Do me a favor and think about how many times you've heard someone talk about emotional intelligence; in those instances, have they ever actually said what it is and why its important? Well, in the relationship-driven world of sales, where every conversation counts, emotional intelligence (EI) is your secret weapon. The idea of EI encompasses... Continue Reading →
Ride the Waves of Change
We've all heard some version of the Heraclitus quote, "the only constant is life is change," but starting out in my first few sales roles, I didn't know how true that was. It was if these roles were trying to say welcome to the fast-paced world of business, it'll be different tomorrow than it is... Continue Reading →
Keys to an Impactful Introductory Call
A few weeks ago, we learned more about the importance of building rapport as the first step to building trust with a prospect. However, as many of you aptly called out, building rapport is just the first step to a successful introductory call. So, today, let’s dive deeper into the intro call and how to... Continue Reading →
Embracing Agility
A fundamental part of being in sales is making other people feel comfortable with change. I’d contend that we can’t expect our buyers to be comfortable with change if we’re not comfortable with it ourselves. So, in our fast-paced, changing world, the ability to be agile is crucial for sales professionals. This means being able... Continue Reading →
Creating Culture: Connection, Future, Safety
Do me a favor and think about the one question everyone recommends you ask an interviewer: how would you describe your company's culture? They'll usually respond with some nonsense like "work hard, play hard" or "team-first mentality" or even "like a family," which I always assumed meant a toxic work environment. Irregardless of their answer, you can easily tell a company's culture by watching the way their people work together.
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