Motivations for an introvert to talk to other people
I am trying to remember if I have mentioned this in a previous article, but I am naturally an introvert. Social events or just talking to people for a long time really takes a toll on me, and after that, I need to get away and be alone for a while to recharge. You can […]
Turning Tides: The Art of Winning in Tough Negotiations
Back to basics As mentioned in some of my articles, an effective negotiation is rooted in foundational strategies, with preparation at its core. Understanding your counterpart’s motives, concerns, and goals is critical, enabling you to identify shared objectives and leverage differences to your advantage. This deep understanding forms the basis for all interactions and strategies […]
Out of office — Understanding Vacation Culture in multinational teams
Writing this article comes at a good time for me, as I just returned from my year-long vacation (two weeks), and, of course, I noticed that everyone else in the office is out for the next few weeks. In today’s hyperconnected global workplace, few experiences are more frustrating than sending an email marked “urgent” only […]
The Difference Between Being Busy and Being Visible
In today’s workplace culture, being “busy” is often seen as a badge of honor. However, upon closer examination, we find that many professionals fill their calendars not with meaningful tasks, but with the hope of being noticed. The modern corporate environment rewards visibility, but the confusion between being occupied and being impactful has become a […]
New Job, No Problem: Owning the Awkward First Weeks
I am writing this because I feel the need to express myself. The last few weeks have been quite a journey, and I have so many thoughts running through my mind. In a way, writing this helps me organize my thoughts. Changing jobs can be exciting, energizing, and full of possibilities. However, it can also […]
Why leaving your “Expert Comfort Zone” could be the First Step to become a leader
If you’ve been following my blog at www.aemartinez.com, you know that I frequently discuss the challenges technical professionals encounter when they are offered—or begin to desire—a path into leadership. I frequently revisit this topic because it is a pivotal, personal, and often misunderstood transition in a career. Besides that, I feel a personal connection to […]
Too many Chefs, not enough Cooks
A few days ago, I came across a picture on LinkedIn that made me laugh, but it also highlighted a common issue we face today. The image depicted a boat with one person (a worker) rowing while several “captains” were giving commands. In today’s corporate world, one of the most frequent yet under-discussed challenges is […]
Who has the best Excel sheet in the office?
An unspoken Battle of Sheets As I have mentioned several times, I’ve been in the corporate world for quite some time now, and there’s one thing I’ve noticed that never seems to change—everyone’s obsession with their Excel spreadsheets (or equivalent). It’s almost like a silent competition, an unspoken battle, to see whose Excel reigns supreme […]
How AI is Remodeling B2B Sales and how you can keep up
Let’s face it: we are getting closer to the scenarios portrayed in “Black Mirror.” AI is no longer a futuristic buzzword reserved for tech conferences and sci-fi movies. It’s here, it’s powerful, and it’s transforming the world, including B2B sales—whether you are ready for it or not. Despite its rise, many seasoned sales professionals still […]
Closing isn’t selling
One of the most common misconceptions in sales is that closing a deal is the same as selling. Many junior sales managers, and even some seasoned ones, often correlate closing with the entire sales process. They think closing is the final push that seals the deal. However, closing is just one part of a much […]