Wednesday Wisdom: Seeing What We Expect to See (short read)

Hi all,

In the piece I’m recommending today, Kerry opens with a discussion of predictive processing - something I often think about while hiking. I go to the same place almost every day and wonder how much of what I see, especially out of the corner of my eye, is real and how much is just my brain filling it in. It’s fascinating how much of what we experience is shaped by what we expect. B2B buying is no different.

It’s easy to assume buyers make their decisions during the sales process - after the pitches, demos, and discovery calls. But in reality, that decision is often made before sales gets involved.

Kerry walks through the data behind this, what it means for marketing and sales, and lays it out clearly in this article.

A short, important read!
Seeing What We Expect to See

@Kerry