How long has it taken follow to transition out of full delivery mode to commercial mode, when did you feel like you found your stride? Not partner yet, but the commercial aspect of the job is increasing and I don’t know where to even start lol.

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Disagree wholeheartedly with C1. Unless you have some sort of social learning disability, you can learn how to sell - it is a skill, just like any other.

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#1 Salespeople are born not made. #2 Luck reigns supreme above all things.

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This should be a natural progression with your partners giving you opportunities and guidance along the way. I do find that some people prefer delivery over commercials and that’s ok.

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I never transitioned. I did delivery forever, and as a senior manager, I realized I could easily guide clients toward buying by just taking what I was already doing up a level and explaining why it was important to the organization. It took a few years to trust my teams to deliver like I would have delivered it, but that was a different problem.

As was said above, put yourself in your client's shoes and be smart about explaining the benefit to them. Use your delivery knowledge to your advantage by being able to go deep when you have to. It builds credibility and sets you apart from those that can make recommendations but not deliver. Do the best you can for your client's needs, and good things will happen. Good luck!

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You can totally learn to be commercial.

People who are naturally wired that way may ramp up faster, but sales skills can absolutely be developed.
Over time, they become second nature.
Your goal is to be persuasive without sounding overly salesy, and commercial while remaining trustworthy.

Remember, sales isn’t just about selling. It’s about establishing credibility, identifying needs, articulating the right solutions, and ultimately persuading the other party to move forward.
Always ask yourself: What’s in it for them? What would matter to me if I were in their shoes? Then tailor your tone and approach accordingly.
Just as importantly, know when to speak—and when to zip it.

You’ll do great. Good luck.

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