Presentations and pitch decks can be highly effective, but there is no sales technique more persuasive than empathetic, inclusive communication. That’s where Leigh Carter, a Senior Solutions Consultant at Zendesk, excels and adds value.

Beyond process and procedure, customer-centric software-as-a-service (SaaS) products such as those offered by Zendesk encompass a narrative, collaborative dimension that Leigh believes is especially well suited to women. “What (we) bring to the table is this sort of inherent, intuitive ability to drive consensus,” she says. In this episode, you’ll learn what differentiates consultative from transactional sales, which so-called “soft skills” are associated with the job of solutions consultant, and creative strategies for bringing stakeholders into alignment. Leigh’s actionable sales advice includes: Doing your homework, being prepared to pivot, and leveraging the power of numbers – concrete metrics – to get everyone onto the same page. The conversation wraps up with Leigh’s wish for the tech industry as a whole and a personal reflection on the incomparable power of interpersonal connection. “Technology can do enormous good in this world,” says Leigh, “but what my time in the Peace Corps taught me is that … it’s that relationship between two people that is most valuable.” For episode resources and more info, visit our 2x Women in Tech website