Robb G. BestApr 5, 20184 minWatch Out: The Other Side of DelightersLast week, we talked about how "delighters", those little extra touches, can make all the difference in sales. There’s just a few things ...
Robb G. BestMar 29, 20182 minHustling the Brain, or Why We're Suckers for DelightersToday’s consumers are savvier than ever. In this age of constant media bombardment, it may feel harder and harder to stand out from the n...
Robb G. BestMar 8, 20182 minKentucky Fried CoincidenceAs Nobel Prize-winning behavioral economist Daniel Kahneman says, frequently we underestimate the role of luck in our successes. To illus...
Robb G. BestMar 1, 20182 minA Tall Glass of HumilityWe 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 ...
Robb G. BestFeb 22, 20182 minWhat'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, th...
Robb G. BestFeb 15, 20183 minThe New Sales ABCsIn To Sell is Human, writer Daniel Pink makes a bold declaration: regardless of our official job title, the majority of us are in sales. ...
Robb G. BestJan 11, 20183 minThe Ostrich EffectFirst things first: despite any cartoons you might’ve seen, ostriches don’t try to hide from danger by burying their heads in the sand. F...
Robb G. BestDec 7, 20173 minWhy Stress Makes Gamblers of Us AllChronic stress: it’s not just bad for your stress ball budget. Left untreated, persistent stress can create a whole host of problems in t...
Robb G. BestOct 26, 20172 minSleeping on the JobFor most of us, the thought of getting caught sleeping at our desks is stressful enough to send our brains a zippy little wake-up shot of...
Robb G. BestOct 19, 20172 minNightmare Boss: The Dangers of Sleep-Deprived LeadershipLet’s say you’re a sleep pro. You’ve learned the key role of REM cycles in encoding new memories, and the troubling statistics linking ti...
Robb G. BestOct 17, 20173 minHow the Decoy Effect Makes Dupes of Us AllImagine that, on the second morning of a business trip, you go to unzip your suitcase, only to realize you forgot to pack any pants. With...
Robb G. BestSep 28, 20174 minThe Problem(s) With Myers-Briggs in BusinessImagine going to a corporate team-building event where everyone in your office was sorted and evaluated based on the results of taking on...
Robb G. BestSep 21, 20174 minThe Pygmalion ProblemJust how much is your performance shaped by the way your boss talks to you? To what extent are our behaviors, attitudes, and identities s...
Robb G. BestSep 7, 20174 minConfirmation Bias and the Parasites Nesting in Your Brain"What is the most resilient parasite?” asks Leonardo DiCaprio in the 2011 movie Inception. “Bacteria? A virus? An intestinal worm?” Befor...
Robb G. BestMar 3, 20172 minThe Mozart Effect: Just How Magic Was that Magic Flute?The person in the cubicle next to you is driving you crazy with their constant chatter. Naturally, you reach for your headphones. Whether...
Robb G. BestApr 21, 20162 minThe Three Things Every Leader NeedsWhat is a leader? The simplest and perhaps most literal definition is “someone with followers.” But the presence of followers alone doesn...
Robb G. BestFeb 17, 20163 minBinary Selection and the Tyranny of "Good, Better, Best"Last time you pulled up to a gas pump, you had to make a choice. That choice consisted of 87% with ethanol, Regular, or Premium. It’s a c...
Robb G. BestOct 7, 20152 minBottling HabitLast year, Americans used and discarded about 50 billion plastic water bottles. The recycling rate on those bottles is about 23%, meaning...
Robb G. BestJun 5, 20152 minSuccessful Sales and the Problem with AdjectivesWhat makes a good salesperson? Well, people on the internet certainly have some ideas. You only need to do a quick Google search for "sal...
Robb G. BestMay 15, 20152 minThe Goldilocks Rule of SalesThe idea of a life in sales can have a greasy connotation, summoning the mental image of a slick insurance or car salesman pitching you s...