Category: B2B Sales
-
The One-Page Business Case Framework
Have you ever found yourself tongue-tied when someone asks you, “So, what do you do?” or struggled to explain your business idea to a potential investor? Don’t worry; you’re not alone. Crafting an effective elevator pitch can be challenging, but it’s a crucial skill for anyone looking to make a…
-
SparkB2B.AI Prompt Series (6): The Potential for Psychological Reactance
The Potential for Psychological Reactance The potential for psychological reactance arises when individuals feel that their freedom or autonomy is being threatened, leading to resistance or defiance. Reactance occurs when people perceive external pressures or attempts to control their behavior, prompting them to assert their freedom in opposition. As a…
-
A Lost Art In B2B Sales Practice — Asking The Right Discovery Questions
There’s one sales practice that everyone uses but few masters. It has the ability to: The practice? Asking good questions. Sales conversations can be greatly improved by asking the right questions that spark curiosity in your buyers. Instead of providing an exhaustive list of questions, we have identified a handful…
-
SparkB2B.AI Prompt Series (5) — The Gambler’s Fallacy
The Concept of Gambler’s Fallacy The concept of Gambler’s Fallacy revolves around a mistaken belief that previous outcomes in a random or independent event can influence future outcomes. It’s a cognitive bias where individuals believe that if a certain event has occurred more frequently or less frequently than expected, the…
-
Rethinking The Customer Journey Mapping For B2B Sales
In my previous article on “what is a customer journey?”, I covered this perspective from a B2B marketer’s perspective where the idea is to create a mental journey of a potential prospect journey’s in relation to the brand through various efforts of marketing. For today’s article, I will be covering more…
-
SparkB2B.AI Prompt Series (4) — The Principle of Least Effort
The Concept of the “Principle of Least Effort” The principle of less effort, also known as the principle of least effort or the law of least effort, is a concept that suggests that people tend to choose the path of least resistance or exert the least amount of effort to…
