Mary Sweisgood-Brisk

I think the biggest thing in any sort of sales is follow-through. Being authentic and delivering on what you promise is crucial - I always under-promise and over-deliver, setting realistic expectations and making sure I'm always honest and upfront. What's really made me successful, and why I've had customers for decades who have become close friends, is that I go in with the mindset of creating a partnership. I don't want my clients to just buy something and have it sit there and not make them money. I'm not going to push products just because I have a goal to make or a bonus to earn. Instead, I create programs that help them sell through - I train their staff, develop the materials they need, and if something isn't working, we work together to get it out and replace it. I'm always looking out for my clients and what's best for them, not just what benefits me. Every account is different with different customer bases, so it's important to ascertain what they need and what their customers are looking for, and work to make it beneficial for both parties. That's why my clients trust me - because they know I'm not going to just push stuff on them that's not going to work. I'm looking for the right thing for the right account, and that partnership approach is what has allowed me to maintain and grow these relationships over the years.

It's never too late. I truly believe this because I lived it - my father passed away when I was only [AGE], and I dropped out of school because I was having such a hard time with life. Then life got in the way with having children and activities and all the things, and I didn't finish my bachelor's degree until I was in my 40s. I didn't get my master's degree until I was in my early 50s. But that was something I always wanted to do, and I made sure that it happened. It didn't happen overnight, and it wasn't maybe on the traditional timeline that I would have liked and wanted, but I did it. When I was getting my master's, it certainly was not the most opportune time - I was going through a lot professionally with my company, and my mom was very ill. But I made sure I completed it because I was not going to let that derail me again after having gone through that before. Life always gets in the way, and sometimes you do have to take a step back, but it's never too late to finish and to achieve what you want to achieve.

Never give up, and always believe in yourself and your worth. Don't ever take second best, and apply for all the positions that you want to apply for - keep going because you're worth it, and your career is worth it. If this is really something you want to do and you want to excel in your career, you have to take that attitude of 'I'm going to conquer this, and I'm going to conquer the world, and I'm not going to let anybody tell me I can't do anything.' That's what I've always tried to instill in my daughter - that you can do anything that you set your mind to. No matter what anybody else tells you, if this is something you want, then you need to go for it, and you need to work hard until you get it. And remember, it's never too late. I went back to get my bachelor's degree in my 40s and my master's in my early 50s. Life always gets in the way, and sometimes you do have to take a step back, but it's never too late to finish and to achieve what you want to achieve.

I think being taken seriously is always an issue for young women in this field. When I first started, a lot of people thought, 'Oh, you're just this young, ditzy girl,' and that's a big hurdle to overcome. Pay inequality is also a challenge - while my position is different because I'm in a commissioned situation where you make what you sell, I think women often have to overperform to make the same amount of money as a male who can just maintain status quo. We are always having to prove ourselves, and my industry is still a good old boys network. It's gotten better over the years, but there is still that mentality. Historically, the wine and spirits industry has been a very male-dominated field. In getting out of the sales aspect and moving into a supplier role, there has always been an inequality where an average performer who is male can beat out a top performer who is female because of that dynamic. I do think the industry is evolving and getting better - I've noticed this especially in the past five or six years, and it's not every company. But it's just tough for women in general because we really have to be more assertive, and when we are assertive, we're often perceived as being pushy when we're just looking out for ourselves. I feel like we do have to be more assertive for men to take us seriously. On top of the gender challenges, the industry itself is facing a decline in consumption, which adds another layer of difficulty.

Honesty and integrity are at the core of everything I do. In my work, I believe in always being honest and upfront with my clients, setting realistic expectations, and following through on what I promise. I don't over-promise - I under-promise and over-deliver. Being authentic is crucial to me, and I've built decades-long relationships with customers who have become close friends because they trust that I'm always looking out for their best interests, not just my own. I believe in creating true partnerships rather than just pushing products for my own benefit. In my personal life, my family has always been my top priority. My children were the most important thing to me, and I made career decisions that allowed me to be there for them while my husband worked in the restaurant industry with less flexible hours. I turned down opportunities for supplier roles and management positions because being the best parent I could be was my most important job. I also believe strongly in women supporting women and building each other up - I was raised by a very strong, independent woman, and I've tried to instill in my daughter that she can do anything she sets her mind to and should never let anyone tell her she can't do something.