Emotional Intelligence in Sales: How Empathy, Curiosity, and Mentorship Drive Real Results

In this episode of Making Sales Social, Brynne Tillman welcomes Colleen Stanley, President and Chief Selling Officer of Sales Leadership, Inc., and one of the world’s leading experts on emotional intelligence in sales.
Colleen shares why traditional sales training often falls short and how developing emotional intelligence skills—like empathy, self-awareness, delayed gratification, and assertiveness—can dramatically improve sales conversations and outcomes. She explains how sales professionals can learn to “see the elephant in the room,” uncover unspoken objections, and build deeper trust with prospects.
The conversation also explores why curiosity and preparation matter more than speed, how sales leaders can model the right behaviors, and what it takes to build a mentorship-driven culture where everyone contributes to each other’s growth.