Why Buyers Ignore Your Pitch (And How to Fix It) – The Perception Formula | Shira Abel

How do you make enterprise buyers actually see your value — and say yes faster?In this episode of the JumpifyLabs Podcast, Jay sits down with Shira Abel, a 25-year tech marketing veteran, UC Berkeley lecturer, and global startup mentor.Shira shares her Perception Formula — a framework that explains how buyers actually make decisions.Spoiler:It’s not just about features or price.It’s about how people perceive value.Inside this episode you’ll learn:• Why perception drives every buying decision• The 4 factors shaping how people see your product• How hormones influence sales conversations• Why founders struggle to sell to enterprise buyers• The difference between direct vs indirect cultures in business• How to communicate with teams, buyers, and leaders more effectivelyShira also breaks down the science behind:Hormones.Heuristics.History.Heritage.These four elements form the Perception Formula, helping founders, marketers, and sales leaders align messaging with how buyers actually think.If you want to close deals faster, lead teams better, and communicate with clarity, this conversation will change how you approach business.About Shira AbelShira Abel is a professional speaker, UC Berkeley lecturer, and tech marketing expert with over 25 years of experience. She has mentored startups at Google Campus and Microsoft Ventures Accelerator and worked with founders worldwide.Her upcoming book introduces The Perception Formula, a practical framework for influencing decisions in marketing, sales, and leadership.Connect with ShiraWebsite: https://shiraabel.comMarketing blog: https://hunterandbard.comSubscribe to JumpifyLabs PodcastThe show for founders who want growth without the guesswork.Each episode explores the systems behind predictable growth in marketing, sales, and leadership.