EQ Selling

Struggling to close enterprise deals on time? You might be overlooking key risks that derail your deals. These 8 strategies will change the game, from pinpointing the real decision-makers to mastering the art of urgency. Learn how to identify and mitigate risks in areas like: - Understanding the true customer NEED - Mapping the PLAYERS who matter most - Differentiating from the COMPETITION Read the full blog to discover the framework! https://lnkd.in/gEFbGgCh Don’t leave your deals to chance—master these strategies now and take control of your pipeline. 🔄 Help spread the knowledge! Share this post with your sales network and let’s transform how deals are done.

Here’s to a fresh start and endless possibilities! Let’s keep building connections, creating impact, and supporting one another every step of the way. Wishing you a Happy New Year from all of us at EQ Selling

One of the biggest hurdles in coaching sales reps isn’t their lack of skill. It’s their unshakable confidence in thinking they already have it. Here’s the truth: confidence without competence creates blind spots. But as a manager, you hold the power to guide them toward self-awareness. What works? ✔️ High direction: Be clear and precise about what they need to do. ✔️ High example: Show them exactly what success looks like. ✔️ Low discussion: Avoid endless debates or over-explaining—they’re not ready for that yet. It’s about creating a safe space where failure isn’t feared but embraced as part of learning. When you focus on showing rather than telling, your reps will see their gaps, recognize their potential, and take actionable steps forward. Growth often starts with a stumble—but the right guidance turns it into momentum.

Wishing you a holiday season filled with warmth, connection, and moments that truly matter. Let’s celebrate the joy of kindness, understanding, and the relationships that bring us closer—this season and always.  Happy holidays from all of us at EQ Selling!

The Power of Motivation in Decision-Making “Who is making the decisions, and are they the right ones?” That’s the question Jakob Maciolek, Partner Manager at Microsoft, dives into during our latest In Real Life episode of The Partnership Path. Jakob shares how understanding what truly motivates people—from personal goals to corporate objectives—can transform your partnerships. Whether it’s uncovering hidden agendas or aligning on long-term goals, his insights are a masterclass in decision influence. “Ask the right questions, listen closely, and empathize with their journey,” Jakob advises. It’s about becoming a trusted partner, not just a business associate. Tune in to learn how to decode motivation and drive impactful partnerships.  https://lnkd.in/g3hvgACE P.S. What’s one strategy you use to understand your stakeholders’ motivations? 

The Power of Decision Influence  "The CEO, CRO, or even the CTO—they're all decision influencers in partnerships. Understanding what they value most is key to success." — Brian Galicia. We sit down with Brian Galicia from Microsoft, in our latest In Real Life Episode of The Partnership Path, who shares eye-opening insights on: - Why identifying decision-makers (like CROs, CTOs, and CEOs) is critical. - The art of aligning goals to create a win-win joint value proposition. - How decision-making varies across fiscal periods (and why it matters). Brian drops knowledge on how decision alternatives shape partnership strategies: "When partners choose to stay with the status quo, what’s at stake?" Tune in now to discover actionable strategies for elevating your partnership game! https://lnkd.in/gD3UqpmJ PS: Ever considered how your fiscal year impacts partner negotiations?  Trust us, you’ll want to hear Brian’s take!

Rethink your approach to partnerships. The old playbook won’t cut it anymore. Today’s partners juggle multiple vendors. It’s not about quotas; it’s about shared goals. Step 1? Align on a long-term vision. Forget micromanaging; think mutual growth. Equip your team with partnership-specific skills. Coaching is your secret weapon—use it! Empower partners to sell, not rely on you. Make Partner Management a destination, not a detour. Learn all 5 strategies in our blog:  https://lnkd.in/gzH5J4bz What’s one step you’ll take to level up your partnerships today?” Reshare to help other sales professionals grow. 

The most successful salespeople don’t just sell products or services—they sell ideas, visions, and emotions through stories. Why?  Because stories build trust, spark curiosity, and make your pitch unforgettable. Whether you’re trying to connect with a new prospect or close a major deal, the right story can break through objections and inspire action. In this blog, we unpack the essentials of sales storytelling: how to structure your story, evoke the right emotions, and make your message resonate. Read on and turn your pitch into a narrative that sells. https://lnkd.in/gk2A_B5A A great story doesn’t just sell—it builds relationships. Make your next pitch one for the books. P.S. Found this helpful? Follow EQ Selling for tips on technology sales strategies and tips.

Stop chasing unicorn sales performers. Start building them. Transform your sales leadership from individual heroics to systematic success. In today's competitive markets, relying on heroic efforts isn't sustainable.  True sales excellence comes from systematic coaching and repeatable processes. Consider this: - Are your top performers operating on instinct alone? - Does your team have a structured approach to complex sales? - Can your success be replicated across the organization? Our Exponential Coaching Model builds the framework your managers need to consistently drive results, not just occasional wins. Transforming your sales leadership isn't just about new strategies - it's about sustainable excellence. Want to see what systematic coaching looks like in action?  Get in touch: https://lnkd.in/gcf7ADtQ 

Are you focusing solely on transactions in your partnerships, or are you stepping back to see the bigger picture? In this episode of The Partnership Path, we dive into decision influence—the critical skill every channel manager needs to master. Learn how understanding your partner’s business strategy, alternatives, and decision-making process can transform your approach. Hear real-world examples and actionable insights to help you ask smarter questions, spot unseen opportunities, and become indispensable to your partners. Tune in here https://lnkd.in/g-DVC57h or in your favorite podcast platform. " It’s all about your ability to influence decisions. Your growth as a partner manager starts here. Don’t miss this game-changing episode!