John True, General Partner at Cultivation Capital and an Operating Executive at Insight Partners, dives into the critical role of emotional intelligence in B2B sales. He emphasizes the importance of active listening, self-awareness, and authentic curiosity to foster deeper client relationships. The discussion also touches on the challenges posed by digital interactions, the need for vulnerability in leadership, and the evolving landscape of AI in sales. True shares valuable insights on navigating career paths and the balance between science and art in effective sales leadership.
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insights INSIGHT
EQ’s Critical Role in Sales
Emotional Quotient (EQ) is critical in sales leadership for reading the room and understanding personal and professional wins.
Effective sales leaders influence by genuinely understanding others, not just telling or pushing their own agenda.
volunteer_activism ADVICE
Interviewing for EQ and Influence
Use group interviews with key stakeholders to test a candidate’s ability to assess what matters to each person.
Train sales leaders to identify key players in meetings and tailor messages accordingly for impact.
insights INSIGHT
Presence Enables EQ and Listening
Being present and distraction-free is foundational for practicing EQ and active listening.
Only by truly being "here and in the moment" can salespeople and leaders effectively engage and use intuition.
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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John True. They talk about the significance of emotional quotient (EQ) and authentic leadership in B2B sales. They discuss the critical skills required for reading the room, active listening, self-awareness, and authentic curiosity. John True shares insights on assessing EQ in sales leaders, the importance of vulnerability and genuine interest in helping others succeed, and the evolving landscape of private equity and AI in software companies. The conversation highlights the balance between science and art in sales leadership and the long-term impacts of being around great people and networks.
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HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:20] The Importance of Emotional Quotient (EQ) in Sales Leadership [00:04:14] Challenges of Digital Interactions in Sales [00:05:41] Effective Interview Techniques for Sales Leaders [00:08:15] Reading the Room: Identifying Key Players in Sales Meetings [00:10:02] The Role of In-Person Meetings in Sales [00:12:23] Defining and Developing Emotional Quotient (EQ) [00:23:03] Authentic Curiosity: A Key Trait for Sales Success [00:31:05] Leadership and Emotional Intelligence [00:34:40] Identifying Authentic Leadership in Sales [00:36:57] The Importance of Vulnerability in Leadership [00:38:25] Addressing Turnover and Accountability [00:40:09] Assessing Candidates' Authentic Curiosity [00:42:19] The Wana Factor in Leadership [00:43:11] Patriots vs. Mercenaries: Building Loyal Teams [00:45:53] Transformational vs. Transactional Leadership [00:46:51] Choosing Opportunities: Position vs. Growth [00:49:35] The Value of Great Networks and People [00:54:41] Trends in Private Equity and Software? [01:00:10] The Impact of AI on Future Opportunities [01:05:27] The Intersection of Art and Science in Revenue Building
HIGHLIGHT QUOTES
[00:07:50] "Great salespeople are able to navigate and adjust their message to the right people at the right level over time." [00:09:26] "You have to be here and in the moment to truly listen and respond with intuition." [00:36:40] "Effective leaders genuinely enjoy helping others succeed in their own terms." [00:48:54] "Many people confuse position with opportunity. Long-term success comes from prioritizing quality of leadership and growth."
Revenue Builders