20 | Great Salespeople Ride Shotgun: A Conversation on Empathy, EQ & Better Selling with Susan Englehutt

Great sales isn't about driving the deal—it's about riding shotgun. In this episode, Jess sits down with Susan Englehutt to unpack why successful salespeople let their buyers take the wheel. From emotional intelligence and genuine empathy to navigating buyer dynamics with authenticity, Susan shares how rethinking the sales process as a journey you're taking together—not a race you're trying to win—leads to better conversations, stronger relationships, and growth that sticks. Chapters (00:00:00) - Unlock Your People: Sales Podcast(00:01:00) - How to Transform the Sales Process(00:04:12) - The Real Value of Relationship in Sales(00:09:35) - The Change in the Sales Process(00:11:17) - The Salesperson's Place(00:13:23) - In the Elevator With Sales Teams(00:17:13) - Coaching with Empathy(00:20:04) - How to Get a Technical Person to Lead(00:25:08) - Does the Need for More Salespeople Matter?(00:31:29) - We Can't Find Enough Salespeople(00:34:25) - Top Executives on How To Sell to Customers(00:34:58) - Another Question From the Mail Bag(00:35:28) - Onboarding our New People(00:39:33) - Onboarding