Shari Leviting podcast interview on re-humanizing the sales process

Move Over Alexa It’s Time to Re-Humanize the Sales Process


Subscribe to Social Business Engine

Apple Podcasts | Stitcher Google Podcasts

Effective Sales A.I. Is Great, But There Are Human Things It Can’t Replace

Most sales professionals these days are excited about the ways A.I. is changing the sales landscape. Automated lead generation and lead nurture, as well as the way follow-up can be streamlined effectively, are just some of the benefits technology is bringing to the world of sales.

But there are certain things tech can’t and shouldn’t replace. Among those is the human quality of empathy. In this conversation, Shari Levitin explains how empathy builds trust, why it takes a human to express it, and how sales leaders can strategically hire and build their teams around the soft skills needed to complement new sales technologies and close more deals.

Move over #Alexa it’s time to re-humanize the #sales process. @ShariLevitin of @LevitinGroup shares how to rehumanize the sales process. Join @BernieBorges, #CMO of Vengreso for the #SBEShow. 🎧 Listen now! #DigitalSelling #FrostSTAR @FS_EventsClick To Tweet

The PEOPLE Who Implement Your Sales Process Make The Biggest Difference

Shari points out that if we neglect the human aspect of sales, we do so to our own peril. There is a person on the other side of every sales conversation or interaction and the responses to their needs that lead the sales process forward are the ones that are most human.

Drawing from a new book, “The Road To Character,” Shari points out that there are two kinds of virtues in people – Resume Virtues and Eulogy Virtues. Both are important, but it’s the Eulogy Virtues that are of greatest value when it comes to hiring and training effective sales teams.

What ARE Eulogy Virtues? They are the kinds of things people would emphasize or memorialize in a eulogy – things like kindness, curiosity, drive, and a growth mindset. Hiring managers need to have these in view as they consider candidates for the sales positions in their organization. Why? Because they are the traits that enable sales reps to be agile enough to learn, hustle, and build trust with customers in the fast-paced sales world we live and work in.

You May Be Missing Quota Because Your Sales Process Is Not Human Enough

In its 2018 – 2019 Sales Performance Study report, CSO Insights revealed that 45.7% of sales professionals are missing their sales quotas. That’s a consistent drop from recent years. In this conversation, Bernie was very curious how Shari interprets the research and asked for her opinion. He was mostly curious whether it reveals that the adoption of sales tech has distracted sales reps from the more human aspects of the sales process.

Shari says that very often, the issue with missing quota is not that sales reps aren’t making enough calls, but that they are not making the right kind of calls. She means that their sales presentations and conversations are lacking some of the human skills needed to make them effective. The good news is that it’s a problem that can be fixed. Listen to learn how.

The people make the biggest difference in your #sales process, NOT the AI. @ShariLevitin of @LevitinGroup shares how to rehumanize sales. Join @BernieBorges, #CMO of Vengreso for the #SBEShow. 🎧 Listen now! #DigitalSelling #FrostSTAR @FS_EventsClick To Tweet

Why Your Sales Reps Must Do What Alexa Can’t Do

As A.I. is implemented more and more in the sales industry, the effective salespeople of the future will be skilled at doing what Alexa and the other technologies can’t do. Shari refers to those things by using the acronym C.A.L.L. It describes 4 things that only a human can do…

Listen to this great conversation. You’ll see why Shari is one of the most powerful and compassionate speakers on the sales circuit. You’ll also understand why you should consider purchasing her new book Heart and Sell and see her speak live at the upcoming Frost and Sullivan STAR event February 11 – 13, 2019. Look below for a discount code for the event.

#Sales reps must do what #Alexa can’t do. 🎧 Listen as @ShariLevitin of the @LevitinGroup shares how to rehumanize sales for greater effectiveness. Join @BernieBorges, #CMO of Vengreso for the #SBEShow. #DigitalSelling #FrostSTAR @FS_EventsClick To Tweet

Featured on This Episode

Outline of This Episode

Resources & People Mentioned

This episode is sponsored by Frost & Sullivan’s STAR event for Sales leaders taking place February 11-13, 2019 in Lake Tahoe, NV. Register for the event at and use the discount code MARIO at registration for a $250.00 savings.

Connect With Bernie and Social Business Engine

Subscribe to Social Business Engine

Apple Podcasts |Stitcher |Google Play | Google Podcasts

There are TWO WAYS you can listen to this podcast. You can click the PLAYER BUTTON at the top of this page… or, you can listen from your mobile device’s podcast player through the podcast subscription links above.

This podcast originally appeared on Social Business Engine


Effective #sales AI is great, but there are human things it can’t replace. @ShariLevitin of @LevitinGroup shares how to rehumanize the sales process. Join @BernieBorges, #CMO of Vengreso for the #SBEShow. 🎧 Listen now! #DigitalSelling #FrostSTAR @FS_EventsClick To Tweet
You may miss your #sales quota because your process is not human enough. @ShariLevitin of @LevitinGroup shares how to rehumanize the process. Join @BernieBorges, #CMO of Vengreso for the #SBEShow. 🎧 Listen now! #DigitalSelling #FrostSTAR @FS_EventsClick To Tweet

Podcast Resources:

Table of Contents

Copy + Paste is such a waste.

As your personal productivity app, FlyMSG automates the written word by removing the time drain it takes to find, copy, paste or write messages with just a few short keystrokes.
Add FlyMSG to Chrome. It's Free!