Published Perspectives
Cover Story: The Science of Motivation
- Sales & Marketing Management magazine
In this cover story for Sales & Marketing Management November/December 2017 issue, sales managers are encouraged to avoid the common pitfall of asking their reps what prize they'd like for the next contest. Behavioral scientists reveal that humans confuse our preferences with real motivation.
Lift: Elevating the Customer Experience
- Sales & Marketing Management
The customer experience is critical to ensuring long-term, profitable relationships, and 57 percent of companies have made customer experience their top priority
Lift: Design & Implement Your Best Sales Incentive Ever
- Sales & Marketing Management
Like all of us, sales managers get into ruts and here are some ideas to get you out of a rut and off to running your best sales incentive program — ever.
Lift: Focus Hacks for Multitaskers
- Sales & Marketing Management magazine
Basketball great Michael Jordan once listed 10 rules for maximizing competitiveness. Unsurprisingly, focus was numero uno. In Jordan’s mind, nothing was more important than focus. Without focus, nothing gets done.
Guest Blog: Stop Chasing Unicorns
- ClearVoice Agency, UK - guest blog
Are you stressed about trying to engage your diverse workforce? Going crazy trying to engage millennials in your office? People are complex and the psychological underpinnings that lead employees to engage with a firm change constantly. That’s why you need a different model – a new way of thinking about engaging your diverse workforce.
LiFT: 3 Hacks for Psychological Selling
- Sales & Marketing Management magazine
How effective we are at pre-suasion can make the difference between success and failure. The tiny little things we say and do influence how receptive our messages will be with the people we are selling to. After running into Robert Cialdini, PhD, author of the perennial best-seller Influence and Pre-Suasion, at a conference recently, he reminded me how important the role of the unconscious is in decision making and behavior.
LIFT: How You Manage Makes a Difference
- Sales & Marketing Management magazine
This LIFT column focuses on two key elements of sales management: reciprocity and social comparison. Leadership is more about taking risks than doing things the same way they've always been done and sales managers benefit from dropping bad habits.
LIFT: The Science of Motivation
- Sales & Marketing Management magazine
The LIFT column appears in Sales & Marketing Management magazine in both print and online. The focus of the column is to help sales and marketing managers improve their business through application of the behavioral sciences.
Work in Progress or Finished? How to Actually Complete Your Master Plan
When you realize that no matter what you do, tomorrow will bring another 150 emails into your inbox, you can lose sight of the importance of calling some things "done."
Transforming the Lens: How Prospect Theory Can Calm Storms Before They Start
We are too often focused on solving for symptoms rather than root causes. Prospect Theory, developed by Nobel Laureate Daniel Kahneman, PhD can be used as a lens to see deeper into the sources of the problems companies face with their employees.