Cerebral Selling

OCTOBER 5, 2020

Polarizing messages are ones where you cast out features, functions, and even benefits, and instead, lead with the customer’s enemy. The beauty of this approach is that, if the enemy you identify aligns with that of your customers (i.e. But sometimes your customer won’t always be aware of who or what their enemies are.

Drivers/motivators 130

Drivers/motivators Manufacturing Entertainment High impact 130

Cerebral Selling

JULY 13, 2020

To begin constructing a provocative question-based pitch, it helps to start by identifying the enemy of your product or service (Note: this enemy might be something you’re very familiar with but may very well be a hidden one your customers are not). This enemy will help create rapid emotional clarity for your customer.

Pitch 145

Pitch Intrinsic Construction Price 145

ConversionXL

SEPTEMBER 20, 2018

Tidal Wave 1: Buyers now prefer to self-educate. Three out of every four B2B buyers would rather self-educate than learn about a product from a sales representative, according to Forrester. As Aptrinsic notes , “Enterprise buyers also expect to try and evaluate software in an easy, frictionless way.”. Target or enemy (i.e.

Go To Market 289

Go To Market GTM Profit margin Education 289

Gong.io

OCTOBER 29, 2019

You know that tingly feeling you get when your buyer has interest AND budget? These insights confirm the behavior of buyers we’ve all heard – they make decisions in groups. Even if your champion is the decision maker or economic buyer, investing in their direct reports is worthwhile. I’ve been there. Then POOF ! Not a peep.

Contact 48

Contact Pipeline Closing Meeting 48

ConversionXL

AUGUST 12, 2014

One of the the biggest design challenges in mobile is deciding which features and buttons should appear on the first screen, and which ones should be hidden in a sub-menu or secondary screen. For a long time, smartphones in stores were seen as the enemy, a tool that let users showcase goods in a store and then order them online.

E-commerce 99

E-commerce Retail User Experience Real Estate 99

Search Engine Land

DECEMBER 8, 2022

Using ages-old spam tactics like keyword stuffing, hidden text, or repetitive meta tags is akin to letting the blind trip on purpose. Viewing Google as the enemy. Instead of focusing solely on Google, you can behave like a real-life shop owner, be helpful to your customers and convert potential visitors into buyers.

Engineering 95

Engineering Launch Sports Niche 95

ConversionXL

APRIL 12, 2017

Top keywords, for example, can reveal hidden audiences and segments. Subjectivity is the enemy of good prioritization. Who is the B2B buyer? Of all your users, how do you know who to write for, build for, design for? Lots of people choose demographics. Doesn’t work. They’re just stereotypes. Pay attention to the analytics.

Growth 86

Growth X-functional A/B testing Objectives and Key Results 86