Ways to Increase Prospects' Accountability & Action
In the fast-paced world of B2B sales, accountability plays a crucial role in driving successful outcomes. Yet, many sales professionals...
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Silvia Li
- Apr 8
- 3 min
Moving Beyond Schmoozing to Value-Add
Building strong relationships with prospects and clients is the cornerstone of business success. However, many sellers and client-facing...
Silvia Li
- Mar 25
- 2 min
The Neuroscience of Rapport Building
Understanding the brain science behind ingroup and outgroup dynamics can be a game-changer in life in general but especially in B2B sales....
Silvia Li
- Mar 4
- 2 min
Unintentional Roadblocks to Sellers' Accountability
We sales leaders and managers play a pivotal role in fostering accountability within our teams. However, despite our best intentions, we...
Silvia Li
- Feb 12
- 3 min
Brain Science Tips for Sales Coaching: Enhancing Statements like "I Need You to Close This Deal"
Effective sales coaching is more than just giving directives—it's about understanding how the brain works and using that knowledge to...
Silvia Li
- Feb 5
- 2 min
Unleashing the Power of Brain Science in Driving B2B Seller Accountability
At its core, accountability is about taking responsibility for one's actions and outcomes. In the brain, this concept is closely tied to...
Silvia Li
- Jan 29
- 2 min
Beyond Carrots and Sticks: Why Financial Incentives or Punishments Alone Don't Drive Lasting Change
When it comes to motivation and behavior change, financial incentives or punishments—often referred to as "carrots and sticks"—have long...
Silvia Li
- Jan 22
- 2 min
The Neuroscience of Sales Coaching: Lessons from Doubles Tennis
Sales coaching, much like the partnership dynamics of doubles tennis, is most successful when communication with the coachee is tailored...
Silvia Li
- Jan 8
- 2 min
How Subject Matter Experts Can Lead Insightful Business Development Conversations
If you are in professional services, chances are, your firm's commercial success in 2024 will rely on how rigorously and effectively your...
Silvia Li
- Jan 1
- 2 min
Harnessing Brain-Based Strategies for More Effective Shadowing in Sales Onboarding
Shadowing is a powerful tool in sales onboarding, yet its effectiveness can be significantly enhanced by leveraging brain-based...
Silvia Li
- Dec 11, 2023
- 2 min
How You Might Be Unintentionally Obstructing Your Prospects from Deciding
In business development, it's crucial to understand not just what drives prospects to make decisions but also what might unintentionally...
Patricio Ramal & Silvia Li
- Dec 4, 2023
- 2 min
Why Watching A Sales Training Recording Doesn't Add Skills: Lessons from the Kitchen
In the demanding world of B2B commercial success, upskilling new sellers is a top priority. However, the common misconception that...
Silvia Li
- Nov 20, 2023
- 2 min
Invigorate Your Pipeline: Brain-Based Tips for More Effective Networking Meetups
Have you ever left a networking meetup ("coffee chats", lunch with a prospect, etc.) feeling energized, only to find nothing happening...
Silvia Li
- Nov 13, 2023
- 2 min
How to Un-Stall Deals: A Brain-Based Perspective
In the complex world of B2B sales, deals can sometimes hit a roadblock and stall, causing frustration and delays. While traditional...
Silvia Li
- Nov 6, 2023
- 2 min
The Ultimate Business Development Playbook for Subject Matter Experts in Professional Services
In the competitive landscape of professional services, subject matter experts (SMEs) play a central role in driving business growth and...
Silvia Li
- Oct 30, 2023
- 2 min
Optimizing Your Training of Top Sellers: A Brain-Based Approach
Training top-performing sellers requires a multifaceted, brain-friendly approach that sustains the healthy habits while inviting more of...
Silvia Li
- Oct 23, 2023
- 2 min
The Neuroscience Behind Embracing Sales for Subject Matter Experts in Professional Services
In the realm of professional services, subject matter experts (SMEs) play a crucial role in delivering value to clients and top-line...
Silvia Li
- Oct 16, 2023
- 2 min
Why "Osmosis" and "Shadowing" Alone Fail in Onboarding Sellers
Effective onboarding is crucial for the success of new sellers in any organization. However, common approaches like "osmosis" and...
Silvia Li
- Oct 9, 2023
- 2 min
Motivating Subject Matter Experts (SME) in Professional Services for Business Development
In the competitive landscape of professional services, the role of subject matter experts (SMEs) in driving business development cannot...
Patricio Ramal & Silvia Li
- Oct 2, 2023
- 2 min
Why Your Sales Training Program Hasn't Worked: Insights from Brain Science
In the fast-paced world of Large Enterprise sales, companies invest heavily in training programs to boost performance and drive revenue....
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