🇬🇧 Unlocking emotional intelligence in sales | #46 Helen Stehniei - Business Development Manager @ Pliant

Summary

Helen, the new markets manager from Pleand, shares her journey into sales and the importance of emotional intelligence in sales. She discusses her experience selling in different cultures, including Ukraine, Germany, and the Netherlands. Helen emphasizes the need to adapt to different cultural norms and communication styles to build trust and establish relationships with prospects. She also highlights the impact of emotional intelligence on preventing churn and increasing customer loyalty. Helen recommends resources such as books on emotional intelligence and recording sales demos for self-improvement. She concludes by sharing insights into the quirks of Ukrainian, German, and Dutch cultures in sales.

Takeaways

Adapting to different cultural norms and communication styles is crucial in sales

Emotional intelligence helps build trust and establish relationships with prospects

Emotional intelligence can prevent churn and increase customer loyalty

Recording sales demos and seeking feedback are effective ways to improve emotional intelligence in sales

Understanding cultural quirks can enhance sales effectiveness

Chapters

00:00 Introduction and Background

05:42 Cultural Differences in Sales

09:23 Building Trust and Relationships

13:51 The Role of Body Language

23:52 Effective Questioning in Sales

27:14 Quality over Quantity in Sales

31:09 Quirks of Different Cultures in Sales

33:27 Meeting a Modern Hunter-Gatherer

Co-Host: Lea Bücker - SDRs of Germany

Guest: Helen Stehniei - Pliant

The podcast is presented by ARRtist Circus - the Tomorrowland for Revenue Teams in Europe. Don't miss the event of the year - On April 04th 2025, in Berlin. Find all information and tickets at ⁠⁠⁠⁠⁠⁠www.ARRtist-circus.com