Colleen Stanley, "Emotional Intelligence for Sales Leadership" (HarperCollins, 2020)

Colleen Stanley, "Emotional Intelligence for Sales Leadership" (HarperCollins, 2020)

What does it take to connect successfully with somebody you’re trying to “win over”? Colllen Stanley explains in her new book Emotional Intelligence for Sales Leadership(HarperCollins, 2020) Stanley is the president of SalesLeadership, a sales development firm. She’s been named by Salesforce as one of the top sales influencers of the 21st century and also a Top 30 Global Sales guru. Topics covered in this episode include: • In hiring, what should you be on against in both yourself and the job candidate? An eye for the “something” missing that you may or may not be able to resolve is one key. • Exploring a variety of buyer personas, including specifically: The Poker Face prospect, The Nitpicker, and The Glad-Hander. How best to dislodge an incumbent vendor so you can make the sale? • What is mean by helping a person on your sales team “untell” a story that is hindering that person’s effectiveness. Dan Hill, PhD, is the author of eight books and leads Sensory Logic, Inc. (https://www.sensorylogic.com). To check out his “Faces of the Week” blog, visit https://emotionswizard.com. Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/dan-hills-eq-spotlight

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Shameen Prashantham, "Gorillas Can Dance: Lessons from Microsoft and Other Corporations on Partnering with Startups" (Wiley, 2021)

Shameen Prashantham, "Gorillas Can Dance: Lessons from Microsoft and Other Corporations on Partnering with Startups" (Wiley, 2021)

Today I talked to Shameen Prashantham about his book Gorillas Can Dance: Lessons from Microsoft and Other Corporations on Partnering with Startups (Wiley, 2021). In a nutshell, the distrust that must ...

17 Helmi 202232min

Martin Wells, "No One Playing: The Essence of Mindfulness in Golf and in Life" (John Hunt, 2022)

Martin Wells, "No One Playing: The Essence of Mindfulness in Golf and in Life" (John Hunt, 2022)

Today I talked to Martin Wells about his new book No One Playing: The Essence of Mindfulness in Golf and in Life (John Hunt, 2022).  As Martin Wells explains, to imagine you’re in control, on a golf c...

10 Helmi 202236min

Leonard Mlodinow, "Emotional: How Feelings Shape Our Thinking" (Pantheon, 2022)

Leonard Mlodinow, "Emotional: How Feelings Shape Our Thinking" (Pantheon, 2022)

Today I talked to Leonard Mdlodinow about his new book Emotional: How Feelings Shape Our Thinking (Pantheon, 2022). "On or around December 1910, human character changed,” Virginia Woolf memorably wrot...

3 Helmi 202246min

Ben M. Bensaou, "Built to Innovate: Essential Practices to Wire Innovation into Your Company’s DNA" (McGraw Hill, 2021)

Ben M. Bensaou, "Built to Innovate: Essential Practices to Wire Innovation into Your Company’s DNA" (McGraw Hill, 2021)

Today I talked to Ben M. Bensaou about his new Built to Innovate: Essential Practices to Wire Innovation into Your Company’s DNA (McGraw Hill, 2021). This episode could have just as easily been called...

27 Tammi 202235min

Minal Bopaiah, "Equity: How to Design Organizations Where Everyone Thrives" (Berrett-Koehler, 2021)

Minal Bopaiah, "Equity: How to Design Organizations Where Everyone Thrives" (Berrett-Koehler, 2021)

Today I talked to Minal Bopaiah about her new book Equity: How to Design Organizations Where Everyone Thrives (Berrett-Koehler, 2021). Remember the Marlboro Man? Of course you do, as he symbolizes the...

20 Tammi 202234min

Coleen Ammerman and Boris Groysberg, "Glass Half Broken: Shattering the Barriers That Still Hold Women Back at Work" (HBR Press, 2021)

Coleen Ammerman and Boris Groysberg, "Glass Half Broken: Shattering the Barriers That Still Hold Women Back at Work" (HBR Press, 2021)

Today I talked to Colleen Ammerman about her new book (co-authored with Boris Groysberg) Glass Half Broken: Shattering the Barriers That Still Hold Women Back at Work (HBR Press, 2021). The statistics...

13 Tammi 202234min

Pamela Slim, "The Widest Net: Unlock Untapped Markets and Discover New Customers Right in Front of You" (McGraw Hill, 2021)

Pamela Slim, "The Widest Net: Unlock Untapped Markets and Discover New Customers Right in Front of You" (McGraw Hill, 2021)

Today I talked to Pamela Slim about her new book The Widest Net: Unlock Untapped Markets and Discover New Customers Right in Front of You (McGraw Hill, 2021). Almost all the new jobs created in Americ...

6 Tammi 202233min

Nathalie Nahai, "Business Unusual: Values, Uncertainty and the Psychology of Brand Resilience" (Kogan Page, 2022)

Nathalie Nahai, "Business Unusual: Values, Uncertainty and the Psychology of Brand Resilience" (Kogan Page, 2022)

Today I talked to Nathalie Nahai new book Values, Uncertainty and the Psychology of Brand Resilience (Kogan Page, 2022) David Brooks once joked that in the end the “revolution” promised us by the Baby...

30 Joulu 202134min

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