Episode 130: The Theory of Mind is More Effective Than Empathy in Sales - Here’s Why w/ Nicolas Vandenberghe

Empathy in sales has become a popular topic in recent years.

 

Yes, it’s good to understand the emotional state-of-mind your prospect is coming from. It’s also useful to realize how their situation and challenges are affecting their decision-making. 

 

However, empathy may not always be the most effective route to take.

 

In the latest episode of the B2B Revenue Executive Experience, I sat down with Nicolas Vandenberghe, co-founder and CEO of Chili Piper.

 

He shares his thoughts on:

 

• Neuroeconomics and how the theory of mind can actually be more beneficial in B2B sales than empathy
• His interaction with Steve Jobs in the early days
• Adjusting the prospect’s points of reference in sales
• Increasing his sales teams conversion rates from 5% to 30%

 

This blog post includes highlights of our podcast interview with Nicolas Vandenberghe, co-founder and CEO of Chili Piper.

 

For the entire interview, you can listen to The B2B Revenue Executive Experience.

If you don’t use Apple Podcasts, we suggest this link.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

Previous guests include: Warren Zenna, Founder of The CRO Collective, Andy Paul, Host of The Win Rate Podcast, Karen Eber, CEO and Chief Storyteller of the Eber Leadership Group

Check out our three most downloaded episodes:

• Episode 284: Cracking the CRO Code: How Chief Revenue Officers Redefine Business Success with Warren Zenna
• Episode 286: Winning Over the Buyer: The Interplay Between Sales Effectiveness, Win Rates, and Differentiated Buying Moments with Andy Paul
• Episode 302: Inspiring Action Through Storytelling with Karen Eber

If you are interested in joining The B2B Revenue Executive Experience as a guest, please complete this form: fame.so/vsa-guest