Back when I decided to pivot into sales, the corporate gatekeepers at ICL (International Computers Limited) told me I was "too young" at 24

They wouldn't even consider me until I hit 27, an idea that would be laughed out of the room in today’s market

I didn’t wait around

I left the safety of the big corporate umbrella for a small software firm specializing in Payroll and Personnel (or HR, as we know it today)

I started at the bottom: cold calling, grinding, and learning the craft on the fly

It was a different era, the office even had a typing pool

Eventually, I set my sights on the accounting software space

But instead of just browsing job boards, I targeted the competition

I identified a company that matched my ambitions, specifically, one I had already beaten on a few deals

I called their Sales Manager directly with a simple pitch:

"You don’t know me, but I just beat you on deals X, Y, and Z. I’d like to talk about coming to work for you. Can we chat?"

That bold move worked

In fact, looking back at my career, I’ve used that exact "challenger" approach five different times to land my next role

I got my first role at Oracle, by ringing them up and pointing out where I was beating them

Don't get me wrong, recruitment consultants have their place and have opened doors to some great conversations (and roles) for me

But if you’re navigating a tight job market, sometimes the best way to prove you can sell is to sell yourself to the person you just beat

Conclusion

In a world of automated applications and crowded inboxes, the direct approach remains a powerful differentiator

Remember that a job search, the interview and how you conduct yourself is all a “sale”

If you know you're good enough to win business against a company, you're good enough to work for them

Fortune favours the bold, so why not pick up the phone?