Perception vs. Reality in Sales and Hiring with Joel Quintela

Introduction to the Episode (00:00:00)
John Golden introduces the episode and guest Joel Quintela, discussing their backgrounds.

Perception of Reality in Hiring (00:00:59)
Joel explains the importance of understanding competencies in hiring and how perception affects performance.

Poker Analogy in Sales (00:02:05)
Joel discusses how professional poker players' strategies can inform sales tactics and understanding of reality.

Self-Awareness in Sales (00:05:04)
The speakers emphasize the significance of self-awareness in recognizing one's performance and reality.

Understanding Table Image (00:07:46)
Joel highlights the need to know how others perceive you in sales to improve interactions.

Exerting Pressure in Sales (00:08:20)
The discussion focuses on knowing when to apply pressure in sales situations for better outcomes.

Reading Probability in Sales (00:09:47)
Joel relates poker strategies to understanding probabilities in sales deals and decision-making.

Dealing with Client Communication (00:14:51)
The speakers discuss recognizing changes in client communication as signals to reassess the sales approach.

Cleaning Your Pipeline (00:17:53)
The importance of maintaining a realistic pipeline and recognizing when to walk away from deals is discussed.

Conclusion and Hiring Insights (00:20:01)
Joel shares his background and emphasizes the challenges of hiring effectively, especially in sales.

Interview Techniques (00:21:39)
Discussion on improving interview methods beyond casual conversation for better candidate evaluation.

Roleplays in Hiring (00:21:54)
Emphasis on incorporating roleplays into hiring processes to assess candidates effectively.

Perception vs. Reality in Assessments (00:22:00)
Exploration of using assessments like personality and IQ tests to understand candidates' true capabilities.

Closing Remarks (00:22:14)
Final thoughts and gratitude expressed by the host to the guest and audience.


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