Psychology

Death of a Sales Script: How Improvisation Took Over The World

In Arthur Miller’s Death of a Salesman, the protagonist, Willy Loman, is an ageing salesman at the end of a less than stellar career. Unable to accept that he is becoming obsolete, he instead blames his failings on an ever-increasing population. ‘There’s more people! That’s what’s ruining this country! The competition is maddening!’, he lamentsContinue Reading “Death of a Sales Script: How Improvisation Took Over The World”

Psychology

Why Adding An Option That Nobody Chooses Can Boost Your Sales By 50%

It’s a Friday night, and you and your partner have both had a long week. Neither of you are in the mood to cook, so you’ve decided to treat yourselves and go out for some pizza. ‘What about Don Beccaccia? Their homemade calzone is simply to die for,’ suggests your partner. ‘We went there withContinue Reading “Why Adding An Option That Nobody Chooses Can Boost Your Sales By 50%”

Psychology

How One Clever Trick Helped Build Innocent Smoothies into a Multi-Million Pound Brand

No one would call the rise of ‘Innocent Smoothies’ anything other than spectacular. From humble beginnings at a jazz festival back in 1999, Innocent has been catapulted to fame and fortune as the United Kingdom’s favourite smoothie-maker, cornering about two-thirds of an already saturated market. They are currently shifting a couple of million smoothies a week, andContinue Reading “How One Clever Trick Helped Build Innocent Smoothies into a Multi-Million Pound Brand”

Psychology

Suit Yourself: Why Dressing For Success Really Does Work

When Mark Zuckerberg turned up to Facebook’s IPO dressed in no more than his signature hoodie, Wall Street investors were decidedly unimpressed.  ‘He’s got to show them the respect they deserve because he’s asking for their money’, sniped one irritated analyst. Even as he defended Zuckerberg’s behaviour, Business Insider’s Henry Blodget admitted that he was probablyContinue Reading “Suit Yourself: Why Dressing For Success Really Does Work”