In our search for a driven Business Developer, one of my Bayard colleagues asked me (being one of the older Partners 😉) to reflect on the road I’ve travelled - the choices made, the lessons learned, and the passion that fueled my journey in sales and business development.

The exercise I've made is a retrospective of a career built not just on strategy, but on instinct, connection and a relentless curiosity about people and their needs. 

I didn’t take the academic route many follow today. Instead, I dove headfirst into the world of electronics retail right after my military service. Within months, I became a store manager, and that’s where the real learning began.

Over time, I led teams, coached young salespeople, and experienced firsthand what separates good salespeople from great ones.

Here’s is what I learned

• Curiosity isn't just a personality trait - it’s a strategic advantage that fuels deeper understanding of customer needs, drives continuous learning, and transforms good pitches into meaningful conversations that close deals.
• Passion beats method. You can teach sales techniques, but true success stems from loving what you sell.
• Talent matters. Like music, some have the instinct. Others can learn the basics—but not everyone becomes a virtuoso.
• Adaptability is key. Understanding people - not only by experience and instinct but also through models like DISC that helps tailor communication and build trust.
• Self-awareness is power. Knowing your strengths, motivations, and limits enables not just better sales - but smarter career choices.

Too many professionals stay trapped in the "golden cage" of comfort. I believe in stepping out, leveraging your intrinsic talents, and doing work that excites you.

That’s been my compass all these years. And it’s one I still follow.

I sincerely hope that sharing this information can inspire (younger) people, not only in sales but all kind of profession, to prioritise passion above any other needs.