Research Research Brief: Can One Slide Make a Difference in an Investor Presentation? What motivates investors in their decision-making process? And does addressing potential objections upfront impact their decisions? To find out, Dr. Carmen Simon led a neuroscience study to see how investors and analysts react to risk-related information in a first-call presentation.
Research Research Brief: Your Buyer’s Brain during Virtual, Phone, and Hybrid Sales Presentations Are hybrid presentations more effective than fully virtual meetings? Are people’s brains truly tired of the virtual world? And is there a way to develop a sales presentation that can work in any environment? Dr. Carmen Simon led this neuroscience research study to find out.
Research Report: Build Early-Stage Messages That Ignite Interest and Action What really grabs people’s interest in demand gen messages? Beyond personal preferences, what should your messages include to engage and motivate prospects to respond?
Research Research Brief: Emotion and Contrast in Early-Stage Messaging How do you present a convincing business case to prospects so they want to learn more and feel more urgency to act? Find out in this research brief, based on new behavioral research from The Marketing Practice and B2B DecisionLabs.
Research Report: How to Get Consensus from Multiple Decision-Makers in Remote Locations If you don’t control how your audience collectively remembers your message, they won’t agree to act on it. Get Dr. Carmen Simon’s new research report to learn how you can build unified memories on virtual sales calls.
Research Report: The Neuroscience of Selling with Video Email Will using video help your message stand out in the inbox? Does the brain react better to video-based emails compared to text? How do videos affect people’s attention, memory, and motivation to act? Get the answers in this neuroscience research report.
Research Report: What Kind of Content Creates More Opportunities? Do interactive tools generate more interest than static e-books? Beyond getting prospects to spend more time with your content, does adding interactivity spark more early-stage sales conversations? Find out in this field trial report.
Research Report: Differentiating your Solutions in Highly Competitive Categories It’s no secret that in well-defined categories, many companies can solve the same problems with similar capabilities and pricing. How do you avoid the parity trap? Find out in this report.
Research Research Brief: Gaining Consensus During Virtual Sales Presentations The typical buying committee now includes as many as 15 decision-makers, depending on which analyst you ask. And most of these stakeholders are weighing in from different locations. How do you get so many decision-makers to remember and act on your message in a unified way?