Everyone has a different style of showing their emotional intelligence. The most successful people are very aware of their approach to others. They are more in tune with what the other person needs from them, and then adapt their style to meet those needs.

You can watch our Live SalesChats event directly on our Youtube Channel.

Recorded Live May 20th, 2021

EPISODE QUESTIONS:

Q1: Why is EQ important in sales?

Q2: How to use/practice EQ?

Q3: How to improve EQ?

Our Guest

Faris Aranki

This is Faris Aranki, the founder and CEO of Shiageto Consulting! Having spent over 20 years delivering strategic change for the corporate and non-corporate worlds (as a top-tier strategy consultant, non-exec director, educator, and in-house strategist), Faris has experienced first-hand the fine differences between strategic success and failure.

Links › Shiageto Consulting | Linkedin.com | Twitter | Youtube

Our Hosts

John Golden

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Martha Neumeister

Martha is a social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.

About SalesChats

SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.

SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

In this Expert Insight Interview, Tyler Elliston discusses marketing to find your product/market fit vs growth. Tyler Elliston is a growth advisor as well as the founder and marketing strategist at Right Side Up, a collective of premium marketing talent.

This Expert Insight Interview discusses:

• The differences between advertising for product/market fit vs growth
• Why businesses often market for growth before having a fully finished product
• How to market for product/market fit

Advertising for Product/Market Fit vs Growth

A lot of early-stage companies look to advertising to grow. Sometimes, however, that happens before the product is ready for it. We can roughly put performance marketing into two categories:

• Pre-product market fit — for when you’re trying to figure out your position on the market
• Marketing for growth

Confusing which stage they’re in is one of the most common challenges for marketers and business owners.

Common Mistakes with Marketing

Unfortunately, it is often encouraged to create your minimum viable product, get things up and running and go to town on marketing as soon as possible. The goal is often to grow your audience and customer base as quickly as you can. The problem is that in this case your product/solution can come out half-baked or not really mapped to any particular market need in the right way.

Part of the problem here is the fact that business owners are often under a lot of pressure to perform in the early stages. There is usually a set window in which investors want to see results, so there’s a need to move as fast as possible and even skip a few crucial steps along the way.

Product Marketing

So, what are some of the things that you can do differently when you market for product/market fit rather than growth? The most important thing is creating a close connection to the customer. This is also often called product marketing and it involves things like doing user research, interviews, surveys, focus groups, etc.

Early on, you want to try and understand what your prospects’ problems are, and the solution you can put in front of them. This stage is extremely customer-centric and very experimental in nature.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

How to create a marketing plan that feels right? In this Expert Insight Interview, Nikki Nash discusses creating a soul-aligned marketing plan. Nikki Nash is a marketing mentor for women entrepreneurs, author of the book Market Your Genious, and a Podcast Host.

The interview discusses:

• Soul-aligned marekting
• Putting a marketing plan together
• Providing quality content
• The future of marketing

Marketing for the Soul

Nowadays, when making a marketing plan, it is so easy to end up copying others. However, there are so many different marketing plans for your business type and target audience. When you market yourself, a product, or a service, make sure to use your intuition to choose the strategy that feels right and give it time to see whether it works for you. Patience, persistence, and a little bit of optimism are necessary to create a good marketing plan.

How to Put a Marketing Plan

In marketing, you have to figure out how to make a stranger want to buy what you sell. Think about a place where you feel the most comfortable to meet your prospective customers and build relationships with them. Find one platform to focus on rather than posting on many different ones inconsistently. You probably do not have the financial, content, and time capacity to promote on as many platforms as the big companies do. However, focusing on one platform will allow you to be more engaged and active with your customers.

Quality Content

The content that you post has to be of good quality and to add value to the consumers. Otherwise, you are just adding to the trend of overwhelming customers with invaluable information. There are different types and strategies used for content. Thus, be clear about what your content strategy is. It can be capturing attention, editorial purposes, sales, etc. Next, you need a plan whether that content will be in writing, audio, video, short, long, etc. And lastly, you have to make sure that it is engaging the whole time.

Once you get customer attention and engagement, the way how you communicate with them becomes essential. Thus, make sure that you approach them as authentically as possible. For example, instead of typing long messages, send them a voice note or make a video. It is a sweet gesture, shows that you care enough to help them, and it creates connection. It might be time-consuming sometimes, but the more you give yourself, the more trust you build with your customers.

The Future

The pandemic put a pause on massive events and mass marketing. The path that now marketing is heading towards is becoming more relatable and personal. It is about building connections, and even though gathering events will come back at one point, they will have to shift towards being more inclusive and engaging.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Many entrepreneurs might feel stuck coming out of the Covid19 situation or for any other reason. Thus, in this Expert Insight Interview, Todd Palmer discusses his new book From Suck to Success: A Guide to Extraordinary Entrepreneurship. Todd Palmer is a Chief Rule Breaker at Extraordinary Advisors, 25-year entrepreneur, business coach, keynote speaker, and best-selling author.

