Building Trust

So, what's the biggest challenge in sales? Today, the guys have a special guest, Hitesh Shah, CTO and CPO of ConnectAndSell. As Hitesh puts it, it's the fact that we don't like to be sold to. That's why sales is about helping, not selling. And if you want to succeed in sales, you have to understand who your target audience is and what their business problems are. You have to start at the bottom and work your way up, building relevance and trust with each person you talk to. Hitesh says there are two things, one is always trying to understand what happened. And, when it goes against your instinct -  what did you expect it to do? Be open to the possibility that you may have missed something. Corey says that this requires a level of humility that doesn’t exist in high quantities in sales, even though it should.
One of the things these three have learned over the years is that when something starts working when it shouldn't, it can be scary. But in the digital world, everything is deterministic. There are causes and effects, and there's no such thing as waiting or hoping that something fixes itself. As Hitesh puts it, you have to have a childlike curiosity and naivete, especially in the digital world where computers are deterministic. Join us for this episode of Market Dominance Guys, “The Power of Childlike Curiosity in the Digital World of Sales”
 
Full episode transcript below:

CROs, VP of Sales or VP of SDRs need to be able to persuade like Atticus Finch, write and email like Tarantino, and perform like DiCaprio. You’re actually looking for people to have a decent conversation with somebody that is built on trust and authenticity. You can’t solve that if all you want to do is hire more SDRs. David Dulany continues his conversation with Corey and Chris. He says, “The number one recommendation that I would make if people were asking is do not hire five SDRs First, hire a really good operational person that can connect the dots and set the stage and set the foundation between all the technology and the processes and the playbook to get that in place and then start to layer on the people that can actually execute on that. “  If companies have a good sales operations person that has the bandwidth to be able to help the SDRs, it makes a huge difference in helping them quickly learn how to create that trust. There’s more to this success plan than this, but you’ll have to listen to get the details on this episode of Market Dominance Guys, “Hiring Pipeline Builders Who Can Build Trust.”

“It costs five times more to get a new client than to keep one you already have.” Today, Rick Elmore, Founder and CEO of Simply Noted, elaborates on his commitment to customer retention and to his company’s practice of over-delivery with our Market Dominance Guys’ host, Chris Beall. Rick believes that building relationships with clients is vital to any company’s success, so he begins by onboarding each new customer himself, answering all the frequently asked questions, and personally checking back to make sure the customer’s initial experience with Simply Noted’s products and services is a happy one. “When you’re truly on your client’s side, they’ll hear it in your voice,” Rick explains. Listen to this podcast, and you too will hear the commitment to customer retention in Rick’s voice in today’s Market Dominance Guys’ episode, “Focus on Over-Delivery.”
 
About Our Guest
Rick Elmore is founder and CEO of Simply Noted in Tempe, Arizona, a company that utilizes software and robotic technology to create personalized handwritten notes for its 300,000 monthly users.

In this episode of the Market Dominance Guys, Corey and Chris agree on the importance of building trust before anything else can happen. They are joined by Transformational Coach Jennifer Standish, Henry Wojdyla, Founder and Principal at RealSource Group, Matt McCorkle, Manager of Branch Operations at Kaiser Compressors, and hosts Ty Crandall on the Business Credit and Finance Show, Jeff Lerner from Ep 150 of Millionaire Secrets, and David Dulaney on the Sales Development Podcast. The full episodes to the ones included here are listed below:
EP91: Borrowing from the Best
EP109: Being There for Your Customers
EP123: Hire Yourself a Grandma
The Business Credit and Financing Show
Sales Development Podcast https://www.spreaker.com/user/9196584/episode-164-done
MILLIONAIRE SECRET #150 Unlock Your Potential with Jeff Lerner