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In this episode of The Brainy Business podcast, Melina Palmer sits down with Karen Eber, author of The Perfect Story, to explore the art of storytelling and its profound impact on communication in business. Karen, an award-winning author and CEO of Eber Leadership Group, shares her insights on how storytelling is not just an art but a crucial skill for leaders looking to connect with their teams and drive engagement.
Melina and Karen discuss the common misconceptions surrounding storytelling, including the idea that a story must be perfect or fully fleshed out to be effective. They explore the practical strategies for crafting compelling narratives, emphasizing the importance of context, conflict, and relatable characters. Karen provides valuable tips on how to gather and organize story ideas to ensure you are prepared when the moment arises to share a story that resonates.
In this episode:
Discover why storytelling is essential for building understanding and connection in business. Learn how to identify and structure your stories for maximum impact. Explore the role of tension and conflict in storytelling and how to leverage them effectively. Understand the importance of audience perspective and how to tailor your stories accordingly. Gain insights into using storytelling to convey data and drive decision-making.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/491.
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In this episode of The Brainy Business podcast, Melina Palmer dives deep into the compelling world of metaphors in branding with Malcolm and Hannibal Brooks from Olson Zaltman. Discover how metaphors shape our understanding and influence consumer behavior, and why they are crucial for effective communication in marketing.
Melina, Malcolm, and Hannibal discuss the Zaltman Metaphor Elicitation Technique (ZMET), a unique approach that uncovers the underlying emotions and perceptions consumers have about brands. The conversation highlights the importance of aligning metaphors with your target audience to enhance brand loyalty and drive sales. Through fascinating case studies, including Tropicana's successful rebranding campaign and Harvard's innovative donation strategies, they illustrate how the right metaphor can transform brand messaging and consumer engagement.
In this episode:
Learn how metaphors influence our thoughts and behaviors, often without us realizing it. Discover the significance of the ZMET process in understanding consumer emotions and perceptions. Explore case studies demonstrating the power of metaphor in branding, from Tropicana to Harvard. Understand how to identify and leverage deep metaphors to connect with your audience effectively. Gain insights into the role of metaphors in creating compelling narratives and enhancing brand messaging.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/490.
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In this episode of The Brainy Business podcast, Melina Palmer welcomes Dr. Rosalind Chow, an associate professor of organizational behavior and theory at Carnegie Mellon University. Rosalind shares insights from her new book, The Doors You Can Open, where she distinguishes between mentorship and sponsorship, emphasizing the importance of actively creating opportunities for others.
Melina and Rosalind dive into the dynamics of power and status within organizations, discussing how social hierarchies can impact diversity and inclusion efforts. They explore practical strategies for individuals at any level to become effective sponsors, highlighting the significance of good listening and the power of positive connections. The conversation also touches on real-world examples, such as the story of Kim Ng and Derek Jeter, illustrating how sponsorship can lead to transformative career opportunities.
In this episode:
Discover the key differences between mentorship and sponsorship, and why both are essential for career development. Learn how social hierarchies influence decision-making and the importance of understanding power dynamics. Explore the concept of "good gossip" and how it can be used to foster connections and support others. Understand the role of listening in effective sponsorship and how it can deepen relationships. Gain insights into actionable steps you can take today to become a sponsor for someone else.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/489.
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In this episode of The Brainy Business podcast, Melina Palmer welcomes Amy Gallo, a workplace expert and author of Getting Along: How to Work with Anyone, Even Difficult People. Amy shares her insights on navigating challenging interpersonal dynamics at work and offers practical strategies for improving communication and collaboration with even the most difficult colleagues.
Melina and Amy discuss the importance of emotional intelligence and the skills necessary to foster better relationships in the workplace. They explore the eight archetypes of difficult coworkers, including the pessimist, the know-it-all, and the passive-aggressive peer, and provide evidence-based tactics for addressing each type effectively. Amy emphasizes the significance of perspective-taking and how understanding the motivations behind others' behaviors can lead to more productive interactions.
In this episode:
Learn about the eight archetypes of difficult coworkers and how to identify them in your workplace. Discover practical strategies for improving communication and collaboration with challenging colleagues. Understand the role of emotional intelligence in navigating workplace dynamics. Explore the concept of perspective-taking and how it can transform your interactions. Gain insights into the importance of agency and how to empower yourself and others in difficult situations.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/488.
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In this episode of The Brainy Business podcast, Melina Palmer welcomes Emily Falk, author of the insightful book, What We Value. Together, they dive deep into the concept of value, exploring its complex layers beyond monetary aspects and its profound impact on our relationships, society, and business practices.