The interview discusses:

• Figuring out the mindset
• Learning to be authentic, transparent, and vulnerable
• Setting an intention rather than an expectation

The Mindset

People want to become entrepreneurs to be rich and live luxurious lives. But all for wrong reasons like getting external validation, healing wounds from the past, etc. Having a lot of money is nice because it brings you financial freedom and possibilities, but it should not be a reason for becoming an entrepreneur. Start with finding your purpose. Ask yourself why do you do what you do. Establishing the purpose for doing something is crucial because that exact “why” will get you through when the tough time comes. Entrepreneurship is full of challenges which you will be able to overcome if you set the right mindset.

Authenticity, Transparency, and Vulnerability

When becoming entrepreneurs, many people think that they have to know it all because if not, that means they are not as good as others. However, that thinking prevents them from being authentic, and then they start to isolate themselves from their friends and community. Keeping the communication and staying honest with your employees, partners, friends, and family is beneficial for your mental well-being.

If we allow ourselves to be vulnerable, we will see how much people want to help, mentor, and coach others. Mistakes and bumps are part of every entrepreneurial journey but going slowly and having a team of people who support us makes that journey way more enjoyable. Success does not come overnight. More than 80 percent of the businesses do not even make it to be five years in business. Thus, success requires a lot of resilience, determination, pivoting, and evolving.

Set the Intention

Setting up intention rather than expectation brings you more satisfaction and success for anything in your business and life in general. The reason for that is because setting an expectation is risky. It is a win-lose situation in which there are so many things that are beyond your control. On the other hand, being intentional allows you control in your hands. For example, when you intentionally listen to your clients’ needs, look for a solution to the problem, and try to provide the best possible service – you actively engage and control the outcome. That provides a mutually exchanging experience for both sides and more sales deals for you.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Are you satisfied with your current job? In this Expert Insight Interview, Misha Rubin discusses career transformation and how to find a meaningful and fulfilling career. Misha Rubin is Mastermind at The Career Leap, helping professionals, leaders, and CEOs to find meaning and fulfillment at their jobs.

The interview discusses:

• Defaulting to a job
• Being aware
• Making a change
• Identifying a career

Default Job

Many people default to jobs because of security, leaving passion and fulfillment for later. From early childhood, we get educated on so many topics, but when the time comes to get the first job, nobody talks to us about which criteria to use in a job search. Indeed, our very first job is when we make the first mistake. Since our first job sets a particular direction for us and gives us our first skills and experiences, it should reflect at least in some way who we are. Once we get skilled and experienced in one particular area, the more we start to invest in it.

Awareness

Luckily, there is a method to discover what career can bring you a sense of meaning and fulfillment. The first step is to get to know yourself and become aware of your values and beliefs. The leaders, the organization, and the industry you work in should align with your values and beliefs. If you are currently not satisfied with your job, then there is a disbalance between your values and your work environment.

Make a Change

There is a belief in our society that a meaningful and fulfilling job does not bring any money. The key is to confront the career mediocrity trend. If your current job is not who you are anymore, be brave to leave it. Once you understand what inspires you, the platform of discovering new opportunities will open up for you.

Some people are particularly reluctant to change because they have people financially relying on them. But, approaching your partner or a family member is essential because you need a support system around you.

The New Career

The second step of the method is exploring and making a list of where and what you could be doing. Nowadays there are so many new jobs created and new demands. Also, the expansion of virtual work created so many opportunities regardless of physical location. Thus, this is an excellent time for taking a leap and changing your career.

Your new career does not have to be in a different industry. There are various aspects of the same industry that can wake up passion in you. For instance, besides working in Wall Street, there are other opportunities to work in financial services, such as small innovative companies which try to reinvent the industry by being more consumer-oriented.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Speakers, influencers, authors, and other entrepreneurs can get corporate sponsorships but need to know-how. Thus, in this, Expert Insight Interview, Jessica Chinyelu discusses how to land a corporate sponsorship. Jessica Chinyelu is a corporate sponsorship expert and the Owner and Founder of The Sponsorship Lady, teaching people how to land their dream brand partnerships.

The interview discusses:

• Finding opportunities
• Building a relationship
• Pitching to a brand
• Doing research

The Opportunity

Organizing huge evens is just part of the marketing pie for big corporations. An author can partner with a brand by offering expertise to their employees at conferences, etc. The majority of business books are sold to big corporations in bulk, indeed. Influencers have the target audience to promote the new product launch and spread awareness. Coaches and speakers can sell their specific niche courses to corporations as part of their training programs. Thus, the key is to understand the company’s budget and to whom and how to reach out.

Build a Relationship

There are different initiatives that corporations promote. Instead of asking right away for a lot of money and promotion on their main events, build a relationship with a brand first. You have to get to know each other first and see whether you can achieve mutual goals and influence transformation. By getting to know the company first, you can position yourself better when making a pitch. The point is to show them that it will make sense for them to invest money in you.

