After 19 years in tech startups and scale-ups, I transitioned into consulting. Over the past 9 years of working with fast-growing companies, I’ve noticed some consistent obstacles that continuously trip up leaders.
If you’re leading a fast-growing startup, scale-up, or even a...
When your boss is overly focused on the small details of your work, it can feel overwhelming. But understanding whether they are micromanaging or simply lacking confidence in you is key to resolving the issue. Here’s what to consider:
If your boss is paying too much attention to the details...
When a prospect tells you, "I'm not the right person," how do you respond?
Most reps ask, "Who is?" But on a cold call, credibility is everything—and you might not have earned enough for them to share a name yet.
Here's a better approach: Research the account beforehand and identify...
I was a bit nervous — though excited — to be on Andy Paul's Win Rate podcast. Andy's a deep thinker and Mark Cox and Bridget L. Gleason are heavy hitters in the world of selling.
I met Andy Paul many years ago when Lori Richardson recommended I have Andy speak at the...
In this video learn how to upload a transcript of your meeting to your favorite AI and have it generate:
- A meeting notes document to a template that details problems, impacts, MEDDICC and next steps.
- A recap email for your buyer. Bonus: Pull direct quotes from your customer stating the...
Most industries have their own acronyms and terminology. And the bigger the company, the more likely they have their own distinct set, too.
It can be overwhelming at first but it's essential to learn so you can relate. It's part of your SalesEQ.
Here's how to learn these terms quickly:
1. Ask...
Discovery calls need to focus on two main outcomes:
- Determine if the buyer has problems you can potentially solve.
- Understand the impacts or consequences of these problems being solved or not solved.
It's crucial that both you and the buyer understand these issues clearly. This requires the...
In a series of posts I'm going to show ways you can use AI to enhance your SalesEQ.
If you're new to using AI in your sales motion, I hope you'll be simply blown away by how it can truly enhance the human-to-human aspect of your selling emotional intelligence.
Each post will focus on a specific...
Darren Mitchell had me on his podcast — The Exceptional Sales Leader — last week to talk about discovery.
Darren and I share a very similar view of selling as well as the profession of consulting, though from opposite sides of the world (Darren's in Melbourne, I'm in Massachusetts).
...
As a salesperson, you're often perceived subconsciously—and usually negatively—by customers. This perception stems from years of exposure to stereotypical "bad sales behavior" (think used car salesperson tactics), which leads customers to believe that salespeople are merely trying to...
Sales situations come with a lot of pressure, and we tend to fall back into our habits and what we're comfortable doing.
Learning new skills takes repetition, time, and sleep. If you can practice in low-pressure situations, you'll have an easier time learning.
Think of how you learn other skills...
Welcome to the SalesEQ™ Newsletter, where I'll provide practical guidance and tips for honing your selling emotional intelligence.
What is selling emotional intelligence? It's developing your ability to harness your own emotions and those of your potential customers to connect better; to...
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