90% of top sales performers score high in emotional intelligence. They produce double the revenue of average performers and close at a 15% higher rate. So why isn't every sales team training for it?

In this episode, Lisa, Syreeta, and Donna get into the real mechanics of EQ in sales: what it actually looks like on a call, how to build it deliberately, and why it's about to become the single biggest differentiator in a world flooded with AI-generated outreach. This isn't a soft skills conversation. It's a competitive edge conversation.

[02:23] — How to Hire for EQ (Donna's Playbook) Donna breaks down what she's actually looking for when she's hiring leaders — and it's not the smoothest talker in the room. It's the person who can self-diagnose a role play after it's over. That moment of honest reflection? That's the tell.

[04:30] — The Self-Awareness Gap (And the Research) Spoiler: 95% of people think they're self-aware. Only 10% actually are. Lisa and Donna unpack what Daniel Goleman's five components of EQ really mean — and why self-awareness is the hardest one to develop because you can't see your own blind spots.

[10:03] — Coaching for EQ: What to Do When Your AE Stops Seeing Lisa puts a real scenario to Syreeta: an AE who isn't picking up on nuances. Syreeta's answer is all curiosity — ask what changed, what's underneath, what's blocking them. The same muscle you build for your customers, you use for your team.

[16:33] — EQ Before the Zoom Even Starts Syreeta makes the case that EQ begins in the outreach — not the meeting. If you're not asking a prospect what they need from the next conversation before you show up, you've already lost a point.

[20:46] — AI vs. EQ: The One Thing AI Can't Do The squad's hottest take: AI is incredible at the top of funnel. It scales outreach, preps research, surfaces insights. But it cannot be self-aware. It cannot show empathy. It cannot ask the second, third, and fourth question. That's EQ. And that's what closes the deal.

1. Start the journal. After your next call, write down how you felt, how you think they felt, and what you'd do differently. Look for patterns over 30 days.
2. Bring a room reader to your next big meeting. Assign someone on your team the single job of watching faces and flagging when the room goes quiet.
3. Ask the fourth question. Next time a deal stalls or someone says we're not interested, don't accept it. Get curious. Ask what changed. Dig one layer deeper.

• Emotional Intelligence by Daniel Goleman
• Let's Get Real or Let's Not Play by Mahan Khalsa & Randy Illig

Hosted by Lisa (enterprise AE), Syreeta (frontline sales leader), and Donna (former leader of leaders). Three women who met in the Salesforce trenches, have carried a bag for decades, and built careers most people only read about. New episodes drop regularly wherever you get your podcasts.

Follow, rate, and review — it helps more sellers find the squad.

Struggling to break into a cold account or re-engage a ghosting prospect? In this episode, we share the creative outreach strategies, social selling tactics, and mindset shifts that have actually worked in their careers. Learn how to move stuck deals forward, build pipeline from scratch, and stay professionally persistent without burning bridges.

Highlights covered:

• Lisa's TikTok-style video that landed a deal from nowhere
• The $40 investment with a big ROI
• The charity donation cold outreach
• Donna's Amex/Dell "become your customer's customer" deep dive
• The superhero meme with a near-100% response rate
• The female founder roundtable + yoga story
• The Kinko's custom books tactic
• The dinners that mix prospects with customers

00:00 Introduction

00:35 Breaking into Cold Accounts

01:40 Creative Prospecting Strategies

06:38 Leveraging Social Media for Sales

11:30 Utilizing LinkedIn Sales Navigator

12:32 Understanding Dogfooding and Customer Perspective

15:07 Reigniting Conversations with Existing Customers

17:53 Creative Strategies for Engaging Prospects

20:31 The Importance of In-Person Connections

23:28 Mindset and Persistence in Sales

24:57 Closing

#coldoutreach #B2Bsalesstrategy #salesprospecting #reengageprospects #ghostinginsales #socialselling #LinkedInSalesNavigator #multithreading #enterprisesales #salestips #howtocrushquota #stuckdeals #pipelinebuilding #salesmindset #accountexecutivetips

Imposter syndrome doesn't discriminate — it hits hardest among the highest achievers. In this episode, Lisa, Syreeta, and Donna get real about the self-doubt that plagues top sales performers, why it shows up more as your career advances, and the research-backed tactics you can use to silence the inner critic and own your success.

From closing seven-figure deals and still feeling like a fraud, to being mistaken for the coffee server before running a boardroom, to navigating imposter syndrome as an underrepresented seller — this is an honest, empowering conversation you won't find anywhere else.

If you've ever closed a big deal and thought "I just got lucky," this episode is for you.

• Why 82% of people experience imposter syndrome and why high achievers feel it most
• The difference between healthy discomfort (growth) and harmful self-doubt (burnout)
• Why imposter syndrome hits differently for underrepresented sellers, and what to do about it
• How cognitive diffusion helps you separate your feelings from your identity
• The Alter Ego Effect used by Kobe, Beyoncé, and top sellers
• Practical self-talk strategies to rewire your inner narrative — starting today
  

  [00:32] What imposter syndrome actually is — and why high achievers feel it most

  [03:46] How managers can spot and correct imposter syndrome in high-performing reps

  [08:59] Why imposter syndrome hits differently for underrepresented sellers — and what to do about it

  [10:52] The #1 research-backed tool for working through imposter syndrome: the psychological safety anchor

  [18:35] Practical tactics to silence the inner critic: the Alter Ego, the Smile File, and replacing feelings with facts
  

  Key Takeaways

  1. Imposter syndrome is a sign you're growing, not failing. Discomfort means you're being stretched — and that's where performance is built.
  2. Your feelings are not your review. Replace self-doubt with data: quota attainment, win rates, deal size, pipeline. You don't get lucky six quarters in a row.
  3. Build your Smile File before you need it. Collect your wins, your receipts, your moments of success. When the inner critic gets loud, open the file.
  4. Find your psychological safety anchor. Whether it's a person, a memory, or your own evidence — anchor to something that reminds you: you have done this before.
  5. Try the Alter Ego. Detach from the version of you that feels like a fraud. Perform as the version of you who belongs in the room — because that version is real.
  Resources & References Mentioned
  • Dr. Valerie Young — Co-founder of the Imposter Syndrome Institute; research cited: 82% of people experience imposter syndrome
  • The Alter Ego Effect by Todd Herman
  • Smile File / Brag Book — System for tracking wins, positive feedback, and evidence of success
  • Cognitive Diffusion — Mindfulness/meditation technique for separating your identity from intrusive thoughts