In this episode of Brainfluence, host Roger Dooley welcomes back Richard Shotton, a marketing expert with 23 years of experience working with major brands like Google and Mondelez. Shotton specializes in applying behavioral science to marketing and is the author of two books, including his latest, "The Illusion of Choice: 16.5 Psychological Biases That Influence What We Buy."

LIsteners will learn about the reliability of behavioral science findings in marketing, the power of precise numbers in advertising, and how to use psychological principles like the "generation effect" to make marketing messages more memorable. Shotton also discusses the importance of reducing friction in customer experiences while explaining when a little friction can actually enhance perceptions of quality. Throughout the conversation, he provides practical examples and insights that marketers can apply to improve their strategies and better understand consumer behavior.

Show Notes, Audio, Text, Resources: https://www.rogerdooley.com/richard-shotton-illusion-choice/

"Illusion of Choice" on Amazon: https://amzn.to/3WWgD2a

Richard Shotton specializes in applying behavioral science to marketing. He has worked in marketing for 23 years and helps brands such as Google, Mondelez and BrewDog with their challenges. He is the author of The Choice Factory, a best-selling book available in 15 languages, which explains how behavioural science can solve business challenges. His latest book, The Illusion of Choice came out in March 2023. He's the founder of Astroten, a behavioral science consultancy. In 2021 he became an associate of the Moller Institute, Churchill College, Cambridge University.

In this Brainfluence episode, we discuss some surprising customer experience findings from a Harvard Business Review study. Our guest, Mauro Carobene, VP and Global Head of Customer Interaction Suite at Tata Communications, sponsor of the study, joins me to share insights on how enterprises are managing and improving customer interactions today. Mauro notes that despite the high priority placed on improving customer interactions—emphasized by 94-97% of global CXOs and decision-makers—only a minority feel they are doing enough. Tune in as we explore the challenges posed by data silos, the evolving landscape of AI in customer service, and how businesses can leverage technology to provide faster, more useful interactions for their customers. He discusses the important role employee experience plays in creating positive customer interactions and highlights the transformative potential of AI and chatbots in enhancing efficiency and effectiveness.

Show notes, resources, links: https://www.rogerdooley.com/customer-interactions-hbr/ 

HBR Study: https://www.tatacommunications.com/press-release/nearly-6-10-say-their-businesses-arent-very-successful-at-consistently-delivering-positive-customer-experiences-finds-new-cx-survey/

Playlist - Full episodes: https://www.youtube.com/playlist?list=PLWpwOpolJGdKD3qDnQ6SPuXcGSI-WBo_4

Mauro Carobene is Vice President of Customer Interactions Suite at Tata Communications. He joined Tata Communications as part of the Company's Kaleyra acquisition, where he was the Chief Business Officer. In the last 25+ years, Mauro has held a number of executive roles in the Software/Telecom Industry in companies like DigitalRoute, Comptel and Nokia. Mauro has also served on multiple boards/advisory boards as a telecom software industry expert.

In this podcast episode, Roger Dooley chats with Matt Dixon, author of The JOLT Effect and founding partner of DCM Insights, about the concept of effortful experiences and the impact of customer indecision on sales. They discuss how companies often create friction and wasted effort for customers, despite knowing it is detrimental. Matt shares examples and insights on understanding the impact of customer effort on loyalty and how to fix it. They also delve into the problem of customer indecision in sales, exploring the reasons behind it and providing strategies for salespeople to overcome it. Matt introduces the JOLT framework and discusses key behaviors that can help salespeople close the sale.

Show notes, resources, audio, text: https://www.rogerdooley.com/matt-dixon-jolt/ 

Matt Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr, Korn Ferry Hay Group, as well as the research firm CEB (now Gartner).

"The last, great marketing strategy" is community... In this episode, host Roger Dooley interviews author Mark Schaefer about his new book, Belonging to the Brand. They discuss the importance of community in marketing strategies and the challenges of managing online communities. Mark explains that community involves genuine connection and communion among people, with a unifying purpose. They also touch on the impact of community on mental health, highlighting the responsibility of community managers in fostering a positive culture. They discuss the power of creating a strong brand community and the potential for businesses to create communities around related interests. They also address the question of whether there is a limit to how many communities people can participate in.

Resources, video, text version: https://www.rogerdooley.com/mark-schaefer-belonging/

Mark Schaefer is a speaker, consultant, author, and teacher who helps businesses and individuals thrive in the digital world. He has a wealth of experience in marketing and organizational development, as well as seven patents and a faculty position at Rutgers University. He writes the {grow} blog and hosts The Marketing Companion podcast, which are both highly regarded in the marketing field. He has also written 10 books on topics such as influence marketing, personal branding, and social media strategy. His books are used as textbooks at many universities and have been translated into 15 languages. He has worked with global brands and governments, and has been featured in many media outlets. He is a columnist for The Harvard Business Review, and Entrepreneur Magazine. His new book is Belonging to the Brand: Why Community is the Last Great Marketing Strategy.

 

On this episode of Brainfluence, host Roger Dooley is joined by Paul Zak, founder of Immersion, a company that uses smartwatches and fitness devices to turn activity data into business insights. They discuss neuromarketing, the limitations of traditional metrics, and the importance of immersion for user experience testing. They also talk about the correlation between immersion and psychological safety, and how their technology can be used to predict mood and energy levels in vulnerable populations.

