The Psychology of Decision Making: How We Choose

Every day, we make thousands of decisions that outline our lives-from smaller ones, such as what to eat for breakfast, to major life-changing ones, involving careers and relationships. But how often have you wondered about the psychological processes behind these choices? Let’s delve into this intriguing world of decision-making psychology and discuss a few key insights that may lead us to the best choice.

1. The Seven Steps of Effective Decision-Making

First, it helps to realize that there is a methodical process for decision-making. There are seven steps to effective decision-making according to SNHU:

1. Identify the Decision
2. Gather Information
3. Identify Prospective Alternatives
4. Weigh the Evidence
5. Choose an Alternative
6. Take Action
7. Review

This framework therefore gives an orderly course to follow through on all important decisions. Considering these steps in approaching a decision focuses attention on being more systematic and thoughtful in reaching a decision.

2. The Power of Intuition

While logical thinking is needed, intuition should not be scorned either. Research has proved that gut feelings can be a strong helper in many situations, particularly when fast judgments about people or situations are involved. Indeed, it was proved by research that people who listened to their gut feelings could predict more precisely and make more veracious judgments in conditions of poor information.

That doesn’t mean that we must always follow our intuition. It does mean we should at least attempt to balance our gut feelings against our more critical thinking and analysis. Combining intuitive and analytical skills allows us to make better decisions.

3. Overcoming Choice Overload

The abundance of choice we are faced with in today’s world will often lead to what can only be described as choice overload. What this entails is having too many options; this reaps anxiety, self-doubt, and dissatisfaction. What is even more interesting is that studies have been able to show that fewer options can lead to superior satisfaction and decision-making outcomes.

But to balance that choice overload, try to narrow choices or adopt strategies that make complex decisions simpler. This would prevent decision paralysis and thus help in feeling more satisfied with one’s choices.

4. Avoiding Pitfalls in Decision Making

A number of psychological biases influence the way we make choices. Understanding these can better our choices:

a) Fallacy of Sunk Costs: The tendency to invest time or other resources into something because so much has already been invested, even when continuing no longer benefits us. That is, one should feel free to change course whenever a decision no longer serves.

b) We have a decision where we look at the plus side and overlook the potential downside. Be sure to weigh both pros and cons when considering an option.
c) At times we make decisions based on our immediate, emotional state or mood. Even if just for a week, distance yourself from your decision; consider going back in your journal for the big picture.

5. Understanding Prospect Theory

Prospect Theory, developed by Nobel Prize winner Daniel Kahneman, helps explain various strategies in making human decisions between alternatives that involve gains versus losses. The three major messages of prospect theory are as follows:

We feel worse about a loss than an equivalent gain.
The pain of larger losses and the pleasure from greater gains are less than one would normally expect.
Individuals will take more risks to avoid a loss than to make a gain.

Such knowledge of tendencies should allow for more balanced decisions, whether it be financial choices or risk-related judgments.

6. Context and Environment Matter

Decision-making is less an affair of personal conscience but rather is tied to environment and context. Organizations can promote high-quality decision-making by creating settings in which individuals feel safe to offer diverse perspectives and challenge ineffective practices.

7. Continuous Improvement

Finally, don’t forget decision-making is an ever-evolving skill. We develop our skill in decision-making by reflecting on past decisions, learning from successes and failures, and keeping ourselves open to new information and perspectives.

Psychology about our choices, in the final analysis, imparts in us the skill to decide more effectively. Integrating structured approaches, intuition, awareness of biases, and a context for our decisions will give us added confidence in ourselves and effectiveness at navigating life’s choices. Keep in mind that every decision is an opportunity to learn and grow, so enjoy the process and trust yourself that whatever you choose will be wise.

Writing business emails can be challenging to some people and there are a few common business email mistakes that can make one fail to communicate effectively.

From what I have analyzed, the three biggest mistakes people make while writing business emails are:

1. Unclear and Wordy: Most business emails tend to have ambiguous or vague expressions. This leaves the recipient wondering what such an email intends to achieve or say. This easily leads to misunderstanding, confusion, or being utterly ignored. This calls for greater care to ensure that the purpose of the email is communicated. This applies to both the subject line and the introduction. While the body has the main message succinctly written.

