Ep 167: The Power of Childlike Curiosity in the Digital World of Sales

<p>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.</p> <p>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”</p> <p> </p> <p>Full episode transcript below:</p> <p>----more----</p> <p>Announcer (00:06):</p> <p>Welcome to another session with the Market Dominance Guys, a program exploring all the high stakes, speed bumps and off-ramps of driving to the top of your market with our host Chris Beall from ConnectAndSell, and Corey Frank from Branch 49.</p> <p>(00:21):</p> <p>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'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 tar