Show notes, resources, audio, and text: https://www.rogerdooley.com/immersion-paul-zak/

Paul J. Zak is a world-renowned neuroscientist, author, and entrepreneur who has pioneered the fields of neuroeconomics, neuromanagement, and neuromarketing. He is a professor at Claremont Graduate University and a TED speaker with over 180 published papers and 19,000 citations. His latest book, Immersion: The Science of the Extraordinary and the Source of Happiness, reveals the science behind extraordinary experiences and how they can boost happiness and business success. He also co-founded Immersion Neuroscience, the first neuroscience-as-a-service company. Zak's research has taken him from the Pentagon to Fortune 50 boardrooms to the rainforest of Papua New Guinea, where he discovered the role of oxytocin in trust, morality, and love.

On this episode of Brainfluence, we explore how behavioral science can be utilized in both B2C and B2B marketing. Guest Nancy Harhut shares how campaigns that focus on emotional impact over product features can increase purchase intent.

Video, text, and resources: https://www.rogerdooley.com/nancy-harhut-behavioral/

We also discuss information gap theory and how marketers can use it to pique interest, availability bias, and autonomy bias. We dive into how giving people choices can increase the likelihood of a buying decision, and how the use of the word "because" can increase compliance. In addition, we cover temporal landmarks, guiding customer choice, and the importance of coming off as engaged and interested in clients' work. Join us as we dive into these fascinating behavioral science principles and their applications in marketing.

[00:00:00] Intro
[00:00:44] Acceptance of Behavioral Science in Marketing
[00:01:20] Skepticism in B2B Marketing
[00:06:04] Autonomy Bias in Marketing
[00:06:42] The Power of Choices
[00:10:05] Temporal Landmarks and Discounting
[00:12:36] Retirement Age Progression Tool
[00:14:07] Information Gap Theory
[00:18:17] Availability Bias
[00:18:53] Availability Bias
[00:21:18] Overcoming Bias in B2B Purchases
[00:24:08] Automatic Compliance Triggers
[00:24:43] The Power of "Because"
[00:25:26] The Credibility of Charts and Graphs
[00:27:39] Using Behavioral Science Principles in Marketing

Nancy Harhut is the Chief Creative Officer at HBT Marketing. She specializes in blending creative with decision science to prompt responses and has spoken at industry conferences around the world. Prior to co-founding HBT Marketing, she held senior creative management positions with Hill Holliday, Mullen, and Digitas, and has won over 175 awards for digital and direct marketing effectiveness.

In this episode of Brainfluence, host Roger Dooley interviews Sam Tatam, Global Principal and Head of Behavioral Science at Ogilvy Growth and Innovation.

Show notes, transcript & resources: https://www.rogerdooley.com/sam-tatam-evolutionary/

Tatam discusses his background in organizational and industrial psychology and advertising strategy, as well as his work at Ogilvy, where he and his team develop interventions and shape communications for some of the world's biggest brands and organizations. They also talk about Tatam's new book, Evolutionary Ideas: Unlocking Ancient Innovation to Solve Tomorrow's Challenges. The conversation covers various topics related to behavioral science and marketing interventions, including the power of quantity anchoring, the TRIZ framework, operational transparency, and the concept of choice.

In this episode of Brainfluence, host Roger Dooley interviews AJ Harper, an editor and publishing strategist, about her career as a developmental editor and ghostwriter, her new book, and the importance of understanding the reader as a character in non-fiction writing. AJ shares her insights and experiences in the world of writing and publishing, providing valuable tips for aspiring authors.

Show notes & resources: https://www.rogerdooley.com/aj-harper-must-read/

During the interview, AJ and Roger discuss their intertwined book origin stories and their experience at a writer's retreat co-hosted by Mike Michalowicz and Michael Port. AJ emphasizes the importance of a transformational core message in non-fiction writing and marketing, and discusses editing for a deeper reader connection. She also encourages authors to do their own developmental editing before handing it off to a professional editor.

AJ's expertise in developmental editing and ghostwriting shines through as she provides valuable advice for writers looking to improve their craft. Her new book and her insights on the importance of understanding the reader as a character in non-fiction writing make this interview a must-listen for anyone interested in the world of writing and publishing

Tom Peters is an author and legendary business thinker who has written 19 books. His new title is Tom Peters' Compact Guide to Excellence. It's a small book packed with short bites of wisdom curated by Tom to encourage a humanistic approach to business. In this episode, he explains why the most important decisions in business are promotions, and that often managers don't spend enough time on them or know how to do them correctly. He shares a technique for choosing the best candidate he learned in a conversation with an Indian general.

The entire episode is packed with Tom's plain-spoken, hard-hitting wisdom. You'll learn why a company's front-line managers are the most important group in the firm. He explains why big companies rarely do things right, and that mid-sized companies are often the most valuable contributors to society and the economy.

Show notes, resources, text and video: https://www.rogerdooley.com/tom-peters-compact-excellence/ 

In business, we have a bias for busyness. Doing something is always better than doing nothing, to most of us. Indeed, Brainfluence guest and management expert Tom Peters famously proclaimed "a bias for action" to be a key component of excellence.

But, is it possible that doing nothing could sometimes be the best strategy?

In today's episode, we welcome Jinny Uppal, who has studied the science of action-taking and discovered that constantly being busy can be counter-productive. Jinny has compiled her research into a book called IN/ACTION: Rethinking the Path to Results, in which she argues that taking breaks and being mindful can lead to more sustainable growth than constantly striving for progress.

As a business consultant, investor, author, and speaker, Jinny now helps others achieve their goals without burning out. In this conversation, Jinny shares her own experience of shedding the busyness bias and embracing a more strategic approach to success, and explains the science behind the action bias and how we can motivate ourselves to overcome it.

Can you be authentically charismatic? Renowned behavioral investigator Vanessa Van Edwards has always been fascinated by the 'science of people'. A (famously) socially awkward person, Vanessa's first book Captivate, covered the problems we face in communicating with other people and provided science-backed ways to overcome them. Now with her new book, Cues: Master the Secret Language of Charismatic Communication , Vanessa helps us level up our communication skills by revealing the secrets behind charismatic communication.

