Hubspot

MAY 26, 2021

All of this information helps you place her in a category in your mind — but none of that information tells you why she buys your product. Daniel Kahneman and Amos' Tversky's 1974 research paper A Judgement Under Uncertainty: Heuristics and Biases revealed the way people process information, and are influenced.

Represent 101

Represent Service Product Follow-up 101

Martech

APRIL 4, 2024

Part of this focus is an insistence on letting strategy lead the way in making decisions. What makes our customers buy from us and not someone else? They take a long view of email’s benefits and don’t buy into the notion that email’s only job is to drive quick sales. Do they like our emails?

Strategize 84

Strategize Growth Campaign Legal 84

Sales Hacker

JUNE 16, 2020

This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky , an internationally recognized thought leader known as the disaster avoidance. Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases by developing the most effective decision making strategies.

Trust 99

Trust Government Strategic planning Hospitality 99

The 5% Institute

MAY 22, 2023

In this article, we will explore the concept of psychological selling, its importance in the sales process , and effective strategies to leverage consumer psychology for better results. By leveraging psychological insights, sales professionals can tailor their approach to align with customers’ values, preferences, and buying triggers.

Sell 52

Sell E-commerce Technique Trust 52

The Lost Book of Sales

FEBRUARY 1, 2021

Things like envy, social-proof and many other related and core human biases and psychological workings are missing in most schools. ” When faithfully adhered to, these traits result in one of the best-known Munger characteristics: not buying or selling often! But Charlie does not immediately rush out and buy it.

Intrinsic 105

Intrinsic Price Construction Government 105

Lead Fuze

DECEMBER 15, 2023

Conclusion Understanding AI: An Introduction to Artificial Intelligence AI, as it is commonly known, is a sub-discipline of computer science that strives to create machines with human-like cognitive abilities such as learning and problem solving. the subject of its influence and potential. Is Trustworthy AI a Thing?

Healthcare 52

Healthcare Networking Technique Gaming 52

ConversionXL

FEBRUARY 19, 2020

As the marketing industry developed, researchers dove deeper into buying behavior and buyers’ minds. Bernays believed that people could be influenced via crowd psychology and psychoanalysis. It focuses on the why and how of our decision-making, much of it unconscious, and offers a more direct view of the consumer’s “black box.”

Non-Profits 105

Non-Profits Government Promote Technique 105

Sales Hacker

MARCH 8, 2021

It’s a complex and elusive process because sales doesn’t exist in some mathematical vacuum. Nonetheless, we develop process and forecast models to make sense and predict a sale’s future. Setting up what I call a “sales ladder.” We are at a turning point in sales history. P eople are part of the process.

Customers 68

Customers Represent Sales Appointment 68

Sales Hacker

APRIL 8, 2020

In fact, 57% of the purchase decision has been made before a customer even calls a supplier. Because when you’re helpful, it’s easier to gain trust , and when someone trusts you, they’re more willing to buy. In fact, 74% of consumers rely on word-of-mouth before making purchasing decisions. Today, customers wield all the power.

Closing 116

Closing Prospecting Referrals Trust 116

ConversionXL

JUNE 8, 2016

Primacy: Things that happen first are typically the most important because they influence what comes next. This results in greater cognitive fluency and therefore greater recall. If the prospect makes a decision greater than 30 seconds after exposure, place the most important item first. Image Source. Don’t bury the lede.

Price 74

Price Real Estate Presentation Start-ups 74

Sales Hacker

JULY 31, 2020

So, yes, it’s time to start a conversation about mental health on your sales team. We’re going to learn why mental health is so important for your sales success and three simple steps to begin improving yours. This is just a part of my mental health story, but chances are you or someone you know in sales has felt the same way.

Quota 105

Quota Promote Presentation Start-ups 105

Martech

JANUARY 21, 2022

Use behavioral science to understand decisions. She pointed to a helpful diagram (shown below) that illustrates the customer decision-making process from a psychological perspective. Exposure is always on, always changing, and always influencing decision-making.”. It is influenced by either exposure or a need.”

Customers 135

Customers Campaign Strategize Represent 135

ConversionXL

OCTOBER 18, 2018

Our brains are hardwired to take shortcuts that bias our identification of expertise, helping charlatans thrive and warping our decision-making. We’re bad at making rational decisions. We like to think that we make rational, “slow” decisions. One of our cognitive system’s favorite shortcuts is “familiar = safe.”

UX 188

UX Strategize Appointment Education 188

Martech

NOVEMBER 10, 2023

The prompt Here’s the prompt we created for this campaign, intended to promote a summer dress sale for an ecommerce fashion retailer: “You’re an email marketer for an ecommerce clothing retailer tasked with writing compelling copy to increase conversions for an email campaign. Why this match-up? CTA: Experience Summer Bliss with Our Sandals!

