Ep 165 - Underselling Yourself Communication Habits That Can Stall Your Career

In this episode, we explore a pattern Jacqui sees regularly in her coaching practice — capable, high-performing professionals who are inadvertently stalling their own careers by the way they talk about their work. Using a real client story (shared anonymously), we unpack what underselling looks like in practice, why it happens, and what you can do differently. If you've ever described something you achieved and immediately wondered why it didn't land the way you hoped, this one's for you. Key points from this episode Why competence alone won't get you to director level — and what needs to change in how you communicate your contribution The visibility paradox: how the people doing the most impressive work are often the least visible How deep-seated discomfort with self-promotion shows up in the language you use every day The difference between describing what happened and articulating what you made happen A simple practical exercise to reframe how you talk about your work, and where to use it 00:00 Introduction and the client story behind this episode 01:00 The pattern: capable professionals who let their contribution go unnoticed 05:00 The visibility paradox and why senior leaders need to be seen, not just effective 10:00 Why "selling yourself" creates resistance — and a more useful way to think about it 13:00 The cost of invisibility: a real example from a Deloitte partnership decision 19:00 Comfort zones, default behaviours, and what's really driving the pattern 21:00 Tara Mohr's Playing Big and the language habits that keep people small 23:00 Active versus passive framing — and why it matters beyond the interview room 25:00 The practical exercise: write two versions and find the opportunity to use one Useful Links Connect with Pam on LinkedIn: https://www.linkedin.com/in/pamelalangan/ Connect with Jacqui on LinkedIn: https://www.linkedin.com/in/jacqui-jagger/ Follow the Catalyst Careers LinkedIn page for career tips and advice Interested in working with us? Get in touch about career or leadership development, outplacement workshops or recruitment support via the Catalyst Careers website