EP 245 Truth #8 Attention Follows Need or Novelty

Episode notes

In a crowded market, attention is harder to earn than ever. Buyers are overwhelmed by emails, messages, meetings, AI-generated outreach, and competing priorities, so generic sales messaging gets filtered out quickly. In this episode of Sales with ASLAN , Tom Stanfill and Tab Norris continue the “30 Truths for 30 Years” series with a simple but critical idea: attention follows need and novelty. They unpack why buyers pay attention to what is already on their “whiteboard,” how sellers can create relevance before asking for time, and why a disruptive truth can break through when product-centered messaging falls flat. Listen in to learn how to:- Connect messaging to the buyer’s real priorities- Use need and novelty to earn attention- Avoid generic personalization in an AI-driven outreach environment- Create disruptive truths that build credibility- Lead with the buyer’s world before introducing your solution Because buyers do not owe sellers their attention. Sellers have to earn it.