The Perfect Pitch

Every brand has different needs, so your pitch has to be customized. Talk about the target audience that you serve, demographics, and give specific details to paint a picture of how this is an excellent opportunity for both of you. Talk about the brand’s overall problem, your solution to it, and how you can solve that problem. The more specific you are, the better. Corporations do not like when somebody thinks he or she will be a good fit because of the large amount of Instagram followers. Instead, show your engagement, your data, and the impact to be made that is relevant for the brand.

The Research

Company initiatives can be in any department and not just marketing. Thus, it is crucial to do your research to save time pitching to the wrong place. Also, doing research will help you to find the brands that you need. People usually want to partner up with big companies as Coca-Cola or Proctor and Gamble. However, maybe your two visions and target markets do not make a perfect combination. Instead, finding a smaller brand and achieving synergy with it will bring you much more positive feedback.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Have you ever considered living in another country? In this Expert Insight Interview, Brandon Miller discusses the benefits of securing a safe and secured alternative home in Canada and getting a second passport. Brandon Miller is a Managing Director at Maple Immigration Services, helping Immigration and Settlement of Newcomers to Canada.

The interview discusses:

• Why Canada?
• TimeFrame
• Current Immigration Trends
• Full Service

Why Canada?

For people who look to expand their business options for themselves and their families, get a second passport, move long-term somewhere, or get free healthcare – Canada might be the solution. While relocating to another country sounds intimidating for many people, it does not have to be. Immigration Success Process is a three-stage process that helps smooth immigration and settlement to Canada. The first stage consists of making a plan, so-called Immigration BluePrint. The second stage is executing that plan, which includes applying to different programs and dealing with all the paperwork as fast and cost-effective as possible. And the third stage is the settlement. Settlement is usually the most overlooked stage because people focus too much on getting to the country but forget to think about when they hit the Canadian ground.

Time Frame

The time frame plays a significant role in deciding whether to move to another country. In comparison to America’s Green Card, the Canadian PR card is much more flexible to get. To be eligible for it, you have to be in the country only two out of five years. A passport only takes three years to get, and once you get it, you can do anything you want. However, this adventure requires making a mental decision and staying committed to it because if not, it will be harder to adjust and overcome possible obstacles.

Current Immigration Trends

Canada is currently dealing with low birth rates and an aging population, so it needs younger residents. Thus, now is an excellent opportunity for any university-educated, English or French-speaking people, with at least one year of professional work experience and under 30, to apply.

Full Service

People interested in moving to Canada can get everything done from a professional agency, from consultations through applying to receiving their PR card. Also, an agency provides a course to take with a systemic explanation of the internal process and the settlement. So, everyone can get educated on how the whole process functions.

Once in the settlement stage, having the right mindset and an educated plan is critical for the most effective use of all available resources. People sometimes rely on government help, but doing things on your own might be much faster. Thus, it is beneficial to have the checklist approach for taking care of the settlement basics such as getting a social insurance number, opening a bank account, etc.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

The current sales consulting model focuses more on delivery than how it impacts a company. Thus, in this Expert Insight Interview, Ken Lundin discusses why sales training cannot fix your salesforce. Ken Lundin is the President of Ken Lundin and Associates, providing sales consulting to B2B companies.

The interview discusses:

• The current model
• Small constant changes
• The fundamentals
• The impact of ongoing training

The Current Model

About 77 percent of people forget what they were taught within the first seven days after the sales training is delivered. That is why having a sales training initiative once a year is a bad idea. Many companies still do it that way, but they are just losing their ROI. Thus, sales training should be an ongoing process and not a one-day event.

Small Constant Changes

The habit stacking process means engaging in a bite-size piece change over a long period to ensure the behavioral change. However, the organizations’ leadership must be 100 percent committed to the transformational goal. Sales leadership has to reinforce the training daily because if employees see that management does not care about it, they will care even less. Taking small steps approach in implementing a change is beneficial because people are often reluctant to change if they start feeling overwhelmed by it. Thus, the company’s strategy should start with small steps and gradually move towards a significant change in overall sales performance.

Back to Basics

Experienced salespeople tend to forget the fundamental things that brought them to where they are at now. No matter how much we think that we are advanced in our skill, there is always something to be corrected within the fundamental part. The reason why you cannot build a pipeline or have an effective customer-centered conversation might not be some complex issue, but some basic mistake instead. Interestingly, the sales profession is one of the few that do not require continuing education. Even in college, all classes are focused on marketing and not on sales. There is a need for change in the system, including more training and education.

The Impact of Ongoing Training

Individuals who engaged in behavioral change over a long time managed to go from not selling anything to surpassing $350,000 in income, contributing to over 12 million dollars in sales to the company. But, individuals practiced how to prospect, add more value to their discovery calls, have better conversations with customers, and lastly, how to stack their habits.

Sales put a lot of pressure on the operational efficiency of the entire company. Thus, changing the model will free salespeople from so much stress and make them feel more supported during the sales process.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.