Kraft Heinz Failure And The Lessons Of Cost Cutting
The Kraft Heinz failure showcases the dangers of over focus on cost cutting. The business paradox that maximizing profits every single minute... Read More
Hiring A Good Salesperson Based On Results Is A Crapshoot
When hiring a good salesperson, is it better to base it on cultural fit or on past performance? A colleague posted this... Read More
Team Selling Tips That Double As Team Builders
Team selling can be a great team builder. Most team selling tips though key in on just selling together. A few are... Read More
Protection from Unwanted Unconscious Influences
Posted on03 Apr 2014
Tagssubconscious, anchoring, control, decisions, free will, Influence, negative, price, sales, smells, Twitter, inflammatory rhetoric
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Finola Howard (@FinolaHoward), a marketing professional, found my post, “Information You Know Is Wrong Still Influences You,” interesting but wanted to know,... Read More
Tapping Pricing’s Secret (Pt 2): Setting the Stage
Posted on31 Oct 2013
TagsPlay - Pricing Analogy, rationale, anchoring, branding, change, emotions, personification, price, product, relationships, sales, service, storytelling, Pricing - The Secret Series
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Normally, when pricing our products and services, we research the market, compare our features and benefits, consider our margins and then set... Read More
Three Key Emotional Triggers
Over fifteen years ago, a psychologist shared with me three key emotional triggers in humans: long-term security, novelty of experience and emotional... Read More
Eight Alerts Help Us Anticipate Problems
Posted on21 Oct 2013
Tagsorganizational culture, information technology, leadership, money, perspective, problem solving, risk, sales, team building, time, Why Problems Occur Series
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People tend to solve problems within the constraints of their strengths and preferences, thus IT professionals are likely to see IT solutions,... Read More
Luck’s Effect on Experts’ Predictions
One of the outside factors that tend to cause us to make the fundamental attribution error in assessing talent is randomness .... Read More
Eloquence Trumps Honesty in Trust & Likeability Wars
Posted on15 Aug 2011
Tags12 Most, advertising, approaches, cognition, cognitive bias, conscious, eloquence, free will, Harvard Business Review, honesty, Influence, intuition, like, Michael I. Norton, politics, sales, subconscious, Todd Rogers, trust, truth, unawareness, understanding
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Intuitive approaches often work because we don’t believe they do. Advertising is an excellent example: it influences us because we often believe... Read More
Tell People You Enjoy Working With Them
Posted on23 Dec 2010
Tagsget to the point, beat around the bush, clients, compliments, enjoy working with you, enjoyment, families, friends, holiday season, Job, leadership, Personality, relationships, sales, Techniques
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I was recently advising a sales rep on one of her major clients when I asked midway through our conversation, “So, Kathy,... Read More