2. Poor Tone and Language: Most business emails use a tone and language that is informal. This tends to give the impression of being unprofessional or even offensive. In such cases, this can lead to compromising your reputation. Indeed, poor email etiquette can also damage relationships that you could have fostered with a client, colleague, or partner. One has to be formal and respectful in communications, avoiding jargon, slang, and especially technical terms that one is not fully sure of.

3. Poor Proofreading and Editing: Most business emails are prone to grammatical errors, typos, and formatting issues that create a negative impression on the recipient’s mind. This can critically undermine your credibility and professionalism, making it less likely for the recipient to take your email seriously. Before sending an email, it is crucial that you thoroughly proofread and edit it using grammar and spell checkers to ensure its accuracy and clarity.

By avoiding these common business email mistakes, your business communication will become effective, professional, and clear to your audience.

This is why we added our Voyager AI Assistant to the Pipeliner CRM platform. Not only does this assistant write emails for you, but it also allows you to select the tone, and many other parameters to make sure your email resonates with its intended recipient.

To learn more about Pipeliner CRM Voyager AI click here.

To maximize the effectiveness of LinkedIn Sales Navigator in lead generation and sales processes, consider incorporating the following strategies:

1. Targeted Searches: Use the advanced search features to filter potential leads by industry, company size, job title, and geographical location. This specificity helps in identifying the most relevant prospects.
2. Save and Organize Leads: Utilize the tool’s capability to save searches and organize leads into different categories. This allows for easy follow-up and management of potential opportunities.
3. Regular Engagement: Engage regularly with the content posted by your prospects by liking, commenting, and sharing their posts. This helps in building visibility and establishing a connection before direct outreach.
4. Personalized Outreach: When reaching out to potential leads, personalize your messages based on the information available about their professional interests and current industry trends. Tailored communication significantly increases response rates.
5. Use of InMails: LinkedIn Sales Navigator provides InMail credits that enable you to contact potential leads who are not in your direct network. Crafting compelling and personalized InMails can help break the ice and initiate conversations.
6. Tracking and Analytics: Keep track of who views your profile and interacts with your posts. Use this data to refine your approach and focus on the most engaging content and effective communication styles.
7. Continuous Learning and Adaptation: Stay updated with new features and best practices for using LinkedIn Sales Navigator. Regularly updating your strategies based on performance analytics and LinkedIn updates can enhance your lead generation and sales processes over time.

By employing these strategies, users of LinkedIn Sales Navigator can enhance their efficiency and success in generating leads and driving sales.

In the latest episode of “Sales POP! Online Sales Magazine” and “Pipeliner CRM,” host John Golden engages in a compelling conversation with persuasion expert Neil Gordon. Neil, who has a rich background in publishing and media, shares his unique insights on how to transform complex messages into simple, impactful statements that can persuade audiences effectively. This blog post delves into the episode’s key themes and actionable advice, providing a comprehensive guide for anyone looking to enhance their communication skills.

Introduction to Neil Gordon

Neil Gordon is a renowned persuasion expert who helps individuals and organizations turn their messages into movements. With a background in publishing and contributions to major media outlets, Neil has honed his ability to distill complex ideas into clear, persuasive messages. His expertise is particularly valuable for those in sales and public speaking, where effective communication is crucial.

The Concept of the Silver Bullet

One of the most intriguing points Neil discusses is the concept of the “silver bullet” in persuasion. Contrary to the common belief that there are no silver bullets, Neil argues that there is indeed a powerful technique that can simplify communication and enhance persuasion. This technique involves distilling complex ideas into clear, actionable statements that can be easily understood and remembered.

Actionable Advice:

• Identify the Core Message: Strip away the jargon and focus on the essence of what you want to convey.
• Use Simple Language: Avoid complex vocabulary that might confuse your audience.
• Make it Memorable: Craft your message in a way that sticks with your audience long after they’ve heard it.

