5 Powerful Biases that Steer Your Buyers’ Decisions
Discover the 5 cognitive biases that drive B2B buyers’ decisions and get research-backed techniques to recognize and overcome hidden mental barriers that stall your deals.
B2B Buying Behavior in 2025: 40 Stats and Five Hard Truths That Sales Can’t Ignore
Drawing from recent sales statistics, research, and buyer evidence, this article exposes five hard truths about modern B2B buying behavior that most sales leaders ignore.
Escalation of Commitment: The Hidden Bias That’s Killing Deals Before They Start
Escalation of Commitment is a psychological bias that’s becoming increasingly devastating in modern B2B sales. Find out what it is and how to overcome it in this article.
The 10% Message: A Science-Backed Way to Make Content More Memorable
What is a 10% message, and how do you use it effectively? People will forget 90% of the content you share. Learn about a science-backed concept called the 10% message to ensure people remember the most important points from your content.
What Is Status Quo Bias in Sales and Marketing?
What Is Status Quo Bias? Status Quo Bias is defined as a person’s innate preference for not doing something different from what they’re doing today. Over the years, a number of psychological studies have shown that when faced with a decision, the majority of people tend to stick with their status quo. And most of […]
How to Measure Results that Decision Makers Care About
Your customer stakeholders invested in your solution because they believed you would make a meaningful contribution toward their strategic business goals. Their decision to continue or increase that investment hinges on your ability to document results toward those goals.
Defeat Your Prospect’s Status Quo with Unconsidered Needs
When acquiring new customers, salespeople assume their prospects will ultimately decide between their solution or a competitor’s solution. But the truth is, 60-80% of deals end in “no decision.” Prospects don’t see a compelling enough reason to change from their current situation, so they decide to do nothing at all.