Chief Sales Officers: How to Get Customers to Come to You

Episode #201:Ainar Nurk, Chief Sales Officer at Nexi Group, argues that in today’s distrustful climate trust is the decisive currency of B2B growth, demanding company-wide transparency, realistic promises, and long-term value over quick wins. He explains how Nexi’s culture, being rooted in responsible commitments and continuous feedback, converts credibility into lasting customer loyalty, while his own blend of lifelong learning and outside interests models the personal discipline that reinforces professional excellence."Everyone must understand their role and the value they bring to the customer. If you cannot deliver a service, do not promise it. Instead, tell the customer, ‘If we cannot help, I know someone who can.’ The goal is always the best solution for the customer." - Ainar NurkAinar underscores that trust, fostered through organization-wide transparency, integrity, and genuine client focus, is the catalyst for turning sales teams into industry thought leaders and for reshaping market standards exemplified by guiding customers from closed-loop to open-loop models, while his own commitment to continuous self-development shows how personal growth fuels business innovation, proving that authentic, client-centric strategies drive ethical and sustainable long-term success in B2B.Follow Ainar Nurk on LinkedInFollow host Steve MacDonald on LinkedIn