Hustling the Brain, or Why We're Suckers for Delighters
Today’s consumers are savvier than ever. In this age of constant media bombardment, it may feel harder and harder to stand out from the...
What Copernicus Can Tell Us About Your Company's Staying Power
In 1543, Polish astronomer and mathematician Copernicus published a then-radical theory, carefully timed just before his death: the...
The Prisoner Dilemma: Problems with the Stanford Prison Experiment
If you’ve taken a psych class in the past four decades, you’ve probably encountered some version of the following story: In 1971,...
Kentucky Fried Coincidence
As Nobel Prize-winning behavioral economist Daniel Kahneman says, frequently we underestimate the role of luck in our successes. To...
A Tall Glass of Humility
We all know the story of the New Coke debacle—or at least, we think we do. It’s one of the most notorious corporate blunders of the last...
What's Your Sales Mindset?
When you look at the selling masters out there, the people who make sales look effortless, are you encouraged? (“Maybe with hard work,...
The New Sales ABCs
In To Sell is Human, writer Daniel Pink makes a bold declaration: regardless of our official job title, the majority of us are in sales....
Sufficing Your Way Into A Happier Tomorrow
At over a decade old, Barry Schwartz's 2004 The Paradox of Choice definitely shows its age in some ways. CD players appear in example...
The Paradox of the Paradox of Choice
StartFragment When it comes to selling, is it better to present your customers with many options, or just a few? It's a debate that's...
Salience Bias, or Why it's Okay to Eat the Apple
Apples: they’re full of fiber, antioxidants, and vitamins. And yet, if your young child scored a homemade candy apple while...