Show notes and resources: https://www.rogerdooley.com/vanessa-van-edwards-cues/   

In today's episode of Brainfluence, Vanessa uncovers the two things that create charismatic personalities – warmth and competence. Competence cues involve the numbers, data, awards, certifications, or degrees that validate your knowledge. Warmth cues involve personal stories, anecdotes, case studies, gifts, funny videos, or the like that add trust, reliability, friendliness, and fondness to your persona. The balance between the two is a joy for our brains.

Vanessa discusses the cues to use and the cues to avoid in our communication. Going in-depth about the four primary cues – words, body language, vocal factors, and imagery, she explains how to employ them in speeches and meetings. She also explains how our communication cues have changed since the pandemic began and how to express ourselves effectively despite these changes.

The last time Eric Barker, we spoke about his book, 'Barking Up The Wrong Tree', the Wall Street Journal best-seller that taught us a science-based approach to success. Next, his brand new book called Plays Well With Others, is an invaluable guide that will help you achieve everything you want with your relationships – either by making them work, or helping you fail spectacularly!

https://www.rogerdooley.com/eric-barker-plays-well/

Eric Barker uses science and research to explain how our brain understands and makes impressions of people. He gets into everything that wrongly influences our assessment of people, including confirmation bias from first impressions and, believe it or not, criminal profiling. Eric explains how instead to learn about people using values of empathy, similarity, trust, and emotion. He adds that the best way to understand someone is to make them feel connected and comfortable around you. Introducing a little bit of emotion and controversy in conversations, rather than playing safe, helps you understand people many times better because it makes discussions more enjoyable.

In this episode of Brainfluence, Roger Dooley sits down with Scott Rick, author of "Tightwads and Spendthrifts," to delve into the psychological forces that shape our spending behaviors. Are you a tightwad who feels pain with every purchase or a spendthrift who can't resist a good deal? Scott Rick explains how these financial tendencies are formed, their impact on our happiness, and how they affect our relationships.

Listeners will learn about the "tightwad-spendthrift scale" and the psychological mechanisms driving these behaviors. Scott discusses the concept of "categorical thinking" and its influence on spending decisions, as well as the difference between frugality and tightwaddism. The conversation also covers demographic trends, the role of opportunity costs, and strategies to find a balanced approach to spending.

Tune in to discover where you fall on the spectrum and gain practical tips to manage your financial habits better. Whether you're looking to understand your own spending patterns or seeking advice on achieving financial harmony, this episode offers valuable insights for everyone.

Show notes, resources, links: https://www.rogerdooley.com/tightwad-spendthrift-scott-rick/ Book at Amazon: https://amzn.to/3z7Ep31

Scott Rick is a renowned author and behavioral scientist specializing in consumer financial decision-making. He is the author of "Tightwads and Spendthrifts," a book that delves into the psychological drivers behind different spending behaviors. Scott holds a Ph.D. in Behavioral Science and Marketing from Carnegie Mellon University and is a faculty member at the University of Michigan's Ross School of Business. His research focuses on the emotional and cognitive factors that influence consumer behavior, offering valuable insights for both individuals and businesses.

For decades, market research consisted mostly of surveys and focus groups. Now we have a host of new tools to track our audiences – what they see, what they read, what they think and how they feel. Today's episode of Brainfluence features neuroscience-based marketing expert Benny Briesemeister.

Show notes, links, resources, video & text versions:
https://www.rogerdooley.com/benny-briesemeister-neuromarketing/

Benny discusses the science, evolution, growth, scope, and future of neuromarketing. He gets into the details of the most powerful neuromarketing technique, fMRI, its cost concerns, and how the marketing sector can better utilize it.

Neuromarketing offers marketers the advantage of understanding the non-conscious drivers of human behavior and decision-making. To get a clearer picture of the transformative power of neuromarketing for business, tune in to this episode.

[0:00] Intro

[01:17] Large corporations use neuromarketing to increase sales.

[03:40] Academic acceptance of neuromarketing

[05:46] Deloitte gets into consumer neuroscience

[07:09] Behavioral data vs. Market research data

[10:12] How neuroscience is revolutionizing marketing

[12:05] Using GSR - Galvanic Skin Response

[12:25] Neuromarketing helps segment customers

[15:29] Three basic types of motivation

[21:53] FMRI - advantages and disadvantages

[24:06] Cost concerns of fMRI

[27:18] Using smartphones, smartwatches, fitness trackers, etc. for neuromarketing

Choice architecture, the way choices are presented to people, is often overlooked as an important influence on both big and small decisions. One of the world's most recognized researchers on decision-making, Eric Johnson, has studied choice architecture and its effects on behavior. Understanding how we make choices and improving their presentation helps us design better processes for many important situations. We are all choice architects, Eric says.

Show Notes, Transcript, Resources: https://www.rogerdooley.com/eric-johnson-choice/
Book: https://amzn.to/3Jp7abM 

Eric joins Brainfluence to dissect our roles as choice architects and explain how to change our choice architectures to arrive at better decisions. A well-designed choice architecture helps you to look beyond the easiest and most accessible paths or memory-based preferences. Eric also explains how default choices are formed, the 3 E's that make them, and how to not be blinded by them.

You'll learn about how choice architecture applies to our most basic decisions in life, including choosing a dress to wear or voting for a political party. You'll also learn to make better decisions when faced with an overwhelming number of options. In a nutshell, you'll understand that the clearer you can see your choices, the better your decision-making becomes.

What is "conation?" According to seasoned marketing and strategy leader Sandeep Dayal, conation is incredibly important in the marketing world. It refers to the desire or will of people to perform an action – it helps marketers assess what causes a customer to opt-in or out of a buying decision.

