How Buyers Decide – a lot like how you decided on book reports in high school!
It’s an interesting question, right? From the hundred books you could choose from, how did you decide? It’s an analogy Zendesk Sell rep Tommy Tushaus shared with me a few weeks ago. In the business world, buyers frequently face an oddly similar choice....
Decision Making in Sales – Feelings instead of Logic
As it turns out, we as human beings make all of our decisions in the feeling / emotion center of our brain, and ONLY use logic to justify a feeling based decision. That has huge implications for how you position your products or services.
Email Empathy – Do you truly understand your prospect’s inbox?
Traditional approaches to email prospecting are white noise to an executive’s inbox. In this video, I try to provide an understanding of what it looks like, why you don’t get a response, and what is more likely to be opened.