• Useless Information vs Trust in Sales Meetings

    A recent study from Stanford Graduate School of Business warns here that having too much (or useless) information about future negotiation partners is actually worse than having no information at all. As it turns out, the false illusion of knowing how to approach your (sales) meeting made participants 46% less likely to identify important issues in the negotiation. That’s not to say checking out people’s profiles on LinkedIn or Facebook before knowing them in real life is totally bad, but it can very well take your mind off the important issues in the game.

    So don’t go running for client intelligence in all the wrong places.

    Instead, get yourself introduced to your partners by a trusted third party. Because statistically, clients are willing to pay up to 25% more in an environment that they trust.

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  • Sleeping with the Enemy: Social Media

    The long lasting debate over Social Media at work just got fueled. Again.

    Yet another study by Cisco revealed that “56% of twentysomethings would refuse to work in a job denying them access to social media or would attempt to sidestep the rule”. More than this, one in three respondents ranked social media access on the job as more important than salary and according to another study, 46 percent of teenagers aged 18 to 24 prefer Internet access to having their own automobile.

    Now, these findings sound like huge alarms all over the world. Pessimists are already heralding the end of the world “as we know it”, teachers will probably try to ban smartphones from classes and automakers will have to try and change the 100 year-old concept of delivering to people some metal on rubber wheels. If they want to keep up productivity and sell cars to young people, they will have to deliver them a whole new experience, one that integrates the natural movement from A to B with every other gadget out there.

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