The Importance of Clarity

Clarity is paramount in effective communication, especially when time is limited. Neil emphasizes the need for succinctness, drawing parallels to TED Talks where speakers must convey their messages effectively within a short timeframe.

Actionable Advice:

• Practice Elevator Pitches: Develop a concise version of your message that can be delivered in under a minute.
• Focus on Key Points: Highlight the most important aspects of your message and avoid unnecessary details.
• Seek Feedback: Test your message on others to ensure it is clear and easily understood.

The Moneyball Analogy

Neil uses the movie “Moneyball” as an analogy to explain his methodology. In the movie, Jonah Hill’s character emphasizes the value of buying runs rather than players. This analogy serves as a framework for understanding how to distill complex concepts into simple, impactful ideas that resonate with audiences.

Actionable Advice:

• Find Your Runs: Identify the key metrics or outcomes that matter most to your audience.
• Simplify Your Strategy: Focus on the most effective actions that will lead to these outcomes.
• Communicate the Value: Clearly articulate how your approach will achieve the desired results.

Contrast Creates Clarity

Another powerful technique Neil introduces is the use of contrast to create clarity. By highlighting what does not work, individuals can more effectively communicate what does work, making their message more persuasive.

Actionable Advice:

• Highlight Ineffective Alternatives: Show why other solutions fall short.
• Emphasize Your Unique Value: Clearly explain how your solution is different and better.
• Use Real-World Examples: Provide concrete examples to illustrate the contrast.

Real-World Application

Neil shares a success story about a former client, an executive coach, who struggled to differentiate his program in a crowded market. After working with Neil to distill his message, the client was able to articulate his unique value proposition clearly, leading to significant sales success.

Actionable Advice:

• Identify Your Unique Selling Proposition (USP): Determine what sets you apart from the competition.
• Craft a Clear Message: Ensure your USP is communicated clearly and concisely.
• Test and Refine: Continuously test your message and refine it based on feedback and results.

The Role of Trust in Persuasion

Trust is a critical component of the sales process. Neil argues that in uncertain times, people are more likely to make decisions based on trust rather than novelty. Building authentic relationships and demonstrating genuine belief in one’s product or service is essential for long-term success.

Actionable Advice:

• Build Authentic Relationships: Focus on building genuine connections with your audience.
• Demonstrate Credibility: Share testimonials, case studies, and other proof points that establish your credibility.
• Be Transparent: Be open and honest about your product or service, including its limitations.

Conclusion and Call to Action

John Golden concludes the episode by encouraging listeners to explore Neil’s work further, highlighting the value of his insights in helping individuals find their “silver bullet” in communication. The episode serves as a reminder of the importance of clarity, trust, and effective messaging in achieving persuasive communication.

Final Thoughts:

• Embrace Clarity: Always strive to make your message as clear and simple as possible.
• Build Trust: Focus on building trust with your audience through authenticity and credibility.
• Distill Complex Ideas: Use the silver bullet technique to turn complex ideas into simple, impactful messages.

By applying these insights and techniques, you can enhance your communication skills and become more persuasive in your interactions, whether in sales, public speaking, or everyday conversations.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

In the rapidly evolving landscape of sales, where digital tools and automation are increasingly at the forefront, one element remains irreplaceable: human connection. Despite the proliferation of AI-driven solutions and automated customer interactions, the significance of building genuine, trust-based relationships with customers is more crucial than ever. Today’s buyers are not only more informed but also more selective, making the need for authentic communication and meaningful interactions paramount for sales success.

Why Human Connection Matters More Than Ever

The modern buyer’s journey has transformed dramatically. With easy access to a wealth of information online, customers often enter the sales process well-informed and with preconceived notions about what they want. This shift has reduced the reliance on sales representatives for basic information, pushing them to take on more consultative roles.

However, the digital tools that empower buyers to research independently can also create a sense of detachment. While technology offers efficiency, it cannot replace the trust and rapport that come from human interaction. Buyers are still looking for connections that resonate on a personal level—connections that digital tools alone cannot provide.

