Скачать или смотреть Why Trust Closes More Deals Than Features - Low-Code Sales in Insurance with Matt Hugo

People don’t buy platforms. They buy the people behind them.

In this episode of Selling Disruptive Software, I’m joined by Matt Hugo, Enterprise Account Executive at OutSystems, who manages the Insurance Vertical for the Northeast US. Matt didn’t come from a tech background but today, he’s helping legacy insurers rethink the way they build software.

Matt explains how trust, intuition, and honest conversations have closed more deals than feature sets ever could.

We cover:

🟣 Why “low-code” still triggers skepticism and how to turn that into curiosity
🟣 The misconceptions developers still have about platforms like OutSystems
🟣 What GenAI is (and isn’t) changing about enterprise sales
🟣 Why storytelling not just stats moves deals forward in regulated industries

Matt also shares his take on teachability in sales, how to spot a ghost project early, and why trust is your only real differentiator when tech stacks start to look the same.

If you sell software that doesn’t fit in a neat box, this episode is packed with sharp, practical takeaways.

THIS EPISODE IS BROUGHT TO YOU BY ITRAC.
==============================================
We are a leading staffing and recruitment firm specialising solely in supplying contract and permanent Low Code professionals to organizations globally. Our approach is based on a simple philosophy: to do one thing and do it well – that’s why our Low Code knowledge is unrivalled, and our market insights unique.

Visit our website: https://itracrecruitment.com/

🔗 LET'S CONNECT:
===============================
LinkedIn:   / ferozkhanitrac  

#TechSales #DisruptiveSoftware #LowCode #EnterpriseSales #OutSystems #AIinSales #SalesStrategy #SellingDisruption #B2BSales

CONTENTS OF THIS VIDEO:
===============================
00:00 - Introduction to Matt Hugo's Journey
02:47 - Transitioning into Sales: A New Career Path
05:54 - Learning the Technology: Sales in the Tech Industry
08:57 - Overcoming Misconceptions in Low-Code Sales
12:04 - The Value of Low-Code in Insurance
15:05 - Major Deals and Success Stories
17:30 - The Impact of AI on Sales Strategies
20:32 - Mentor and Its Influence on Sales Conversations
23:32 - Advice for Aspiring Low-Code Sales Professionals
26:38 - Lessons Learned from Sales Experiences
29:38 - Building Trust and Relationships in Sales
32:37 - Maintaining Performance Outside of Work
35:39 - Surprising Customer Interactions
38:32 - The Teachability of Sales Skills