In this engaging podcast episode, host Karen welcomes Colleen Stanley to discuss the crucial role of emotional intelligence (EI) amidst the rise of artificial intelligence (AI) in the sales industry. Colleen shares insights from her books, emphasizing the importance of empathy, self-awareness, and other soft skills for sales professionals and leaders. They explore practical strategies for integrating EI into everyday sales practices, overcoming the 'knowing and doing' gap, and fostering a balanced, human-centric approach in a technologically advanced world.

00:00 Introduction and Personal Anecdote

00:42 The Importance of Emotional Intelligence in Sales

02:10 Understanding Emotional Triggers and Execution

04:40 Empathy and Self-Awareness in Sales

07:10 The Role of Reflection and Self-Improvement

09:16 Accountability and Ownership in Sales

14:27 Balancing Technology and Human Impact

17:15 Leadership and Delegation Skills

25:34 Defining Honesty in Leadership

25:46 Living Your Values

26:08 Creating a Culture of Candor

28:06 Onboarding and Emotional Intelligence

29:48 Teaching Empathy in Sales

31:45 The Myth of Multitasking

33:24 Self-Awareness and Empathy

34:27 Slowing Down to Speed Up

38:03 Morning Rituals for Success

43:54 Aligning Actions with Purpose

45:48 Balancing AI and EI in Sales

48:11 Final Thoughts and Resources

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In this this solo episode, originally aired in April 2024, Karen shares the Importance of Slowing down to Speed up.

This truly can be applied anywhere in life and have benefits, however she focuses on our Mindset, Strategic Account mapping and preparing for discovery in the sales environment.

Starting with us first, look inward, take control of how we show up. Check-in with ourselves first. What do we need? How can we avoid being re-active?

How can we take a non traditional approach to assessing our accounts? Looking beyond the title and zooming out. Thinking creatively, considering the person, what would motivate them to be part of your initiative? How are they measured?

Finally discovery is strategic. What outcome am I looking for? What information do I require, what questions do I need to ask?

When we slow down, we see gaps that perhaps weren’t there. Gaps that bleed in to other areas/ departments. We move from finding an isolated issue into solving business challenges, elevating our position from vendor to partner. This does not come to those who do to slow down to assess prior to acting.

Checking in with Ourselves (00:01:12)

Importance of self-awareness and purpose in sales, with tips for showing up authentically.

Strategic Account Planning (00:02:08)

Encouragement to think outside the box, expand the traditional approach, and be intentional in account mapping.

Conducting Discovery Conversations (00:09:23)

Emphasis on slowing down, asking meaningful questions, and building trust to uncover challenges and motivations effectively.

Slowing Down for Better Results (00:18:11)

Karen discusses the benefits of slowing down, connecting emotionally, and driving results through people rather than relying solely on scorecards.

Importance of Self-Check (00:18:11)

Karen emphasizes the need to look inward and consider what can be done to slow down in order to speed up for better sales results

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy

Courageous Leadership and Creative Self-Disruption in Sales

Join host Karen Kelly in this enlightening episode of the K2 sales podcast as she converses with Bernadette McClelland on navigating 2024's economic landscape with courage and self-disruption. Bernadette introduces her three-step 'deliberate disruption model' - identity, intention, and iteration - urging sales leaders to inspire their teams by embracing discomfort and an anti-fragile mindset. They emphasize the importance of aligning one's head, heart, and gut to thrive in today's brittle, anxious, non-linear, and incomprehensible world. Listen as they discuss practical strategies for living in the present, enhancing creativity, and maintaining mental well-being, while also balancing professional roles with personal identities. Discover how even significant setbacks can act as catalysts for growth and transformation, all through the power of perspective and intentional leadership.

00:00 Introduction and Overview
03:28 Guest Introduction: Bernadette McClelland
04:24 The Essence of Disruption
05:37 Navigating the VUCA and BANI Economies
10:50 The Deliberate Disruption Model
15:53 Reframing Problems as Situations
23:10 Aligning Head, Heart, and Gut
25:03 Techniques for Type A Leaders to Trust Themselves
26:19 Understanding the Brain's Need for Downtime
27:18 The Importance of Creativity in Leadership
27:54 Balancing Empathy and Technology in Sales
28:24 Inspiration and Ideation Mapping
28:48 Accessing Creativity Through Downtime
29:30 The Role of Leaders in Encouraging Downtime
29:43 The Fallacy of the Grind Mentality
31:11 Combining Impact and Risk in Leadership
34:02 Trusting Your Gut in Sales
36:52 Developing Leadership Identity
38:23 The Importance of Significance and Fulfillment
40:28 Balancing Different Parts of Your Identity
43:00 Final Thoughts on Disruptive Leadership

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The K2 Sales Academy