C-Suite Sales & Marketing Perspectives · 2026-09-03 · 31 min
Episode #333: Jennifer Knecht, Chief Revenue Officer at Western States Lodging, explains how emotional intelligence strengthens B2B revenue performance. She explores how awareness, trust, transparency, and meaningful connections influence buyer decisions. Jennifer also shares how AI can help sales teams understand different perspectives, strengthen human relationships, and reach the emotional level behind buying decisions faster. “Revenue is driven by the exchange of value. The faster you can get to the emotional level, the faster you can get to a true, solid decision that sticks.” - Jennifer Knecht Jennifer explores why emotional intelligence is becoming a practical revenue capability for B2B sales organizations. She explains how stronger self-awareness, buyer understanding, confidence, and trust can improve sales performance, while AI-powered digital teammates can help sellers recognize different perspectives and build meaningful connections faster. The conversation shows revenue leaders how technology can reinforce human relationship skills, improve sales consistency, strengthen internal champions, and help complex opportunities move forward.
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