What starts out as a discussion of habits in sales, turns into a masterclass on complex B2B sales.

My guest on Conversations With Good Humans is sales consultant and expert Liz Heiman. Liz grew up in selling as her father was co-founder of Miller Heiman. She has created a name for herself with her own firm and generously shares her wisdom in this episode.

Listen for Liz to explain what sales habits she considers to be so basic that she returns to them over and over again. You may just want to copy her!

Today on Conversations with Good Humans, I'm talking with Drew Bird, emotional intelligence trainer, expert, and the author of the great book that I've read twice called the Leader's Guide to Emotional Intelligence. I hope that it's encouraging as you hear that EQ, for all of us, it isn't something that is fixed. Each of us can grow in the areas that we need to, to relate to humans the way that we want.

Sometimes people set goals that are too low because they're not actively practicing thinking about their new identity. They're not moving towards something. Every single human being is capable of taking stock of where they are right now, the results they have in their life.

In this episode, we look at the R and the A in the B.E.A.R. model. We talk about the results we want to have, what we want life to look like. And then we'll start to consider the actions we take to get there.

Empathy. What does that word really mean?

I wonder how many times you’ve heard the word used and you’ve nodded along but not really grasped what it is or why it matters?

Today on Conversations with Good Humans, I’m talking with some of my friends who are fellow sales trainers about the topic of empathy in sales. This recording captures the best of the discussion from social audio, where we held a live discussion about how to demonstrate empathy while selling.

This podcast episode will help you better understand empathy as an emotional intelligence trait, which, for many, isn’t a very concrete idea.

B.E.A.R. is an acronym that stands for B for belief, E for emotion, A for action, and R for results.

I learned about it from a podcast host and business coach, Mary Hyatt .

I like to teach about the bear model during sales training, because it's helpful to look and say, "I wonder what I'm believing when I decided to feel a certain way, which then led to certain actions, which lead to certain results?" And you can also reverse engineer it. You can say, "If I don't like the results I have, can I look back and study the actions I took." What was I feeling when I took those actions? And then what might that be telling me about my belief?

For this Tuesday tip, I'm going to share three words or phrases that I believe should be on the no-no list for us as professional sellers. Now there are more than three, but these are the three that come to my mind as the most common and things that I have to be quite vigilant to avoid because when you hear other people use them, It's so easy to pick them up and they become quite contagious!

I've talked and written a lot about how important it is to be careful with the words we use when talking to ourselves. The phrases and words I'm sharing today will help you better communicate with your clients and prospects.

Kevin Gallemore is the owner of a company in Houston, Texas called Digital Prophet. It was my pleasure to bring him to speak with a group sales training program I run. We talked about how to sell like a good human on LinkedIn.

We're sharing with you here because so many of our followers and listeners sell business to business. LinkedIn is our main social platform to master. You'll come away with ideas to help you connect with people on LinkedIn without sacrificing integrity.

None of us are made to be the Energizer bunny of sales. During this Tuesday Tip, Catherine shares two ways she finds the necessary energy for the work of selling. Although we may sit at a desk most of the day, what we do requires energy!

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Podcast Catherine mentions: https://www.earlytorise.com/etr-radio-2/

Liz Cortes, co-owner of RebelFish Local, talks with Catherine and fellow B2BSales Magic Clubhouse moderators, Rick Janezic and Liz Heiman. Recorded in January 2022, Liz talks about her goals for 2022 and demonstrates her gift of applying what she's learning outside of her work to what she does in sales. If you have wanted to be a better listener, this conversation is for you. You'll also be encouraged by the humility and vulnerability Liz shares.

If you struggle to fill your pipeline, this Tuesday Tip may give you what you need to stay on target. Revenue Generating Activities aren't the most fun for everyone, but they're the bedrock of your business success.

This conversation with sales trainer and coach, Jason Cooper, was recorded in January 2022 on Clubhouse. Jason is the host of The Global Sales Leader podcast on which Catherine was a guest in 2021. Jason shares about his plans for 2022, how he makes time for reading, what he thinks about New Year Resolutions, and so much more. Find out more about Jason at his website: https://www.jasoncooper.io

Catherine’s First Tuesday Sales Tip episode! As the Guide in sales, you're responsible for your next sales action. The best thing is to be more specific. Catherine shows how that benefits us and our clients.

Andrea is an internationally known keynote speaker and is the coauthor of the immensely popular book called Go For No. Go For No has been on the market for 15 years and continues to rank as a high bestseller and in deals with overcoming objections while selling. This recording was part of a clubhouse discussion where Andrea was invited to share what she learned from the prior year and what she was planning to do differently in 2022.