Observation 🧐

There is a very real, “je ne sais quoi” characteristic that top sellers have.

It’s hard to define and it’s even harder to learn: Executive Presence.

Executive Presence reflects how you show up, how you speak, and how others experience your leadership.

You can hit quota, build pipeline and accurately forecast, yet still not be seen as “executive material.”

This gap can make a material difference in your ability to hit quota and get promoted

When your customers trust your presence, they give you access. They listen longer. They defer to your judgment. That’s what opens doors to senior conversations, strategic alignment, and larger deals.

Sylvia Ann Hewlett did extensive research on the attributes of executive presence. Her research summed it up into 3 core characteristics: Gravitas, Communication, and Appearance.

Gravitas

Gravitas is how you act and as a result, how others feel about you. Those with Gravitas have the unique ability to project confidence, decisiveness, and emotional control, especially under pressure. Gravitas makes others believe you can handle high stakes moments and lead through uncertainty.

Hewlett’s research shares these characteristics that make up Gravitas

Confidence and poise under pressure
Decisiveness and integrity
Emotional intelligence (staying calm, not reactive)
Reputation for results and credibility
Courage and ability to speak truth to power
Grace under fire (how you handle criticism or conflict)
Vision and thought leadership (ability to see the big picture)

At the core of Gravitas is trust. People feel safe following your lead.

How to build Gravitas:

1. Go 3 questions deep.

Excessive use of marketing jargon and headlines doesn’t inspire confidence. Gravitas grows when you can speak with a depth of knowledge and you are able to connect dots for your audience.

Surface-level knowledge doesn’t earn trust. Before a customer or team meeting, challenge yourself to answer not just “what” and “how, but “Why?”, “So what?, and “What’s next?”.

2. Prepare a point of view.

Executives listen for insight, not regurgitated information. Arrive with a perspective on the market or trend. Even one thoughtful observation changes how people perceive your authority.

It’s normal to feel insecure sharing your opinion, especially earlier in your career. You don’t want to be exposed, you don’t want to be “wrong”.

But a point of view is just that: ONE perspective. If you share your perspective and rationale, you open up the conversation to dialogue (not judgement). Engaging in thoughtful discourse is a positive outcome, not one to be avoided.

3. Show calm under pressure.

You don’t need to have every answer. You need to show you can think clearly when things are unclear. Leaders with presence admit what’s still unfolding and guide others through it.

When tension rises, composure becomes your advantage. Use grounded phrases like: “Here’s what we can control.” and “Here’s what I recommend we try next.”

That balance of decisiveness and composure signals maturity and control.

Communication

Communication is how you speak and connect. It’s not about being the loudest voice in the room, but about delivering ideas with clarity, intention, and impact.

Your message only matters if it’s understood. Strong communication makes complex ideas accessible and helps others feel confident in your direction.

The ability to communicate ideas clearly, concisely, and with emotional resonance is critical.

Hewlett’s research shares these characteristics that make up Communication

Clarity and conciseness (no rambling or filler)
Confidence in delivery (steady tone, purposeful pacing)
Active listening and responsiveness
Empathy (adjusting to your audience’s needs)
Authenticity (speaking in your true voice, not jargon)
Storytelling (using examples and analogies to make ideas memorable)
Command of body language and tone

At the core of communication is credibility. The way others experience you is in the words you say and how you say them. Communication turns insight into influence.

How to sharpen your communication:

1. Say more with fewer words.

When we are nervous, we ramble. We want to come across as knowledgeable, so we share everything we know, we put all our evidence on the table at once.

In reality, this doesn’t scream credibility, this screams insecurity.

Lead with your conclusion first, not the buildup. Executives think top-down. Start with “The deal is at risk because priorities shifted,” then explain why. It shows confidence and clarity.

2. Organize your thoughts

Structured communication not only makes you sound more credible, but it also makes your thought process easier to follow.

My favourite method to do this is by using lists of 3. Share your top 3 ideas on any given topic and you will force yourself to be more succinct.

3. Frame with stories, not data dumps.

People remember stories, not statistics. Use short customer examples or analogies to illustrate your point before backing it with data.

Appearance

Appearance isn’t about how physically attractive you are (thank goodness). It’s about how you present yourself. It’s the visual and behavioral cues that signal confidence, respect, and credibility before you even speak.

People make judgments in seconds. A polished, intentional appearance removes distractions so your message is what they focus on, not your look.

It is a gating factor, you need to present yourself in a way that you will be taken seriously. But appearance alone will not get you very far.

How to refine your appearance:

1. Dress for context, not convention.

You don’t need to be formal to be credible. You need to look thoughtful. In tech sales, credibility comes from being polished but approachable. Your look should reflect the environment you’re in and the audience you’re addressing.

2. Be camera ready, even virtually.

Good lighting, eye level framing (make eye contact with your camera lens, not your own image square on zoom), and a tidy background elevate presence on video calls. It’s a signal that you’re prepared and professional.

3. Audit your first 30 seconds.

Consider how you enter a meeting room or greet someone virtually. The impression you give before speaking often decides whether people truly listen.

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In sum, Gravitas carries the most weight, but all three work together to build your credibility.

People buy from people they like. But warmth without credibility won’t get you far.

When your customers view you as credible, they give you access. They listen longer. They defer to your judgment. That’s what opens doors to senior conversations, strategic deals, and promotions.

Thought Starter 🤔

Love 🥰

I learned a lot from Hewlett’s research and book Executive Presence and would recommend it for anyone really looking to unpack this nebulous topic. Hewlett’s new edition, Executive Presence 2.0, also signals how the world has changed: presence must now include authenticity, inclusiveness, and adaptation to virtual spaces.

You aren’t born with Executive Presence, you build it over time.