Emily, a leading expert in behavior change and persuasion, shares her extensive research on how our brains calculate value and make decisions. She discusses the interplay between self-relevance and social relevance in our choices, illustrating how these factors influence not only personal behaviors but also the way ideas spread and are shared among individuals. With compelling examples, including the story of NBA player Ernie Grunfeld, Emily emphasizes the importance of framing and understanding what drives our decisions.
In this episode:
Discover the intricacies of the value calculation and how it affects everyday choices. Learn about the role of self-relevance and social relevance in decision-making processes. Explore how framing messages can enhance the likelihood of sharing information. Gain insights into the psychological strategies that can help reduce defensiveness and enhance receptivity to new ideas. Understand the broader implications of value in business and personal relationships.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/487.
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In this episode of The Brainy Business podcast, Melina Palmer is joined by Nikki Rausch, a sales coach and expert in making it easy for customers to do business with you. Drawing from her extensive experience in sales and Neuro Linguistic Programming, Nikki shares actionable insights on how to improve communication and streamline the sales process.
Together, Melina and Nikki discuss the importance of clarity in messaging and the impact of small adjustments in communication. They explore common pitfalls in email exchanges, such as the overuse of "I" statements and ineffective scheduling techniques that can inadvertently create barriers for potential clients. Nikki emphasizes the value of providing clear next steps and making the process as effortless as possible for the customer.
In this episode:
Learn how to reframe your communication to focus on the customer rather than yourself. Discover effective techniques for scheduling meetings that respect your prospect's time. Understand the significance of reducing "I" statements in your messaging to enhance engagement. Gain insights into the "Go Fish" mentality and how to avoid it in client interactions. Explore Nikki's three times technique for more effective email communication.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/486.
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In this episode of The Brainy Business podcast, Melina Palmer welcomes Mikael Klintman, author of the insightful new book, Framing: The Social Art of Influence. Their conversation delves into the powerful concept of framing and how it shapes our perceptions and actions in everyday life.
Mikael, a professor of sociology at Lund University, shares his expertise on the four categories of framing: texture, temperature, position, and size. He explains how these elements can be strategically used to influence consumer behavior and decision-making. Through engaging examples, including the marketing strategies of luxury brands like Patek Philippe, Mikael illustrates the profound impact of thoughtful framing in both personal and professional contexts.
In this episode:
Discover the significance of framing in shaping perceptions and driving actions. Learn about the four categories of framing and how they can be applied in marketing and communication. Explore real-world examples of successful framing strategies from various industries. Understand the ethical implications of framing and the importance of authenticity in messaging. Gain insights into how to analyze and improve your own framing techniques for better outcomes.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/485.
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In this episode of The Brainy Business podcast, Melina Palmer revisits the fascinating concept of framing with numbers. She explores how the presentation of numerical information can significantly influence decision-making and consumer behavior. Melina emphasizes that the way numbers are framed can be more impactful than the numbers themselves, particularly through the lens of loss aversion and familiarity.
Listeners will learn how to unlock the power of numbers by testing different frames in their business communications. Melina breaks down common pricing strategies and addresses frequently asked questions about pricing formats, including the effectiveness of ending prices in 99 versus rounding them up. She also discusses the psychological implications of using random or interesting numbers in pricing and how these choices can disrupt habitual buying patterns or enhance perceived value.
In this episode:
Discover the importance of framing in influencing consumer perceptions and decisions. Learn how to effectively use numbers in pricing strategies to enhance appeal. Understand the psychological impacts of rounding versus odd-ending pricing. Explore the benefits and drawbacks of using random numbers in pricing. Gain insights into how to present statistics effectively to persuade potential customers.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/484.
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In this episode of The Brainy Business podcast, Melina Palmer welcomes David Robson, author of the highly anticipated book, The Laws of Connection. With a background as an award-winning science writer, David shares insights into the science of building strong social networks and the essential role connections play in our lives and businesses. Drawing on extensive research, he reveals the psychological principles that can transform our interactions and help us forge deeper relationships.
Melina and David discuss the importance of connection, exploring how our expectations influence our interactions with others. They discuss the concept of the "liking gap," the surprising benefits of compliments, and the power of asking the right questions to foster meaningful dialogue. David emphasizes that by challenging our perceptions and embracing vulnerability, we can significantly enhance our social skills and build a supportive community.
In this episode:
Discover the key principles from The Laws of Connection that can help you build a stronger social network. Learn about the "liking gap" and how it impacts our perceptions of others. Understand the importance of expressing gratitude and compliments in strengthening relationships. Explore the types of questions that foster deeper connections and conversations. Gain insights into the science behind social interactions and how to apply it in your life.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/483.
