Modern B2B sales require salespeople to demonstrate transparency, empathy, and sustainability, qualities often absent due to a lack of training in emotional intelligence and ethical persuasion. A recent CMSWire article highlights this growing expectation from buyers. The article points out a significant gap between buyer expectations and the current skillset of many sales representatives. This gap underscores the need for improved training in emotional intelligence and ethical sales techniques. The overall implication is that B2B sales success now hinges on more than just product knowledge.

This podcast examines how the classical principles of persuasion, ethos, logos, and pathos, developed by Aristotle, are still relevant in modern sales. It argues that these principles, when applied ethically, are critical for building trust, presenting evidence, and connecting emotionally with customers in today's complex sales landscape. The article emphasizes the shift from transactional sales to relationship-based sales, highlighting the importance of prioritizing customer value, long-term relationships, and ethical practices.

Gartner recently stated that sales reps that excel at mentalizing are 3X more likely to attain quota. This podcast discusses how mentalizing and emotional intelligence (EI) are crucial skills for tech sales representatives. Mentalizing, the ability to understand someone's perspective and feelings, allows sales reps to connect with buyers on a deeper level, build stronger relationships, and navigate complex buying decisions. It highlights the importance of emotional connections in sales, particularly in tech, where buyers often value personal relationships. I emphasize that emotional factors play a significant role in purchase decisions and that sales reps with strong mentalizing abilities and emotional intelligence are better equipped to succeed in tech sales.

Step into the fascinating intersection of artistry and science in Chapter 2, where we unravel the DNA of successful CRM sales professionals! This captivating chapter reveals how personal traits and emotional intelligence combine with finely-tuned skills to create sales magic. We explore the delicate balance of being both likeable and strategic, showing how top performers blend these essential qualities.

From mastering the art of empathy to crafting compelling narratives, you'll discover how modern CRM sales transcends traditional selling techniques. Learn to weave collaborative approaches with powerful storytelling, while building transformative visions that resonate with clients. Through strategic framing and emotional resonance, you'll understand how to connect with customers on both logical and emotional levels.

This chapter lays bare the scientific principles behind what might appear as pure art, offering a masterclass in the human elements that drive successful CRM sales. Ready to transform your approach with this powerful blend of art and science?

Welcome to an eye-opening exploration of modern CRM sales in Chapter 1! In an era where AI reshapes business landscapes and generational shifts transform buying behaviors, selling CRM has evolved far beyond traditional approaches. This chapter dives deep below the surface to reveal the hidden complexities of today's sales environment – from increasingly sophisticated sales cycles to the seismic impact of tech stack consolidation.

You'll discover how AI isn't just changing the game – it's creating an entirely new playing field for sales professionals. Drawing from cutting-edge sales methodologies and real-world insights, we examine what today's customers truly value in a CRM solution. Whether you're navigating generational workplace dynamics or adapting to AI-supported sales strategies, this chapter provides the essential foundation for mastering CRM sales in the 2020s and beyond.

Get ready to unlock the secrets that lie beneath the surface and transform your understanding of modern CRM sales!

In just 15 minutes, learn how to propel your tech sales career to the next level. This groundbreaking book will shortly be published via a series of podcasts. It is currently available on Amazon as a paperback and ebook if you seek more details, charts/graphs, and footnotes.

Discover the essential strategies for mastering CRM sales in the new hybrid world! Chapter 7 tackles the unique challenges of selling in an environment where virtual and in-person interactions blend seamlessly. Learn how to capture and maintain attention in an era of unprecedented distractions and develop powerful techniques for engaging audiences whose minds and devices constantly compete for their focus.

Uncover innovative approaches to connecting with geographically scattered teams and diverse stakeholder groups, while mastering the art of sparking meaningful participation in both virtual and hybrid settings. This chapter reveals how to transform technology from a potential barrier into a powerful ally, ensuring your presentations and demonstrations flow naturally regardless of the delivery format.

Ready to excel in this new frontier of hybrid sales, where traditional techniques meet modern digital engagement strategies? This chapter equips you with the tools and insights needed to thrive in today's evolving sales landscape.