Building Trust Through Meaningful Interactions

To win over modern buyers, sales professionals must prioritize building trust. This is achieved not just through delivering value but also by fostering relationships that are genuine and transparent. Here are actionable tips to enhance human connection in your sales strategy:

1. Active Listening and Empathy: In conversations with prospects, actively listen to their concerns and needs. Show empathy by acknowledging their challenges and offering solutions that genuinely address those issues. This approach demonstrates that you value their perspective and are invested in their success, not just in making a sale.

2.  Personalized Communication: Use the data at your disposal to tailor your communication to each prospect’s specific situation. Whether it’s referencing past interactions, understanding their industry challenges, or anticipating their needs, personalized communication makes buyers feel understood and valued.

3. Transparency and Honesty: Be transparent about your product’s capabilities and limitations. Honesty builds trust, and buyers are more likely to engage with salespeople who are upfront about what they can and cannot do. This approach not only sets realistic expectations but also positions you as a reliable partner.

4. Consistency Across Channels: Maintain consistency in your messaging across all touchpoints, whether it’s through email, social media, or in-person meetings. A consistent voice helps reinforce trust and ensures that your messaging aligns with the buyer’s expectations at every stage of their journey.

5. Follow-Up with Value: After initial interactions, follow up with information or resources that add value to the prospect’s decision-making process. Whether it’s a case study, a whitepaper, or simply a thoughtful email summarizing the conversation, these actions reinforce your commitment to helping them succeed.

Key Takeaways

• Human connection is irreplaceable: Despite the advantages of digital tools, human interaction remains essential for building trust and fostering lasting relationships in sales.
• Focus on building trust: Trust is the foundation of successful sales. Achieve this through active listening, personalized communication, and transparency.
• Leverage technology to enhance, not replace, human connection: Use digital tools to gather insights and streamline processes, but ensure that human interactions remain at the core of your sales strategy.

In today’s empowered buyer landscape, building genuine, trust-based relationships is crucial. This trust can determine whether you win or lose a sale. By focusing on human connection, sales professionals can effectively navigate the complexities of the modern sales environment. This approach allows them to emerge as trusted advisors to their customers.

In the latest episode of the expert interview series, John Golden, representing Sales Pop Online Sales Magazine and Pipeliner CRM, engages in a thought-provoking discussion with Steve Ramona, a prominent figure in the networking and business community. Steve, based in San Jose, Northern California, is the host of the Pantheon Alliance Mastermind, which boasts a membership of 45 millionaires and billionaires. He is also the founder of a highly ranked small business marketing podcast and is recognized as a super connector, specializing in building partnerships and joint ventures.

The Importance of Networking

The central theme of the episode revolves around the idea that “your network is your net worth.” John and Steve delve into the common misconception that merely accumulating connections on platforms like LinkedIn equates to effective networking. They argue that many individuals treat their networks as passive collections of contacts, similar to gathering business cards at a trade show, rather than actively engaging with those connections.

Key Takeaways:

• Networking is About People: Regardless of the industry—be it HR, sales, or marketing—success hinges on building meaningful relationships. Viewing people as assets and nurturing those relationships is crucial.
• Active Engagement: Effective networking requires active engagement rather than passive collection of contacts. This means regularly interacting with your network and providing value.

Building Genuine Relationships

John and Steve discuss the importance of reciprocity in networking. They note that effective networks grow through mutual support and collaboration. When individuals invest time and effort into helping others, they create a foundation for future assistance in return.

Actionable Tips:

• Adopt a Generosity Mindset: Steve references Napoleon Hill’s classic book, “Think and Grow Rich,” to illustrate the significance of bringing value to others. Giving away valuable insights and resources can lead to unexpected returns.
• Focus on Reciprocity: By focusing on how they can support others, individuals can foster a culture of reciprocity that benefits everyone involved.

The Role of LinkedIn and Social Media

The conversation shifts to the role of LinkedIn as a networking tool. While John acknowledges that LinkedIn can be a valuable platform for building connections, he cautions against using it solely as a means of passive outreach. Steve agrees, stating that having a large number of connections is meaningless if there is no engagement or interaction.

