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Fintech Sales & GTM Workshop - Work in Fintech Summit 24

Recording from the Work in Fintech Summit 2024, City of London. In this Sales and Go-To-Market Workshop at the Work in Fintech Summit, James Dawson (CEO of Humble Technology) and Catalina Vazquez (Head of Commercial Strategy, SIX) discussed the key aspects of sales and go-to-market strategies in fintech. Here are the main takeaways: Importance of Sales in Fintech: James emphasized that salespeople play a crucial role in shaping a company’s direction, just like a CEO. Successful sales are about providing value to the customer, not just closing deals. Sales is strategic—it requires understanding the client’s needs and building relationships rather than simply pushing products. Difference Between Sales and Go-To-Market: Catalina explained that go-to-market involves the steps leading up to sales, such as pricing, product strategy, and identifying the right customer base. Sales then focuses on executing the strategy by communicating value to clients. A strong go-to-market strategy is essential for successful sales as it prepares the groundwork for selling the product. Key Skills for Sales: Sales is not just about being charismatic. James highlighted that the best salespeople are diligent, organized, and focused on delivering value. It’s not about convincing someone to buy, but about identifying who truly needs the product. Catalina added that sales skills are already present in everyday life, like convincing someone where to eat. It’s about communication and understanding the customer’s perspective. Challenges in Sales: James shared how startups often face financial challenges, and sales can be a slow process. However, persistence and resilience are key. Sometimes it takes months or years to close a deal, but staying focused on delivering value is crucial. Bridging the Gap Between Engineers and Sales: Catalina stressed the importance of communication between engineering and sales teams to ensure products are built to meet customer needs. Sales and product teams should work together to avoid creating solutions that aren’t useful to the market. The workshop offered insights into how sales professionals can significantly impact a company’s success, highlighting the need for strategy, communication, and a relentless focus on value creation.   / matthewcheung50     / jamesfdawson     / catalina-vazquez   Check out our website: https://workinfintech.com/ and subscribe to our mailing list to hear more about opportunities in fintech and web3 Follow our socials: Linkedin:   / work-in-fintech-global   Twitter:   / workinfintech   Youtube:    / @workinfintech   #startup #fintech #entrepreneur #careers #careeradvice #careerdevelopment #students #sales #salestips #salesstrategy ‪@sixgroup‬ #six #gtm #gotomarket