How Top IT Sellers Build Trust, Solve Real Problems, and Stay Top of Mind

In this episode of The Smart IT Podcast, I sat down with Nick Kaderli to dive into the human side of tech sales, chatting about what happens behind the scenes, why timing and empathy matter, and how great reps don’t just close deals but rather build long-term relationships.

🔑 Key Takeaways

▪️ Partnership matters: Junior sellers can fast-track success by humbly learning from seasoned Pre-Sales Technical resources and making life easier for them.

▪️ Transparency wins: IT buyers want honest conversations, not pressure. Sellers should focus on understanding needs, not just pushing products.

▪️ Respect timelines: A “call me in 6 months” doesn’t mean “never.” Respect builds trust and trust builds business.

▪️ Intent data equals opportunity: If a buyer revisits your webinar or whitepaper, it's a chance to re-engage, if lead with with value.

▪️ Supply chain risk is real: Modern cyber threats often come from third parties. Organizations must move from static vendor risk assessments to continuous, intelligent monitoring.

▪️ ROI gets attention: If your solution can prove real time or cost savings, especially for vendor risk, executives will listen.

This episode is a must-listen for IT leaders and market sales professionals alike. It’s a reminder that behind every deal is a real conversation, a real problem, and a real person trying to make their company better.

#smartit #cybersecurity #techsales #ITleadership #ROI #TrustBasedSelling

Link to this episode: https://youtu.be/fa2UsqgirBs

Show Notes:

- Nick on LinkedIn: https://www.linkedin.com/in/nick-kaderli-a60574326/

- Link to this episode: https://youtu.be/fa2UsqgirBs

- The Smart IT Podcast YouTube Channel: https://www.youtube.com/@thesmartitpodcast

- Captivate Website for all episodes: https://the-smart-it-podcast.captivate.fm/