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.
When everyone is selling transparently…
Unfortunately we have a long way to go before we have to worry about that. Just from today’s mail and today’s web ads, we’re far away from transparency – still building foundations on mistrust and trickery, which doesn’t serve us well....
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.