158. Extreme Curiosity, with Neil Harkins

In the world of sales, curiosity isn’t just a trait—it's a critical component of success. Extreme curiosity allows sales professionals to dig deeper, uncover hidden needs, and truly understand their clients' challenges. This deep understanding enables salespeople to offer solutions that aren't just off the shelf but are tailored to the specific pain points of their clients. When you approach every interaction with a genuine desire to learn and understand, you're not just selling a product—you're providing value that resonates on a deeper level. This approach not only builds trust but also sets the stage for long-term relationships that are beneficial for both parties. Sales isn't just about hitting targets; it's about asking the right questions, challenging assumptions, and being willing to explore new possibilities with your clients.

Neil Harkins is the Chief Sales Officer at Impala, where he brings his unique approach to sales—a blend of creativity, resilience, and a passion for finding the right market fit. With a career that spans over a decade, Neil has built and transformed revenue teams in both Europe and the U.S., particularly in the nonprofit sector. His journey began at Experian, where he cut his teeth in a high-pressure telesales environment, learning the ropes through sheer tenacity and a positive mindset. Over the years, Neil's career has evolved, taking him from large corporations like Salesforce to startups where he thrives in the challenge of creating predictable revenue streams in new and uncertain markets. His work with nonprofits, driven by the belief that even a small improvement in effectiveness can change the world, has cemented his reputation as a leader who cares deeply about the impact of his work and the success of his clients.

What you'll learn:

• How can extreme curiosity in sales lead to better understanding and meeting client needs?
• What are the critical steps in balancing product-market fit with building a predictable revenue stream?
• How can sales leaders effectively manage early-stage sales teams without falling into the trap of micromanaging?

We want to hear from you!

Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes. 

Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta

Resources: 

• Impala - https://impala.digital/
• The Mom Test: How to Talk to Customers & Learn If Your Business Is a Good Idea When Everyone Is Lying to You - by Rob Fitzpatrick

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Connect with Hamish on LinkedIn:  https://www.linkedin.com/in/hamishknox/

Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando

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