Big Brains

Dave Kinnear 1-On Leadership

If We’re So Smart: Lately, there have been many articles on most media platforms about how we humans are purposely manipulated by other humans. On the surface, that seems a bit crazy. After all, we are the most intelligent species on earth, right? Yet, we see suckers being born every day. The Silly Season Let’s start with the misleading and …

On The Other Hand

Dave Kinnear 2-Jobs & Tech, 4-ExtPost

HBR on Retail: An article in the Harvard Business Review (HBR — Jan/Feb 2019, pg 72) suggested that the brick and mortar retail industry is “squandering their most potent weapons” against their e-commerce competition. The author suggests that the hidden advantage is in the store is salespeople. I’m afraid I have to disagree. The rest of the article is fine. …

No Salesperson Needed

Dave Kinnear 1-On Leadership, 4-ExtPost

A Tale of Two Purchases: We — my wife and I — do not make large purchases very often. Recently, however, we found ourselves in the position of having to replace our two aging, high-mileage cars. And we had two very different experiences. One was salesperson-intensive. One was not. In both cases, we knew exactly what car, model, and accessory …

Poached Eggs, Customer Service, Sales

Poached Eggs, Customer Service, and Sales

Dave Kinnear 1-On Leadership

Here’s the story. I was fixing our breakfast when my wife asked why I wasn’t using the microwave egg poaching device she had recently purchased as a gift for me. Well, frankly, I had forgotten about it and had strong reservations about its efficacy. So I wasn’t all that interested in trying it out. Maybe I was hoping she’d forgotten about …

Purchase Funnel

Authentic Selling – Oxymoron

Dave Kinnear 1-On Leadership

Oxymoron “Wait,” you ask, “Are you suggesting that a person can’t be authentic and also sell?” Well, yes. And I’m not alone: “Of course, the idea of using authenticity to sell something is kind of self-contradictory and ironic, because the whole point of being authentic is not being strategic but instead behaving in a way consistent with true underlying identity …