Idea Lab

Almost every company uses segmentation to target buyers, but most struggle to make segmentation actionable for sellers. In this research report, you’ll learn how to use effective segmentation to predict your buyer’s journey and enable your sellers to close more deals.

How can your sellers establish credibility quickly in a virtual environment? What, specifically, can you do to ensure your virtual audiences perceive your sellers—and your message—as credible? Find out in this neuroscience research report from Dr. Carmen Simon.

How do culturally diverse brains react to complex content in a virtual sales meeting? Learn about the latest neuroscience findings from Dr. Carmen Simon in this webinar replay.

Get this research brief, based on an original neuroscience study, to learn how B2B buyers react to one presenter vs. two presenters during a virtual sales meeting.

In this research report from Zoom and Dr. Carmen Simon, you’ll see how the slightest changes to your virtual selling habits can affect your buyer’s attention, motivation, and memory of your message.

There’s a popular adage in content creation called the T3 principle: Tell them what you’re going to tell them, then tell them, then tell them what you told them. But is this amount of cognitive closure sufficient for your buyer? Or does the brain need more?

It’s customary at the beginning of a virtual sales meeting for attendees to introduce themselves and disclose professional (and sometimes personal) details before starting a presentation. But is every type of introduction beneficial? Does the style and length of your introductions affect your buyer’s perception of the presentation that follows?

How can you help your sellers establish credibility quickly and effectively in a virtual setting? Find out in this webinar replay with Dr. Carmen Simon.

Segmentation is a typical practice among B2B companies. But a new behavioral study reveals that common segmentation methods like personas aren’t the best predictors of buying behaviors.

In virtual meetings, your remote buyers need extra reassurance that your message and your messengers are credible. Get this checklist for three science-backed techniques to quickly cultivate credibility on virtual sales calls.

Are buyer personas and industry verticals really the best ways to segment your prospects? New research reveals some critical flaws in these popular approaches.

Discover a science-backed message framework that you can use to build and deliver your apology message—and positively influence even your most frustrated and bitterly disappointed customers.