"Meltwater is a company tilled with top sales leadership, and the fast-paced dynamic environment has really changed my personal standards and priorities."
Account Executive, Hong Kong, Macau and Taiwan
Carmen joined Meltwater in 2019 as a Senior Sales Consultant in the Client Acquisition team and was promoted to Sales Manager. Recently, she has taken up the role of an Account Executive. During her time here at Meltwater, she has won many awards including APAC Monthly Sprinter Awards and Global Top 5 Individual Sales. Carmen continues to excel in her role by constantly staying motivated and maintaining self-discipline.
Q: You’ve graduated with a degree in Government and Political Science from HKU, but what made you decide to pursue sales and business development for your career?
Although I really enjoyed my degree, it didn’t open me up to many graduate opportunities. I didn’t see myself pursuing politics in Hong Kong, and after internship experiences in marketing and PR, I gravitated towards the corporate world due to the attractive rewards.
Additionally, I am a true believer in performance-driven culture, as it is one that pushes you to work hard and do your absolute best. You can receive a generous compensation package as long as you consistently prove your worth by excelling in your performance. Although the financial rewards are great, I feel that the most rewarding aspect of the performance-driven culture is the ability to consistently produce outstanding results and therefore make a highly visible and tangible impact on one business. Following my motto ‘hard work proves success’, it really goes for everything in my life - especially in my sales career.
Q: You’ve excelled in your sales performance in 2020, having won many awards including APAC Monthly Sprinter Awards and Global Top 5 Individual Sales. How were you able to outperform your sales targets in such a short period of time?
I would credit my strong performance to my constant self-discipline and motivation. At Meltwater, everyone keeps a very structured pattern at work. Every day, we come to work with 5-10 new prospective clients to call and list our priorities straight early in the morning. With a clear goal in mind, we are able to execute our tasks to the best of our abilities and produce strong results. Additionally, it takes the first 3 months into the job to build a consistent routine into a habit. Building towards being a top performer in sales requires patience and perseverance. Practice and time are fundamental in developing to be successful in sales. Meltwater is a company tilled with top sales leadership, and the fast-paced dynamic environment has really changed my personal standards and priorities. You definitely get inspired by your coworkers to always outperform your current best. After a few months here, I instantly polished up my work ethic and found myself always trying to step outside of my comfort zone.
Hence, it’s not really about the numbers and sales results, but how the continuous business opportunities here helped accelerate my personal and professional growth.
Through the comprehensive and developmental program, strong leadership team, and people-oriented culture, I felt assured of where my career was headed.
Q: What attracted you to Meltwater? How was the transition like from your previous company that was more focused on event management?
From the beginning, I felt that the whole recruitment process at Meltwater was very personal, and it reflected the company’s priority towards personal and professional development. At my previous job in events management, the industry itself no longer felt promising to me. Instead, Meltwater captivated me as a global start-up that prided itself on self-learning and guidance. Through their comprehensive and developmental program, strong leadership team, and people-oriented culture, I felt assured of where my career was headed. The structured training in sales always delivered constructive feedback and mentorship on how to be a consultative B2B sales. I now feel confident with what I pitch to my customers because it’s backed up by big data and facts.
Before, I had the preconception that sales had a purely transactional value. At Meltwater, sales is about putting the needs of the customer first, guiding them through the sales process to make an informed decision to best suit their needs; sales is also about selling a value to impact your client’s preconceived business mindset through gaining trust and education. Meltwater has completely changed my mentality in sales and made me extremely keen to be part of a company that is constantly disrupting traditional boundaries.
Q: What's your average day like in this position?
It involves cold calling prospective clients for demos. This also includes any self-priorities such as chasing up any contracts and asking for feedback from relevant stakeholders.
10 -12 PM
Normally consists of product demos, making follow-up calls to previous leads.
Research and Analysis
Prospecting, finding new clients through press releases, PR efforts, and news.
We aim to make around 40 to 60 calls a day.
Product demos, making follow-up calls to previous leads. We repeat our routines and turn them into an energizing cycle!
It's the time we conclude our targets for the day.
We have a very structured schedule which may seem repetitive, but because each client is vastly different, it makes everyday dynamic and exciting. No two days are the same because you’re always faced with new challenges.
Q: How is sales essential to the core business in Meltwater?
Sales is the powerhouse of our organization because it generates revenue, helps shape our product development and innovation, refine our client’s perception towards data analysis as well as the media intelligence industry. Our knowledge of Meltwater’s media monitoring solution is critical to the company’s overall success. We are able to use our ‘outside insight’ mindset and awareness of our competitors and users to help boost sales and therefore shape our business model. In addition, through client calls, our interaction with different people allows us to identify Meltwater’s unique selling points to greater position the company in the market. As the media intelligence industry is fiercely competitive, we strive to differentiate our sales from our competitors in order to dominate our market share.