Notes & Resources: https://www.rogerdooley.com/sandeep-dayal-branding/

Sandeep Dayal joins Brainfluence to explain purchase decisions, brand identity, brand positioning, customer-centricity, and customer experience for brands that want to find and sell to their audiences ethically. He breaks down the process of a customer's buying decision, the three factors that affect the designing of empathetic brands, and the three principles of self-regulation for marketers, among other things.

Recognition of the need to optimize customer experience continues to grow. As Sandeep explains, the better a customer's mind is familiar with your brand's offerings, the better the chances are they would buy from you. Make an effort to get to know your customer – understand their pain points, questions, and concerns, and align your marketing strategy to find them the answers to their most persistent questions.

Businesses today face the challenge of balancing their core values with the realities of the digital age — an age that has customers expect 24/7 access to brands. Surprisingly, the brands that put their customers first have survived even the worst phases of the pandemic, according to best-selling author and returning guest on Brainfluence, John Jantsch.
Notes & Resources: https://www.rogerdooley.com/john-jantsch-engine/

John advocates customer-centric marketing and brings us lessons from his most recent book, The Ultimate Marketing Engine: 5 Steps to Ridiculously Consistent Growth. He talks about the importance of focusing less on generating "more" leads. Rather, you should enhance the buying experience of your existing customers to generate organic referrals and leads. He explains how strategically (and authentically) partnering with your top 20% customers does your business more good than investing in lead generation. John also reveals his 5-step marketing process that helps discover and map businesses to their ideal customers.

Consistent business growth in today's times depends almost entirely on the quality of customer experience offered. Improve it and your customers will take your business to the next level before you  know it. Tune in to the conversation to learn more!

Dorie Clark joins us today on Brainfluence discuss her new book, The Long Game and  to explain why a long-term strategy is essential to help us achieve our goals in life. In this era of instant gratification, it's hard to wait until a business strategy works or the results of practice start showing results. But, Dorie notes, success is a product of long-term consistency for example, a one-percentage daily improvement (as James Clear explained in Atomic Habits). This approach requires you avoid frequent changes. Rather, you must keep going and stick to a strategy that works for you.

Creating mental space is essential on your path to success. If you stuff all your hours with work, not heeding the long-term implications of constant jam-packed days, you will never know if you're heading where you want to.

Listen to today's conversation as Dorie and Roger discuss many more topics, including why you must create room for whitespace in your calendar and how to do that even if you don't have schedule flexibility.
Show page with video and text versions, resources, etc.: https://www.rogerdooley.com/dorie-clark-long-game/

Dan Pink explores a new and surprising topic: Regret. We all have regrets, and usually we think of regret as something to avoid. Not so, says Dan. He explains how regret can be a positive force, the four categories of regret, and more.

Show notes: https://www.rogerdooley.com/dan-pink-regret/

Video: https://youtu.be/Gx32A_c5Pyk

One of the most interesting people I've had on Brainfluence is Wired co-founder Kevin Kelly. He's a renowned futurist, a perpetual gadget guru, a serious photographer, and an even more serious traveler. His latest project doesn't fit our usual conversation topics, but, as expected, his insights are fascinating.
Book link: https://amzn.to/33rqNzv
Show notes link: 
Kevin Kelly, co-founder of WIRED and renowned futurist, has toured Asia for over half a century. Not only has he witnessed its changing culturhttps://www.rogerdooley.com/kevin-kelly-vanishing/e and landscape, but he's also captured his experience in 9000 photographs, later compiled into 1000 pages of his most recent book, Vanishing Asia.

Kevin set off for Asia in 1972 with a film camera. With no remote idea about Asia or its culture, he started to document the traditions that eventually seemed "disappearing even from first sight". He put together the results from his privileged journey (as he describes it) in his three-volume book, which speaks everything traditional about Turkey in the West to Japan in the East.
Kevin's current title at Wired is "Senior Maverick," a designation I'm sure you will agree is appropriate.

In today's episode, we are joined by Nathalie Nahai, an international speaker, author, and consultant whose work explores the intersection between persuasive technology, ethics, and the psychology behind evolving consumer behaviors. Nathalie talks about the concept in the book Business Unusual, the importance of trust for consumers today, the meaning of eudaimonic culture, and examples of companies with eudaimonic culture. She also shares some insights on similarity and social identity, virtual work, what we can do to be better at virtual meetings and, building trust virtually. Tune in to learn more about building better customer relationships and a successful, sustainable organization.

Show Notes: https://www.rogerdooley.com/nathalie-nahai-unusual/ ‎

Key Moments:
[01:43] The concept of the book Business Unusual
[03:14] The importance of trust for customers today
[05:37] The dissonance between the experience for the customers and the internal marginations of the company
[07:35] Eudaemonic culture
[09:22] Examples of companies with a eudaemonic culture
[14:41] People learning meaning
[17:07] Similarity and social identity
[18:08] The thoughtful marketing experience
[22:38] Virtual work
[25:06] What can one do to be better at virtual meetings?
[28:00] Building trust virtually
[29:18] Zoom happy hours

 

Cass R. Sunstein is currently the Robert Walmsley University Professor at Harvard. He is the founder and director of the Program on Behavioral Economics and Public Policy at Harvard Law School. In 2018, he received the Holberg Prize from the government of Norway, sometimes described as the equivalent of the Nobel Prize for law and the humanities. In 2020, the World Health Organization appointed him as Chair of its technical advisory group on Behavioural Insights and Sciences for Health. From 2009 to 2012, he was Administrator of the White House Office of Information and Regulatory Affairs. He's co-author with Richard Thaler of the best-seller NUDGE.