Strategies for Effective Use:

• Targeted Approach: Focus on your inner circle—those you trust and can rely on for support. Engage with posts and build relationships with key individuals rather than simply collecting connections.
• Active Participation: Be active on LinkedIn by engaging with content, commenting on posts, and sharing valuable insights.

Strategies for Effective Networking

John and Steve share practical strategies for standing out in a crowded networking landscape. They emphasize the importance of authenticity and genuine engagement.

Detailed Strategies:

• Personalize Your Outreach: Instead of sending generic connection requests or automated pitches, take the time to understand the person you are reaching out to and personalize your messages.
• Ask Questions and Listen: Show genuine interest in others and their needs. This creates a more meaningful connection.
• Be Specific in Requests: When asking for referrals, be specific. Vague requests often lead to missed opportunities.

The Power of Referrals

The discussion also touches on the significance of referrals in networking. John points out that many salespeople fail to cultivate relationships after a sale, making it difficult to ask for referrals later. Steve agrees, noting that referrals should be a natural extension of a well-established relationship.

Best Practices:

• Maintain Connections: Keep in touch with your network even when there is no immediate need. This makes it easier to ask for referrals when the time comes.
• Frame Referrals Properly: Referrals should be specific and framed in a way that makes it easy for the person being asked to provide a meaningful introduction.

Engaging with Influencers and Building Visibility

As the conversation progresses, Steve shares insights on how to engage with influential figures in one’s industry. He encourages listeners to actively participate in discussions on social media platforms, particularly LinkedIn and Facebook.

Engagement Tips:

• Participate in Discussions: Engage with the content of industry leaders and share thoughtful insights. This increases visibility and attracts potential collaborators.
• Craft an Engaging Elevator Pitch: Highlight your unique value proposition without coming across as overly salesy.

Avoiding Common Networking Pitfalls

Towards the end of the episode, John and Steve discuss common pitfalls to avoid in networking. They caution against the tendency to sell too aggressively or to focus solely on one’s own needs.

Pitfalls to Avoid:

• Overly Aggressive Selling: Prioritize building relationships over making immediate sales.
• Self-Centered Networking: Approach networking with a spirit of collaboration rather than competition.

Conclusion: The Long-Term Value of Networking

In conclusion, John and Steve emphasize that effective networking is a long-term investment. By focusing on building genuine relationships, providing value, and fostering reciprocity, individuals can create a powerful network that supports their personal and professional growth.

Final Thoughts:

• Authenticity and Willingness to Help: Approach networking with authenticity and a willingness to help others. This leads to greater success and fulfillment in your endeavors.
• Explore Steve’s Podcast: Listeners are invited to connect with Steve and explore his podcast, which focuses on building a servant’s heart in business and cultivating meaningful connections.

This episode serves as a compelling reminder that networking is not just about collecting contacts; it’s about nurturing relationships that can lead to lasting success. By implementing the strategies and insights shared by John and Steve, listeners can enhance their networking efforts and build a network that truly reflects their values and aspirations.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

As the host of the Expert Insider Interview from Sales Pop Online Sales Magazine and Pipeline CRM, I engage with top minds in business. Recently, I spoke with Tony Perzow, an expert in negotiation, persuasion, and influence, to explore these skills’ impact on our lives.

Understanding Persuasion and Influence

We began with a key question: What are persuasion and influence? Tony described them as a language map for the mind, targeting both subconscious and conscious minds. He stressed the importance of mastering these skills to communicate effectively without manipulation.

Ethical Persuasion: Generosity as Influence

Tony emphasized ethical persuasion, advocating for generosity and giving without expectations. This approach fosters trust and genuine connections.

We explored scarcity and authenticity. Tony argued that true influence comes from being unique and authentic, which benefits mental health and well-being.

Authenticity and Mental Health

Tony shared insights on the brain’s default mode network and living in integrity. Recognizing triggers and patterns in our interactions is crucial for mental health.

We discussed the need for a paradigm shift in business. Embracing change and exploring new perspectives are essential for personal and professional development.

