Quick Take: Sales EQ by Jeb Blount

Quick Take on the book Sales EQ by Jeb Blount

Yes, this is a psychology book: it helps you understand human emotions, cognitive patterns, and communication styles in order to build more effective relationships. Jeb Blount’s book, Sales EQ, explains these concepts in the context of the very specific relationships that exist between a seller and his or her stakeholders.


Most popular sales books focus on the sales process, qualification techniques, and the mechanics of closing (Sales EQ adds a few of its own, also). Let’s call these “the what” of selling. Other sales books define common personas, found in either buyers or sellers, exploring the attributes of each persona and how they lead to higher or lower win rates (Sales EQ also contributes to this category. Let’s call these “the who” of selling.

What sets Sales EQ apart, and what makes this such a unique and profound work when compared to other sales books, is how concisely and comprehensively it covers “the how” that sits behind both the what and the who of sales effectiveness. Blount takes the framework from Daniel Goleman’s research on Emotionally Intelligent Leadership (HBR, 1998-2001), and expands it to include concepts on decision making and communication introduced by authors spanning Cialdini, Pink, Heath, Carter, Ekman & the Dalai Lama, and more.

  • Has your team burned through a stack of sales methodology books and acronyms, from SPIN Selling, to The Challenger Sale, BANT, DISCOVER, MEDDIC, WOLFE, and everything in between, yet still struggles with low quota attainment and high turnover?
  • Have you sat in the room with a top-notch seller–either as a peer or a buyer–and been mystified with how effortlessly they get to “yes”?
  • Even more acutely, have you listened to a recording of yourself on a sales call and wondered “who is that monster and why in the world did he/she say that?”

For anyone who nodded to the questions above, or would simply like the convenience of finding 12 books on human emotion and communication condensed down in one volume, Sales EQ is a must-read.

Interested? Review my list of the key concepts from the book Sales EQ by Jeb Blount. Look for a downloadable book summary soon, here on leadertainment.com. In the meantime, check out other highly recommended books on the essential reading list.

image: amazon.com


Podium Finish: Vacation Book Authors

Summer is here again and that means vacation for many of us. Here is my selection for the Podium Finish for best vacation book authors. Rather than picking specific books, I’ve named three authors with books of different styles–I hope some of them resonate with you. Apologies that some are a bit older…toddlers are a very effective anti-relaxation device on any vacation!

  1. Haruki Murakami: 1Q84 (his latest), Norweigian Wood (the first of his I read), What I Talk About When I Talk About Running (non-fiction), A Wild Sheep Chase (out there).
  2. Anthony Bourdain: before he sold out on TV, he wrote great books. Kitchen Confidential (expose of the food biz), A Cook’s Tour (where is the best meal in the world?), Bone in the Throat (he wrote murder mysteries first)
  3. Aldous Huxley: when your body is in a new place for vacation, send your mind to a whole new world. Island is my favorite short story, Brave New World is a classic.

If you like any of these, or think your favorite deserves a spot on the podium, leave a comment!