Sales Enablement with EQ in the AI Era
The digital landscape is rapidly changing, redefining sales and leadership. This podcast explores how emotional intelligence (EQ) and Artificial Intelligence (AI) fundamentally drive sales enablement and organizational growth. Discover how human skills and cutting-edge technology create a new frontier for business success.

Join Sugata Sanyal, Founder & CEO of ZINFI, in an insightful discussion with Joni Wickline, a seasoned consultant and former Chief Channel Officer. Joni brings decades of experience improving employee performance and engagement. She shares expertise from leading global positions at organizations like Leadership Circle and Blanchard and is renowned in leadership development. Joni highlights the critical shift in corporate learning from traditional methods to a focus on soft skills like resilience, communication, and collaboration. She also explains how technology presents both a challenge and an opportunity in this transformation. Listen to the full episode now to gain actionable insights into developing the human skills and strategic approaches necessary to thrive in AI! Joni Wickline, a Chief Channel Officer and consultant, fosters human skills for growth in the digital age.









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Video Podcast: Enabling Sales with EQ in the AI Era

✔ Chapter 1: The Evolution of Corporate Learning: From Hard Skills to Human Skills


Traditionally, corporate training focused on measurable, hard skills and efficiency-driven productivity. However, the landscape significantly shifted, with organizations now prioritizing "soft skills" such as resilience, communication, innovation, and collaboration. These are fundamentally EQ-driven attributes, making them much harder to measure and teach than the more mechanical skills of the past. This shift directly responds to technological advancements, including AI, which increasingly automates routine tasks, elevating the importance of uniquely human capabilities in the workforce. Learning providers find it increasingly difficult to attach specific training to these nuanced skills because each organization's needs and desired outcomes differ.

This change in focus also impacts how learning providers interact with their clients. In the past, HR typically bought training, and while HR departments remain central, the decision-making process has become more sophisticated, often involving "people officers." Selling to organizations now requires a deep dive into uncovering their specific needs, understanding the desired outcomes, and, most importantly, identifying the key metrics they aim to move. This consultative approach is essential because, despite clear recognition that these human skills are game-changers for organizations, measuring their direct return on investment is complex and challenging. The industry evolves to partner with organizations, co-creating solutions tailored to unique pain points or business opportunities.

This profound shift from IQ-driven, mechanical productivity to EQ-driven human behavior marks a new era for corporate education. While traditional education models, often characterized by rote memorization and standardized testing, still prevail, the demands of the modern workforce necessitate continuous upskilling in areas like resilience and complex communication. The challenge lies in retraining a workforce educated in the "old way" for the new frontier of sales ...