CRO, Sylvain Tremblay @ Uniphore - Quality vs. Quantity and Uncovering EQ in Conversations

Sylvain Tremblay - CRO @ Uniphore

Summary

• Qualitative vs quantitative selling in 2023 with sales legend Sylvain Tremblay. 0:00

  • Sylvain Tremblay shares insights on qualitative vs quantitative selling in 2023.

• Sales vs. quantity in B2B sales, with a focus on emotional intelligence. 1:12

  • Frankie discusses the importance of emotional intelligence in sales today, arguing that quantity is no longer the key to success.

  • Griffin Reilly emphasizes the importance of qualitative aspects of sales, such as relationship building and well-written emails, to drive pipeline progression and closed deals

  • Engaged buyers are 83% more likely to make a purchase, while disengaged buyers are 100% less likely to buy.

  • Unifor's emotional intelligence platform uses AI to measure engagement and sentiment in real-time, coaching participants for better human interactions.

• Sales strategies and customer engagement. 9:57

  • Griffin Reilly emphasizes the importance of sparking engagement and building rapport with customers through presentations, rather than solely focusing on personal objectives.

  • Vendors must prioritize understanding buyers' business challenges and articulating relevant use cases to build trust and close deals

• Sales strategies and emotional intelligence. 15:53

  • Griffin Reilly emphasizes the importance of self-awareness in sales, suggesting that sellers should put themselves in their customers' shoes and ask what they would expect from a sales rep.

  • emotional intelligence (EQ) can be learned, consisting of four dimensions: self-awareness, self-regulation, social awareness, and relationship management.

• Emotional intelligence in sales with EQ platform insights. 20:52

  • highlights the importance of emotional intelligence (EQ) in sales, citing research that shows sellers with high EQ can identify customer problems more accurately and close deals faster.

  • shares a personal anecdote about their experience at Florida State University, where they majored in sales and knew Dr. Left, one of the researchers who helped validate the claims of the emotional intelligence platform used by Speaker 2's company.

  • Speaker 3 notes the pendulum swinging back towards human connection in B2B sales, with more emphasis on face-to-face interactions and personal relationships.

  • Speaker 2 highlights the importance of monitoring sentiment and engagement throughout the sales cycle, both during and after the initial sale.

• Emotional intelligence in sales with industry experts. 28:01

  • Griffin Reilly emphasizes the importance of emotional intelligence in hiring sales representatives, citing it as a key factor in fostering relationships and success in the role.

  • "likability" to describe the quality of being able to connect with others, and highlights the importance of relating to and articulating one's experiences and achievements in an interview setting.

  • An elite seller as someone who can engage customers emotionally and rationally, and deliver on their promises.

  • Emotional intelligence is crucial in virtual sales, as it helps sellers understand their buyers and build personal connections.