Rypple, where one of our early investors was one
Posted: Mon Jan 27, 2025 10:23 am
In my earlier years as a research scientist and engineer, being cerebral fuelled my love of learning. I was captivated by the laws that governed the physical world. But I found what I loved more than learning was explaining what I had learned to others to help them on their journey. Like Keanu Reeves’ character, Neo, in the Matrix trilogy, turning ones and zeros into easily digestible perspectives was my passion. Then about 10 years ago, a single event ignited a spark that changed the course of my professional career.
It was back at my third startup, of Canada’s most prominent belize telegram data education philanthropists. Because he was so passionate about learning, he would periodically give us copies of his favorite books. Then one day I arrive at work to find a gift sitting on my desk; a copy of “Yes! 50 scientifically proven ways to be persuasive”. As a scientist turned sales leader, this book was magical for me because, like the laws that govern the physical world, it revealed many of the persuasive forces we experience in our daily lives but are rarely aware of.
For example, the little tricks waiters use to increase their tips or the way hotels get you to reuse your wet towel simply by changing the verbiage on that little card on the bathroom counter. For me, this single book instantly elevated the sales vocation into the scientific realm. And while learning about sales process and execution remained critical to helping me in my role, I found my curiosity around the cerebral elements of selling deepened.
Why do customers find most sales outreach bothersome? What messages do customers pay most attention to? How do great leaders build and inspire their teams? How do top sales people develop conviction and resilience despite repeated rejection? What stereotypes do buyers have of sales people? How do they react when those stereotypes get triggered and how can we avoid triggering them?
Taking a cerebral approach to selling involved examining the hidden forces most salespeople don’t often consider, yet, are critical to sales success.
It was back at my third startup, of Canada’s most prominent belize telegram data education philanthropists. Because he was so passionate about learning, he would periodically give us copies of his favorite books. Then one day I arrive at work to find a gift sitting on my desk; a copy of “Yes! 50 scientifically proven ways to be persuasive”. As a scientist turned sales leader, this book was magical for me because, like the laws that govern the physical world, it revealed many of the persuasive forces we experience in our daily lives but are rarely aware of.
For example, the little tricks waiters use to increase their tips or the way hotels get you to reuse your wet towel simply by changing the verbiage on that little card on the bathroom counter. For me, this single book instantly elevated the sales vocation into the scientific realm. And while learning about sales process and execution remained critical to helping me in my role, I found my curiosity around the cerebral elements of selling deepened.
Why do customers find most sales outreach bothersome? What messages do customers pay most attention to? How do great leaders build and inspire their teams? How do top sales people develop conviction and resilience despite repeated rejection? What stereotypes do buyers have of sales people? How do they react when those stereotypes get triggered and how can we avoid triggering them?
Taking a cerebral approach to selling involved examining the hidden forces most salespeople don’t often consider, yet, are critical to sales success.