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...
“What happens when everyone is selling transparently? How do we compete then?”
I spoke at a recent event in Toronto, and one of the audience members asked me the question, “What happens when everyone is selling transparently? How do we compete then?” I believe that will be the day when sales is no longer second from the bottom on Gallup’s...
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....