So...what is this EQFIT® thing? That is what we explore in this episode. First, we start with the brain science behind the EQFIT® tools and methods. Then we get into a specific application of EQFIT®... accelerating sales success.

What if a salesperson understood their emotional drivers? What if they understood the emotional drivers of the buyer...the patterns a specific buyer uses to make decisions...how to best engage with different types of buyers? What is possible for a salesperson who is adept at navigating their own emotions...as well as the emotions of their buyers? Put simply...better results, shortened sales cycles, greater margins, and increased lifetime value of the customer/client.

Sales success is determined by an equation: Connection + Trust = Influence. This is the EQFIT® approach for sales. If the human elements involved in the sales process are well managed and given the consideration and focus they deserve, then the sales effort is enhanced. If not...well, sales success is much more difficult to achieve.

Many will say that having the right sales techniques are all that is needed for sales success. While some success may be achieved by a well honed set of sales techniques...the reality is that techniques are simply a method to apply Influence. But what if you don't have much Influence to apply with the buyer? Even the best techniques will fall short of optimal results if Connection and Trust are absent.

Add to this the current state of the buyer-seller dynamic. After more than 18 months of pandemic, shutdowns, lack of travel capabilities, a move to a virtual environment where remote work is accepted and practiced...people are craving authentic human connection. Those salespeople who can achieve this will thrive in the new marketplace...those who cannot, will continue to apply old models and methods and experience diminishing success.

In this episode, we explore how to sell successfully in the new marketplace, how to understand and utilize brain science to accelerate sales success, and how salespeople can better prepare themselves with the most critical tools to achieve the success they desire. 

EQFIT® for sales is the pathway to create a more agile, resilient, focused, and prepared salesperson and sales organization.

Stress. It is everywhere. The Recent Gallup survey says 57% of North American workers have "a lot" of stress every day. The newly released Six Seconds "State of the Heart" research points to 3 areas being negatively impacted by rising stress...Collaboration, Risk Tolerance, and Imagination...they very things needed to thrive in a changing environment. (More on the Six Seconds ground breaking SOH research in future episodes).

• How do you measure stress in your life and workplace?
• Do you have a healthy way to relieve stress?
• How does stress impact cognitive abilities?
• What happens if stress builds up too long?
• What are the long term implications of unresolved stress in the workplace?

All of these important questions will be explored in this episode.

In an ever changing environment where uncertainty is common, equipping yourself and others with skills that will create more resilience, more agility, and a greater ability to navigate emotions is critical to future success.

Join us on this journey to become better equipped and better prepared to meet the challenges and opportunities ahead.

The "Virtual Workplace" has become the new normal. Will it stay? Will there be some type of hybrid workplace? How can you embrace this change and move forward? This episode looks into the virtual workplace from a variety of perspectives:

• How to embrace and navigate this changing environment
• What are some key decisions that need to be made
• How to lead people well in a virtual or remote work environment
• How to succeed at virtual selling
• Motivation, engagement, agility...how are these impacted and how can they be cultivated in the virtual environment

Embracing change is a choice. Embracing the RIGHT change leads to success.

Agility is the ability to take advantage of opportunity with speed and efficiency - Steve Goodner

Gallup has just released it's, "State of the Global Workplace 2021" survey. There are some eye opening findings...and some real concerns for the health of every organization. Organizational health starts with the health and focus of the mind of each individual. The level of emotional burden will determine the amount of energy available to go into the work effort. The higher the burden...the less energy available for the work effort. This is CRITICAL insight for those who desire a healthy and vital organization. Explore the challenge and the common sense solutions provided in this episode.

Ever wish people would leave the emotions at home? Reality check...it does not work that way...and we are better because of that. Emotions are the driving force behind decision making and behavior. The better we understand them, what they mean, and how to navigate them for optimal outcomes...the more successful we will be and the healthier our organization will be. Emotional intelligence is the most impactful opportunity for development for you and your people. If you want real ROI...invest in becoming an emotionally intelligent organization!

Hiring is one of the most impactful events for any organization...but will the impact be the desired outcome? Every hiring event is an opportunity to move your organization forward...or backward. After 30 years of refining a hiring process to find the "right fit"...not just a good fit or best fit, I will share with you some of the learnings and secrets to optimal hiring success.

In this episode, we begin the journey to understanding the elements and practices needed to build healthy organizations. Culture, values, change management, hiring right, leadership, and development are all critical to achieving optimal organizational health.