What distinguishes high-performing salespeople from average ones? Some might say competency, or empathy. But Nicolas Vandenberghe, CEO of Chili Piper, believes that “mentalizing” — the ability to understand what motivates others — is the most valuable skill that a salesperson can possess. Talking to Jeremey, Nicolas breaks how mentalizing differs from empathy and offers tips on how to improve the skill. Visit SalesLoft.com for show notes and insights from this episode.