Posts Tagged ‘science of influence’

How to Strategically Retreat: Patagonia and “Don’t Buy This Jacket”

TweetDon’t Buy This Jacket. Outdoor athletes – the real high achievers, in particular – understand Patagonia’s tagline. And Patagonia’s tagline clearly shows that they understand their core market to a remarkable degree.  That’s nice, for a change. Outdoor enthusiasts do things that the rest of us don’t. They spend time on mountains. In winter. On […]


Re-Labeling Isn’t Re-Branding (And Corn Sugar Is Still High Fructose Corn Syrup)

Tweet It’s not high fructose corn syrup, it’s “corn sugar” – you know, just like “cane sugar”! It sounds so close that it must be OK. But it’s not. It’s high fructose corn syrup called by another name. There is no such thing as global warming – it’s “climate change”! This gives us the needed […]


The 3 Hidden Gems in the Pepsi Challenge: More Notes from My Conversation with Sergio Zyman

TweetMy interview with Sergio Zyman on the Pepsi Challenge is included in my upcoming book, Killing Giants: 10 Strategies to Topple the Goliath in Your Industry, to be published on March 31, 2011 by Portfolio. Join my advanced notice mailing list here.   “The brilliance of the strategy was that they were filming these people […]


Abandoning Your Competition (and Taking Your Customers With You!)

TweetConvincing your customers that they’re doing it wrong is often an uphill battle. We’re all resistant to change. And when your customer base is comprised of highly educated people who are in positions of authority, this becomes even harder. How do you teach these hard to persuade experts that there’s a better way? You let everyone […]


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 […]