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Latest Blog Posts

Friday, Mar 20, 2015 Jim Karrh
It is almost a tired joke, isn't it? The hopeful customer buys some furniture (or a toy, or machinery) with "some assembly required." Said hopeful customer brings home (or has delivered to the residence) a box which contains the product, lots of packing material, and a set of instructions. And the intrigue begins. I recently had my turn as the hopeful customer. We had a set of lounge chairs...Read More
Tuesday, Oct 7, 2014 Jim Karrh
As I was standing at the gas pumps, cringing and preparing to fill the tank again, I noticed this Shell station’s clever use of a psychological shortcut. Do you see it? You might reasonably assume that the three product options—Regular, V-Power, and Plus—would be arranged according to price with the lowest-priced variety on the left. However, the Shell people placed their highest-priced gas...Read More
Monday, Sep 1, 2014 Jim Karrh
What is the value of professional meetings when one can GoToMeeting without going to a meeting? As someone who speaks at meetings, attends meetings, and uses virtual-meeting tools on a regular basis I am continually evaluating what works in various settings these days. And by “works” I consider the degree to which meeting participants gain knowledge (including cultural knowledge),...Read More
Thursday, Aug 28, 2014 Jim Karrh
What’s your sales pitch? I recently led a “Pitch-IT” program at the Arkansas Venture Center for a group of salespeople, entrepreneurs, solopreneurs and everyotherpreneurs. The goal was to, in less than 90 minutes, help these (mostly young) business people learn to quickly position their product or idea. The program was titled “Elements of the Perfect Pitch.” Before getting into the meat...Read More
Friday, Aug 1, 2014 Jim Karrh
It can be exhilarating to be elevated to the role of “coach.” But that rush can give way to a crash—for the coach, learner, and organization—if the coach doesn’t know what he or she is doing. When it comes to customer conversations, I find that good coaches are few and far between. Several factors are at play: flat or reduced training budgets, leaner teams (in terms of headcount), and often...Read More