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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Adam Kahane, "Facilitating Breakthrough: How to Remove Obstacles, Bridge Differences, and Move Forward Together" (Berrett-Koehler, 2021)

Adam Kahane, "Facilitating Breakthrough: How to Remove Obstacles, Bridge Differences, and Move Forward Together" (Berrett-Koehler, 2021)

Today I talked to Adam Kahane about his new book Facilitating Breakthrough: How to Remove Obstacles, Bridge Differences, and Move Forward Together (Berrett-Koehler, 2021). You’re helping South Africa ...

28 Okt 202132min

Sue Unerman, "Belonging: The Key to Transforming and Maintaining Diversity, Inclusions and Equality at Work" (Bloomsbury, 2020)

Sue Unerman, "Belonging: The Key to Transforming and Maintaining Diversity, Inclusions and Equality at Work" (Bloomsbury, 2020)

Today I talked to Sue Unerman about her new book, co-authored with Kathryn Jacob and Mark Edwards,  Belonging: The Key to Transforming and Maintaining Diversity, Inclusions and Equality at Work (Bloo...

21 Okt 202132min

Jackie Fast, "Rule Breaker: Rebellious Leadership for the Future of Work" (Kogan Page, 2021)

Jackie Fast, "Rule Breaker: Rebellious Leadership for the Future of Work" (Kogan Page, 2021)

Today I talked to Jackie Fast about her new book Rule Breaker: Rebellious Leadership for the Future of Work (Kogan Page, 2021). Imagine finding yourself in a career sector, sponsorship, because it’s t...

14 Okt 202134min

Soo Bong Peer, "The Essential Diversity Mindset: How to Cultivate a More Inclusive Culture and Environment" (Career Press, 2021)

Soo Bong Peer, "The Essential Diversity Mindset: How to Cultivate a More Inclusive Culture and Environment" (Career Press, 2021)

Today I talked to Soo Bong Peer about her new book The Essential Diversity Mindset: How to Cultivate a More Inclusive Culture and Environment (Career Press, 2021) In 1967, bans on interracial marriage...

7 Okt 202132min

Martin Reeves and Jack Fuller, "The Imagination Machine: How to Spark New Ideas and Create Your Company’s Future" (HBR Press, 2021)

Martin Reeves and Jack Fuller, "The Imagination Machine: How to Spark New Ideas and Create Your Company’s Future" (HBR Press, 2021)

Today I talked to Martin Reeves and Jack Fuller about their new book The Imagination Machine: How to Spark New Ideas and Create Your Company’s Future (Harvard Business Review Press, 2021).  Since the ...

30 Sep 202134min

Maya Hu-Chan, "Saving Face: How to Preserve Dignity and Build Trust" (Berrett-Koehler, 2020)

Maya Hu-Chan, "Saving Face: How to Preserve Dignity and Build Trust" (Berrett-Koehler, 2020)

Today I talked to Maya Hu-Chan about her new book Saving Face: How to Preserve Dignity and Build Trust (Berrett-Koehler Publishers, 2020) There are so many sayings that involve the face, but perhaps n...

23 Sep 202135min

Eileen McDargh, "Burnout to Breakthrough: Building Resilience to Refuel, Recharge, and Reclaim What Matters" (Berrett-Koehler, 2020)

Eileen McDargh, "Burnout to Breakthrough: Building Resilience to Refuel, Recharge, and Reclaim What Matters" (Berrett-Koehler, 2020)

Today I talked to Eileen McDargh about her new book Burnout to Breakthrough: Building Resilience to Refuel, Recharge, and Reclaim What Matters (Berrett-Koehler, 2020). What’s another way to frame both...

9 Sep 202133min

Angelica Malin, "She Made It: The Toolkit for Female Founders in the Digital Age" (Kogan Page, 2021)

Angelica Malin, "She Made It: The Toolkit for Female Founders in the Digital Age" (Kogan Page, 2021)

Today I talked to Angelica Malin about her new book She Made It: The Toolkit for Female Founders in the Digital Age (Kogan Page, 2021). Female entrepreneurs don’t tend to receive the same funding assi...

9 Sep 202132min

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