Cerebral Selling

What Having Cancer Taught Me About Sales

Cerebral Selling

As we’ve all learned over the past few years, with adversity comes perspective. Being diagnosed with cancer gave me lots of it. I was thirty-six years old when I got the news, which, similar to many people, came out of nowhere.

The Best Open-Ended Discovery Question

Cerebral Selling

When it comes to running high-impact sales discovery, one of the areas so many reps struggle with is asking engaging discovery questions that customers actually want to answer!


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5 Tips for Building a Sales Culture Optimized for Growth

Cerebral Selling

When I was a VP at Salesforce, one of my sales managers came to me with a disturbing problem. He told me he got a voicemail from a customer saying that he didn’t want to work with the female sales rep responsible for his account and requested that we assign a man to help him.

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Your Sales Narrative For Times of Uncertainty

Cerebral Selling

Despite dealing with economic and geopolitical curveballs for the past 2+ years, uncertainty in the market shows no signs of slowing down.

The Next Level of Sales Enablement: Sales Content Management

Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager

In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.

How to Create a Sense of Urgency in the Mind of Your Customer

Cerebral Selling

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. the real reason they buy).

5 Strategies for Leading Sales Teams Through Times of Uncertainty

Cerebral Selling

Since March 2020, the world has been in a state of constant change and uncertainty. We’ve seen the splintering of society with the pandemic, politics, issues of social injustice, the great resignation, and now, inflation and recession.

5 Tips for Talking About Your Competition

Cerebral Selling

“How should I talk about my competition to customers and prospects?” ” A great question and deceptive complex question that I get asked a fair bit.

Persuade Your Customers by Labeling Them

Cerebral Selling

Some of the greatest sales lessons of the pandemic era have come from governments and medical professionals trying to get the general public to comply with their public health measures. From mask mandates to social distancing to vaccinations, crafting the directives is one thing.

The Secret to Selling More? Just Be Human

Cerebral Selling

Have you ever been completely put off by the rep on the other end of a sales call? Maybe it was their tone, demeanor, or that they didn’t have their camera on. Maybe they seemed distracted, low energy, or disconnected from the product they were selling. Perhaps it was all these things.

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Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

3 Ways to Negotiate Better By Giving In Slowly

Cerebral Selling

One of the most important concepts in negotiation has to do with feelings of satisfaction. In other words, regardless of whatever concessions you decide to give it’s important for the other party to FEEL like they’re getting a good deal.

3 Powerful Ways to Lead Your Customer Through the Buying Process

Cerebral Selling

In part one of this post, I shared research on how modern sales and marketing organizations can drive revenue growth by being more prescriptive in their selling motions.

How to Get Customers to Answer Your Toughest Discovery Questions

Cerebral Selling

“How much money do you make?” ” “What’s your personal cell phone number” “How many sexual partners have you had?” ” If a stranger asked you any of these questions, would you feel comfortable answering them? Likely not.

Don’t Fall Into These 3 Discovery Question Traps!

Cerebral Selling

Good salespeople know that the quality of your discovery motion is directly related to the quality of the questions you ask. But when it comes to asking high-value discovery questions there are a few key traps many sellers still fall into. Here’s what they are and how you can avoid them!

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New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

3 Objection-Handling Lessons from Pandemic Politics

Cerebral Selling

“How do you justify forcing small businesses to close while letting big-box stores stay open?”. Lockdown measures aren’t working! Why should people follow your government’s advice?”. Why are you putting teachers and students at risk by not mandating smaller class sizes? ”.

Stop Selling and Start Telling: The Power of Prescription

Cerebral Selling

One of the biggest misconceptions sellers have is that customers know exactly what they’re looking for.

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6 Lessons Learned from A Year of Pandemic Selling

Cerebral Selling

April 7th, 2020. After spending a year and a half writing a book , I never thought it would be released at the fearful onset of a global pandemic. . Customer budgets shifted and evaporated overnight. Key stakeholders changed roles and even companies.

How to Pitch Using Questions

Cerebral Selling

What’s your favorite movie? Chances are when you read that question your mind became both focused and very busy as you searched your data banks for a suitable answer. You were instantly focused, trying to reconcile both factual (which movies have I seen?)

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6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Convert Buyers by Unleashing their Hidden Enemies

Cerebral Selling

When it comes to high-impact messages that break through your customer’s armor and motivate them to purchase, the best ones are emotionally-charged. And as I’ve discussed in the past, few types of messages deliver the requisite dose of emotion like polarizing messages do.

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Sell More by Losing Faster

Cerebral Selling

In my last two VP of Sales roles, I found a surprising trend. There was a high degree of correlation between my team’s win rates and the amount of time spent in the discovery phase of the sales cycle.

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Do Your Homework! 3 Reasons Why Science Says Personalizing Outreach Drives Results

Cerebral Selling

If you’re a salesperson, getting customers and prospects to respond to your outreach at the best of times can be challenging.

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Here’s Why Your Business Case Numbers Are Falling Flat

Cerebral Selling

What if I told you I had a vaccine for a potentially deadly virus. Would you take it? Before you respond, what if I told you the vaccine carried a risk that 0.001% of people who took it will suffer a permanent disability. . How would you feel about getting vaccinated?

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!