Emotional Intelligence and Sales

Meridith and Mark discuss the importance of emotional intelligence in sales and how you can use EQ to your advantage!

Cynthia in Denver asks: “My company is making us go through emotional intelligence training. I am finding it very interesting, but struggling with how it is going to really apply to my sales process. Can you help?”

Book recommendation: Emotional Intelligence for Sales Success: Connect with Customers and Get Results by Colleen Stanley

Lightning round: Top clues your customers are giving you without saying a word

Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com 

How to Work with Purchasing Departments

Meridith and Mark talk all about working with purchasing departments and how you can be more confident and effective in doing so.

Holly in Miami asks: “When does it make sense to go over your buyer’s head when they’re not giving you the information you need?”

Book recommendation: Selling to Big Companies by Jill Konrath

Lightning round: Best practices for dealing with a purchasing department.

Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com

Insider Secrets for Selling to the C-Suite

Meridith and Mark share their tips and insights on what it takes to get into the exclusive club: The C-Suite. Tune in and learn how to leverage your network and sell to C-Suite executives. 

Umar in Senegal poses the problem: “I have been in sales for more than 20 years, always selling into the same industry. I recently took a new role within our company and have gone from selling to manufacturing reps to selling to the C-Suite. I am struggling to make the transition. I know the product, believe in our product, and if I can get in the door, I can make the sale. The problem is I just can’t get in the door.”

Book recommendation: Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top by Nicholas A. C. Read and Stephen J. Bistritz

Lightning round: Best ideas to get past the gatekeeper.

Submit your questions at #SalesLogic or through our website: https://saleslogicpodcast.com