Episode 93: Interview with Shruti Kapoor


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Shruti Kapoor, the Founder and CEO of Wingman, talks about her experiences as an Indian woman in sales and the lessons she has learned throughout her illustrious career across different industries including building Wingman from the ground up.

Why She Went into Sales

- She realized early on that being good in sales is valuable in every career.

- Sales enables people to improve on their products because part of the sales cycle is about listening to customers and using feedback to solve a problem in the market rather than selling a product.

Killing it as a Woman in Sales

- She has never really focused on her gender. It’s always been about achieving goals. Learning how to handle rejection was also critical. But carving out her own space in sales was the main way she was able to succeed.

- Figuring out work-life balance (Which holds back a lot of women from thriving in sales) was a huge contributor to her success.

Advocating For Inclusivity in Sales

- Shruti feels more organizations should be intentional about supporting and motivating female salespeople in their teams.

Biggest Takeaway From Sales

- Don’t focus too much on your ability to speak. To be an effective problem solver, you have to master active listening.

The Good and the Bad of Being “Brown”

- She says it takes some time to get comfortable in your own skin. She’s had varied experiences working in the US as a brown-skinned person. She had to learn to lean into who she is.

- With people having such a low opinion of an Indian woman in sales, Shruti says there was no other way to go but up.

Having a Role Model

- 15 years ago, when she worked at an investment bank, there was only one woman in the top leadership of the bank, and that was a great motivation for her.

- Kevin Dorsey has also been a huge inspiration.


Connect With Shruti

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“If you are really willing to listen, you’ll actually find out so many more things that are going to be helpful in problem solving and that’s a large part of what we try to do in sales” - Shruti Kapoor

“You don’t have to be able to change everybody’s mind. You just have to find the people whose minds you want to change and whose minds you can change. When you’re making a sale you’re as much in charge of making that choice” - Shruti Kapoor

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