Sunstein's new book is  SLUDGE, which builds on the ideas in Nudge and describes how bad processes, whether unintentionally bad or bad by design, waste billions of dollars and untold hours in effortful citizen and customer experience. Sunstein joins Brainfluence for a lively discussion of sludge, friction, and how to make the world a better place.

In this episode of Brainfluence we dive into the psychological triggers that influence decisions with negotiation guru Keld Jensen. Keld brings a wealth of expertise with 25 books to his credit and a career advising top organizations worldwide. In this episode, we explore not only business negotiations but also everyday scenarios where negotiation plays a crucial role—from family life to professional interactions.

Today, Keld will share his insights on the pivotal role of trust in negotiations, explaining why it's not just about the deal, but how you make the other party feel. Expect to learn how even your wardrobe can impact negotiations and why mirroring your counterpart might just build that crucial rapport. Keld also introduces us to his negotiation ethics code, emphasizing honesty and transparency—values that he believes should anchor every negotiation.

Keld discusses the complexities of virtual negotiations in today's digital world, like the challenges of engagement without physical cues, and how AI tools like chat GPT can revolutionize preparation and execution in negotiations. Keld's latest book is Negotiation Essentials: The Tools You Need to Find Common Ground and Walk Away a Winner

Show notes, text, audio, resources: https://www.rogerdooley.com/negotiation-keld-jensen/

Negotiation Essentials: https://amzn.to/44WA6TT 

Keld Jensen is an internationally recognized business and negotiation expert, advising governments and major corporations on optimized solutions for complex problems. With a background in sales and marketing and experience as a CEO of a publicly traded Scandinavian company, he teaches at top universities, including Baltic Management School, Aalborg University, and Thunderbird School of Global Management. Jensen has appeared on international TV over 200 times, contributed to major publications like Forbes, and founded MarketWatch Center for Negotiation Ltd. He has consulted for clients such as Vestas, Novo Nordisk, Johnson & Johnson, and UNICEF. A prolific author of 23 books available in 35 countries, he has over 2.8 million readers. In 2016, he was named one of the world's Top 100 Thought Leaders on Trust.

Joining Roger on today's show is the highly energetic and informative Andrew Davis. Andrew Davis is a best-selling author, keynote speaker, and wealth of knowledge in marketing, public speaking, customer experience, and building a powerful legacy. Not to mention, Davis has also produced for NBC and The Muppets.

Throughout this fascinating episode, Davis reveals his first-hand experience of adapting to virtual events in light of the COVID-19 pandemic and discusses the importance of production quality. The influential marketing expert also shares the secret to becoming an in-demand speaker, offering valuable advice on how to captivate and delight your audience. Key points covered throughout the episode include:

 Show Notes Page:  https://www.rogerdooley.com/andrew-davis-referable/

[0:40] - Introduction to Andrew Davis.
[1:24] - Embracing virtual events and presentations.
[2:06] - Andrews's top three learnings of creating successful virtual experiences.
[5:17] - The creation of The Referable Speaker.
[8:29] - The four categories of public speakers.
[12.37] - How to surprise and delight your audience.
[19.43] - The key to attracting referrals.
[23.40] - The journey to now: an insight into Andrews professional roadmap.
[25.04] - The power of tracking data for growth.
[26.24] - Mastering customization and knowing your audience.
[28.24] - The impact of a signature bit.

Thomas Zoëga Ramsøy is the CEO and Founder of Neurons Inc, a global leader in applied neuroscience. A neuropsychologist with a Ph.D. in neurobiology and neuroimaging, Thomas has worked with leading universities like Oxford, Cambridge, Stanford, and Harvard, using a combination of psychology and neuroscience to understand what drives our choices and behaviors.

In this episode, we discuss how Neurons' eye-tracking tool works, the circumstances where eye tracking can really make a difference, and when you should consider combining this technology with other neuromarketing tools. Listen in to learn how organizations can harness the power of neuromarketing (without the often hefty price tag) and how the pandemic has had a lasting impact in the neuromarketing space.

You can find show notes and more information by clicking here: https://bit.ly/36ZeyZN

Juliet Funt is a keynote speaker and advisor to Fortune 500 companies. She's the founder and CEO of the efficiency firm Juliet Funt Group and an evangelist for expanding the potential of companies by unburdening their talent from busywork. She has also put her insights into a new book, A Minute To Think: Reclaim Creativity, Conquer Busyness, and Do Your Best Work.

Listen in as Juliet explains what white space is and why it is so important to enhance productivity in the workplace and get away from the hustle culture that has so many of us feeling burned out. She also shares some of the small ways that white space can be incorporated into your day, why we need to break the assumption that white space is only for recuperation, and tips on how to get away from living in your inbox so you can be less frazzled and more productive.

You can find show notes and more information by clicking here: https://bit.ly/2VZ1n8X

Gleb Tsipursky is the founder and CEO of Disaster Avoidance Experts. A thought leader in future-proofing and cognitive bias risk management, Gleb joins the show for a second time to share insights from his new book, Returning to the Office and Leading Hybrid and Remote Teams: A Manual on Benchmarking to Best Practices for Competitive Advantage.

Listen in as we discuss how COVID-19 has changed how businesses handle shutdowns, as well as the primary cause of the market failure during the pandemic. Glen also shares the different biases that come into play when it comes to decision-making around remote work and how organizations can balance the desires of their employees for a hybrid workplace with the needs of the organization.

You can find show notes and more information by clicking here: https://bit.ly/3woZbEh

Richelle Taylor is a leader in performance improvement and marketing services in North America. She oversees One10's go-to-market strategy and its Incentives & Recognition business segment, which includes global rewards and technology development for One10's propriety performance improvement platform, PerformX.

