Selling is no longer about high-pressure tactics or corporate pitch decks. AI has made written content and automation so abundant that no one trusts it anymore. So now it's about alignment, trust, and emotional connection, built on how the brain actually makes decisions.
In this Best Bits episode of Making Revenue Tick, Rich sits down with Silvia Li, founder of BrainSells Global, to break down the neuroscience behind high-impact sales conversations and how founders and GTM leaders can sell in a way that mirrors buyer psychology rather than outdated playbooks.
We discuss:
1. Why research is table stakes, and where most people stop short
2. The SCAN model: similarity, common challenge, aha moment, and new possibility
3. Why similarity is perceived by a human, not generated by an algorithm
4. In-group vs out-group, and why your buyer's brain starts by seeing you as a threat
5. How to lower the threat level so a buyer is primed to hear you out
6. How to move from founder-led selling to empowering a new seller
7. The questions to ask to uncover what really drives your buyer
Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/
Where to find Silvia Li:
LinkedIn: https://www.linkedin.com/in/silvia-li/
Where to find Rich:
LinkedIn: https://www.linkedin.com/in/richwash/
Watch the full episode here: https://youtu.be/ra62zjWWdy8
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