#44 How to truly identify your customers challenges and help them solve those with Enzo Wälchli, Head of Trade Marketing at Hilti

After his studies at University St. Gallen, Enzo went into sales at the large corporate Hilti. What he learned about sales and why he has not yet transferred to a startup, you can learn in this episode. 3 things we learnt from him: 1) Focus on customer success: Selling is not about the product. Every HILTI sales person spends several months, typically more in field sales, being on construction sites, talking to real customers every week. 2) Empower champions, understand skeptics: Help positive, high-energy change agents “spread the love” with success stories, but also be open and transparent to understand negative emotions to not derail an initiative. 3) Sales is about listening, not pushing: Learning sales is helpful for any professional, but the perception from “the pushy car sales guy” still needs to change in Switzerland. Once it does, this shall get more people into sales.