Colleen Stanley, sales trainer and author of the great book called Emotional Intelligence for Sales Success is our guest for this episode. Colleen's sales training is unique because she focuses specifically on building EQ in sales.

In addition to speaking about emotional intelligence, you'll hear Colleen talk about work/life balance and her opinion might surprise you. Also, Colleen offers a really nice gift for all listeners, so don't miss that toward the end of the episode.

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.

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.

Priming is a powerful tool you can begin to use today to change what you do in sales for the better. It is a way to reframe negative beliefs and emotions. In this short Tuesday Tip episode, I'll share with you a scientific study that explains priming and two ways I use priming to sell like a Good Human. It is my hope that after listening to this episode, you'll have concrete ways to try priming for yourself.

I'm doing something a little different in this episode. I got some encouraging feedback about an email I sent this week and I wanted to dig a little deeper into the topic on this platform. It's not a Tuesday Tip and it's not an interview! At the end, you'll have a blueprint for making the following up process easier on you and your clients. If you feel nervous, remind yourself what you REALLY sell: a way to work, live, and serve others better. What you do matters. Don't give up.

Have you ever felt physical symptoms before you had to reach out to a potential client? You're in good company. Many salespeople do. However, that feeling may be keeping us from doing the work that brings in revenue. In today's tip, Catherine shares her strategy for overcoming those feelings so that sales work isn't sidelined.

Catherine is talking with Dana Williams, Clifton Strengths coach, and the developer of the Strengths Journal. Dana is equipped to help people understand themselves better so they can be more satisfied at work and be more effective in work.

The B for Beliefs in the B.E.A.R. model has lots of implications for us in sales. In this episode, we'll talk about what we believe we deserve to enjoy in life and our sales work. It'll get a little philosophical and make you consider what you believe deep down.

In this episode, I'm talking with Dr. Ryan Brown, managing director for measurement at the Doerr Institute for new leaders at Rice University in Houston, Texas. As a social psychologist, Ryan has a unique perspective on what humans bring to their sales work because Ryan also happens to be my spouse. I like to joke that I have in-house counsel for all things about current psychology research. I am grateful for his influence in shaping my own perspective on how to use modern psychology research to understand how people change so I can help people sell better.

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.

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.