How to Build Personal Connections with Today’s B2B Clients
In this episode, ThinkLab interviews Colleen Stanley, author and leading sales expert on emotional intelligence, and Meena Krenek, global practice leader of interiors for HKS, about the insights and advantages you can gain from using your EQ and tapping into your clients’ perspective. Our first guest, Colleen Stanley, author of Emotional Intelligence for Sales Success, discusses why harnessing the power of your emotional quotient (or EQ) is more important now than ever. She also describes how our instinctual “reptilian brains” influence how we sell and our clients buy. And our second guest, Meena Krenek, shares what she's looking from product reps in terms of supporting her architecture and design teams. In this episode: [2:42] Colleen explains the difference between IQ (intelligence quotient) and EQ (emotional quotient). [10:49] Colleen names three common complaints she hears about incorporating EQ into sales models and shares how to overcome them. [13:46] “So the decision I made was to change self-limiting belief that I couldn’t be as good virtually as I was in person.” [19:29] Meena shares four insights to get ahead as a rep today and to truly empower those designers to influence their clients. Connect with our interviewees on LinkedIn: Colleen Stanley Meena Krenek This season of Design Nerds Anonymous is brought to you by Mannington Commercial, theMART, and NeoCon, companies doing big things to move the design industry forward. Download our leading-edge playbook: 5 Personas and 50 Ways to Design Their Phygital Journey. Design Nerds Anonymous is a proud member of the SURROUND Podcast Network. Discover more shows from SURROUND at surroundpodcasts.com. This episode of Design Nerds Anonymous was produced and edited by SANDOW Design Group, with music from Blue Dot Sessions. Special thanks to the podcast production team: Hannah Viti, Wize Grazette, and Samantha Sager.