Solving Invisible Needs: The New Psychology of Innovation

There are many frameworks to help companies discover the visible needs of customers, but no tools to help them uncover the deep-seated emotional needs of customers. Yet, ignoring or misjudging these needs comes at a hefty price. 1) It leads us to create products customers don’t want. 2) It leads us to create products customers … Continue reading Solving Invisible Needs: The New Psychology of Innovation

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The Secret of Customer Success: Bridging Emotional Needs

The power of emotions has been known for millennia. Aristotle first emphasized the importance of emotions in his rules of persuasion. In the last century, neuroscience unequivocally demonstrated that emotions play a central role in decision-making. We all know that customers do not make decisions based on logic alone. Yet, with some exceptions, human emotions … Continue reading The Secret of Customer Success: Bridging Emotional Needs

The Magic of the Anderson Collection

Pollock's Lucifer now resides at Stanford University and is welcoming visitors. The news is of significance to everyone for reasons described in this article. Lucifer, the crown jewel of the Anderson Collection, moved to Stanford with a retinue of 120 colorful accomplices he's befriended while living at the Andersons' residence. The whole gang is now … Continue reading The Magic of the Anderson Collection

Powerful Listening Drills for Entrepreneurs

There is a long debate amidst technology entrepreneurs about whether or not, when and how they should listen to customers. The truth is, listening is not a binary activity. Contrary to common belief research has shown that there are 4 modes of listening. Fluent listeners masterly tap into those 4 modes to best suit any situation. This post aims … Continue reading Powerful Listening Drills for Entrepreneurs