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Latest Blog Posts

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
Thursday, Jul 10, 2014 Jim Karrh
Does your company’s culture enable a great customer conversation? “Culture” can seem like such a big, squishy concept that it’s (1) nearly impossible to define, (2) difficult to connect to daily behaviors, and (3) an imposed force which can’t be changed. My experience is that none of these are necessarily true. I like the pithy definition of culture from Alan Weiss: “that set of beliefs...Read More