Cult Branding Secrets: Tools for Creating Loyal Customers
The cult made promises then didn't deliver, but my friends stayed. And that baffled me. Where does loyalty come from?
The Journey from Corporate Misfit to Creative Ad Writer
"Too colorful" to fit in at work, Jack began spotlighting the remarkable stories hidden in boring brands.
No Place Like Home Services Author Interview
Story. Culture. Experience. When we market a company and make promises to customers it's either a mirror or it's a fairy tale.
The Missing Element in Sales Training: Mastering Resilience
Optimistic salespeople sell 56% more, but how do they stay positive?
Unconditional Gifts: The Key to Influence – Part 2
In sales situations, most of these gifts don't cost any money and customers respond to them.
Unconditional Gifts: The Key to Influence – Part 1
When does the law of reciprocity backfire? When your "gift" isn't a gift.
The Psychology of Priming: Enhancing Sales Receptivity
Because words matter. But more importantly, their order matters.
Entrepreneurial Insights: Brian Tewes
Starting your own business can be brutal. Brian shares his war stories with advice for fellow entrepreneurs.
The “I Knew It All Along” Trap: Hindsight Bias In Business
If you were aware this was relevant to you then it wouldn't be a bias.
Mastering the Process: Inside the Mind of a High Achiever
Behind every high achiever is a system for success. Jay was new to sales and the ideal subject for my experiment.
The Contagious Power of Emotions in Sales
Brain science is very clear. This is an automatic and subconscious response that can work for you or against you.
How Using Nano Tools Can Improve Your Productivity in 15 Minutes
I get no commission for talking about this. I just think it's a cool thing.
Before the Sale: Craig Arthur on Profitable Relationships – Part 2
Sending staff to help customers without training is like abandoning them.
Before the Sale: Craig Arthur on Profitable Relationships – Part 1
Relational buyers are more profitable and make a long-term commitment.
Curiosity: The Salesperson’s Secret Weapon
Buyers take curiosity as a signal that this salesperson is engaged, listening, and will meet their needs.