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 […]
How Do You Drive Continuous Improvement In Your Life
Is continuous improvement or “life hacks” (per Wikipedia, life hacks are “any trick, shortcut, skill, or novelty method that increases productivity and efficiency, in all walks of life”) something that you pursue in life? If not, maybe you should reconsider. Besides the inherent value of improvement, you never know what unforeseen benefit you may stumble […]
The Scorpion and The Frog – Reloaded
There is an ancient fable (from 1500s Persia) where a scorpion asks a frog to help him cross a river. The frog hesitates to oblige as he knows that the scorpion’s sting can be fatal, so the scorpion allays the frog’s fears by stating, “if I sting you, we will both die as I cannot […]
Mastering Analog Signals in a Digital World
When you think about many of your previous virtual call interactions, which one of these have you seen before? The VP crinkles his forehead at a comment. An Engineer shifts awkwardly in a chair. The HR Executive nods her head. The Sales Leader leans back and folds their arms When working with someone in person, […]
Is Your Organization Sending Hidden Messages
Workplace communication can be dramatically impacted not only by what is said but when and in what order it is said. Many, if not most, companies offer employee programs, implement culture initiatives, and host team-building events. However, when it comes to meetings or company communications, do companies send hidden messages to their employees? One of […]
