Emotional Contagion
Harnessing Emotional Contagion in Sales: Insights from Behavioral Psychology and Neuroscience In the world of B2B sales, effective communication is the cornerstone of success. Yet, one often overlooked aspect is the phenomenon of emotional contagion – the process by which one person’s emotions and related behaviors directly trigger similar emotions and behaviors in others. Rooted […]
Emotion Coaster and the Arcs Within Conversations
Riding the Emotion Coaster: Mastering the Arcs Within Sales Conversations In the high-stakes world of B2B sales, mastering the subtleties of communication can make the difference between closing a deal and losing a prospect. One of the most powerful yet often overlooked aspects of sales interactions is the emotional journey both the salesperson and the […]
The Science of First Impressions: How Neuroscience Shapes Customer Perceptions in Sales
The Science of First Impressions: How Neuroscience Shapes Customer Perceptions in Sales In sales, the saying “You never get a second chance to make a first impression” carries significant weight. First impressions are not just fleeting moments; they can shape the entire trajectory of a sales relationship. Understanding why these initial moments are so impactful […]
From Classrooms to Boardrooms – Part 2
(This post is a continuation of the series started with Part I, here) In the first installment of this series, I reinforced the point that we in the corporate world can learn a lot from teachers and what they do every day, which was thrust upon me when I switched from a Fortune 50 management role […]
Emotional Intelligence & Performance
Are we becoming more emotionally intelligent? Undoubtedly, we are becoming more Artificially Intelligent [thanks, ChatGPT], but how about EQ? When we listen, read, or watch the news, we can find strong evidence that we are, in fact, NOT becoming more emotionally intelligent. When we think of high-quality relationships and performance, how do we leverage decades […]
How To Retain Your Employees During The Great Resignation
At Braintrust, my colleague recently wrote a blog about a misunderstood skill that will help anyone master any conversation – that skill is empathy. Today, we are going to look at this skill through a different lens so as professional communicators we aren’t just speaking it but living it! Over the last several months in […]
Windshield Coaching
Are you a leader? The “Mind what Matters” blog this week is targeted at anyone that has even one person that they are entrusted to lead and develop. Regardless of what industry you are in, what training you’ve had, or what your job description entails, if you are a leader this blog is for you. […]