The Introvert’s Dilemma
The most valuable thinkers on your team could be the people who speak up the least.
This struck me (again) last week at our annual Revenue Summit.
After three days packed with keynotes, workshops, networking, socializing, and customer meetings, I left exhausted.
Don't get me wrong—I genuinely love these events. I get fired up about our products, our team, and seeing firsthand how we're actually (not hyperbole) helping our customers.
But I'm an introvert. I enjoy being around people, it just burns energy. After a while, my tank hits empty, and I need some space and quiet to refuel.
Some people exude a seemingly limitless amount of energy at work. They're like well-oiled machines, assembled in the future and sent back to our time to achieve a singular objective: Hustle.
I'm not built like that.
If you’re an introvert, you get it. But after working in sales-led organizations my entire career, I've learned it isn't always easy for others to understand.
If you feel energized by socializing with other people, you won't understand the introvert's dilemma. You might mistake our quiet demeanor for lack of commitment. But nothing could be further from the truth.
The Misunderstood Contributor
You know how it goes in sales and marketing. The most charismatic and outgoing people get noticed. They're visible. They're social. They're "passionate." And passion, in most organizations, is measured by how visibly excited someone appears to be at meetings and events.
Meanwhile, introverts are more comfortable operating behind the scenes, building the systems and processes and frameworks that make everything else possible.
Since we're not on stage, it's easy for our work to get overlooked.
And therein lies the dilemma.
The truth is that many marketing teams overlook their best strategic thinkers because they only recognize one type of contribution: the most visible one.
It happens in subtle ways.
The thoughtful analysis sitting unread while an impromptu whiteboard session gets all the attention
The carefully documented insights that never make it into strategy because they weren't delivered with enough flair
The quiet creative whose name somehow never comes up for promotion despite leaving fingerprints on every successful initiative
These small slights accumulate. And one day, another desk is empty. No dramatic exit interview, no passionate plea for recognition. Just the gradual drip of strategic depth, leaking from your team.
Okay. This isn't a eulogy for introverts at work. Far from it.
My point is that high-performing teams need both types of energy to thrive.
It Takes Two
As an introvert in marketing, I've had to stretch myself constantly:
I've learned to prepare more thoroughly before meetings so I can contribute confidently
I've adopted “recharge” routines that help me recover in a short time after intense social interactions
And I've gotten better at communicating my working style so teammates don't misinterpret my need for space
Is it fair that introverts have to adapt to a workplace designed for extroverts? Probably not. But it's better than being constantly overlooked.
The most effective introverts don't ask for special treatment. They recognize that getting ahead means being visible, shaking hands, and yes, attending the occasional networking event.
Extroverts I've worked with have learned to adjust, too:
They invite space for quieter teammates to speak up during group meetings
They recognize that thoughtful ideas often come after a brainstorm, not during it
And they've learned that silence doesn't immediately mean disinterest
Engagement looks different on everyone. That teammate staying late to perfect your campaign architecture cares just as much as the one high-fiving people at kickoff.
They're just expressing it differently.
Worth Noting
Passion Bias – Supervisors are more likely to perceive extroverted employees as passionate compared to introverts, even when the two groups report similar levels of excitement and motivation for their work (Harvard Business School).
Subtle Selling – A 2023 analysis by Objective Management Group found that 62% of the best salespeople (top 5%) are introverts. Introverts can excel in sales thanks to their consultative approach, strong listening skills, and ability to focus on complex, long-term deals.
Try This
Ever notice how ad-hoc brainstorms favor quick thinkers and leave quiet creatives behind? Here's a more inclusive design-thinking variation to try:
Frame the Challenge (10 min)
Define what challenge you're solving and why it matters
Share key constraints and insights to ground everyone
Silent Ideation (15 min)
Everyone works individually
Give simple prompts like "How might we..." to guide thinking
This quiet time is gold for your introverts
Equal Airtime (20 min)
Each person shares their top three ideas, no interruptions
Two minutes max per person
Capture everything
Find the Winners (15 min)
Look for patterns
Combine similar concepts
Vote on what to pursue
Within that hour, you’ll create an environment where everyone contributes their best thinking. Your extroverts still get to collaborate, and your introverts have space to formulate ideas worth hearing.
Napkin Notes
“Whoever you are, bear in mind that appearance is not reality. Some people act like extroverts, but the effort costs them energy, authenticity, and even physical health. Others seem aloof or self-contained, but their inner landscapes are rich and full of drama.” – Susan Cain
Creative breakthroughs happen when you have the space to connect dots that aren't obviously related. That rarely happens in a room full of people.