How to Cold Prospect (in an Ice Bath): Jamming with Janny, Human-Centered Sales Tips

0:00 Intro
2:08 Ice Bath Begins
2:30 Emotion, Memory, and Motivation
6:09 The EVA Method
9:25 Prospecting Example Video

Emotion, Memory, and Motivation

“WIithout emotion you are neither memorable nor motivating” – Dan Hill

If there is one thing that we hate, it’s when people feel a sense of dehumanization in the workplace. It’s just not right.

That’s why we’re here to talk about human emotions. Or you could say, we’re here to talk about how to rehumanize the dehumanized.

Both would be correct.

Traditionally, we as employees were urged to separate our personal lives from our work lives.

The “professional” environment refused to embrace our full, human reality or a whole, real person. Emotional literacy was low. Emotions were not welcomed. And should they emerge, they’d be ignored or dismissed.

The “leave your drama at the door” mentality is no longer tolerated in today’s professional circles. And it shouldn’t be. Because who you are outside of work, doesn’t change when you come to work.

PSA: People don’t like to be treated like machines.

It’s also no mystery why 85% of employees are disengaged at work, which costs organizations approximately half a trillion dollars per year. Ouch.

Another PSA: Emotions are cool.

Business is people to people. It’s not B2C. It’s not B2B. It’s people to people. And people are emotional.

So let’s talk about 3 distinctly human qualities that we should all lean into at work.


How we communicate is everything. The words we use, the tonality that we have, the context, the posture…it not only is a vehicle to get information across. It’s a mechanism for connection and authenticity. It’s a cultural link that is rooted in experience and feeling.

In business, people want a real, genuine human being who’s reaching out and responding to them. They want to know that you’re not a bot. They want to trust that you care. Our speech and the way in which we communicate give us our stamp of authenticity.

Emotional Flexibility

Whether in a meeting or in a message exchange, we’ve all experienced it: In an instant, the tone, mood, and emotions change. You didn’t see it coming, but there’s no mistaking it now. Immediately you must figure out how to deal with the moment, the people you’re sharing it with, and the emotions you’re all experiencing. Do you run or stay?

Your ability to read the situation and adapt is critical to successful communication.

FUN FACT: Humans experience 7 primary emotions: Happiness, anger, contempt, surprise, disgust, sadness, and fear. And we intuitively express those primary emotions through our faces.

Sense of mortality & a need for vitality

“We’re the only animal that knows that there’s an end to this game.” For better or worse, it’s more of a practical observation rather than a morbid one.

Our heightened consciousness of our mortality and that of our families forces an interest in acquiring status and resources. Today, this drives an interest in our careers and livelihoods.

Because we are so aware of our own mortality, it drives us to seek allies and connections. And we work hard to connect and communicate in ways that build relationships.

A human-centered philosophy and practice expands our social network, demonstrates our vitality, provides access to more resources, and helps provide the deep sense of security we need.

So why are we talking about all of this?

Because in business and in life we need to put the human experience first and invest in technology, processes, and practices that cultivate connection and human-centered communication.

Using video is one way that helps do this.

It allows you to engage with another human in an authentic way that moves them to action.

We know, if there’s no emotion, then there’s no action.