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Bloojam Bookclub: Issue 3

Title: Emotional Intelligence: Why It Matters More Than IQ

Author: Daniel Goleman

Who is it aimed at? Business Leaders, Salespeople and anyone who wants more than a cursory understanding of emotional intelligence

What is it about?

Written from an organisational perspective, the author argues that EI has business implications for employees and leaders alike. Goleman’s key premise is that cognitive intelligence (IQ) is not the sole predictor of workplace success – Emotional Intelligence (EI) is an equally important non-cognitive skill. He defines EI as a set of skills that encompass self-motivation, social abilities, empathy, and impulse control, among others and argues that, with the right training and support, these can be developed and improved.

Why should I read it?

Whilst it is no longer a new topic, EI is a term that is bandied about with an expectation that we all know what it means. If you want a more in-depth understanding, this book is a great place to start.

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Bloojam Bookclub: Issue 2

In our second issue of Bloojam Bookclub we’re recommending a title that has something for both B2B salespeople and those in leadership roles:

Title: Stop Selling and Start Leading

Author: James Kouzes, Barry Posner, Deb Calvert

Who is it aimed at? Salespeople and Leaders

What is it about?

Research showing that at its core selling, like leading, is based on relationships. Written by highly respected experts in Leadership, this book describes their research into sales and the striking similarities between the behaviours that drive success in both sales and leadership roles. For each of the 10 behaviours described, there are practical activities that you can implement immediately.

Why should I read it?

This book combines our two favourite subjects- B2B sales and Leadership- and makes a great case for why both are important in business, and how both can learn from each other. For any aspiring leader or strategic salesperson the insights are invaluable.

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Bloojam Bookclub: Issue 1

If you’re looking to further your professional development during lockdown we’re launching Bloojam Bookclub offering our recommendations of key texts from the field of business psychology that are relevant for people in sales and leadership roles. Our first recommendation is below:

Title: To Sell Is Human

Author: Daniel Pink

Who is it aimed at? Everyone

What is it about?

His principal argument is that, as professionals, we are all in sales whether we are selling a product or service or simply an idea- in fact any situation in which we are trying to persuade others to part with their resources e.g. money, effort or attention. Drawing on research from a broad range of social sciences he skilfully pinpoints three key qualities that are most valuable in moving people from one position to another.

Why should I read it?

Packed with references, the author has done the research for you and as an ex-journalist, it is easy to read and written in a format that is both insightful and entertaining.

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Leadership truths no 1: Great leaders are open-minded and always learning

Do you find the myriad of different leadership models and theories difficult to navigate? You’re in good company! Personally, I find it helpful to focus in on areas of commonality or convergence, as well as what the research tells us about these areas – this tends to lead me away from the buzz words and passing trends.

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Why customer experience matters in B2B sales and how to deliver it.

In the latest ‘State of the Connected Customer’ report from Salesforce, your B2B buyer’s needs are laid bare. 89% of buyers say the experience a company provides is as important as the products or services it provides. The salesperson’s role in providing that experience is critical and the great news is, if you can provide a quality experience, 82% of buyers say that it raises their expectations of other companies, thereby raising the bar for your competition.

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Klopp’s lessons on leadership

This reluctant football supporter has become just a little fascinated by the leadership phenomenon that is Jürgen Klopp. Surrounded by Liverpool FC supporters at home, I’ve begun to embrace the emotions of the club’s unbelievable fans and their seemingly impossible journey to the Champions League final. Klopp’s post-match interview after LFC’s amazing comeback in the second leg semi-final against Barcelona really brought to life some of the leadership theory that informs my work practice. Here are some musings:

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What can online 360 feedback do for my sales team?

As a leader of a sales team you want to maximise the performance of your team to deliver your sales target. In a world where salespeople may only spend one-third of their time on selling, it’s no wonder that nearly 60% expect to fall short of their quotas*. So, what can you do to help your salespeople to identify what they need to do differently?

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