Early in my career, I worked at Xerox Corporation, a Fortune 100 company known for its world-class sales training. During my time in the technology divisions, I learned the art of the sale, which wasn’t about how much you talked but how well you listened. Success stemmed from understanding a potential client’s business, their roles, and their responsibilities, enabling me to ask the right questions. This approach, guided by curiosity and open-mindedness, helped me foster innovation and drive business success.
The renowned novelist, Naguib Mahfouz, observed, “One can discern a man’s intelligence through his answers, but true wisdom is revealed in the questions he asks.” This quotation resonates with me and serves as one of the Northstar values guiding my work with the people and businesses I serve.
This philosophy guides my work today. By helping clients communicate more authentically and with purpose, I support them in aligning their values, goals, and actions to create a positive impact in the world. Whether through coaching or storytelling, my goal is always to enable others to nurture themselves, their communities, and the planet.
Now, as an ICF-trained coach, I draw on these listening and questioning skills to understand my clients deeply, helping them navigate complex challenges. The same principles that made me successful in sales – active listening and asking powerful questions – are central to my coaching practice, where I empower clients to grow, learn, and achieve their goals.
From cave paintings to large language models powered by artificial intelligence, human communications have remained central to self-awareness, social awareness, and being a valued member of the tribe, team, or community.
During my years at Xerox and beyond, communication has always been about helping people help those they lead feel seen, heard, and understood. This enables us to earn respect, and with respect, we have the potential to enter the gateway to mutual trust. With trust, all manner of tasks and goals associated with the team are achievable.
It’s a legacy I am proud to continue. I feel deeply committed to using the skills and values I’ve gained to help others thrive in a world where communication, empathy, and sustainability are more critical than ever.