We’re slaves to our adhesions. Left to our own devices, we do what we always do. When prodded to change our ways, we shift gears and become “Flexible Man (Homo Erectus Offsite-icus),” the proto-human archetype that attends time management seminars and role plays with feigned enthusiasm. When the coffee and doughnuts are withheld, Flexible Man [...]
How Ignoring Your Customers’ Decision Triggers Can Cost You 90% of Your Returns
You’re in the business of influence. It really doesn’t matter what your title is. You could be the EVP of Worldwide Sales, the Chief Marketing Officer or the VP of Human Resources – your job is about getting someone to do something. Buy my stuff. Believe in my message. Follow my lead. And yet, many [...]
How to Avoid the “Mental Spam Filter” and Get Heard: Coffee, Sampling and Reciprocity
The gap between success and failure may be an inch wide, but it’s a mile deep. Steve Feinberg and I were sitting in a coffee shop some months back and we ended up having a front row seat to an unfolding drama illustrating both the best opportunities in social influence but also how they can [...]