A/B testing 95

A/B testing Campaign Retail Angle 95

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

JUNE 23, 2020

This week on the Sales Hacker podcast, we speak with Leah Chaney , the Chief Experience Officer for BetterGrowth, a customer support agency she founded. If you missed episode 114, check it out here: Human Cognitive Bias and Why You Can’t Trust Your Impulses with Dr. Gleb Tsipursky. Subscribe to the Sales Hacker Podcast.

Customers 67

Customers Start-ups Conversion Up-sell 67

ConversionXL

JUNE 2, 2022

Account-based marketing (ABM) accounted for 79% of all sales opportunities in 2020. How iRidium used audience targeting, networking, and activation to land 34 new sales opportunities. Qualitative-first: Aligning sales and marketing for a comprehensive audience profile. Results of iRidium’s ABM efforts.

Electricity 105

Electricity Campaign Pipeline Follow-up 105

ConversionXL

OCTOBER 2, 2018

Don’t expect a single paper to define, for all time and every business, the ideal pixel width for product images or sample size for accurate sales forecasts. Multiple ‘buy buttons’ in the brain: Forecasting chocolate sales at point-of-sale based on functional brain activation using fMRI”. Study details. Study details.

Electricity 134

Electricity Territory Trust Hospitality 134

ConversionXL

JANUARY 21, 2016

The decision-making process takes place in the minds of your potential customers, and optimizing this process should be your primary focus. People don’t buy a drill to have a drill. They buy a drill because they need a 3/4 inch hole. A 38.46% increase in sales thanks to a more straightforward, unoriginal headline.

Drivers/motivators 91

Drivers/motivators A/B testing Start-ups Up-sell 91

ConversionXL

JUNE 13, 2016

The more variants being tested, the higher the risk of an incorrect decision. The results will influence each other mutually and they distort.”. In test 2 you change the Recommendation engine algorithm, such that you primarily show sale articles here. But, presumably, people will buy more when they do finally make a purchase.

A/B testing 77

A/B testing Non-Profits Conversion Follow-up 77

ConversionXL

JUNE 26, 2017

Dunning–Kruger effect is a cognitive bias where someone is so incompetent that they don’t know that they are incompetent, they think they are tremendous. Invite influencers to guest post on your blog. Teach your sales & customer support team to send helpful content from the blog. Peep Laja : Opening Keynote.

UX 85

UX Cross-sell A/B testing Government 85

ConversionXL

JULY 13, 2016

The Halo Effect is a cognitive bias where one trait of someone/something influences how you feel about other, unrelated traits. I shouldn’t buy any of these products.” Sometimes you’ll get a good product when buying from a site with poorly implemented search.) What is the Halo Effect? Image Source.

Trust 67

Trust X-functional A/B testing User Experience 67

Hubspot

APRIL 2, 2015

At one point, I worked as the internet sales manager at a car dealership. I found a lot of our customers weren''t interested in the best way to buy a car, which is save money and pay cash. Marcus Sheridan, of The Sales Lion loves these types of articles. Sometimes, they want to know the easiest way. Personal Story.

Click Through Rate 78

Click Through Rate Trust Start-ups Service 78

ConversionXL

APRIL 12, 2017

Observations -> Inferences -> Design Decisions. Act three, buys (or not). Long copy” doesn’t mean “long form sales page”. There’s a time and place for long form sales pages. Cognitive biases can help you with the LIFT Model. Tips: Senior-level buy-in is critical. 1: Reduce cognitive load.

Growth 86

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

ConversionXL

JULY 12, 2017

The best sales copy is full, complete information. Have a Prominent Sales and Specials Section. Various studies have found that about half of online buyers would only buy discounted products, except under exceptional circumstances. Around 60% say they are looking for a section that identifies sales and specials.

UX 100

UX User Experience Objectives and Key Results Conversion 100

ConversionXL

JULY 12, 2017

The best sales copy is full, complete information. Have a Prominent Sales and Specials Section. Various studies have found that about half of online buyers would only buy discounted products, except under exceptional circumstances. Around 60% say they are looking for a section that identifies sales and specials.

UX 95

UX User Experience Objectives and Key Results Conversion 95

ConversionXL

JULY 11, 2016

Everyone should strive to join the #GrowthLeaders movement , someone leading change at whatever level they can exert influence. Stop selling the way you want to sell, sell the way people want to buy. Karsten Lund – Master the Moment of Decision Using Applied Neuroscience Methods for Measuring Attention, Emotion & Memory.

E-commerce 79

E-commerce A/B testing GTM Drivers/motivators 79

ConversionXL

APRIL 6, 2016

What we think is a rational decision is often an emotional one, so we rationalize after the fact (post-purchase rationalization). Simplify, reassure that the goal will be met, human contact, humor, entertainment, reducing cognitive load, etc. Color can influence emotions, but you can go overboard and it can backfire.

A/B testing 77

A/B testing Non-Profits E-commerce X-functional 77