The Theory of Mind is More Effective Than Empathy in Sales - Here’s Why w/ Nicolas Vandenberghe
Play • 39 min

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.

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