In this episode, we talk about the good and the bad of sales incentive programs. Listen in to learn what programs that work well have in common and the one non-negotiable that every sales incentive program should include. We also discuss other types of incentive programs that can help to increase employee engagement and loyalty, as well as why the focus of incentive programs should not be solely on top performers—and where that focus should be instead.

You can find show notes and more information by clicking here: https://bit.ly/3At5PMQ

Before he became internationally recognized as one of the world's foremost experts on body language, Joe Navarro was an eight-year-old refugee fleeing communist-controlled Cuba. In America, as a non-English speaker, he survived by observing others, eventually going on to lead a career as an FBI Special Agent studying and applying the science of non-verbal communication. From there, he went on to spend a quarter-century with the FBI, pursuing spies and other dangerous criminals across the globe.

In this episode, Joe describes how he has collected his hard-earned lessons in his new book, Be Exceptional, distilling his experience into five principles that outstanding individuals live by. He also shares why observation is the key to innovation, what the pandemic has taught us all about body language and facial expressions, and where he sees the future of business and personal communication going.

You can find show notes and more information by clicking here: https://bit.ly/2T1gcGR

Very few of our guests have a nickname or a tagline, but Jim Morris does: Tagline Jim. He's worked as a copywriter and creative director at ad agencies like FCB and DDB Worldwide and as a freelance copywriter for 25 years. Jim is responsible for dozens of successful taglines, including We are Flintstones Kids, Ten Million Strong and Growing, the cornerstone of one of the longest-running ad campaigns of the last half century.

Listen in as we discuss whether taglines have become obsolete with the rise of social media, why they have fallen out of grace with marketers in recent years, and why so many taglines don't really mean anything. Jim also shares his views on why there is so much bad advertising in the market and the reasons behind it, including the impact of groupthink, lawyers, and neuromarketing in the advertising space.

You can find show notes and more information by clicking here: https://bit.ly/3xyVP2v

Ron Friedman, Ph.D., is an award-winning psychologist who has served on the faculty of several prestigious colleges in the United States, and has consulted for political leaders, nonprofits, and many of the world's most recognized brands. Popular accounts of his research have appeared in major newspapers and magazines, such as The New York Times and Psychology Today. Ron is also the founder of ignite80, a learning and development company that translates research in neuroscience, human physiology, and behavioral economics into practical strategies that help working professionals become healthier, happier, and more productive.

Listen in as we discuss the powerful third path on the way to success: reverse engineering. You'll learn what it means to reverse engineer greatness, how to structure conversations to elicit the most useful information, and why modeling after someone else's success is generally not a good idea. Ron also shares the one insight that will give you the freedom to forge your own path on your way to greatness.

You can find show notes and more information by clicking here: https://bit.ly/3iLXVYJ

Ray Iveson has 30 years of experience developing measurement systems related to product efficacy. The inventor or co-inventor of more than 70 novel and proprietary measurement systems, technical methods, software systems, and consumer perception models, Ray currently serves as Vice President of the Methods and Measurements and Global Quality Assurance Department at The Duracell Company.

In this episode, he shares why the way in which consumers respond to products is just as important as the qualitative measurements that make up new product development. Listen in to learn how he correlates those measurements to the overall consumer experience and perception, as well as the importance of measuring the things you're not being told by consumers in order to get the complete picture of how your product really stacks up.

You can find show notes and more information by clicking here: https://bit.ly/34WEnbF

Melina Palmer is the founder and CEO of The Brainy Business, which provides behavioral economics consulting to businesses of all sizes from around the world. Melina obtained her bachelor's degree in Business Administration: Marketing and worked in corporate marketing and brand strategy for over a decade before earning her master's in Behavioral Economics. She has contributed research to the Association for Consumer Research, Filene Research Institute, and runs the Behavioral Economics & Business column for Inc. magazine.

Listen in as Melina shares her extensive insights into all the things that customers want but cannot tell us they want, including whether you should lead with the most expensive option when it comes to selling and how to use partitioning to our advantage. We also dive into some of the neuroscience behind behavioral economics and discuss why people buy and how to use that "why" to build better sales, relationships, and messaging.

You can find show notes and more information by clicking here: https://bit.ly/3yQo8uD

In this engaging episode of Brainfluence, we dive deep into the psychology of persuasion with Michael McQueen, an acclaimed speaker and author from Sydney, Australia. Michael shares invaluable insights from his latest book, "Mindstuck," exploring how we can master the art of changing minds in an ever-evolving world. He delves into why our instinctive reactions often override our rational thought, the impact of emotional and narrative-driven decision-making, and practical strategies for overcoming resistance to change. Whether you're looking to influence customer behavior, shift organizational culture, or simply understand the complexities of human psychology, this conversation will equip you with the tools to make a real impact. Tune in to learn how to navigate and reshape the way we think about change and persuasion.

Resources, text, video: https://www.rogerdooley.com/mindstuck-michael-mcqueen/

Amazon: https://amzn.to/3QkrxMF

YouTube: https://youtu.be/3W3OaLcJ9BQ

 

Paul Zak is the founding Director of the Center for Neuroeconomics Studies and Professor of Economics, Psychology and Management at Claremont Graduate University, as well as founder and Chief Immersion Officer of Immersion Neuroscience. Paul's two decades of research have taken him from the Pentagon to Fortune 50 boardrooms to the rainforest of Papua New Guinea, all in a quest to understand the neuroscience of human connection, human happiness, and effective teamwork.

Listen in as we dive into how to create trust using science-backed insights, how immersive experiences factor into trust, and what companies can do to cultivate immersion and use it to their advantage. Paul also shares the precursors to creating a great experience and explains why Maslow's hierarchy of needs always wins—and what that means for creating stellar experiences.

