The Idea: Brands (and leaders) are increasingly judged by their reputations, character and their purpose. The Edelman Trust Barometer reveals that 60 percent of Millennials are belief-driven buyers, as are 53 percent of Gen Z and 51 percent of Gen X. Consider this, 57 percent of consumers... read more
The Idea: Research published by Harvard Business Review has identified something most of us experience each day: the majority in the sales profession are ineffective and are not creating value in the eyes of their customers. The study uncovered that salespeople can be sorted into 8 distinct groups: 3 of the groups, or 37 percent, are effective and only 9.1 percent ever truly master this art form.... read more
The Idea: According to Forrester Research, only 8% of companies have strong alignment between their sales and marketing departments. And many organizations are not even aware that they are lacking in this area. When sales and marketing are not aligned, culture gets crushed, energy gets wasted and all types of internal problems get amplified. To... read more
The Idea: Did you ask a good question today?
Isidor Rabi, Nobel Prize winner in physics, once shared ''My mother made me a scientist. Every other Jewish mother in Brooklyn would ask her child after school: 'So? Did you learn anything today?' Not my mother.... read more
Many purpose-driven brands are growing 10 times faster than larger established (non-purpose) brands and purpose driven companies return six times more to shareholders than explicitly profit-driven organizations.
While many brands talk intimacy, they fall short in understanding the deeper “unstated” consumer... read more
The Idea: Phillippa Lally, a researcher at University College London, published a study in the European Journal of Social Psychology, analyzing how long it takes for people to form a new habit. On average, it takes 66 days before a new behavior... read more
The Idea: In this world of tribal, social, and political debate, I feel I have lost some of my ability to patiently disagree with others in a balanced and healthy way. I am not as objective, nuanced, or poised as... read more
The Idea: Almost one hundred years ago, scientist and philosopher Alfred Korzybski stated that “the map is not the territory.” In other words, our beliefs are not necessarily reality. What we “believe” to be true and what is “actually” true rarely aligns.... read more
The Idea: Three percent of decision makers “completely trust” sales people, according to a study
conducted by HubSpot Research. Truth be known, most people don’t trust most people. Recently, I
conducted research on the quality of relationships and level of trust between... read more