Sales Isn’t About Activity — It’s About Awareness

About this episode

This episode discusses the importance of awareness and emotional intelligence in sales, rather than just focusing on data and process.

Plenty of the recent episodes focus on the importance of process, from pipeline management to presentation formats. We can get caught up with the lure of CRM, believing that data and data management is everything. It gets tiring, sat in another sales meeting, discussing pipeline and nothing has moved from the previous meeting. A slow agonising death. Data is important, process is important but when it comes to influencing sales decisions, awareness and emotional intelligence matter most. In this episode I talk about the importance of awareness and being present when it comes to closing out on deals in your pipeline.

Topics covered

• sales
• awareness
• emotional intelligence
• pipeline management
• CRM

Keywords

• sales decisions
• closing deals
• presence

More episodes of The Shift Control Sales Podcast

• The problem with having more choice · December 9, 2025 · 13 min
• How great sales people can become greater · November 13, 2025 · 10 min
• Simon Kuper at The Reform Club · November 6, 2025 · 9 min
• The principle of 'contracting' · October 30, 2025 · 14 min
• When not to ask why · October 9, 2025 · 14 min
• It's hard to fix what you cannot see · August 5, 2025 · 19 min