Selling is like acting—empathy is essential

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I recommend that sales managers train all sales technicians to use their iPads to create solutions, and do this while they are still at home.
Using an electronic proposal generation system, sales managers can instantly see proposals being created in the field while sitting at their desks and approve them without delay. This small change increased sales by 12% in one year. Not bad for a company that already generates millions of dollars in revenue. Shifting from a culture of efficiency to a culture of effectiveness
Acting and improv skills are similar to soft skills in sales—leading with empathy and understanding your audience and clients is essential.


Sales leaders need to build a strong sales culture and eliminate mediocrity, and this starts with a willingness to invite, receive, and embrace feedback.
Synchronous conversations are making a comeback. Whether you’re grabbing coffee with a prospect in your own city or flying to their city to close a deal, face-to-face interaction is priceless.
Sales is not an easy profession, and leaders should be cambodia telegram data honest and transparent with their teams about the work required to close deals.
Efficiency does not equal effectiveness. Sales technology should focus on making people better, not just faster.
Sales organizations need to adapt to changes in the market and rethink what works and what doesn’t.


In this podcast, Mike Cabot and Jeb Blount discuss the challenges facing sales in the current environment, including the impact of technology and the need for emotional intelligence when engaging with analytical stakeholders. They also emphasize the importance of celebrating small wins and providing feedback to improve performance.
As a child, Mike Cabot and his sister starred in a local cable TV show for seven years. Later, Cabot gained acting experience in theater and commercials.
Throughout his sales career, he was able to use the improvisational skills he learned early in acting to connect with prospects and clients, listen deeply, and demonstrate empathy.