Sales Presentations: your logo slide isn’t helping
Logic is polarizing to the human brain – it actually makes decisions harder. So, that logo slide you love to present because you’re so proud of your customer list? It may be separating your advocates from your dictractors during a sales cycle.
Sales Empathy: Optimizing Emails for Buyer Priorities
Sales Empathy: Optimizing Emails for Buyer Priorities Two weeks ago, we talked about why your email subject lines don’t matter anymore, given the fact that we ALL have email inboxes which have a preview of the first ten or so words. It’s that preview that...
Why your feature or function differentiation doesn’t really matter -and what you can do about it
As a seller, how do you really know your messaging and positioning is actually working? Categorization Categorization is a powerful function of our brain. Our brains take up about 20% of our energy, but only consist of around 2% of our weight. If, every time we...