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Sales. Marketing. Leadership. Applied Consumer & Behavioral Psychology.

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In-Depth Guides & Playbooks

Decoding Human Behavior: Leveraging Deep Human Behavior for B2B Discovery

Dive deep into the art of discovery in B2B sales, where understanding the full scope of your prospect's problems is just the beginning. Uncover the strategies that transform sales reps from problem identifiers to solution architects, with insights that will leave you questioning: what's the ultimate key to unlocking true sales potential?

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A professional b2b salesperson that understands and applies human behavior to b2b sales

In-Depth Guides & Playbooks

Decoding Human Behavior: Leveraging Deep Human Behavior for B2B Discovery

Amateur salespeople scratch only the surface in the early discovery phase of sales with prospects. Advanced reps leverage tactics to go deeper. But, the professional caliber sales reps approach to discovery transcends mere tactics. Top-tier sales reps understand core human behaviors, using this insight to organically gain trust and uncover deeper insights on the business challenges of their prospects. In the second installment of our series, 'Humanizing B2B Sales: Mastering the Art of Discovery,' we spotlight these essential traits that distinguish the good from the great in sales.

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A young b2b salesperson who is excellent at doing deeper discovery with her b2b sales prospects

In-Depth Guides & Playbooks

The No Decision Dilemma: Transforming B2B Sales Challenges into Opportunities

Dive into the heart of B2B sales challenges with our exploration of the "No-Decision Dilemma," where prospects stall despite clear solutions. Uncover how deep discovery can break through the barriers of status quo bias and strategic indecision, transforming sales approaches and outcomes.

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Consumer Behavior

Personal Values and Brand Perception: Building a Relatable Brand

Discover how aligning a brand's values with its consumers' personal values, aspirations, and identity is not just a strategy but a necessity in today's market. This blog unveils the intricate relationship between consumer identity and brand perception, offering insights into why brands like Patagonia, TOMS, and Ben & Jerry's succeed. Will your brand resonate deeply with its audience or miss the mark?

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Decision-Making: From Tribal Elders to Brand Ambassadors

Uncover the hidden link between tribal decision-making and modern marketing. From ancient tribal elders to contemporary brand ambassadors, explore how primal instincts influence today's consumer choices. But how exactly do these age-old practices influence today's marketing? Let's just say there are timeless strategies that bridge our past with the digital marketplace.

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Consumer Behavior

Authenticity in an AI-Driven World: Finding the Balance

In an era dominated by AI, how do you ensure your brand doesn't lose its human touch?

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A salesperson that is well dressed that weaponizes emotional intelligence to win trust and then deceive his clients.

Marketing & Sales

Weaponized Emotional Intelligence: Protecting Yourself and Upholding Sales Ethics

In the world of sales, emotional intelligence can be a double-edged sword. While it has the power to foster genuine connections, in the wrong hands, it can turn into a tool for manipulation. Dive into the realm of weaponized emotional intelligence, uncover its dangers, and arm yourself with knowledge. Can you spot the wolf in sheep's clothing?

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Marketing & Sales

Decoding Value-Based Selling: How Every Buyer Sees Value Differently

Selling on value is an art, one that acknowledges each buyer's unique perception of value. Explore the hidden emotional layers that dictate how each of us perceive value and discover how marketing and sales can navigate this dynamic terrain for maximum effect.

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A collection of stereotypical marketers and salespeople that fight and bicker with one another rather than working together towards revenue generation strategies.

Marketing & Sales

Why Your Marketing & Sales Departments Don't Get Along & How to Fix It

Dive deep into the fierce rivalry between Marketing and Sales—a discord as legendary as cats vs. dogs. Unearth the reasons behind this corporate clash and discover common-sense strategies to not just bridge, but obliterate, this costly divide.

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Marketing & Sales

Balancing AI with Humanity: Sales and Marketing in the Digital Age

In an era dominated by artificial intelligence, the essence of genuine human connection in sales and marketing is more crucial than ever. This article explores the challenges and opportunities of navigating this digital landscape, stressing the importance of anchoring strategies in universal human truths. Discover how to blend technology's efficiency with the timeless impact of authentic human narratives.

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A professional salesperson using the format of storytelling to present to a small group of people in the most compelling manner possible.

Marketing & Sales

Harnessing the Power of Storytelling in Emotional Marketing

Breaking down the age-old art of storytelling, this guide dives into its profound impact on sales and marketing. Learn why stories captivate, and how to harness their influence for maximum impact, all while maintaining the highest ethical standards. Elevate your strategies with narratives that truly resonate.

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A collection of real people conveying genuine human emotion which can not be replicated by artificial intelligence

Consumer Behavior

The Business Strategy of Being Human in an AI Everything World

In the rapidly evolving landscape punctuated by AI and mechanized processes, "The Business Strategy of Being Human" offers a deeply intuitive counterpoint: the undying value of genuine human connection. It lays bare the prevalent disillusionment consumers face – a world filled with businesses more focused on transactions than fostering real relationships. Drawing upon compelling case studies and psychological insights, the article underscores a potent strategy for businesses to not just survive but thrive — by embracing the imperfect, yet real, human touch. It beckons companies to foster authentic relationships, to brave the road less traveled, and to infuse a vibrant personality into their offerings. Rooted in robust principles, it argues for a strategy where caring is not just an add-on but a core business principle — a true north. The article articulates a path forward, emphasizing the urgency for businesses to stand as harbingers of trust, respect, and genuine connection, thereby etching a future that's not just profitable but profoundly fulfilling.

