Decision Fatigue: Understanding and Overcoming Its Impact on Buyer Behavior
Decision Fatigue: Understanding and Overcoming Its Impact on Buyer Behavior In the fast-paced and demanding world of B2B sales, understanding buyer behavior is crucial for closing deals and fostering long-term relationships. One often overlooked factor that significantly impacts buyer behavior is decision fatigue. This phenomenon, deeply rooted in behavioral psychology and neuroscience, can hinder a […]
The Science of Asking Effective Sales Questions: What is Instinctive Elaboration
Asking Great Questions: What is Instinctive Elaboration? This morning, I was deeply immersed in a project, fully focused on the task at hand. You know the feeling—completely engrossed, blocking out everything else. As I meticulously worked through a spreadsheet, a colleague interrupted me with an unexpected question: “Hey Jeff, have you seen the new Justice […]
The Impact of Cognitive Biases on Sales: Recognizing and Counteracting Biases in Buyer Behavior
The Impact of Cognitive Biases on Sales: Recognizing and Counteracting Biases in Buyer Behavior In the intricate world of B2B sales, understanding buyer behavior is paramount to closing deals and building long-term relationships. One of the most significant factors influencing buyer behavior is cognitive biases—systematic patterns of deviation from norm or rationality in judgment. By […]
Why Traditional Sales Training Does Not Work
Why Traditional Sales Training Doesn’t Work: Leveraging Behavioral Psychology and Neuroscience for Effective Communication Traditional sales training has long been the backbone of professional development for sales teams. Companies invest millions in these programs, hoping to arm their salespeople with the skills and techniques needed to close deals and drive revenue. However, despite the extensive […]
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 […]
Improving Promotional Effectiveness in Life Science Brand Marketing
Effectiveness in promoting pharmaceutical products is a crucial focus for marketing and sales leaders in the life science industry. A quick search on Google yielded over 92 million potential sources of information on this topic. Here are key insights and factors I found during my research: Relevance: Messages must address the specific needs, concerns, and […]
Spotlight on Success
Growing up, I was exposed to a diverse background in both the theatre; as part of “The Dancing Dentinos” family act, and a corporate landscape marked by decades of sales leadership. With these, I’ve discovered remarkable parallels between the two distinct domains, so I wanted to take a look at the fascinating intersection between theatrical […]
Achieving Difficult Goals and Finding Pleasure in the Process
(or in Footballers’ parlance: Embrace the Suck…) It was August 15th, and I found myself in the midst of the familiar smells of the locker room, with its sounds of teammates joking around and coaches telling the veterans, “don’t forget, there’s a rookie out there who wants your position”. Yes, it was the first day […]