You can find show notes and more information by clicking here: https://bit.ly/3hZVfGa

Ximena Vengoechea is a user researcher, writer, and illustrator whose work on personal and professional development has been published in Inc., The Washington Post, Newsweek, and Huffington Post. She is a contributor at Fast Company and The Muse, and is best known for her project The Life Audit. An experienced manager, mentor, and researcher in the tech industry, she previously worked at Pinterest, LinkedIn, and Twitter. 

Ximena joins us today to discuss the long lost art of listening as a means of connecting with others, including how to differentiate between what people say and what they actually do, how to get away from surface listening, and how to know when to follow-up or let the conversation flow. Ximena also shares how silence is often used as a tool in user research, and how we can all use silence to our advantage when it comes to connection.

You can find show notes and more information by clicking here: https://bit.ly/2S279Vo

Howard Tiersky is a successful entrepreneur who has been named by IDG as one of the 10 Digital Transformation Influencers to Follow Today and by Enterprise Management 360° as "One of the Top 10 Digital Transformation Influencers That Will Change Your World." He is the author of the WSJ best-selling book Winning Digital Customers: The Antidote to Irrelevance and is the founder of two companies that enable large brands to win in the digital world, FROM: The Digital Transformation Agency, and Innovation Loft.

Listen in as Howard shares his take on how to thrive in the digital age and remain relevant to your customers by providing a seamless online experience, what one of the best predictors of successful financial performance of a company is, and what the number one indicator of a successful business is. If you're yearning to maximize your presence and drive transformation in today's digital world, this is an episode you can't afford to miss.

You can find show notes and more information by clicking here: https://bit.ly/3o127V0

Dr. Robert Cialdini is known as the foundational expert in the science of influence. His Principles of Persuasion have become a cornerstone for any organization serious about effectively increasing their influence. He is a New York Times, Wall Street Journal, and USA Today bestselling author, with over five million copies sold in 44 different languages. He is also the president and CEO of INFLUENCE AT WORK and a popular keynote speaker.

Many listeners are familiar with Robert and his Principles of Persuasion, but the launch of his new and expanded book is worth revisiting his theories on the psychology behind persuasion. Listen in as we discuss how to use shortcuts for persuasion, why words can be a powerful force, and how to use one particular social technology to up your persuasion game.

You can find show notes and more information by clicking here: https://bit.ly/3aSo5UO

Matt Tullman is co-founder and CEO of Merchant Mechanics, and a founding partner at Bellwether Citizen Response. With over 25 years of experience in the consumer insights industry, Matt continues to pioneer the development and application of behavioral, implicit, and neuroscience research techniques that help brands better understand the subconscious emotional drivers of motivation and decision-making. His research has been published in prominent business publications and academic journals, including the Journal of Advertising Research, Forbes, and The Wall Street Journal. 

In this episode, Matt discusses his latest article titled "How NOT To Fight Vaccine Hesitancy: Lessons from Brain Science (and Nancy Reagan)" and shares why the key to combating vaccine hesitancy is to appeal to the emotional side of vaccine objections. He also discusses why all the science in the world will not be enough to combat vaccine hesitancy, and what the focus should be on instead.

You can find show notes and more information by clicking here: https://bit.ly/3vBGxcn

Colin Bryar joined Amazon in 1998—four years after its founding—and spent the next 12 years as part of the senior leadership team as the company grew from a domestic (US-only) seller of books to a global, multi-dimensional powerhouse and innovator. He served as Vice President at Amazon, and spent two of his years as Chief of Staff to Jeff Bezos, a.k.a. "Jeff's shadow." During this time, he spent each day attending meetings, traveling, and discussing business and life with Jeff.

In this episode, Colin describes what it was really like working alongside Jeff Bezos, as well as what Jeff's superpowers are when it comes to business. Listen in to learn how Amazon developed single-thread leadership within the organization, why the company moved away from using PowerPoint as a means of persuasion and analysis (and what they use instead), and what Jeff Bezos considers one of the best things that Amazon has ever done.

You can find show notes and more information by clicking here: https://bit.ly/3sFpeVI

Judy Samuelson is Founder and Executive Director of the Aspen Institute Business and Society Program and a Vice President at the Aspen Institute. Signature programs under Judy's leadership include a ten-year campaign to disrupt Milton Friedman's narrative about corporate purpose, a multi-year dialogue to produce the Aspen Principles of Long-Term Value Creation, and a partnership with Korn Ferry to rethink executive pay. She also writes regularly for Quartz at Work, is a Bellagio Fellow, and serves as a Director of Financial Health Network.

This episode is a little different than usual, but I know that the message will resonate with any business person who is trying to achieve long-term success. Listen in as Judy shares the new rules for long-term business success, including the shift to view employees as your best asset instead of a cost of operations, the questions to ask when looking at automation in the value-creation process, and how to find the balance between value creation and ongoing organizational sustainability.

You can find show notes and more information by clicking here: https://bit.ly/3t9cbgk

Mark Schaefer is a globally-recognized keynote speaker, educator, and business consultant. The bestselling author of nine path-finding books, including the first book ever written on influence marketing, Mark has worked in global sales, PR, and marketing positions for 30 years and provides consulting services as Executive Director of Schaefer Marketing Solutions. His books are used as textbooks at more than 50 universities, have been translated into 12 languages, and can be found in more than 750 libraries worldwide.

In this episode, Mark explains how to create momentum when you don't have millions of dollars to spend, why some people get to the next level and some people don't, and the research behind how people create momentum in all areas of life. Listen in to learn why there has never been a more fascinating time to be in marketing, as well as how we can be heard amongst all the noise.

