How to use cognitive biases to transform the customer experience in sales conversations
Cognitive biases, those mental shortcuts we all take to simplify decision-making, are increasingly being used by companies to improve the customer experience and optimise sales strategies. However, during the sales sessions and trainings in which I share space with new and experienced sales people, I notice a lack of understanding of how they can influence […]
Innovating through new customer relationship channels
“In the distance, our hearts embrace each other more tightly, and love becomes the bond that unites us” (Gabriel García Márquez). If we bear in mind that sales is nothing more than a love story, distance should not be a barrier for the story to have a good ending, or even to be prolonged season […]