I is for Interest: Why Curiosity is the Ultimate Sales Asset in Tech and Sustainability

Welcome back to The ABC of Sales (Authentic, Business, Connection).

In our last session, we tackled H for Hard Work—learning how to build your own door when the conventional ones are slammed shut. But once you’re in the room, how do you stay there? How do you earn the trust of a CTO or a Head of Sustainability when you’ve only been in the sector for six months?

The answer is I: Interest.

In high-complexity fields like Fintech, Healthcare, and Renewable Energy, showing "interest" isn't about being polite. It’s a commitment to understanding the entire ecosystem. Nothing happens in a vacuum—policy shifts in green energy or regulatory changes in Life Sciences create ripple effects. If you don't understand the "Why," you’ll never close the "How."

Cracking the "Engineer’s Code"

When I transitioned from media sales into the daunting world of deep tech, I hit a wall: The Engineer’s Code. Engineers aren't interested in "salesy" small talk. They speak the language of logic and machines. As a career pivoter in my 40s, I realized I couldn't just memorize a feature list. I had to become a Translator.

While the engineers built the solution, the people signing the checks—the CFOs and VPs—needed to hear about ROI, risk mitigation, and long-term strategy. To bridge that gap, I had to take a deep, obsessive interest in the "plumbing" of our product.

The CTO Test: Earning Peer-Level Respect

I spent weeks asking our internal dev teams "Why?" until I could explain technical jargon in clear business narratives. This dedication was put to the test during a high-stakes pitch with a client’s CTO.

After I answered a series of complex deployment questions, the CTO leaned back, impressed. "You have a great technical mind," he said. "How long have you been an engineer in this space?"

When I told him I’d recently transitioned from media, he was stunned. That wasn't just a compliment; it was validation. I had earned his trust because I took the interest to speak his language. I wasn't just a "sales guy" anymore; I was a knowledgeable partner.

The Danger of a "Single Story" in Professional Services

In industries like Fintech or Sustainability, the landscape shifts daily. Relying on a "single story"—a static understanding of your client's business—is dangerous.

• Renewable Energy: A new subsidy or carbon tax can change a client’s 5-year outlook overnight.

• Healthcare: A shift in HIPAA or FDA regulations can render a previous solution obsolete.

By staying relentlessly curious, you move from being a vendor to an indispensable strategic advisor. You stop reacting to the market and start anticipating it for your clients.

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For the Mid-Career Pivot: Your Advantage

If you are 40+ and transitioning into an Account Executive role, your advantage isn't youthful energy—it's Business Acumen. You have the life experience to understand that every technical problem is secretly a business problem. Use your curiosity to find that link.

💡 Your I-Challenge:

Don't just check the news; analyze it.

1. The Research: Identify a major policy change or market shift (e.g., a new Fintech regulation or a Green Energy initiative) that has hit your client’s sector in the last six months.

2. The Analysis: Spend 30 minutes reading the white papers, not just the headlines.

3. The Connection: Reach out to a stagnant lead. Don’t ask for a meeting. Instead, send a short note referencing the shift and ask: "How is your team adjusting your 2026 strategy in light of this change?"

Curiosity is the fuel for your business acumen. Use it to unlock your next partnership.