Built at Work Heights - Margaret Southwell, Ocean Hill Advisors

How long have you been a member of Work Heights and which location do you work from usually?

1 year, SONIC in Bed-Stuy.

First things first, what’s your essential work setup and what’s your go-to lunch spot?

A stack of plain copy paper and a really smooth-writing pen. I don't like the confines of a lined notebook! I'm a big breakfast person and tend to graze for lunch, but can never go wrong with a cookie from Saraghina Bakery a block away.

What are you building?

What I actually do: I help organizations untangle the sales challenges they don't have bandwidth or expertise to tackle on their own.
Every company needs something different, and that's both the challenge and what I love about my work. For most clients, I'm looking at at least a few parts of the sales motion and how they function together: from the value proposition and go-to-market approach, to pricing, to processes, team alignment, and leader/ seller behaviors, to competencies, hiring, and client relations.

I'm building the practice because I spent the last five years doing this work within a larger organization...but the focus there shifted to higher volume and a more basic, productized training offering, which I believe is less of what organizations (and more importantly, PEOPLE!) actually need.

Speaking of people, who it's for: The bulk of my work is with sales leaders who are under pressure to grow the business, usually in periods of rapid change. Most are overwhelmed in some capacity and don't know what decisions are the 'right' ones to accomplish the outcomes they want. Often, they've tried something (or several things) already, without results. On the whole, I've found that every business is different. The only thing that applies to all is a thoughtful approach and deep curiosity.

In terms of where I'm trying to take it: I spent 15 years with a sales number over my head, and I never once encountered a large training or consulting organization that could really 'get' the needs of the business and the people. They become too focused on themselves and their 'expertise'. So, my goal is to grow to a size where we can do great work for as many companies as possible, without losing real effectiveness, flexibility, or self-awareness. Along the way, I'd like to bring on smart people who are also super curious about our clients and how to make things better. I'd like to end my working days with a long list of clients who I've set up well to continue successfully on their own.

What’s the part nobody sees?

I try to be pretty open, so there's very little that 'nobody sees'... but without a doubt the least glamorous part is telling a client that their own behavior is a main driver of the challenges they're facing. I recently worked with a sales team that was absolute chaos, and it became clear pretty quickly that this stemmed from the leader's behavior. Having that conversation wasn't fun, but facing it in the spirit of improvement rather than blame went a long way. I find that people always have something that makes them tick; we just have to figure out what it is. That goes back to the whole curiosity piece - you have to have it.

What did you give up?

The last company I worked for ran on a reputation that was made by the founder, a man with a big personality, 40 years of experience, and a list of contacts to match. Leaving that, I gave up a lot of predictability and ease: Many clients were long-term and inherently trusted us. Now, I have to push a lot harder to establish credibility and win business, even though I've done the work and have the experience. I'm having to prove myself again, and some days I do wish for the comfort I had before. But I know it's an opportunity to do work that I believe in, to grow a tougher skin, and to forge my own relationships now with new clients who I can both help and learn from. It's 1000% worth it, but it's really tough!

What’s your win in 6 months?

My business is really driven by word of mouth. I left behind the nice warm environment where people would just pick up the phone for me, and so if everything were to go right in the next few months, it would mean that I'm really building up that credibility on my own name. That would look like having people say, "Oh, I've got someone to help with that," and refer my company when they're talking with others. It would also be adding another 'big' client to my current support list - not big in terms of name, but in terms of the level/scope of work that's needed.

Who could help you?

I think we all dream of warm introductions to a long list of our ICPs... but really, I'm finding that the people who can help me win aren't always who I'd assume, and the benefits I get from chatting with anyone new are much deeper than they appear. Hearing different perspectives, problems, and aspirations helps me think differently, be more creative, challenge my understanding...and usually good things come of that, whether in finding new customers or improving the quality of what I'm able to offer. That said, if you know someone who needs sales help - pass my name along, please!

What does Brooklyn give you?

I think the allure of other places isn't just the cheapness. I have friends with phenomenal quality of life in places like Denver, Cleveland, and Minneapolis, and even rural Maine. But there's a reason I live here and not there: I encounter on a daily basis so many different perspectives, sounds, tastes, languages, thoughts... It's a cacophony. While sometimes that can all get to me and I find myself needing a break, that's what vacations are for. In Brooklyn, there's always something to notice, to learn about. There are people all around me doing different things all the time, and that's a great inspiration - it keeps me curious!

Who gets you closer to the win?

I joked earlier about a list of warm intros, but that's absolutely who can help me get closer to a win. My niche is working with folks at PE firms who are bringing on B2B portfolio companies, primarily in manufacturing or logistics & supply chain, and who really need a hand getting sales teams professionalized quickly. If you are, or know someone who needs to take an unpredictable, hustle-based sales culture into a structured, repeatable, and data-driven business process, I'd love to chat.

Where did you work before joining Work Heights?

I was working from my home office and had a lot of the same frustrations I think most people have: interruptions, distractions, and the same scenery all the time. I really appreciate the walk to Work Heights and the focus I'm able to tap into there.

Are you open to clients/collaborators?

Yes. I'm always open to new clients, and equally, to new conversations. Meeting new people and just hearing about what they do and what they care about is always fulfilling, and often leads to new opportunities, connections, or ideas for both of us. So, if you want to talk about sales or the value you're creating, or anything I said here... let's chat!

Website - oceanhilladvisors.com
LinkedIn - https://www.linkedin.com/company/ocean-hill-advisors
Contact - https://www.oceanhilladvisors.com/letschat