June 2010

Language that sells

You may have the greatest new product or service in the world, but if you can’t get buyers’ attention and communicate in their language, you will struggle with accelerating new product development. Here are four levels that your marketing and sales must follow to effectively capture customers’ attention and lead them through the buying process. [...]

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Is the internet hurting your innovation?

In his new book, The Shallows: What the Internet is Doing to our Brains , Nicholas Carr, outlines several ways that the always on, 24/7 nature of the internet is a double-edged sword – providing us with unprecedented access to information while at the same time slashing our attention span, re-wiring our brains, and slowing [...]

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Invisible gorilla of unmet customer needs

In their new book, The Invisible Gorilla: And Other Ways Our Intuitions Deceive Us, Chabris and Simons share a story where study participants were tasked with counting the number of times a basketball was passed during a one-minute film shown in the YouTube clip below. Halfway through the film, someone in a gorilla suit walks [...]

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Low prices work – If you’re Walmart

How many think that what something costs should determine its price?  Probably quite a few of you.  This paradigm might work if you are the buyer, but is costing you lots if you allow it to operate on the selling side of your business.  No one wants to do all the work accelerating product development [...]

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