Humanizing Sales Tech with Smile Virtual’s Nick Capozzi

Episode Summary:

Welcome to Sales Tech, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Nick Capozzi joins the show to share his extensive background in B2C sales and why he recently chose to enter into a B2B role as Vice President of Sales at Smile Virtual. Nick brings people together, he engages them and attempts to make genuine connections and relationships. This has served him incredibly well throughout his career and has given him a unique perspective on the human element of sales technology. Today, Thom and Nick share a discussion on what B2B sales professionals can learn from those who work in B2C. Nick speaks to the importance of building trust in sales, major hot spots in sales tech and what he would like to see in the evolution of sales tech. Finally, Nick shares best practices on how to utilize video to engage with prospective clients.

Clips:

What B2B sales professionals can learn from B2C sales professionals

The human element of sales tech

Best practices for building trust in sales

Using video to engage sales prospects

How technology sometimes gets in the way of sales

What We Covered:

00:37 – Thom introduces today’s guest, Nick Capozzi who joins the show to share his eclectic background in B2C sales as well as the work he’s doing in his new B2B role at Smile Virtual

03:26 – What B2B sales professionals can learn from B2C sales professionals

04:25 – The human element of sales tech

06:06 – Nick provides best practices for building trust in sales

10:02 – Major hot spots in the sales tech space that Nick has noticed

11:42 – Nick speaks to the work he’s doing in sales tech and onboarding

12:54 – How to get sales professionals who are averse to sales tech to actually utilize the sales tech stack that companies are incorporating into their day-to-day

15:25 – How Nick utilizes video to engage with sales prospects

19:29 – What excites Nick the most about the future of sales tech

20:30 – How technology sometimes gets in the way of sales

21:22 – A futuristic technology that Nick wishes was already invented

22:38 – Final words of wisdom from Nick

23:48 – Thom thanks Nick for joining the show today

Tweetables:

“I think that there’s opportunities for B2B to be more human. And I think coming from B2C that’s what we were was human.” (03:56)

“To me, the only way I know how to build trust is to just engage with people and have genuine relationships.” (06:18)

“I think we get lost in the day-to-day of what we do and how great our product or service is and we forget that we actually have to explain what it is.” (11:01)

“Sales professionals are so worried about getting their calls in or hitting their number, and we have to take a step back and ask, ‘How do we train them to get there?’” (14:01)

“Painting with a broad brush, my point is that if someone isn’t willing to adapt or doesn’t have a growth mindset, they’re probably not the right person to be on my team at least.” (15:16)

“What can B2B learn from B2C? Be more human. It’s not hard to be human; it’s stuff we do every day in our social lives. But how do you do it without coming across the wrong way in business. I think that’s the only way you gotta think about it.” (22:53)

Links Mentioned:

Nick Capozzi on LinkedIn

Smile Virtual Website 

Zoom

Clubhouse