few hours. This exercise ensures you have a plan of attack for your territory VS. just random acts of selling. I like to split my territory into 3 "tiers". Tier 1 = These are my dream accounts that I know will make great customers. These ones will receive really custom outreach. Tier 2 = This is the bulk of my territory. These are not dream accounts but they are pretty good fits for what I sell. Receives some custom outreach followed by more automated stuff. Tier 3 = Everything else that is technically sellable but not worth taking attention away from the Tier 1 accounts. Gets put in automated sequences. What makes a great account is company/product dependent, but in general you want to try to find "lookalikes" to your current customers. Look for attributes like company size, industry, tech stack, etc. ___ 3. Don't waste time building your own sequence: It's a waste of time in the early days to reinvent new prospecting messaging. Just go copy the top-performing sequence that your team has. Eventually iterate on it and come up with your own messaging, but unless it's really bad, you're better off applying your limited effort toward prospecting vs. coming up with new messaging. ___ 4. Find quick prospecting wins: 🟢 Run a closed-lost report of your territory and reach out to all the people who were involved in that deal. 🟢 Find former customers who have changed jobs and might want to buy at their new company (Sales Nav, UserGems, Champify) 🟢 Exec connections: Mine your Exec's networks for high-level prospects they personally know. Draft messages for them to send to their connections. ^^Do these BEFORE you start cold calling. It's better to start with the easy pipeline before you start going cold.

I’ve worked with so many students who are brilliant, but might not sound like it. They often ramble and stumble (if someone didn’t know them personally, they might label them as “not bright”). Here’s how I have trained 10,000+ students to sound smart (without faking it): 1. Speak in short, structured sentences Using big words and long sentences is the fastest way to lose credibility. People can see that you’re hiding behind jargon. So, instead: • Use short, declarative sentences • Pick simple, specific words • Structure your thoughts (“First... Second... Third...”) And here’s a bonus: pair your points with gestures (like holding up fingers). It increases your clarity, both verbally and nonverbally. — 2. Clarity = Competence Get to the point fast. Explain: • The problem • The solution • What you don’t know, and how you’ll figure it out That last one is underrated. Being able to say “Here’s what I don’t know (yet)” shows confidence, not weakness. — 3. Pay attention to your body gestures Avoid touching your face, fidgeting, or rubbing your neck during a conversation. These subconscious gestures signal “I’m nervous and unsure,” which erodes trust and credibility. . – 4. Want a confidence boost? Try this mindset: “I’m lucky.” Before a big meeting, pitch, or interview, try this: “I’m the perfect person for this. I’m lucky to be here, and they’re lucky to have me.” This mindset instantly upgrades your posture, tone, and energy. People trust those who believe in themselves. We trust people who feel lucky and capable. — 5. Know your story. Own your role. People with strong narrative identity—who know how their story fits into the moment—radiate confidence. Go in knowing: • What you bring • What do you want • How does this opportunity fit your bigger story — 6. One last tip: Nail the first impression. Before any big interaction, ask: “How can I be of service?” It instantly reorients your focus away from nerves, and toward connection. Whether you're in sales, therapy, leadership, or interviewing, that simple question builds warmth and trust. You don’t have to act smart. Speak clearly. Know what you know, own what you don’t, and bring presence and purpose into the room. That’s how you sound like the smart, capable person you already are.

People Google everything. Including you. Before meetings, interviews, or even dates, your online presence is scrutinized. It's not just about looking good online, it's about strategically positioning yourself as an authority in your field. Here's how to make your PERSONAL BRAND stand out: 1. Create content that showcases your expertise • Write articles or blog posts on industry trends • Share insights from your professional experiences • Showcase unique stories from your personal client experiences. 2. Use SEO to ensure your content ranks • Research relevant keywords in your industry • Optimize your LinkedIn profile with these keywords • Include them naturally in your content titles and descriptions 3. Build a network that amplifies your voice • Engage meaningfully with others' content • Collaborate on projects or co-create content • Participate in relevant LinkedIn groups and discussions 4. Consistency is key • Maintain a regular posting schedule • Ensure your messaging aligns across all platforms • Keep your visual branding cohesive (profile picture, banner, etc.) 5. Showcase your achievements • Update your profile with recent accomplishments • Share case studies or success stories • Request and display recommendations from colleagues These strategies can transform your digital footprint from a mere online presence into a powerful personal brand. It opens doors to new opportunities, builds credibility, and creates a lasting impression in the minds of potential employers, clients, or partners. What steps are you taking to enhance your online presence? P.S. Need help with your personal brand? Send me a DM. #PersonalBranding #ProfessionalDevelopment #OnlinePresence #LinkedInTips

