Empathy is an essential ingredient for building trust in sales, and in this episode, we dive deep into how you can cultivate this vital skill. Brian Moseley, co-owner of SailTime Boston, shares his extensive sales experience and offers practical examples of how to apply empathy in your conversations with prospects.

From active listening to being genuinely curious, he emphasizes the importance of putting your agenda aside and focusing on the needs of your clients. Brian also highlights common mistakes, such as making assumptions about a prospect's situation, and how avoiding these pitfalls can lead to stronger relationships and quicker sales cycles.

Tune in for actionable tips that can transform your approach to sales and help you become a more empathetic and effective salesperson.

Takeaways:

• Empathy is crucial in sales as it builds trust and rapport with clients.
• Always prioritize understanding your prospect's needs over pushing your own sales agenda.
• Active listening can significantly enhance your empathetic communication during sales conversations.
• Do not make assumptions about your prospects; ask questions to truly understand them.
• Being punctual and respectful of your prospect's time demonstrates empathy and professionalism.
• Practice empathy in personal interactions to improve your sales conversations and techniques.

Companies mentioned in this episode:

• HubSpot
• Semrush
• Databox
• Amazon
• SailTime
• PowerTime

Barry Angel, CEO and Co-Founder of Juriba, joins Hannah to discuss how the Windows 7 Project Plan Template and Windows 10 Servicing Timeline became game-changers in the IT landscape. By offering these comprehensive resources for free, they not only addressed significant challenges faced by IT managers but also established Juriba as a trusted market leader.

The project plan, with over 12,000 downloads, showcased their expertise and provided immense value, leading to increased credibility and demand generation. Barry explains how understanding the pain points of their target personas allowed Juriba to create solutions that resonated deeply with customers, ultimately building lasting trust.

Their strategic approach not only disrupted the market but continues to yield results even years later, proving that genuine problem-solving can elevate a brand's standing in a competitive field.

Takeaways:

• Barry Angel's creation of the Windows 7 migration project template built substantial trust with clients.
• By giving away valuable project plan templates, Juriba established itself as a thought leader in IT.
• The Windows 10 Servicing Timeline article attracted over 100,000 views, demonstrating its market impact.
• Providing comprehensive resources helped project managers effectively scope and budget their IT projects.
• The success of Juriba's templates led to increased credibility and demand for their software solutions.
• Understanding the customer persona and their pain points is crucial for creating impactful content.

Companies mentioned in this episode:

• Juriba
• J.P. Morgan
• Chase
• Air France
• KLM
• Microsoft

Branded items and gifts can be powerful tools for building and repairing trust in business relationships, as highlighted by MK Getler-Porizkova in this engaging conversation.

They emphasize the importance of intentionality behind gifting, distinguishing between traditional swag and meaningful gifts that resonate on a personal level. MK shares practical tips on when to use branded items versus unbranded gifts, stressing that thoughtful gestures can significantly enhance human connections and foster loyalty.

Through real-world case studies, such as how Caraway Home effectively uses gifts to recover trust after service issues, listeners gain insights into actionable strategies for their own businesses. With a focus on sustainability and social impact, MK encourages organizations to rethink their approach to corporate gifting, aiming to create a more authentic and empathetic marketing landscape.

Takeaways:

• Branded gifts can enhance relationships, unlike traditional swag that often lacks meaning.
• To build trust, consider the recipient's familiarity with your brand and their relationship with you.
• Curated gift collections allow recipients to choose items that resonate with their personal lives.
• Using gifts strategically in customer lifecycle moments can deepen connections and celebrate achievements.
• Sending gifts during service recoveries can help rebuild trust after a negative experience.
• The environmental impact of corporate gifting can be reduced through intentional gifting practices.

Companies mentioned in this episode:

• Loop Tie
• Caraway Home