How to Leverage Emotional Intelligence in Enterprise Sales with Matt Cameron - CEO @ SaaSy Sales Leadership

Show Notes:

• Defining the provocative sale. 0:00

  • The provocative sale.

  • 5% of B2B buyers are in the market for something new this year.

• Introduction to today’s episode. 0:59

  • Introduction to Matt Cameron, chief executive officer of sassy sales leadership.

  • Emotional intelligence in sales.

• Defining the provocative sale. 3:19

  • Defining relevant competencies and the provocative sale.

  • Why emotional intelligence is a valuable asset.

  • Having confidence in the formula for sales success.

  • Having the right to ask for introductions.

• How to stay close to your customer. 8:45

  • Three key elements of sales, are optimism, self-regard, and empathy.

  • Empathy for the buyer.

  • Preparing for a specific call or personal development.

  • Breaking out of a sales slump.

• How to get out of the valleys. 14:13

  • The importance of journaling and emotional intelligence.

  • The four stages of the sales process.

• The importance of empathy and intelligence competency. 16:32

  • Empathy is the number one competency in sales.

  • Assertiveness is also a competency.

  • Reality testing is a key differentiator for elite salespeople.

• The ability to be vulnerable. 26:14

• Emotional self awareness. 29:03

  • Emotional self-awareness, mindfulness and stress tolerance.

  • Stress tolerance and how it impacts performance.

  • The nine key emotional intelligence competencies needed for elite sellers.

  • The sales leader questionnaire-based assessment.

• How do you define an elite seller in sales? 34:11

  • The three buckets of salespeople, the engineer, the designer and the architect.

  • Transactional sales.

  • Resources Matt recommends listeners and listeners to check out.