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.

Selling to CFOs in 2023 (Chris Orlob - Co-Founder & CEO pclub.io)