Align Sales Around a Common Language to Achieve Growth

 Team in Search of Unity

Dan Mooy, Senior Vice President at cQuant, a Zema Global Company, walked into a challenge that many sales leaders recognize: “The biggest challenge before working with EQ Selling™ was aligning everyone around a common language and methodology,” Mooy shared.

Without a shared set of best practices, everything felt harder than it needed to be. The team was frustrated by the lack of consistent communication, and Mooy felt the same, grappling with the constant struggle to establish shared references without a structured approach.

Discovering a Better Way

cQuant partnered with EQ Selling™ to bring structure to their sales organization. The focus was on discovery training, a cornerstone of EQ Selling’s methodology, which emphasizes understanding client needs through empathy and clarity. “Once we brought in EQ Selling™ and implemented the process, we got into a regular, consistent cadence with clear accountability around deals,” Mooy said. The training wasn’t just a one-off; it required Mooy, as a sales leader, to embrace the discipline and train the team, ensuring the process took root.

Turning Training into Triumph

The results were nothing short of remarkable. By focusing on EQ Selling’s discovery training, cQuant was able to execute the process right away, seeing tangible results. “We hit a very aggressive goal,” Mooy noted. Discovery became foundational, dramatically improving how the team engaged with clients. A year later, the team was still using the methodology, a testament to its staying power. “The way the training was deployed forced me, as a sales leader, to embrace the discipline and train the team so that a year later we’re still using it,” Mooy added.

EQ Selling’s framework and tools turned training into a habit across the organization. Quarterly business reviews (QBRs) evolved beyond mere deal updates, covering all dimensions of the sales process thanks to a clear role framework.

Onboarding became smoother, with younger talent benefiting from structure, coaching, and mentoring from day one. “Having a clear role framework means our QBRs go beyond deal updates,” Mooy explained, highlighting how EQ Selling™ empowered the team to operate with clarity and purpose.

A Lasting Impact

The partnership with EQ Selling™ didn’t just deliver immediate growth; it laid the foundation for sustained success. By providing a common language and methodology, EQ Selling™ helped cQuant align its team, improve discovery, and create a culture of accountability. Mooy’s enthusiasm is clear: “EQ Selling™ gave us a common language and methodology, transforming our discovery process into a lasting habit that underpins our sales success. I absolutely recommend EQ Selling™.”

The EQ Selling™ Difference

For cQuant, EQ Selling™ was more than a training program; it was a transformation. By embedding EQ Selling’s approach into their sales process, cQuant turned frustration into focus and built a sales organization poised for long-term success.

EQ Selling™, we believe in empowering teams to connect authentically and perform consistently, and cQuant’s story is a powerful example of what’s possible when emotional intelligence meets disciplined execution.