He Said, She Said: How to Manage Gender Dynamics to Close the Deal
Author: Marguerite McNeal
Marguerite McNeal is a staff writer for AMA magazines and e-newsletters.
When Holly Buchanan was a senior VP of client services, she and her CEO sat down to meet with a new client. Pouring herself a cup of coffee, she offered to pour one for the guest. When the CEO announced that Buchanan would be the project manager, the new client scoffed that he was getting “the secretary,” misinterpreting Buchanan’s role.
With women occupying about half of all managerial and professional positions in the U.S., according to the Bureau of Labor Statistics, managing gender dynamics during sales pitches and team meetings has become increasingly crucial to close deals.
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