What makes a great salesperson in hospitality tech? According to Arne Hegstad, it might have very little to do with having sales experience.
In this episode of Hospitality Folks, we sit down with Arne Hegstad, Chief Craft Officer at Suusify, to explore his 17-year journey with VisBook, the unexpected story of how he entered hospitality technology, and what he has learned about building teams, growing businesses, and earning trust in the hospitality industry.
We discuss why some of his best salespeople came from hotel operations rather than traditional sales backgrounds, how asking candidates about their dreams can reveal what truly motivates them, and why understanding a hotel's real challenges matters more than pushing another product.
We also get into the gap between hospitality technology and hotel operations, the problem with adding AI without solving real needs, how technology companies can earn hoteliers' trust, and what it takes to expand across Europe and the US.
Key takeaways from this conversation:
• Why the best salespeople might not have a sales background
• The interview question that reveals a person's inner motivation
• Why hospitality tech needs to solve real operational problems
• How hotels can assess and build trust in new technology providers
• The difference between AI hype and meaningful innovation
• What international expansion really takes
• Why getting out of your comfort zone can change your career
Arne's story is a reminder that careers rarely follow a straight line, great teams start with understanding people, and the best business relationships are built on trust.
Connect with Arne Hegstad:
https://www.linkedin.com/in/arne-hegstad-12293338/
Connect with Alicia Dick Wahlberg, host of Hospitality Folks:
https://www.linkedin.com/in/aliciadickwahlberg/
Learn more about Suusify:
https://www.suusify.com/
