"The easiest way to say, well, it's good for me to build a champion, but for me, I'm just a relational guy. It was too antiseptic to just say, hey, let's go right into the agenda."

From Episode 10: Humanizing Sales Tech with Smile Virtual’s Nick Capozzi

Clip Transcript:

Well, I think this this piece of the human side of tech is something that we don't talk a lot about. We haven't talked about it yet on this show. So let's dove into that. Why do you think there needs to be more human to human engagement in the tech sales world and in the usage of technology for salespeople?

Well, I'll tell you just pretty quickly, it is an advantage, right? I'm trying to build a champion on the other side. So the way I look at it, let's say I'm selling a tech product that's got 10 very similar competitors, right? So they're looking at 10 different people. If I can build a champion on that side just a little bit. Right? If everything is really similar, can I get into the top three right out of the, right out of the gate, just based off that relationship.

And then if I continue to nurture that relationship throughout the sales cycle and have a champion on that side, subconsciously, they might actually be rooting for me because they're the one that or I'm the one that they want to actually get the work and get the opportunity. So completely self-serving. The easiest way to say, well, it's good for me to build a champion, but for me, I'm just a relational guy. It was too antiseptic to just say, hey, let's go right into the agenda.

I needed a little bit more nuance.