Sales is the powerhouse of our organization because it generates revenue, helps shape our product development and innovation, refine our client’s perception towards data analysis as well as the media intelligence industry.
Q: Has your Meltwater journey in sales changed any of your preconceived notions about the job prior to joining the company?
My previous role in event management was mostly relationship-driven. As a result, I assumed that being persuasive, in terms of SaaS sales, was all about facts, numbers, and statistics. Instead, my sales journey at Meltwater has taught me that there are also many other factors that impact my ability to be persuasive.
For example, I believe that developing executive presence, the ability to project confidence and gravitas under pressure, has completely transformed my mindset and contributed to my success. Without the preconceived notion that the value of SaaS sales lies solely in the data, I am able to perform to the best of my ability and reach my full potential.
Q: What do you think makes you an ideal candidate for our sales position? What are some of your tips to young professionals looking to pursue a career in sales?
Meltwater strongly values individuals who are fun to work with, but at the same time values individuals who are competitive and reflect a dedicated work ethic. To thrive at Meltwater Sales, candidates should have a genuine interest in meeting new people and embody the sensitivity to other people’s needs and feelings. Personally, I believe that candidates should always embrace a high standard for themselves because everyone here correlates everything they do with personal growth. Ultimately, one needs to see whether their personal values may align with the company’s to determine their fit. I believe it is my ability to confront and embrace new challenges that made me realize why I decided to pursue a career in sales in the first place.
Q: How do you think your seniors deliver constructive feedback here at Meltwater?
Meltwater is known for its direct and consistent feedback system. Thanks to the senior leadership team, I receive constructive feedback after every sales demonstration with a client, including any areas where improvements are needed. My seniors really set good examples and expectations, allowing me to reflect on how I use feedback to evaluate my own performance. I remember one time, my manager at that time, Brian, told me that I need to improve on my executive presence. He explained that executive presence is a key attribute to winning over a client's trust. Learning to establish an executive presence with clients is what you stand for, how you show up, how you connect with others, how you communicate, and being present. Considering the five aspects of executive presence every time I meet with a client, has enabled me to consistently put my best foot forward and exceed both my own and the client’s expectations.
I feel that I am more confident and that I have an enhanced understanding of how to successfully interact with clients.
Q: What kind of rejections have you faced from clients? Do you think that this has helped you grow personally and professionally?
Rejections are daily occurrences during prospecting, but it’s nothing personal. Different clients have different reasons for rejection, ranging from budget restraints to simply not be interested right now. For example, one of my clients took longer than usual to hear back from because I had a challenging time finding the right contact point. Oftentimes, you’re not reaching the right people that are the key decision-makers of the organization. With another client in the fashion and beauty industry, I had to demonstrate how our value proposition will fit into their long-term strategies. Despite the numerous prospective calls you’ve tried, those who remain persistent, tenacious, and consistent are the ones who will ultimately succeed in their sales engagements.
Those who remain persistent, tenacious, and consistent are the ones who will ultimately succeed in their sales engagements.
Q: How do you think success is measured in sales?
Success in sales is about producing impressive results. This includes the revenue that I’m involved in generating and the ability to surpass my existing sales targets. Ultimately, I understand that these results play a role in driving the company forward and ensuring its overall success which is why I believe that success in sales is so important. At the same time, success to me is also about how I’m able to empower the next generation of sales reps at Meltwater. Seeing how my juniors are able to learn from my mentoring and pitch our product efficiently motivates me to do better. It’s really a rewarding moment when you’re able to successfully train your subordinates in their sales journey and share our successes together.
Q: How has this sales job increased your awareness and interest in big data and media monitoring? What are your thoughts on the future of the media intelligence industry?
My journey in sales has fostered my belief in big data. Through working with a vast client base, I am able to witness how trends are formulated and forecasted in the media intelligence industry. Media monitoring is critical to brand management, competitive benchmarking, crisis management, and a lot more!
For organizations, understanding your current brand positioning allows you to significantly improve your next campaign and evaluate your current objectives to current performances. You can soon see that this is beginning to spread its effect beyond PR and marketing, and this impacts the organization as a whole. As a result, there is an enormous scope for the future of the media intelligence industry. A local client I worked with showed me how Meltwater’s media intelligence and data transformed their media landscape. As a company that often comes into contact with public sentiment and conversation surrounding their dramas and live shows, media intelligence has allowed them to enhance their overall awareness by, for instance, helping them understand the public’s perception of and sentiment regarding their productions, evaluate their production’s share of voice compared with that of their competitors. Big data analytics is relevant to every organization out there to help harness their data surrounding both their own and competitors’ brands and facilitate reporting their team’s efforts to their management. In return, the tools of media intelligence and monitoring lead to smarter business moves, efficient operations, higher profits, and happier customers.
Big data analytics is relevant to every organization out there to help harness their data surrounding their brand.