Starting a new job as a senior comms leader is a bit like being the pilot of a plane you’ve never flown, heading to an unknown destination. You know HOW to fly a plane, but the controls are unfamiliar. The crew’s looking to you for direction. And you're silently wondering where the hell you're going. You know you're the expert, but feel like the intern. It's normal to feel a little lost. That doesn’t mean you’re not brilliant at what you do. Here’s how to find your altitude faster: • Get your bearings early. Ask for an induction plan before you start.    • Clarify your objectives in writing. Opaque expectations cause stress.    • Ask all the questions, even the ones that feel really basic.    • Listen well. You don't need to fix everything in your first week.    • Find and befriend the internal influencers and connectors.    • Track the small wins. They’re the evidence that you’re making progress.    • Give yourself grace. You're new and it will become easier.    You were hired for your communications expertise, not your knowledge of the organisation. That will come in time. What helped you feel confident when you started your last new job? 👇🍿

If I was onboarding 5 new SDRs, here's exactly what I would do to guide them to exceed target in 90 days. Step 1: Learn the industry FIRST This is the most important step and most companies skip it. You can be subpar at prospecting and still do well if you deeply understand your buyers. Who are they? What keeps them up at night? How do they make decisions? What's the industry makeup? I remember reading every single article on VP of Marketing + CMOs when I worked at Terminus so I knew the lingo. When you know this, your conversations become 10x easier. Step 2: Set up their LinkedIn profile Now that they understand who they're talking to, let's make sure their profile reflects that. The question every rep needs to ask themselves is... How do we position our profile as someone worth responding to? I would immediately remove your job title from your profile and make the headline outcome focused. Think landing pages, not resume. Step 3: Get comfortable with the tech (but only 3-4 tools) I'm starting to believe you shouldn't give new reps all the tools at once. Start them with the basics: ↳ Sales engagement tool ↳ Data tool ↳ CRM That's it. Master those first. As they get better, they unlock new tools. As leaders, I think we need to have all SDRs master the fundamentals of these three tools so that the other tools are easier to use. Step 4: Creative prospecting Once they're comfortable with the basics, now we layer in video prospecting, voice notes, and creative outreach. I remember as an SDR, once I got the cold calling down I could easily translate those skills into more creative prospecting. This is where they start standing out from everyone else in the inbox. Step 5: Memorize 3 customer stories When I was an SDR manager, I told my team.. everyone needs to memorize 3 customer stories. That's it. Just 3. When you're on a call and you can reference a real story about someone like them... the conversation shifts. That's how you create relevancy by sharing a real point of connection they can relate to. These 5 things in the first 90 days will set your team up for success. P.S. Which step does your team need to focus on most?

The #1 mistake I see professionals make in their first month at a new job? They try to make a big splash. Suggesting changes on Day 3. Talking more than they listen. Trying too hard to prove themselves. But here’s the truth: Your first 30 days aren’t about proving your worth. They’re about building trust, observing carefully, and learning the game. After coaching 100+ professionals through career transitions, here’s what I’ve seen time and again: 🚫 What NOT to do in Month 1: ❌ Suggest big changes too early ❌ Talk more than you listen ❌ Forget to document processes ❌ Skip 1:1s with key people ❌ Avoid asking “obvious” questions out of fear ✅ What to do instead: 1️⃣ Write down everything, even the small stuff, because it adds up later. 2️⃣ Build quiet relationships before offering big ideas. 3️⃣ Master the tools and systems your team uses daily. 4️⃣ Observe team dynamics, influence doesn’t always match the org chart. 5️⃣ Identify the company’s real language, every workplace has its own code. 🔹 Month 1 Rituals can be: Schedule 1:1s with all stakeholders - Keep a running doc of “how things work here” - Identify informal influencers (the ones who get things done) - Understand how decisions are made. not just who signs them Here’s the secret: The first month isn’t about shouting your value, it’s about earning trust quietly. Do that, and your impact in Months 2, 3, and beyond will be 10x stronger. P.S. If you want more updated strategies and insider insights to ace every career transition, Join my Career Spotlight Group. 👉 Join here - https://lnkd.in/gB22r3_b

