130: How to deliver empathy as a prospector and increase sales in the process with Brian Carroll

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Carroll, Founder and CEO of empathy-based sales and marketing consultancy Markempa.

Matt’s done it all over the course of his career – entrepreneur, writer, noted speaker, podcast host, and sales leader.

Throughout the pod, Collin and Brian discuss how to build empathy into your prospecting and, ultimately, into the very fabric of your company. Highlights include: Brian’s background (6:46), how to build empathy into the culture of a business (32:48), What is tactical empathy? (40:22), Empathy indexing (46:53), good and bad nurture emails (54:33), can you hire for empathy? (59:37), and cold call Collin (1:14:02).

Show Notes 

https://www.cbsnews.com/news/debt-collector-thrives-with-simple-strategy-kindness/

Jobs to be done - http://www.whencoffeeandkalecompete.com/

Hero’s journey - https://www.youtube.com/watch?v=1nYFpuc2Umk&t=4s

Anthony Demasio book - https://www.amazon.com/Feeling-What-Happens-Emotion-Consciousness/dp/0156010755

The new science of customer emotions - https://hbr.org/2015/11/the-new-science-of-customer-emotions 

How to interview customers - http://leanproductplaybook.com/

Cognitive interviewing (warning - links to PDF download) - https://www.chime.ucla.edu/publications/docs/cognitive%20interviewing%20guide.pdf 

Tactical empathy - https://www.amazon.com/Never-Split-Difference-Negotiating-Depended-ebook/dp/B014DUR7L2

Never Split the Difference cheat sheet - https://github.com/mgp/book-notes/blob/master/never-split-the-difference.markdown 

Decarte’s Error - Antonio Demasio - https://www.amazon.com/Descartes-Error-Emotion-Reason-Human/dp/014303622X

Listening Well, the lost art of listening - https://www.amazon.com/Lost-Art-Listening-Second-Relationships/dp/1593859864

Reading people - what every body is saying - https://www.amazon.com/What-Every-Body-Saying-Speed-Reading/dp/0061438294

Inside out - kids movie - https://www.youtube.com/watch?v=yRUAzGQ3nSY

Kill a word - https://www.slideshare.net/PatrickEMcLean/how-to-kill-a-word

Listening with the third ear - https://www.amazon.com/Listening-Third-Ear-Experience-Psychoanalyst/dp/0374518009

Empathy Index video - https://www.markempa.com/ 

https://www.markempa.com/how-apply-emotional-motivators-increase-conversion-video/

https://www.markempa.com/we-stopped-trying-to-convince-customers-and-got-triple-the-results/