Hishem AzzouzHost Of Recruitment Mentors Podcast

How to Show Your Are a True Market Expert

Name: How to Show Your Are a True Market Expert
Uploaded: 2026-03-19T16:01:51+00:00
Duration: 1 min 21 s
Channel: Hishem Azzouz
Description: In this YouTube presentation, speaker Hishem Azzouz outlines a three‑step framework for salespeople to establish themselves as genuine market experts and…

19 Mar 2026 · 1 min

Watch on YouTube

1:21

In this YouTube presentation, speaker Hishem Azzouz outlines a three‑step framework for salespeople to establish themselves as genuine market experts and close deals. First, he stresses the importance of gathering proprietary prospect intelligence that cannot be found with a quick Google search—such as average deal size, target customer profiles, hard‑to‑win accounts, and the prospect’s exit timeline. This deep knowledge differentiates a rep from competitors. Second, he explains how to leverage that intelligence to build credibility and rapport by demonstrating an understanding of the prospect’s specific challenges and initiatives. Finally, he describes moving from relationship to a structured pitch that introduces retainers, project work, or high‑value service packages (HSSPs) as the solution that generates revenue. The speaker emphasizes that skipping any of these steps undermines credibility and reduces the likelihood of a successful sale.

Chapters

I say, what do you know about prospect XYZ? And if they tell me anything that I can find in Google in 30 seconds, they'll get shut down immediately. So I go, you don't know anything, right? If you can't tell me things about your prospect that you can't find on the internet, you're not doing your job well enough. I want to know what their average deal sizes are. I want to know who their target customers are. I want to know if there's certain customers that they're really struggling to get into and actually they would love a rep who can get them into that company. I want to know where they are on their kind of exit journey. How long have they got before they actually go out there? All of the things that you, you know, you can't can really find just on a quick Google search. You know, if they tell me, oh, they're doing $100 million of ARR and they've got an office in 37 locations and their CEO is XYZ, I go, well, yep, we all know that. And so do your competitors. You're looking for information that your competitors don't know. And that's the knowledge part. Once you've got the knowledge part, you can build the relationship with your potential prospect by doing kind of what we said earlier, which is, I know this, I know that, or, you know, I understand you're in the process of doing this. And you build credibility with that individual because you're helping solve problems, which is fundamentally what we're here to do. And then once you've got the relationship piece down, then you can pitch, then you can talk about the retainers, the projects, the HSSPs, you know, the solution ultimately that will make you money. But you've got to go through those 3 steps to really kind of get to that end goal.