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Revenue Builders Podcast
Listening, Engaging and Winning with John True

Listening, Engaging and Winning with John True

Revenue Builders vor 1 Jahr

0:00

8:20

In this short segment of the Revenue Builders Podcast, we revisit
the discussion with John True, General Partner at Cultivation
Capital, to explore the critical role of emotional intelligence
(EQ) in sales leadership. From reading the room to eliminating
partial listening, John shares insights on why understanding
personal and professional wins is as important as the deal
itself. He reveals why active listening is a lost art, how group
interviews can reveal a candidate’s EQ, and why being fully
present is the foundation for leadership and influence.

KEY TAKEAWAYS

[00:00:47] EQ is not optional—it's a core characteristic of great
sales leaders.

[00:01:16] Understanding personal and professional wins is
essential to influence without dictating

[00:03:11] Active listening, note-taking, and reading the room
set elite salespeople apart

[00:04:00] Asking "How do you know?" reveals deeper
self-awareness in interviews

[00:05:12] Group interviews can uncover a seller’s ability to
assess multiple stakeholders

[00:06:21] Reading the political landscape in the room helps
tailor your message effectively

[00:07:24] Distractions kill EQ—presence is the foundation of
emotional intelligence.

QUOTES

[00:01:00] "A big part of every interaction as a leader is
understanding personal and professional wins as much as what
you’re up to."

[00:03:11] "Active listening is about showing you’re
engaged—taking notes, bringing insights back into the
conversation.

[00:04:00] "How are you doing? How do you think you’re doing? And
most importantly—how do you know?"

[00:07:24] "To have EQ, you first have to be here—in the moment,
with no distractions."

Listen to the full conversation through the link
below.

https://revenue-builders.simplecast.com/episodes/the-role-of-emotional-intelligence-and-authentic-leadership-in-b2b-sales-with-john-true

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Check out John McMahon’s book here:

Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform
here:

https://my.ascender.co/Ascender/

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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