Introduction to this episode. 0:01

Welcome to a special episode of the elite-selling podcast.

What Griff and Frankie wish they had known 10 years ago.

Systems and habits are more important than goals. 1:06

Habits are more important than goals.

Everything is negotiable, internally and externally.

Be prepared to negotiate internally and externally. 2:36

Be prepared for negotiation, both internally and externally.

Everything is negotiable.

How to challenge your prospects. 4:22

Don't be afraid to challenge prospects.

You are more valuable than you think.

Don’t be afraid to have swagger. 6:39

Being a walking dream for a sales organization.

The skill-will matrix.

Mindset is everything in sales. 8:40

Mindset is everything in sales, especially in 2023.

The importance of having a positive mindset.

Creativity is the most underrated skill in sales.

Pipeline generation is a creative profession.

Have a mentor and be a mentor. 13:35

Have a mentor and be a mentor.

Always be learning from someone.

Don’t just ask someone to pick your brain. 15:36

No 8, genuine curiosity is a superpower in sales.

Best sellers are genuinely curious.

Enjoy what you sell who you sell to and who you work for. 17:45

Enjoy what you sell, who you sell to and who you work for.

Knowing your value.

Learn to qualify. 20:22

Tactical, learn med pick.

Data-driven sales and strategic selling, and why med pick matters.

Systems over goals is the number one thing in sales.

Creativity is an underrated skill.

Defining the provocative sale. 0:00

The provocative sale.

5% of B2B buyers are in the market for something new this year.

Introduction to today’s episode. 0:59

Introduction to Matt Cameron, chief executive officer of sassy sales leadership.

Emotional intelligence in sales.

Defining the provocative sale. 3:19

Defining relevant competencies and the provocative sale.

Why emotional intelligence is a valuable asset.

Having confidence in the formula for sales success.

Having the right to ask for introductions.

How to stay close to your customer. 8:45

Three key elements of sales, are optimism, self-regard, and empathy.

Empathy for the buyer.

Preparing for a specific call or personal development.

Breaking out of a sales slump.

How to get out of the valleys. 14:13

The importance of journaling and emotional intelligence.

The four stages of the sales process.

The importance of empathy and intelligence competency. 16:32

Empathy is the number one competency in sales.

Assertiveness is also a competency.

Reality testing is a key differentiator for elite salespeople.

The ability to be vulnerable. 26:14

Emotional self awareness. 29:03

Emotional self-awareness, mindfulness and stress tolerance.

Stress tolerance and how it impacts performance.

The nine key emotional intelligence competencies needed for elite sellers.

The sales leader questionnaire-based assessment.

How do you define an elite seller in sales? 34:11

The three buckets of salespeople, the engineer, the designer and the architect.

Transactional sales.

Resources Matt recommends listeners and listeners to check out.

Seek first to understand your audience. 0:00

Understanding success and what success looks like.

Seek first to understand before going into sales.

Best practices that will last for a long time.

Seeking first to understand.

Why is seek first to understand so important? 3:04

Emotional intelligence and seeking first to understand.

The seven habits of successful salespeople

The first meeting might be uncomfortable because its untraditional

Don’t go down the rabbit hole on one item. 8:24

Solving specific problems for the customer.

Starting at c level with a value proposition.

What else do you need to do to be successful? 11:07

Keep repeating the list of items to get access to information.

Being solution resistant.

How mark trains his team to not go down the rabbit hole.

The Hans model.

Seek first to understand before you advocate for your product. 15:44

Early in the process, understand success.

Prioritize what's the impact of resolving the problem

Seek first to understand, scout, soldier mindset

Building durable champions that will last. 22:31

The crucible, where things get hot and challenging.

Prepare yourself for the end when it becomes about risk and cost.

Building trust.

Selling to a customer’s intent. 25:50

Why hope is not a strategy.

The importance of building a stakeholder base.

Be solution-resistant, intent-resistant and design thinking.

How do you measure success? 29:48

Roses, Buds, Thorns

How to have hard conversations in a soft way

Lead with your heart and your heart. 35:21

Why 30 minutes is the right amount of time for a meeting.

The importance of intent over everything else.

Focusing on the roses and thorns. 38:21

Being 100% focused on their success creates a human conversation.

Daniel pink, sell as human.

What the CFO is missing in the list.

How do you define an elite seller? 42:55

Tiger woods and tom brady.

Mark is able to command the resources of the organization.

Being intentional over technique.