From knocking on doors to reaching the top, the sales journey is a masterclass in understanding people, not just products. It’s less about the pitch and more about the pulse—what makes someone’s eyes light up or their guard come down. A great salesperson listens between the lines, solving problems people didn’t know they had. It’s a path paved with rejection and resilience, where grit meets grace. Sales isn’t just a job; it’s the art of human connection. It’s about building trust, one conversation at a time. Success isn’t just numbers; it’s the relationships forged. Every “no” leads to a “yes,” and each obstacle is a chance to grow. Sales is a journey—a balance of timing, empathy, and understanding.
Meet Albert Li, one such trailblazer who turned door-to-door grit into boardroom glory. His early days were spent pounding the pavement, mastering the art of connection one doorstep at a time. Moving into the telco industry, Albert took on complex projects and account management, gaining invaluable experience across different cultures. His shift from a local telco to a global career opened new opportunities to connect with customers worldwide.
Albert transitioned into IT sales, beginning with hardware before expanding into software, open-source solutions, and SaaS. This journey gave him a broad understanding of the IT & T industry.
Along the way, Albert learned that sales isn’t about the product—it’s about the people. Understanding customer needs was just the start; he realized it’s crucial to understand their motivations and goals. Intrigued by human behaviour, Albert studied psychology and child psychology. This knowledge helped him listen more deeply to his customers and form stronger partnerships. Albert believes sales is all about empathy and genuine connection. For him, every sale is not a transaction, but a relationship. Through this journey, he continues to put people at the heart of his work.
Blueprint for Turning Pressure into Progress
Albert’s early career was nothing short of a trial by fire, navigating an industry that moved at breakneck speed where stagnation was not an option. The competition was fierce, but the real challenge wasn’t just keeping pace—it was staying ahead and earning the trust of customers. Success meant going beyond mere transactions; it required delivering foresight, actionable insights, and real value. Yet, in a world overflowing with information, Albert uncovered a timeless truth: “Success isn’t about knowing it all; it’s about knowing how to use what you have.”
Rather than seeing limitations as obstacles, he viewed them as opportunities to reimagine and collaborate. He understood that no one succeeds alone. Surrounded by seasoned professionals, he absorbed their knowledge, transforming collective strengths into tangible outcomes. His journey across industries—telco, IT, hardware, software, open-source, and SaaS—gave him a unique edge. He learned that success wasn’t just about working harder; it was about working strategically and thinking two steps ahead.
Albert refined the art of resource allocation and relationship-building, turning every challenge into a launchpad. His deep understanding of human behaviour, strengthened by his studies in psychology and child psychology, gave him an added advantage. He didn’t only sell—he connected, listened, and built trust. Through grit and adaptability, he proved that lasting success isn’t about the tools you have, but how you use them.
Insights from the Arena of Leadership and the Football Field
Albert’s leadership style is rooted in trust, adaptability, and an unwavering belief in the potential of his team. He subscribes to the motto, “People buy from people,” which shapes his approach to nurturing a diverse team, each with their unique styles and methods. There’s no cookie-cutter formula, especially when dealing with intricate customer ecosystems. This inclusive approach demands more energy but yields immense value. Over the years, Albert has successfully fostered a team capable of achieving double-digit growth, constantly expanding and scaling their efforts to meet the changing demands of the market. Through this growth, he has not only strengthened his team but also helped numerous businesses expand their presence across Greater China, driving regional success and opening doors to new opportunities.
Early in his career, Albert likened his role to that of an Artist Manager, ensuring his account executives shined in their spotlight. “If my team shines, I’ve done my job,” he reflected. His style evolved into that of a Premier League manager, orchestrating strategies, motivating individuals, and fostering synergy among seasoned professionals. He understands that winning the game hinges on aligning individual brilliance with a cohesive team strategy. Beyond work, Albert finds balance through his lifelong love for football. For over 25 years, he’s played with his team, “Caroline Hill Seven,” a squad that has grown into a multi-generational family, with his son Jayden now among the key players.
Podcasts serve as his intellectual sanctuary, providing fresh perspectives and fueling his personal growth. Albert’s leadership is a blend of heart, strategy, and continuous learning—a winning formula on and off the field.
Building a Legacy in Tech Sales
In a world where change is the only constant, true impact lies in how we shape people and empower purpose. Albert’s vision for the next 5-10 years is rooted in the fast-paced tech landscape, where predicting the future feels like chasing shadows. Yet, one thing stands firm: his dedication to people. His ultimate mission is to foster a community of tech sales professionals, inspiring them to excel and shine at their brightest. Leading a team of shining stars isn’t easy, but it’s a challenge Albert embraces. Just like Sir Alex Ferguson or Phil Jackson, he aims to leave a legacy of leadership that transforms not only a team but an entire industry.
For Albert, success transcends career accomplishments and giving back to the community is just as vital. His involvement in supporting children with special educational needs allows him to shape the future, ensuring his impact echoes far beyond the tech industry. He believes mentorship is a two-way street. While he guides young professionals, he also learns from them, gaining fresh perspectives on emerging trends.
The fast-growing digital landscape means staying relevant is beyond adopting new technology, it’s about understanding its implications. Albert envisions sales professionals not just as deal-makers but as trusted advisors who bridge the gap between innovation and real-world applications. He advocates for continuous learning, urging professionals to immerse themselves in the industries they serve.
Empathy over Algorithms
Technology is advancing at lightning speed, with AI and GenAI reshaping the landscape and replacing many traditional technology stacks. Keeping up in this ever-evolving industry is no easy feat. Yet amidst the rapid advancements, Albert Li emphasizes one irreplaceable element: people. “We still need to focus on the people’s touch and how we develop the intimacy of human connections—this is something technology can never replace,” he explains. Albert considers that while AI can enhance efficiency and optimize workflows, it cannot replicate the depth of human intuition, creativity, and emotional intelligence.
For Albert, the real challenge lies in ensuring harness technology to improve lives, rather than becoming subservient to it. “We need to have the mindset of using technology to make a better world for us, instead of working for technology,” he asserts. He stresses that tech leadership isn’t just about keeping up with innovation—it’s about using it to empower and elevate others. Albert’s advice for aspiring leaders is clear and timeless: invest in people, cultivate genuine relationships, and let empathy guide your decisions. The legacy he envisions is one of investing in people, fostering relationships, and leading with empathy.