Ep19: Beyond the Checklist: Earning the Right to Ask Questions in Sales Conversations with Nick Bontrager

Celeste Berke

Welcome to "The Sales Edge" podcast. In this episode, Celeste Berke sits down with Nick Bontrager, an account executive at Drata, to dive into the changing landscape of sales. They discuss the shift from a seller-centric to a buyer-centric approach, the importance of empathetic listening, and the need to prioritize the buyer's needs over the seller's. Nick shares insights on the challenges of building trust with enterprise companies and highlights the significance of understanding the impacts of products and services on organizations. They also explore the concept of will over skill and the correlation between employee satisfaction and turnover. Nick previews his upcoming podcast and discusses his own sales process and career development plans. Join us as Celeste and Nick provide valuable insights and strategies for navigating the evolving world of sales, and the importance of carving out a buyer-centric approach in today's marketplace.