Purpose – Thanks Salvation Army

Mastering the Customer Conversation Do you ever think about how purpose is truly the backbone of your customers’ business? How much do we really know about what is at the core of their business or what is at the heart of the companies they serve? What drives their purpose?  This is our last blog of […]

Solutions – Who is the HERO in your customer conversation?

Mastering the Customer Conversation Ok, here it comes. If you go to the movies or turn on your TV, you know that it is holiday movie time. Potential blockbusters are hitting the theaters, and classic holiday movies seem to be on every channel. At a recent operations meeting within our office, we were discussing great […]

Driving Change – Understanding Your Why!

In our training sessions at Braintrust, we often show a picture that illustrates a caterpillar going through the change to a butterfly. We will ask our participants to tell us what they are looking at. We will immediately have someone say, that is a picture of a caterpillar. Someone else will then say, it is […]

How to Use Visual Storytelling in Your Sales Calls

Humans love visuals. Why do you think feature-length films and video streaming services are so popular? When storytelling is presented in a visual medium, something changes in the human brain that fires on all cylinders and activates areas deep within our brain that allow us to deeply process information. Storytelling in sales and marketing is […]

The Barriers to Change

Everyone likes change, right?  Not so fast.  Humans may adapt well to change but when change is forced upon them, things don’t go as smoothly.  Since we are self-preserving beings, forced change can be terrifying, and it also kicks our survival instincts into gear. In our fourth episode, Jeff gets into: The concept of change […]

Are You Getting Left Behind? The B2B Social Selling Wave

In 2002, Reid Hoffman and a few of his buddies came over from Paypal and SocialNet to start a networking site called LinkedIn. They knew people had extensive networks of people with whom they had built trust over several decades. After all, people buy from people they trust. What started with just 6,000 users the […]

5 Reasons Your Employees Aren’t Listening To You

As leaders in today’s business world, we may or may not realize how deeply the our followers’ neurochemistry dictates how well our coaching and direction is received. My daughter used to play competitive AAU Basketball. Her coach was great at the details and fundamentals of the game, but was a very intense fella with a […]

The Power of Vulnerability in Connection

I was brought up to never show fear and never let someone spot weaknesses. The very thought of vulnerability was a sign of weakness. Boy, was that wrong! What I discovered over the past few years changed everything for me. When you’re raised on a farm by a Marine who served in combat in Vietnam, […]