Mastering the Psychology of Persuasion
• Does guilt work better on men or women? • Which of these is better at recognizing a liar: police officers, teachers, or...
Lead, Sell, or Get Out of the Way
Being a good seller isn't easy when hardly anyone is buying. Ron Karr, in his new book Lead, Sell, or Get Out of the...
Incentives and Motivation Strategies that Work
The cardinal rule of incentive psychology: reward for desired behavior. "Why should I?" is the operant question looming in the minds of any professional...
A Study of Sales & Sales Management Professionals That Will Surprise You…Maybe
Standing against the wall in my office, in plain sight is a vintage, red, Flexible Flyer sled. It’s the rare, two-seater version. Sweet ride....
Mandated Opt-In Could Improve Ad Targeting
Among my colleagues in the online ad business, there's a great deal of uneasiness now that online privacy has come to the attention of...
Three Levels of Persuasive Conversations
"It is better to know some of the questions than all of the answers." —James Thurber It's like fingernails down a chalkboard for...
The Power of Video In Business Marketing
•What's the fastest way to capture customer attention? Video. •What's a new powerful tool to arm your sales team with to help differentiate you...
Keeping Consumers Happy
With the economy suffering, there's no way to spin the fact times are tough. But hitting the "panic button" is not a solution, as...
Business Coaching: A New Niche for Information Marketers
The information marketing industry is fueled by the ever-increasing pressure and limitation of time. Consumers want information, methods and strategies provided in a quick...
Handling Objections in Today’s Tough Environment
As a longtime student in the art of consultative selling, I have little fear of the challenges that the next 12-18 months pose to...
