In this episode, Keith and John discuss the importance of technical expertise and human empathy in building trust in sales. They acknowledge that having technical knowledge and expertise is crucial as it establishes credibility and demonstrates competence to potential customers. Without technical proficiency, salespeople may struggle to gain the trust of their audience, especially in technical sales.
However, they also emphasize that being human and empathetic is equally important in building trust. They argue that simply possessing technical knowledge is insufficient if salespeople fail to connect with their customers on a personal level. They highlight the significance of building rapport and trust with sales prospects, not only in the cybersecurity industry but in sales in general.
Overall, the episode suggests that while technical expertise is important in establishing trust, being human, empathetic, and building rapport are equally crucial. Salespeople need to strike a balance between technical knowledge and interpersonal skills to effectively build trust with their audience and ultimately succeed in sales.
