Why Marketers Should Care Why People “Pass the Buck”

New research shows people are two to three times more likely to delegate a tough choice on behalf of someone else versus making a difficult choice on their own. According to the chief author, “People care more about avoiding blame for bad outcomes than getting credit for good outcomes.” This research should be of significant…

Every Sales and Marketing Exec Should Read This!

Sales Linguistics is the study of how customers and salespeople use language during the complex decision-making process. Yeah, I know… sales linguistics is a new term for me. But wow, am I glad I read this post by Steve W. Martin who teaches sales strategy at the USC Marshall School of Business. Martin cites a recent study that…