Social Media for B2B Growth: LinkedIn Strategy for B2B Marketers · Michelle J Raymond - LinkedIn B2B Expert

What Brain Science Teaches Us About LinkedIn Marketing

·33 min·1 clip

Brain science proves what B2B marketers get wrong: emotion drives seven times more sales than facts alone.

LinkedIn marketing consultant and behavioral science author Nancy Harhart breaks down why B2B marketers' assumption that buyers are purely rational is dangerously wrong. Using research from neuroscientist Antonio Damasio, she explains that emotion drives 7x more B2B sales than logic alone. The conversation covers loss aversion (people fear loss twice as much as they enjoy gain), why repeated exposure builds false familiarity that registers as truth in the brain, and why LinkedIn's 2026 algorithm shift from broad reach to relevance requires marketers to stop chasing impressions and start building genuine resonance. Key tension: most B2B teams are still executing old playbooks while the platform rewards targeted message relevance over volume.

As heard by us

A practical reset on why narrow LinkedIn messaging can win.

The episode offers a practical take on LinkedIn marketing and makes a convincing case for narrower messaging over broad thought leadership. Michelle J.

Read the full review in PlayNext →

Why you'd press play

Want practical LinkedIn marketing for B2B that skips the bro hacks and beige advice?

Read the full recommendation in PlayNext →

Listen to the show on

Apple Podcasts Spotify

Play clips from this episode More from Social Media for B2B Growth: LinkedIn Strategy for B2B Marketers