Tony shared a workshop experience highlighting vulnerability and sensitivity. Unity and asking for help create a magnetic quality.

Overcoming Mental Health Stigma

We touched on the stigma surrounding mental health and the need for a compassionate approach to both mental and physical well-being.

Tony shared a story about his son’s behavioral challenges. Compassion and understanding helped his son and showcased the power of love and self-compassion.

Tony aims to revolutionize corporate workshops with dynamic sessions that foster vulnerability and personal growth through breathwork, yoga, and meaningful conversations.

 The Need for Compassion and Vulnerability

Our discussion highlighted the need for compassion, understanding, and vulnerability in all aspects of life. Embracing these principles can lead to profound changes and a more compassionate society.

Reflect on the power of persuasion and influence when wielded with authenticity and compassion. Let’s strive to be more genuine and connected to ourselves and each other.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

In a recent episode, I talked with Zack, a seasoned marketing consultant and the brain behind Think Alike Media. He shared innovative ways that intent data and storytelling can revolutionize sales outreach.

Transforming Cold Outreach

The shift from traditional cold calls to data-driven strategies has been significant. Zack explained how intent data from email interactions informs more effective outreach across platforms like LinkedIn. This method isn’t about pushing sales; it’s about understanding potential clients’ needs and building trust.

LinkedIn, in particular, becomes valuable for those who show interest through email but have yet to engage fully. Targeting these active users can tailor the outreach to create a more inviting and helpful interaction. This strategic approach helps establish trust before any sales pitch is made.

Deep Dive into Prospect Challenges

Zack emphasized the importance of deeply understanding prospects’ challenges. With intent data, we can identify prospects actively seeking solutions we can provide. This information is crucial for crafting messages that resonate personally, especially with the newer generation of executives who spend a lot of time on platforms like LinkedIn.

Building trust with these prospects hinges on presenting relevant and timely solutions. The goal is to connect genuinely, offering insights and help rather than just trying to make a sale. This builds a rapport that is likely to lead to more fruitful engagements.

The Power of Social Proof and Storytelling

Our discussion highlighted how social proof can enhance storytelling in sales. Zack pointed out that by focusing on specific challenges the prospects face and offering customized solutions, our stories become more compelling. This tailored storytelling approach addresses their immediate needs and positions our offerings as the best solution.

Such stories are not just narratives; they are proofs of concept that showcase the benefits of our services or products in action. By illustrating how we’ve successfully helped similar clients, we make a compelling case that can sway potential clients to consider our solutions.

Authentic Communication Strategies

We also explored the importance of authenticity in our outreach efforts. Zack stressed that the language and tone of our communications must align with the industry and prospects’ backgrounds. This creates a narrative that feels personal and professional, which is more likely to engage and hold the interest of potential clients.

Email marketing can be a powerful tool for sustained engagement when done right. Zack shared techniques for crafting emails that captivate attention and maintain interest over time, which are essential for building long-lasting relationships.

Success Through Strategic Storytelling

To illustrate the effectiveness of these strategies, Zack shared a case study where strategic storytelling led to a significant business deal. A well-crafted email a year earlier re-engaged a prospect, eventually leading to a substantial six-figure deal. This example underscores the importance of consistent and engaging communication in maintaining long-term client interest.

The Importance of Personalized Communication

In B2B sales, communication customization is critical. Zack advised against the use of short, generic emails, which are often overlooked by busy professionals. Instead, he recommends detailed messages that demonstrate a thorough understanding of the prospect’s business and needs.

By focusing on providing solutions rather than just seeking meetings, we can show that we are truly interested in adding value to their business. This approach will elicit responses and foster beneficial relationships for both parties.

Building Lasting Connections

We concluded our conversation by inviting you to explore more about Think Alike Media and Zack’s strategies. His approach to using intent data and storytelling has proven effective in creating meaningful and lasting business relationships.

Thank you to Zack for his insights and our listeners for joining us on this deep dive into modern sales techniques. Remember, successful sales are not just about the data or the story alone—it’s about combining them to forge genuine connections and trust with your prospects.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.