Sales and Marketing Management

JUNE 10, 2019

So, along with Lee, we created a test scenario and recruited 500 people across North America and Europe to imagine themselves in a service failure situation. Four different combinations of the five apology elements were created to test for the best approach. A fifth test condition only used two of the five elements to create a control.

Emotional 93

Emotional North America Research 2018 93

Sales and Marketing Management

APRIL 13, 2020

To balance reason with emotion. If you have taken the time to evaluate the complexity of your information and the ideal communications channels, you can begin to formulate strategy. It doesn’t need a long, meandering discussion about world politics, science, or global markets. Begin with an Understanding of the New Reality.

Agenda 157

Agenda Emotional Adoptable Game 157

Sales and Marketing Management

JANUARY 9, 2020

In a simulation-based test scenario, the executives were told they were reading an email from an outside vendor sales rep they didn’t know and had never met with before. This is an approach that we’ve tested and proven, as have others, but it has not been specifically tested with executives. Decision science has the answer.

Industry 62

Industry Science Research Emotional 62

Sales and Marketing Management

JUNE 1, 2018

Demonstrating emotional intelligence and empathy goes a long way in marketing communications; no one wants to be treated as if they’re a data point. Storytelling has stood the test of time as a critical skill in sales and marketing? The science behind storytelling. Stories get a revival. The way to do that is with a story.”.

Emotional 90

Emotional Rats Morals 2014 90