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In this episode of The Brainy Business podcast, Melina Palmer explores the powerful concept of unity, which is Robert Cialdini's seventh principle of persuasion. Melina dives into how reminding people of shared identities can significantly influence their decisions, whether you're trying to get a colleague on board with a new initiative or convincing a family member to change their behavior. Through real-life examples and insights from her upcoming book, she illustrates how unity can be a game changer in communication and persuasion.
Listeners will learn about the importance of establishing a sense of "we" before making requests and how this principle can enhance relationships both personally and professionally. Melina discusses the underlying connection between unity and the other principles of persuasion, emphasizing that unity can make the application of these other principles more effective.
Discover how unity can enhance your ability to persuade and influence others. Learn about the significance of shared identities and how they affect decision-making. Explore practical strategies for leveraging the unity principle in your communications. Understand the role of cognitive dissonance and how it relates to unity and decision-making. Gain insights into the long-term benefits of building connections based on shared identities.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/482.
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In this episode of The Brainy Business podcast, Melina Palmer welcomes Steve Phillips, CEO of Zappi and co-author of The Consumer Insights Revolution. Steve shares his extensive experience in consumer insights and discusses the evolution of the field, emphasizing the importance of leveraging technology and AI to enhance decision-making processes in organizations.
Melina and Steve explore the challenges companies face in understanding consumer behavior and the high failure rates of new product launches. They explore how Zappi aims to transform the consumer insights landscape by providing faster, more cost-effective solutions that empower businesses to make informed decisions. The conversation highlights the significance of creating a harmonized data ecosystem and the need for behavior change within organizations to fully utilize new technologies.
In this episode:
Discover how AI and technology can revolutionize the consumer insights process, making it faster and more efficient. Learn about the critical role of understanding consumer behavior in successful product development and marketing strategies. Explore the concept of "work before the work" and how it can lead to better outcomes in consumer insights. Understand the importance of building a robust data asset for informed decision-making across organizations. Gain insights into how to effectively pitch behavioral economics and consumer insights initiatives within your organization.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/481.
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In this episode of The Brainy Business podcast, Melina Palmer welcomes Will Leach, founder and CEO of Mindstate Group, to discuss the powerful marketing concepts. Drawing from his extensive experience in behavioral science and marketing, Will shares insights from his bestselling book, Marketing to Mindstates, and explains how understanding consumer psychology can transform marketing strategies.
Melina and Will discuss the importance of clarity in messaging, exploring the distinction between optimistic and cautious approaches to marketing. They also explore how brands can effectively connect with their target audiences by aligning their messaging with the psychological motivations of consumers. Will shares compelling examples, including the innovative snack brand Wicked Crisps, which was built entirely on behavioral science principles.
In this episode:
Discover the concept of mind states and how they influence consumer behavior. Learn about the nine motivations that drive consumer choices and how to tailor marketing messages accordingly. Explore the difference between optimistic and cautious regulatory approaches in marketing. Gain insights into the practical application of behavioral science in branding and marketing strategies. Understand the significance of clarity in messaging and how it impacts consumer perception.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/480.
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In this episode of The Brainy Business podcast, Melina Palmer welcomes Eva van den Broek and Tim den Heijer, co-authors of the intriguing new book, The Housefly Effect. Join the conversation as they explore the fascinating concept of how small, seemingly insignificant factors can have a profound impact on behavior—much like the annoying buzz of a fly that suddenly demands your attention.
Eva, a behavioral economist and founder of Behavioral Insights Netherlands, shares her expertise on applying behavioral science to improve public policy, while Tim, a creative strategist and founder of Brain Creatives, discusses the intersection of advertising and behavioral insights. Together, they explore the origins of their book and how it relates to everyday decision-making.
In this episode:
Discover the concept of the Housefly Effect and its implications for understanding human behavior. Learn about the famous fly in the urinal nudge and how small changes can lead to significant outcomes. Explore the importance of framing and how it can simplify complex information for better decision-making. Understand the impact of social proof and the dangers of negative messaging in marketing and public campaigns. Gain insights into the placebo effect and how perception can influence our experiences with products and brands.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/479.
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Send Us a Message: thebrainybusiness.com/contact/ Follow Melina on LinkedIn: linkedin.com/in/melinapalmer/ The Brainy Business on Youtube: youtube.com/c/thebrainybusiness The Brainy Business on Instagram: instagram.com/thebrainybiz/ -
In this episode of The Brainy Business podcast, Melina Palmer engages in a thought-provoking conversation with Eric Johnson, a leading expert in choice architecture and behavioral decision-making. They explore the critical elements of choice and how the way options are presented can significantly influence decision outcomes. Eric, a faculty member at Columbia Business School and director of the Center for Decision Sciences, shares insights from his extensive research, including the implications of defaults, the paradox of choice, and the importance of framing in decision-making.
