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How you manage makes a difference

Sales and Marketing Management

The research, completed in 2003, details how happiness extends up to three degrees of separation (for example, to the friends of one’s friends’ friends). Dynamic spread of happiness in a large social network: longitudinal analysis over 20 years in the Framingham Heart Study,” British Medical Journal, 2004. 1 Fowler, J. 3 Zajonc, R.,

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Best time to ask for a referral? Listen for warm words from your buyer

Selling Essentials RapidLearning Center

2003) Factors associated with customer willingness to refer leads to salespeople. Journal of Business Research, 56 (2003) 257–263. The blog post and Rapid Learning video module are based on the following research study: Johnson-Busbin, J. The post Best time to ask for a referral?

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Why it pays to get all tangled up with your customers

Selling Essentials RapidLearning Center

Journal of Services Marketing 1998 (12):177-194. Journal of the Academy of Marketing Science, 31(2), 109-126. The blog post and Rapid Learning video module are based on the following scholarly articles: Mittal, B., & Lassar, W. 1998) Why do customers switch? The dynamics of satisfaction versus loyalty. Burnham, T.

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Clear as mud: Why people often don’t hear what you thought you said

Selling Essentials RapidLearning Center

2003) The illusion of transparency in negotiations. Negotiation Journal, 19.2: If you’re not, but would like to see this video (or any of our other programs), request a demo and we’ll get you access. The blog post and Rapid Learning video module are based on the following scholarly articles: Gilovich, T., Leonardi P.,

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An ideal time to ask for a referral

Selling Essentials RapidLearning Center

Journal of Business Research , 56 (4), 257-263. Initiate a conversation to explore who they know who might benefit from what you provide. Source: Johnson, J. Barksdale Jr, H. C., & Boles, J. Factors associated with customer willingness to refer leads to salespeople.

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An ideal time to ask for a referral

Selling Essentials RapidLearning Center

Journal of Business Research , 56 (4), 257-263. Initiate a conversation to explore who they know who might benefit from what you provide. Source: Johnson, J. Barksdale Jr, H. C., & Boles, J. Factors associated with customer willingness to refer leads to salespeople.

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Neuroscience Confirms We Buy on Emotion & Justify with Logic & yet We Sell to Mr. Rational & Ignore Mr. Intuitive

Insight Demand

i] Interview Mahoney & Zaltman, “The Subconscious Mind of the Consumer (And How To Reach It)” Harvard Business Review, Jan 13th, 2003. [ii] Michael Harris is CEO of Insight Demand , and author of Insight Selling. __. [i] ii] Daniel Kahneman, “Thinking, Fast and Slow,” p. viii] Mikels, Joseph A.; Maglio, Sam J.; Reed, Andrew E.;