#85: Beyond Lip Service: Building an Inclusive Sales Culture

Winning the Challenger Sale

Diversity, equity, inclusion, and belonging are simple—but getting it right is not easy.
Creating a truly inclusive environment where your sales team reflects the diverse pipeline you have (or hope to build) requires a high level of intentionality. You can’t build an inclusive environment with just one initiative. A quarterly workshop won’t give you the results you’re looking for. In fact, most blanket efforts won’t.
In this episode, we’re joined by Cynthia Barnes, founder and CEO of the National Association of Women Sales Professionals (NAWSP), the first Black woman to deliver the keynote at Outbound 2022 — and a changemaker challenging the status quo across the sales industry. According to Cynthia, a truly inclusive sales environment can only exist when built upon clear definitions and intentions, strong leadership, and realistic goal setting.
When we stop approaching diversity as a matter of equality and shift to an approach of equity and individualization, we can foster cultures that enable each and every individual to bring their best selves to work.


We discuss:

• The difference between equity and equality (and how to incorporate what’s most important into your DEI initiatives)
• Practical measures you can take today to build diversity, equity, inclusion, and belonging to your organization and your pipeline
• Why a commitment to diversity matters in sales and marketing