Prepare for every job interview by recognizing that your personal brand is as crucial as your resume. Your personal brand is essentially the distinctive narrative you wish to convey about yourself in a professional setting, defining who you are, your strengths, and what sets you apart. Here's a guide to cultivating a robust personal brand during interviews: 1. Self-Exploration: Before branding yourself, delve into self-reflection. Identify your strengths, values, and passions that distinguish you. 2. Spotlight Your Strengths: Showcase your unique strengths, be it problem-solving, leadership, or creativity. Align these strengths with the job requirements. 3. Consistent Online Presence: Ensure your online presence on platforms like LinkedIn aligns with your personal brand. Update profiles with professional content and a suitable photo. 4. Emphasize Achievements: Highlight your accomplishments in your resume and interviews. Provide specific examples that demonstrate positive outcomes and quantify achievements when possible. 5. Dress for Success: Your appearance contributes to your brand. Dress appropriately, erring on the side of slightly overdressed. 6. Be Authentic: Let your personal brand reflect your true self. Authenticity is key; don't attempt to be someone you're not. 7. Communicate Effectively: During interviews, communicate with clarity and confidence. Non-verbal cues like eye contact and a firm handshake are just as vital as verbal communication. 8. Gratitude Post-Interview: After the interview, send a thank-you note reinforcing your personal brand. Express ongoing interest in the role and your eagerness to contribute to the company's success. Remember, building a personal brand is an ongoing endeavor, not limited to interviews but integral to your entire career. Consistency in your brand presentation makes you memorable, relatable, and appealing to potential employers.

No one taught me how to navigate my first week at work. As a first-gen professional, I was told: → Get the job. → Work hard. → Prove yourself. But no one explained how to build confidence from day one. No one told me how to set myself up for success. No one mentioned the power of relationships. So, I figured it out on my own. I asked questions. I observed. I made mistakes. And along the way, I realized: Your first week isn’t just about doing the work. It’s about learning how to own your space. Here’s what I wish I knew earlier: ✅ Meet with your manager. Get clear on expectations—don’t assume. ✅ Understand the big picture. Learn the company’s goals and how your role fits in. ✅ Build relationships. Introduce yourself. Connections matter more than you think. ✅ Get comfortable with tools & systems. The faster you learn, the smoother things go. ✅ Ask for feedback early. Small tweaks now = big wins later. ✅ Set personal goals. Track your progress and celebrate the small wins. Most first-gen professionals aren’t struggling because they lack talent. They lack guidance. So, if no one taught you how to navigate your first week, let this be your roadmap. You got this. 💬 What’s one thing you wish you knew when you started your first job? ⬇️ #EvolveWithHarleny

Getting the offer is just the beginning. How you show up in the first 90 days sets the tone for everything that follows. Most people focus on looking impressive. But if you want to succeed, not just survive, you need a plan. Here’s how to master your new role in the first 90 days: 1. Learn before you lead. Ask questions. Observe team dynamics. Understand the systems, the culture, and the real decision-makers. The people who listen well early on earn trust faster. 2. Build strong relationships intentionally. Your work matters. But who trusts you to deliver it matters more. Set up 1:1s. Learn what success looks like to your manager, your peers, and your cross-functional partners. 3. Align with impact, not noise. Don’t try to do everything. Find the problems that matter most and start solving those. Show that you understand what’s valuable and where your work fits into the bigger picture. 4. Communicate what you’re learning. You don’t need to show off. But share progress, ideas, and insights. Let people know how you're ramping and where you're focused. 5. Set the tone for how you work. The boundaries you set now are harder to redraw later. Start with clarity. Protect your time. Model how you want to operate long-term. The first 90 days aren’t about proving yourself. They’re about building a foundation that makes the next 9 months count. Move with intention, not anxiety. That’s how you lead from day one.