You can find show notes and more information by clicking here: https://bit.ly/3wmjYcJ

Danny Iny is the founder and CEO of Mirasee, a leading voice in the world of online courses, and a bestselling author. He has been featured in the Harvard Business Review and Entrepreneur, and contributes regularly to publications including Inc., Forbes, and Business Insider. He has also spoken at institutions like Yale University and organizations like Google, and his work on strategy training won special recognition from Fast Company as a "World Changing Idea."

In this episode, Danny takes us through how the pandemic has accelerated the adoption of online courses by the public, as well as where the opportunities lie now that it seems everyone has an online course to sell. He'll also share the key ingredients for a really effective course,  how you can create a more immersive course experience for your students, and how to optimize your marketing tactics for your potential customers.

You can find show notes and more information by clicking here: https://bit.ly/2PdlUmZ

Jason Falls leads digital strategy and hosts two marketing podcasts (Digging Deeper and Winfluence) at Cornett, a full-service advertising agency based in Lexington, KY. His work has touched major brands and has been recognized with national and regional awards, including a 2020 Shorty Award for his influencer marketing work. He has worked with iconic brands like Buffalo Trace, Weller, Jim Beam and Maker's Mark bourbons, GE Appliances, AT&T, General Motors, and more.

In this episode, Jason shares key insights from his new book, Winfluence: Reframing Influencer Marketing to Ignite Your Brand. Listen in as he explains why we need to get out of the silo of thinking about influencers as frivolous and instead look at them for what they really are: brilliant content creators who have created genuine connections with—and influence over—their audiences. You'll learn where the real power of influence marketing is, what you need to have in place before diving into this type of marketing, and how you can optimize your outreach efforts to influencers.

You can find show notes and more information by clicking here: https://bit.ly/3tNOLgq

In this episode of Brainfluence, we welcome guest Micah Solomon, a renowned customer service expert, to explore the nuances of "Iconic Customer Service." Micah delves into the delicate balance between providing personalized service without crossing into intrusiveness, introducing his "gold touch" method as a way to enrich customer interactions. Throughout the conversation, they tackle various challenges companies face, such as the ones Princess Cruise Lines encounters in delivering personalized service. Importantly, Micah emphasizes the significant impact of language on brand identity and the intricate relationship between customer service agents, AI, and customers. Micah describes the importance of employee happiness in creating a positive customer experience, advocating for fair compensation and thorough empathy training. Furthermore, Solomon discusses the adoption of technology to create anticipatory and seamless customer experiences, insisting on keeping it unobtrusive to maintain human-centric service. Micah Solomon's new book is, "Can Your Customer Service Do This?," which delves deeper into his principles of creating customer service that's not only responsive but also anticipatory, ensuring that loyalty lasts forever.

Show notes, resources, audio, text: https://www.rogerdooley.com/micah-solomon-customer-experience/

Book: https://amzn.to/3QdhFo1

 

Jim Ewel is one of the leading voices on Agile marketing. He co-organized the first meeting of Agile marketers and co-authored the Agile Marketing Manifesto. Today, his blog is one of the most trusted sources on the topic, and he runs an Agile marketing consultancy, where he has helped over 65 organizations adopt this future-proof approach to marketing. 

In this episode, Jim shares insights from his new book, The Six Disciplines of Agile Marketing: Proven Practices for More Effective Marketing and Better Business Results, and explains why it's time that organizations make the shift to Agile marketing if they haven't already. Listen in to learn how to get all departments on board with Agile marketing's principles and practices, as well as how Agile marketing can not only save time and money, but also catapult virtually any marketing organization into next-level business results.

You can find show notes and more information by clicking here: https://bit.ly/3qR93Uc

Stephen Denny and his co-author Paul Leinberger are principals in the boutique consultancy Denny + Leinberger Strategy, which focuses on spotting trends that drive business performance and gives clients the tools and insights to act on them so they can achieve real-world financial results. Both Denny and Leinberger have worked with Fortune 500 brands and global multinationals across a variety of industries, including Microsoft, General Mills, Nestle, and Disney.

Stephen joins me today to discuss the intersection of culture and technology, shedding light on the interesting impacts technology has had on our culture. Listen in as he shares his insights into how brands can build trust with their customers through harnessing the power of two-way and instant communication.

You can find show notes and more information by clicking here: https://bit.ly/3qljnUq

Jeff Gothelf's work centers around transformation, both in the digital and professional development sense. Jeff works as a coach, consultant, and keynote speaker helping companies bridge the gaps between business agility, digital transformation, product management, and human-centered design. He is the co-author of the award-winning book Lean UX and Sense & Respond, and his newest solo effort is Forever Employable: How to Stop Looking for Work and Let Your Next Job Find You.

In this episode, we talk about the importance of continuous learning, the difference between employability security and employment security, and how to cultivate the former to always be able to land on your feet. Jeff also shares his perspective on why persistence is everything—especially when it comes to showing up and getting your message out there—and how sharing your expertise is the best way to land new opportunities.

You can find show notes and more information by clicking here: https://bit.ly/3aZ0hzb

Wayne Turmel is co-founder of the Remote Leadership Institute and co-author of The Long-Distance Teammate: Stay Engaged and Connected While Working Anywhere. He has spent the last two decades obsessed with how people communicate at work, and his work has helped organizations on four continents develop the communication skills needed to lead people, projects, and teams—and to make the adjustment to remote working and virtual teams.

Listen in as Wayne shares his perspective on how the pandemic has shifted the conversation around webcams and virtual meetings, and has even caused the creation of a new verb – "Zoom" – in only a few short months. You'll learn the key ingredients needed to cultivate engagement in remote teams and how we can all be more visible in our organizations without being self-serving or unlikeable in the process.

You can find show notes and more information by clicking here: https://bit.ly/3pyvrBd