Posts Tagged ‘decision triggers’

The Launch of Decision Triggers: How to Use the Secret Weapon of Influence in Marketing + Sales

TweetDr. Steven Feinberg – who I’ve often quoted here – and I first figured out that the psychology of influence could dramatically impact outbound marketing campaigns close to ten years ago. I was running channel marketing at Plantronics and he was working with the senior staff there on organizational development – basically, getting lots of […]


Note to CMO: Closure as Competition, from Alexander to Schiphol’s Porcelain Flies

TweetDear CMO: If Alexander the Great had overseen the development of Schiphol Airport’s urinals, he would have moved the designer forward and to the right. You see, Alexander had a system that made everything in his army work: life was a competition, and winners were rewarded in the most public way of all – they […]


Note to CMO: Seeing What Others Don’t See and Parking Your Car for $12 a Month

TweetDear CMO: I’m going to get this story slightly wrong because I forgot exactly where I heard it or read it, but hopefully the meaning will be clear enough. I’m sharing this with you for one big reason: if you squint at it and think of ways to apply it to what you’re doing, it […]


Note to CMO: Rio and The Map

TweetDear CMO: The story goes that Rosser Reeves, ad man responsible for the “unique selling proposition” and slogans like “I Like Ike” came across a man begging in the street one afternoon and offered him a suggestion. Instead of “I am blind,” Reeves added a sub-text to the man’s plackard, so the story goes, that […]


The Evil of Satisficing

I have met the greatest of all evils and its name is Satisficing. OK, it’s not a name, per se, but a mashup of two words – satisfy and suffice. Squint and you could probably find the real meaning in there, too – sacrifice. Satisficing is the greatest of all evils. Here’s why.