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Consumer Behavior

Turning Loss Into Gain: How Prospect Theory Enhances Marketing and Sales Strategies

Leverage the principles of "Prospect Theory" and dive into the heart of human decision-making to optimize marketing and sales techniques, harnessing the power of loss aversion for business success while building lasting, value-driven customer relationships.

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Marketing & Sales

Aligning Your Brand with Customer Values The Key to Building Loyalty

Discover how understanding and genuinely reflecting your customers' values in your brand can foster emotional connections, build trust, and drive customer loyalty in today's competitive market.

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Consumer Behavior

Crossing the Trust Threshold

Unlock the power of the 'trust threshold' to drive successful online business interaction and create significant revenue opportunities. Learn how empathetic content, clear messaging, and strategic tools not only help your business cross this trust threshold, but also transform prospective visitors into engaged customers, forging trust and fostering lasting relationships.

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A CEO using the Upward Spiral Group's guide to realigning marketing and sales to grow his company

In-Depth Guides & Playbooks

Aligning Sales and Marketing Teams for Revenue Generation: A Guide for CEOs

The bitter rivalry between sales and marketing teams is killing your company's growth potential. In this guide, you'll discover the game-changing solution that unites these departments, drives revenue, and accelerates your company's value creation like never before.

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A consultant of Upward Spiral Group working on sales and marketing strategy for a b2b healthcare technology client

Marketing & Sales

Strategies for Improving Communication Between Sales and Marketing Teams

Unlock the secrets to driving revenue growth and improving customer satisfaction by improving communication between sales and marketing teams with these 13 proven strategies.

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Website Design

The Art of Crafting High-Converting Websites: A Comprehensive Guide on Optimizing UI & UX for Enhanced User Interaction

Discover the importance of user-centered design, exploring essential elements and best practices that enhance website usability, user interaction, and overall success in the digital landscape.

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Two people meeting in an office to discuss business growth strategy.

Leadership

Developing a Growth Strategy: Tips for Business Owners

Unlock the potential of your business with a growth strategy that drives success. Learn how to evaluate your business, set clear goals, and identify opportunities to achieve your long-term objectives.

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A blurred image of two people shaking hands to demonstrate the benefits of emotional connections in business relationships.

Consumer Behavior

Creating Emotional Connections with Customers: How to Build Relationships That Last.

Building customer relationships that last is the key to success. Learn how to create emotional connections with your customers and take your business to the next level

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The Psychology of Branding: How Brand Identity Influences Consumer Decisions

Your brand identity can make or break your business. The way your customers perceive your brand can heavily influence their decision-making process. Understanding the psychology behind branding is crucial to building a strong brand identity that resonates with your target audience and ultimately drives sales.

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Two people shaking hands in an office demonstrating that nothing in sales and marketing happens without trust.

Consumer Behavior

The Role of Trust in Marketing and Sales: How to Build Credibility and Establish Trust with Your Prospects

In sales and marketing, trust is everything. It's the foundation of any successful business relationship, and without it, prospects are unlikely to take the leap from potential customers to loyal brand advocates.

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Consumer Behavior

The Power of Emotional Appeals in Marketing: Why People Make Decisions Based on Emotion

Unlock the secrets of emotional appeals in marketing and discover why decisions are made based on emotions, not just logic.

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Consumer Behavior

Understanding Cognitive Biases: How to Use Them to Your Advantage in Marketing and Sales

Unlock the potential of cognitive biases and revolutionize your marketing and sales strategies to tap into the minds of your target audience.

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A young business woman sitting in front of their laptop crafting a marketing strategy that incorporates the strategy of storytelling to evoke emotion and drive engagement from a target audience.

Marketing & Sales

The Role of Storytelling in Marketing: How Stories Evoke Emotion and Drive Engagement

Leverage the power of storytelling to create emotional connections with your audience and drive engagement for your brand.

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A young business woman presenting to prospects in an office using tactical empathy to connect with her audience.

Marketing & Sales

Tactical Empathy in Sales: How to Build Trust and Connect with Your Prospects

How to Establish Genuine Connections with Prospects: Strategies for Building Trust and Enhancing Sales through Tactical Empathy.

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An image of a senior sales person in an airport heading to a customer's office to present his solutions by focusing on his customer's pain points.

Marketing & Sales

The Importance of Focusing on Customer Pain Points: Solving Problems vs Selling Solutions

Solving your customer's problems starts with understanding their pain points - learn why it's crucial to focus on their needs, not just selling solutions.

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A hip young man working on creating a marketing strategy that incorporates social proof as part of his campaign to a targeted audience.

Marketing & Sales

Using Social Proof in Marketing and Sales: How to Leverage the Power of Social Influence

Social proof can be a powerful tool in influencing consumer behavior, but without a clear understanding of how to leverage it effectively, businesses risk missing out on valuable opportunities to attract and retain customers.

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