Tenacity and persistence are two sides of the same coin, both crucial for navigating the complex challenges of technical sales, solving intricate problems, and driving product innovation. They’ve been guiding principles throughout my career, enabling me to build strong client relationships, deliver impactful solutions, and thrive in high-pressure environments.
Defining Tenacity and Persistence
Persistence is the steadfast effort to continue a task despite difficulties or opposition. It’s about consistency, commitment, and staying the course until a goal is achieved. Tenacity, on the other hand, involves not just persistence but also determination and grit. It’s the willingness to adapt, find new paths, and push boundaries when the traditional route isn’t yielding results.
A stone carver shaping a marble boulder into the David embodies both traits. They must persistently chip away, day after day, yet be tenacious enough to adjust their technique if the stone resists or fractures unexpectedly. This same mindset applies to technical sales, startup innovation, and problem-solving for clients.
Applying Tenacity and Persistence in Technical Sales
In technical sales, persistence often means consistently engaging with prospects, understanding their challenges, and demonstrating the value of a product. Building trust and credibility takes time and consistent effort—you can’t rush it. I’ve had opportunities where a deal seemed out of reach, but by staying persistent, nurturing the relationship, and demonstrating long-term value, I’ve turned initial "no’s" into "yes’s."
Tenacity comes into play when the traditional sales approach isn’t working. For example, while leading a proof-of-concept project at Rokt, I identified early resistance from a client. Instead of persisting with the same approach, I adopted a tenacious mindset, reworking the demo to address specific pain points, integrating new API features, and tailoring the messaging to resonate with their unique needs. This adaptability ultimately secured the deal.
Solving Complex Client Problems
Persistence is invaluable when tackling technical issues for clients. At Adform, I frequently used tools like Charles Proxy and browser developer tools to diagnose API and SDK integration issues. Fixing problems often required consistent, detailed analysis of logs and requests, ensuring every possible angle was explored.
However, persistence alone isn’t always enough. Sometimes, the same approach repeatedly fails to resolve the issue. That’s when tenacity—adapting the strategy—becomes critical. For instance, I encountered a persistent data discrepancy issue that traditional debugging couldn’t solve. By taking a tenacious approach, I re-examined the integration workflow, redesigned data mapping, and collaborated with the engineering team to create a more robust solution. The result wasn’t just a resolved issue but an improved product for future clients.
Innovating and Enhancing Products
In product development, tenacity and persistence drive progress. At L’Oréal, while building the L’Oréal GPT knowledge base, persistence was key in cataloging and documenting data across systems and data lakes. This required consistent effort, meeting dozens of subject matter experts, and manually piecing together scattered information.
Yet tenacity played an equally important role. When early methods for consolidating documentation proved inefficient, I adapted by introducing more collaborative tools and automating parts of the process. This adaptive approach made the system scalable and far more effective, resulting in a centralized knowledge base that streamlined operations and saved hundreds of hours annually.
Knowing When to Be Persistent and When to Be Tenacious
The balance between persistence and tenacity is critical. Persist when the process works but requires effort and consistency. Be tenacious when the process fails to deliver, demanding a fresh approach or bold innovation. Recognizing this balance has been instrumental in my career, helping me drive results while building lasting relationships with clients and colleagues.
Final Thoughts
Tenacity and persistence aren’t just buzzwords; they’re powerful principles that can shape careers, build trust, and solve problems. By consistently applying these traits—and knowing when to pivot—I’ve been able to deliver exceptional outcomes for clients, advance my career, and contribute meaningfully to every organization I’ve been a part of. Whether it’s a marble boulder or a complex technical challenge, the key is to keep chipping away while staying ready to adapt when the moment demands it.
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