The Happiness Advantage challenges conventional wisdom that success leads to happiness. Instead, Shawn Achor presents evidence-based strategies showing that happiness is the precursor to success. Drawing on original research, including one of the largest studies of happiness ever conducted, Achor outlines seven practical principles such as the Tetris Effect, the Zorro Circle, and Social Investment. These principles help readers rewire their brains for positivity and optimism, leading to improved performance, creativity, and overall well-being in both personal and professional life.
SPIN Selling by Neil Rackham is a seminal work in the field of sales, particularly focused on large and complex sales. The book is the result of a 12-year, $1 million research project by Huthwaite corporation, analyzing over 35,000 sales calls. It introduces the SPIN methodology, which involves asking four types of questions: Situation, Problem, Implication, and Need-Payoff. This approach helps salespeople understand the client's needs, identify problems, appreciate the implications of these problems, and clarify the benefits of the solution. The book challenges traditional sales techniques, especially those focused on closing, and emphasizes a consultative, customer-centric approach that fosters long-term relationships and increases sales effectiveness.
In this short segment of the Revenue Builders Podcast, we revisit the discussion with Frederik Maris, CRO at Atoss Software SE. Frederik shares how he interviews, assesses, and hires elite enterprise sales talent by focusing on EQ, character, and curiosity over resumes alone. Learn the power of the ICE criteria and how seasoned leaders spot top performers by blending science, gut instinct, and situational awareness.
KEY TAKEAWAYS
[00:01:00] The ICE criteria: Intelligence, Character, Coachability, and Experience—what it means and how to apply it in hiring
[00:02:00] How “Spin Selling” still applies to modern interviews and what it reveals about candidates
[00:03:00] Why understanding hiring criteria is a test of a rep’s customer empathy
[00:04:00] EQ as a deal accelerator—how top reps build champions both internally and externally
[00:05:00] The role of self-awareness, curiosity, and integrity in elite salespeople
[00:06:00] How to spot emotional intelligence in subtle cues during interviews
[00:07:00] Why gut feel, not just metrics, is a critical part of hiring decisions
[00:08:00] Frederik’s favorite interview question that reveals a rep’s self-awareness instantly
QUOTES
[00:01:00] "If they don't ask what I'm looking for in this interview, how are they going to understand what a customer wants?"
[00:04:00] "EQ is about the ability to build champions—internally and externally."
[00:05:00] "I'm looking for people who do what's right for the customer, the partner, the company—and hopefully, the world."
[00:06:00] "You can feel EQ—how they interact with the receptionist, how they carry warmth in a conversation."
[00:08:00] "How do you think you're doing in this interview?" That one question shows me their self-awareness instantly."
Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/training-your-teams-for-complex-enterprise-sales-with-frederik-maris
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