Our guest’s anecdote about learning to “dress for success” as an aspiring executive will no doubt resonate with Leaders With Ambition listeners. Alex Liddle, who today is Sales Director for EMEA at PwC, explains how he learned early that presentation matters when it comes to establishing oneself as a serious player. But his stalwart commitment to sporting a suit and tie is just one of the multiple ingredients that explain Alex’s rise through the ranks.
A native of Spain, he has also leveraged his inquisitive, extroverted nature and the relationship-building skills he cultivated as a young boarding school student in England. Alex shares with Host Nicky Acuna Ocana his professional highlights and challenges as well as words of wisdom.
Learn why networking has been key to his career trajectory and how native curiosity has translated into success across a wide variety of business development roles, ranging from the oil and gas industry to legal and professional services.
You won’t want to miss the dynamic insights and practical advice this sales leader has to offer anyone pursuing a path to managerial success and satisfaction!
About the unique set of variables that brought a native of Spain to a UK boarding school, an unlikely college major and a successful and varied international sales career.
Allied interests
How professional services and legal services have enabled Alex to leverage both his operational and business development skill sets.
No secret
Why sales is coming out of the shadows to claim the significant contribution it makes to the overall bottom line at legal as well as professional services firms like PwC.
Career transition
How Alex navigated his move from oil and gas to professional services – with similarly bright casts of characters but very different organisational structures and protocols.
Has the MBA paid off?
What his advanced degree has done in terms of building Alex’s network, business vocabulary and ability to analyse operational, marketing and other related issues.
Critical cornerstone
How mentors have opened doors at every stage of Alex’s career, providing both growth and insights that have been key to his success.
All boats rising
Why Alex feels it’s so important to share his professional network, make introductions and connect others freely for the greater good of all concerned.
Key elements
About the trust and authentic interest that support successful sales relationships rooted in mutual connection and understanding.
Key differentiators
What it is about the range of disciplines and workplace culture that distinguish professional services from other sales environments.
Reverse engineering
About Alex’s formula for envisioning career goals and then very intentionally figuring out how to create the circumstances through which to achieve them.
Always learning
How Alex’s native curiosity fuels his approach to every meeting as a learning opportunity – a chance to invite something different as well as share what he knows.
Where the challenges are
About the ongoing struggle to harness tech, retain talent and fully integrate sales functions into professional services firms as a significant driver of revenue.
Striking a balance
Why it’s so important to get the right mix of flexible hybrid work with the face-to-face interactions so critical to building relationships, both for purposes of BD and for personal networking and growth.
Career highlights
Overcoming obstacles like getting an oil and gas firm he worked for off a prospective client’s blacklist; breaking down resistance to sales among partners at a law firm; bringing clients along despite multiple career moves; cultivating younger colleagues in their career development and promotion.
Words of wisdom
It’s easier to beg for forgiveness than ask for permission; When you go into a sales meeting, bring two ears and one mouth; Speed of response is a competitive advantage, so get there early and be the first!
Key Quotes
“Sales is at the core of professional services firms but people don’t like to talk about sales … It’s almost like a dirty word. But that’s really changing.” (Nicky)
“(Sales) is evolving into a world where you need a little bit of everything and it’s fun!”
“When you get asked a question about how to do stuff (professionally) you feel a sense of responsibility to pay it forward ... and give advice.”
“My network is never my network. It’s mine to share. If anyone asks me anything and I know someone, I will connect them.”
“Whether it’s networking or selling, it’s really important how you build a connection with somebody – whatever that may be – and evolve that.” (Nicky)
“How I like to work is I like to learn stuff. So I will go into every meeting as a learning opportunity. What can I learn about how they do, how they’re successful, what makes them tick?”
“It’s a challenge because people are uncomfortable with change, but I think if you get it right then (technology) can be life-changing – a source of competitive advantage that can make your life easier.”
“Anytime I get told that I can’t do something, I do it and prove that I can do it. It brings a smile to my face!”
“I’ve been very fortunate with the managers that I’ve had in my career. They are all probably natural leaders and I just tried to emulate and learn from them.”
About Alex
Alex is an experienced Sales/ Business developer who specialises in helping professional services companies achieve growth through effective sales strategies and client engagement. With a strong background in both business and sales, he identifies and capitalises on opportunities for growth, develops/implements sales plans and effectively drives revenue.
In his current role as PwC’s Sales Director for EMEA, Alex is dedicated to helping clients succeed by staying ahead of industry trends and best practices.
About Nicky
Nicky has led high-performing recruitment teams for over 20 years. As the Managing Director of Ambition UK, she leads a team of highly skilled recruitment consultants who are experts in their niche specialist areas.
With an extensive network of senior and board-level contacts, she is also heavily involved in Executive Search, focusing on Director-level appointments across Business Services for a range of Professional Services firms.
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