Category Archives: Blog

Laughter and Perception

  1. A new study suggests brains can tell the difference between genuine and fake laughter
  2. When people hear a fake laugh, they activate a part of their brain associated with trying to understand the emotional and mental state of others
  3. The people who are best able to tell the difference between a genuine and fake laugh also activate parts of their brain engaged in movement and sensation—suggesting that people “try out” how a laugh would feel to them to understand its meaning

Source: Individual Differences in Laughter Perception Reveal Roles for Mentalizing and Sensorimotor Systems in the Evaluation of Emotional Authenticity. Cerebral Cortex, 2013

Performance and Work Environment

  1. Attempts to change the social or physical workplace environment do have positive effects on work-related outcomes
  2. Changes to the social environment seem to lead to better work performance
  3. Changes in the physical environment seem to help workers concentrate

Source: Effectiveness of a Combined Social and Physical Environmental Intervention on Presenteeism, Absenteeism, Work Performance, and Work Engagement in Office Employees. Journal of Occupational and Environmental Medicine, 2014

Smell and Advertising

  1. Marketers have a new tactic—smellizing, which is when consumers imagine a smell
  2. New studies suggest that smellizing increases consumers’ desire to purchase advertised food products
  3. Researchers suggest that marketers are not doing enough to tap into the power of smell when developing marketing material

Source: Aradhna Krishna, Maureen Morrin, Eda Sayin. Smellizing Cookies and Salivating: A Focus on Olfactory Imagery. Journal of Consumer Research

Parenting and Money

  1. A new study suggests that when parents think about money, they feel like their parenting is less meaningful
  2. Research suggests that to increase levels of fulfillment, parents should keep parenting activities and money-making activities as separate as possible
  3. This is one of a series of recent findings about parenting and happiness. For instance, recent research has shown that fathers tend to be happier than men without children, but mothers are not happier than women without children

Source: Society for Personality and Social Psychology. “Another reason to not mix work, family: Money makes parenting less meaningful, study suggests.”

Matchmaking and Happiness

  1. According to researchers at Harvard and Duke, matchmaking may make the matchmaker happier than the person he or she matches
  2. Matchmakers are happiest when they match people who likely would not have met otherwise
  3. Matchmakers may gain satisfaction from having the social acumen to recognize a social link that others have not

Source: Society for Personality and Social Psychology. “Matchmaking this Valentine’s Day: How it can bring you the most happiness.” ScienceDail

Intuition and Ability

  1. New research suggests that very simple numerical exercises (like determining how many pencils are in each pile of pencils) can significantly improve children’s math solving ability
  2. In the study, first graders who estimated the amount of objects in a pile did approximately a grade better on a subsequent test than the control group
  3. The study is one of the first to demonstrate how cultivating intuition in children can lead to enhanced mathematical performance
Source: Daniel C. Hyde, Saeeda Khanum, Elizabeth S. Spelke. Brief non-symbolic, approximate number practice enhances subsequent exact symbolic arithmetic in children. Cognition, 2014

Some rules of thumb I live by

  1. People are the key to professional, personal and social success
  2. Relationships are a choice
  3. Articulate what you want
  4. Engage with people in mutual support for mutual success
  5. Generosity and service to others is the starting point for outreach
  6. Keep a lifeline group to hold you accountable
  7. Be willing to regularly take a vulnerable look at yourself
  8. Work your plan to reach out to others
  9. Relationships aren’t a set of activities; they are a lifestyle
  10. You have a duty to be a teacher, not just a pupil


A key tenet of our approach is that business relationships and personal relationships are in essence the same (BR = PR). The book Disarming Cupid by the editors of Scientific American discusses several scientifically proven ways to enhance romantic relationships. What is interesting about it is that most of the techniques can be used in a non-romantic and even professional context. Some of my favorite findings:

  1. Excitement. Researchers such as Arthur Aron of Stony Brook show that people bond emotionally through exercise, adventure or exposure to dangerous situations
  2. Proximity. Researchers like Leon Festinger show that just being around someone tends to create positive feelings towards that person
  3. Similarity. Researchers like Dan Ariely of Duke University show that people tend to pair off with those similar in attractiveness, intelligence and background
  4. Humor. Researchers like Jeanette and Robert Lauer have showed that in long term, happy relationships, partners make each other laugh a lot
  5. Self-disclosure. Researchers such as Arthur Aron show that people tend to become closer when they share secrets with each other

Check out the book Disarming Cupid for more great insights!

Success Lives In the Margins

For too long, sales books and selling systems have tried to change the way people sell: parsing, categorizing, defining and redefining every conceivable aspect of what makes a salesperson great. You can see for yourself, a simple Amazon search for sales and marketing books produces nearly 500,000 titles, each offering some notion of how to get it right. Everybody Sells stands alone because the approach combines what your already do well with a disciplined framework for action, information sharing and engagement – all the tools you need to generate that incremental difference between just getting by and smashing success.

Between 2007 and 2009, the difference in serve speed between Grand Slam tennis match winners and losers was only 1.6%. In early 2013 the difference between being the PGA’s top driving distance golfer and ranking 20th was only 3%. The difference between Lindsey Vonn’s gold medal performance in the 2010 Vancouver Winter Olympics and failing to get a spot on the medal podium was 1.4%.

Let’s face it – Success lives in the margins.

Sustainable success doesn’t come from the latest fad, some notion of how you should fundamentally change the way-you-do or what-you-do, but instead from helping you do what-you-do better, time after time—generating that fine performance edge that separates top performers from the also-rans.

Relationship action planning is an evolutionary approach to achieving superior, sustainable sales performance. Central to the Everybody Sells philosophy is the common sense approach of organizing your efforts around the people that are most capable of helping you achieve your goals, engaging everybody that’s willing and able to support your efforts and ensuring the efficiency and effectiveness of every action you take. The Everybody Sells approach is a mindset and a strategic framework that will help you do just that.

The Liar In The Mirror

Someone’s been lying to you.  Someone has been lying to you for a very long time.
You know this person really well. 
You see the person who lies most to you every single morning—-in the mirror.

I call this person the “liar in the mirror”.

You can be the most honest person in the world to other people, yet still lie to yourself.

We let ourselves get away with things that we would never let other people get away with.

We have to realize that if we are lying to ourselves and constantly letting ourselves off the hook, we will never achieve our goals.

We have to hold ourselves accountable….

Visit my blog for a brief video and challenge from me.

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