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Customer-centric Sales

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Discover Customer-Centric Sales: An demand-side approach that prioritizes your ideal customer's real needs and value proposition, redefining sales success. It's how your customer realize value by getting their jobs done resulting in lasting value and trust in every transaction.

Nobel Prize Winner Daniel Kahneman explaining

What Salespeople Can Learn from Daniel Kahneman’s "Thinking, Fast and Slow"

...and applying the principles of the process of thinking in your sales strategies
A man in a dark suit stands next to another man and explains him market data on a laptop

Customer-Centric Sales Drives Growth

While the typical, modern business structures designed by Peter Drucker have largely survived to this day, the role of salespeople has changed dramatically.
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Sales

What Salespeople Can Learn from Daniel Kahneman’s "Thinking, Fast and Slow"

...and applying the principles of the process of thinking in your sales strategies
Featured
Dec 2023
•
Bastian Mx Moritz
•
7 min read
Nobel Prize Winner Daniel Kahneman explaining
Sales

Sales in the Context of Social Media

A curated anthology of HubSpot's top blog posts on social selling. Learn how to effectively connect and sell in in the evolving world of social media-driven commerce.
Dec 2023
•
Bastian Mx Moritz
•
7 min read
Diverse group of adults standing in front of a blackboard, jointly focused on smartphones.
Sales

The Magic Number 3: How to Make Your Points Stick in Presentations and Speeches

Transform your next presentation from forgettable to unforgettable by understanding how memory works. Discover key strategies backed by cognitive psychology to make your points resonate and stick.
Nov 2023
•
Bastian Mx Moritz
•
7 min read
Sales

What is the Buyer’s Journey: Key to Tailored Marketing and Sales Success

By understanding what a buyer is doing and thinking at each stage, you can tailor your approaches and messages to effectively guide your buyers towards a positive decision.
Oct 2023
•
Bastian Mx Moritz
•
7 min read
Sales

The Elevator Pitch: Your 8-Second Window to Impress

Ready to create your elevator pitch? The components - brevity, a clear value proposition, and a strong opening - are the foundation.
Oct 2023
•
Bastian Mx Moritz
•
7 min read
Sales

Using Cognitive Biases in Sales & Software Trials: Loss Aversion, the Endowment Effect, and the Scarcity Bias

Learn the psychology behind 3 key cognitive biases in sales and discover how software companies leverage them to entice you into free trials of their premium features.
Oct 2023
•
Bastian Mx Moritz
•
7 min read
Sales

Crafting Custom Lists: The Underrated Key to Authentic Business Engagement

Discover the magic of crafting your own lists: Understand why creating your own lists, based on genuine research, is the secret weapon for businesses aiming for authentic and effective engagement.
Oct 2023
•
Bastian Mx Moritz
•
7 min read
Sales

Redefining Sales: From "How to Sell" to "Why They Buy"

Enter the Empathetic Sales Approach: A shift from traditional methods to one that prioritizes understanding the customer's needs, desires, and pain points.
Oct 2023
•
Bastian Mx Moritz
•
7 min read
Sales

Mastering Ideal Customer Profiles: A Deep Dive with B2B, B2C, and a Startup Case Study

Create effective Ideal Customer Profiles that are rooted in data, feedback, and cross-functional collaboration. Explore the nuances of ICP through detailed case studies on a tech company, a consumer goods brand, and a budding startup.
Oct 2023
•
Bastian Mx Moritz
•
7 min read
Sales

Mastering Sales Qualification: A Deep Dive from Core Frameworks to Contemporary Challenges

From foundational frameworks like BANT to emerging trends, experience theory and practice intertwined with a case study as your guide.
Sep 2023
•
Bastian Mx Moritz
•
7 min read
Sales

Unlock Precision Targeting: Distinguishing ICPs from Buyer Personas

The strategic world of ICPs and Buyer Personas. Learn how to transform your targeting approach with precision.
Sep 2023
•
Bastian Mx Moritz
•
7 min read
Sales

Sales Qualified Leads (SQL) versus Marketing Qualified Leads (MQL)

Understand the difference between an SQL and an MQL to refine your qualification and sales process.
Sep 2023
•
Bastian Mx Moritz
•
7 min read
Sales

These Words will Improve the Conversion Rates of your Salespages

Power Words are psychological triggers. They evoke emotion, create urgency, and spark curiosity.
Sep 2023
•
Bastian Mx Moritz
•
7 min read
Sales

Assembling the Perfect Sales Copy: Crafting Content That Converts

Create compelling sales copy by strategically understanding your audience to turn prospects into loyal customers.
Sep 2023
•
Bastian Mx Moritz
•
7 min read
Sales

Changing the Game: Navigating Sales in a World That Refuses to Stay Still

Discover the evolution of modern sales in a dynamic market beyond outdated scripts and stereotypes.
Aug 2023
•
Bastian Mx Moritz
•
7 min read
Sales

Customer-Centric Sales Drives Growth

While the typical, modern business structures designed by Peter Drucker have largely survived to this day, the role of salespeople has changed dramatically.
Featured
Jul 2021
•
Bastian Mx Moritz
•
7 min read
A man in a dark suit stands next to another man and explains him market data on a laptop
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