I worked for ASI for 3 1/2 years, selling video training and associated products to the tech industry. I was a top sales person, but being a professional woman in sales in 1981 was still a novelty. I had no background in software or business. A headhunter introduced me to the team at Management Decision Systems in Waltham, MA. I already knew a few people there. In fact, I had interviewed for a training position there years earlier. We both decided I was not suited for that position. The company was around the corner from my first job and there was some overlap, as their product, Express, was written in the proprietary software language developed by SofTech.
Yet, MDS had grown from its original MIT roots as a company with brand management models and techniques, to a more robust business model encompassing software, modeling and consulting for all forms of Decision Support Systems (very hot in the 1980s).
I had to convince three layers of management that I was right for their open sales position. My immediate supervisor was on-board. Barry was a lovely human being. His manager was not my fan, but grudgingly gave approval, while also deciding to hire a young, unproven guy my age (I was 28 at the time). Now I had to convince the VP of this division; Walt Lankau.
This was the “dress for success” era, so I wore a tailored suit, shirt, perhaps a little bow tie. I always did a good job making people feel comfortable at the beginning of any meeting. We probably talked some about golf. After Walt cashed out (MDS would be bought by Informations Resources, Inc., which was then bought by Oracle, so the VP-levels and up made a lot of money with the sale of the company in 1985), he bought Stow Acres Country Club in Sudbury, MA and, with his family, happily ran it for years, though he now appears to be the business manager for the Hyannisport Country Club.
Walt was an engaging guy, but also wanted to be sure I was right for this position and company. He grilled me about my sales approach. The question that sticks in my mind, almost 40 years later was: am I competitive?
I responded thusly: I told him I am NOT when I know I don’t have a chance to win, which is one of the reasons I don’t play golf or tennis – I have poor hand to eye coordination; don’t know where my hand is relative to the equipment I’m holding (club, racquet) while trying to contact the ball beyond it, so know that I couldn’t possibly be good at any sport like that. However, I’m competitive as hell when I have the possibility to win. Think of me as that cartoon terrier that bites the rear-end of someone and doesn’t let go. That’s me. Once I get in somewhere, I don’t let go.
Oh my, he liked that response. And it is true. My follow-through is excellent. I will get questions answered, objections overcome, be polite but firm, ASK for the business (you’d be surprised how many people don’t, just assume it is coming their way), ask what it would take to win the business. Of course I was hired.
I happily worked at MDS for several years and was their top salesperson. It was a great place to work; smart young people, friendly environment, great parties, charitable ethos. Lots of us stay in touch. We had a reunion about 15 years ago, and we’d like to get together again, but no one seems to want to put in the time and effort to make that happen (someone reached out to me about it once, but I do enough reunion work elsewhere). So we just have a Facebook group and follow each other’s posts.
Walt at the ’82 Xmas auction
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As proof of my tenacity, my best closing line came in 1985. I was already at a different company, one that used a fancy graphics interface and special computer chip and was a natural extension to Express. I had to carry a 40 pound computer PC on calls to demonstrate my product. I became pregnant a month after joining this company.
It was August. I was within two weeks of my due date, but had to make one more trip to Combustion Engineering in Stamford, CT for a final presentation to the contract-signing VP. All his underlings had already assured me this was a done deal.
It was a hot day, lots went wrong before I even set up, but the presentation went well until the VP asked what version of the operating system we ran under. Uh oh…we ran under the most current. They were running one behind. No one knew if that mattered. He got up and left the meeting. I called my office. The head of development offered to write into the contract that we would guarantee to work under their version of the operating system.
I looked at everyone remaining around that conference room table squarely in the eye and said, “I hope you are prepared to deliver this baby on this table, because I am not leaving without that contract!”
I waited all day, but got the signature. Tenacious!
9 months pregnant
