Empathy outperforms pitching and in today’s market, that’s more than a feel-good phrase. It’s a powerful shift in how successful sellers show up, connect, and close.

In this episode of Enabling B2B Buying with Charles Bernard, Charles sits down with Paul Kirch, founder of the Boss Academy and a sales consulting agency, to explore why traditional sales tactics no longer serve modern buyers and what to do instead. Paul brings decades of experience in sales leadership, marketing, and personal development, making this episode a must-listen for anyone looking to sell with more purpose and authenticity.

Through this thoughtful conversation, Paul and Charles examine the deeper role of emotion in sales. Paul shares how empathy, curiosity, and intention can unlock more meaningful (and effective) buyer conversations than any pitch ever could.

• Why empathy outperforms pitching in a buyer-driven market.
• How emotional connection leads to greater influence and trust.
• Ways sellers can shift from “performing” to “serving”.
• The role of self-awareness and active listening in sales.
• Why relevance and humility matter more than persuasion.
• The importance of coaching and training, and why the two must go together to be successful.
• How companies can create a culture of learning and growth to retain talent.

• Boss Academy
• Askology Method
• Criteria for Success (CFS)
• Collavia

Visit Paul’s website here: https://www.paulkirch.com/

Listen & Subscribe to Enabling B2B Buying with Charles Bernard
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You can watch full episodes on our YouTube channel: Criteria for Success.

If you have questions you would like answered by our guests or experts, share them with us on LinkedIn or email your questions to info@collavia.com.

To learn more about Charles Bernard’s book Enabling Buying in a World of Selling, visit enablingbuying.com.

Looking for more episodes? Check out the full podcast collection right here: https://collavia.com/blog/

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