In this episode of Enterprise Sales Development podcast, we speak with Dr. Carmen Simon, a
instructor at Stanford Continuing Studies, Cognitive Neuroscientist at Memzy and Chief Science Officer at Corporate Visions. Dr. Simon deconstructs a cold call and how the brain interprets every part of that outbound exercise. She also provides tips, research and examples of what’s happening to the brain with a cold email.
WHAT YOU’LL LEARN
What lead her to study and get her PhD in Neuroscience
How to get more successful interactions from cold calls by understanding the neuroscience and best techniques for the average cold caller
Debunking the idea that it takes 21 days to form a habit and the brain science for interrupting a habit
Research that makes outreach more meaningful in marketing and sales messaging and the data that explains what happens during the listening and viewing a pitch
Tactics she would suggest for cold emails and texts and techniques to reduce cognitive workload
Her thoughts on the herd mentality behind decision making and how to decrease the pressure as you construct messages
QUOTES
“Everyone you’re addressing personally or professionally has a brain, and it’s important to know a little bit at least about how the brain reacts to communication and business communication in our sense.” - Dr. Carmen Simon [02:43]
“So out of that list, we’re cold calling or any other persuasive environment for that matter, I would invite our listeners to think about the promise of being in control. I think one of the reasons why perhaps people don’t react so positively to cold calling is because they’re not in control.” - Dr. Carmen Simon [16:23]
“Sometimes the ego takes over, and we want to impress others with a lot of novelty, with things that perhaps they will have not experienced or done before. And sometimes that works against us because with novelty comes the extra cognitive resources that you’re hoping somebody has. And these days people are so taxed that it’s a bit harder to rely on that.” - Dr. Carmen Simon [19:35]
“Because what we’re noticing in business is that people try to use too many words that are fancy. They’re very jargon, and even if you’re talking to experts, experts still have human brains.” - Dr. Carmen Simon [40:03]
“The moment that we create something that is indeed steeped in scientific principles, then all of us can benefit and address an ever evolving business brain.” - Dr. Carmen Simon [51:40]
TIMESTAMPS
[00:01 Intro
[00:30] Meet Dr. Carmen Simon
[03:01] How she came to study neuroscience
[04:47] Sharpening receiving and creating
[08:07] How to get to more successful interactions
[14:50] Best techniques for the average cold caller
[19:15] Seemingly no effort
[20:08] 21 days to form a habit
[27:13] Research to make outreach more meaningful
[34:54] Tactics she would suggest for cold emails and texts
[40:34] Herd mentality behind decision making
[51:10] How to contact Dr. Carmen Simon
CONNECT
Corporate Visions website
Dr. Carmen Simon on LinkedIn
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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Enterprise Sales Development with Dr. Carmen Simon | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