Gain a deeper understanding of how small adjustments in choice architecture can lead to substantial changes in behavior, as illustrated by real-world examples such as organ donation rates and consumer preferences. Eric emphasizes the role of designers in shaping choices and the ethical considerations that come with this influence.
In this episode:
Discover the concept of choice architecture and its impact on decision-making. Learn about the importance of defaults and how they can drive behavior change. Explore the balance between offering too many choices and the potential for overwhelm. Understand how framing and priming can alter preferences and outcomes. Gain insights into the ethical responsibilities of choice designers.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/478.
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In this episode of The Brainy Business podcast, Melina Palmer is joined by Dr. David Daniels, a Presidential Young Professor at NUS Business School, as they dive into groundbreaking research on the value of gender diversity in companies. David discusses his extensive work that quantifies the impact of workforce gender diversity on company performance, revealing that a mere 1% increase in gender diversity can lead to significant financial gains—up to $152 million for tech companies and $18.7 million for financial firms.
The conversation explores the long-standing debate around the business case for diversity, addressing challenges in establishing causality and the importance of using innovative research designs to uncover real-world insights. David shares how his unique approach utilizes stock market reactions to diversity reports from major companies like Google and eBay, providing a fresh perspective on how investors perceive and value diversity.
In this episode:
Discover the financial implications of gender diversity in the workplace and how it affects company valuations. Learn about the challenges researchers face in establishing causality in diversity studies. Explore the differences in investor reactions to diversity reports from tech and financial companies. Understand the psychological factors influencing investor behavior regarding diversity. Gain insights into the evolving discourse around diversity and its implications for organizations today.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/477.
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In this episode of The Brainy Business podcast, Melina Palmer dives into the essential topic of setting up experiments in your business. While many organizations may shy away from testing due to intimidation or lack of experience, Melina shares her top tips to make experimentation accessible and effective. Drawing from her own academic and professional journey, she emphasizes the importance of small, focused tests that can yield significant insights without overwhelming your resources.
Listeners will learn how to design experiments that provide clear evidence of what works and what doesn't, moving beyond gut feelings to data-driven decisions. Melina discusses the value of keeping experiments narrow in scope, being thoughtful in your approach, and testing frequently to foster a culture of continuous improvement.
In this episode:
Understand the importance of experimentation in making informed business decisions. Learn how to keep your experiments small and focused for better results. Discover the significance of being thoughtful in your testing approach and planning. Explore various testing methods, including A/B testing, to optimize your marketing efforts. Gain insights into analyzing both qualitative and quantitative data from your experiments.Get important links, top recommended books and episodes, and a full transcript at thebrainybusiness.com/476.
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Send Us a Message: thebrainybusiness.com/contact/ Follow Melina on LinkedIn: linkedin.com/in/melinapalmer/ The Brainy Business on Youtube: youtube.com/c/thebrainybusiness The Brainy Business on Instagram: instagram.com/thebrainybiz/ -
In this episode of The Brainy Business podcast, Melina Palmer welcomes Oliver Burkeman, author of the New York Times bestseller 4000 Weeks: Time Management for Mortals and the newly released Meditations for Mortals. Oliver shares his insights on embracing the finite nature of life and how recognizing our limitations can lead to a more fulfilling existence.
Throughout the conversation, Oliver and Melina explore the themes of productivity, time management, and the pursuit of happiness. They discuss the importance of accepting our limitations, the power of making decisions, and the benefits of focusing on what truly matters. Oliver introduces his concept of "imperfectionism," encouraging listeners to take action without waiting for the perfect moment and to embrace the messiness of life.
In this episode:
Discover the concept of "imperfectionism" and how it can help you live a more fulfilling life. Learn about the four-week approach in Meditations for Mortals to embrace your limitations and focus on what counts. Understand the importance of making decisions and taking action in the face of life's finite nature. Explore the idea of letting things be easier than we expect and finding joy in everyday challenges. Gain insights into how to live a more authentic and meaningful life by embracing imperfection.Visit this episode’s page for important links, top recommended books and episodes, and a full transcript.
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In this episode of The Brainy Business podcast, Melina Palmer dives into the psychology of setting and achieving goals. As the new year resolutions may start to fade, this episode offers a timely reminder and practical guidance to re-energize your goal-setting process. Originally aired in October 2019, the episode provides insights into setting "brainy goals" and the steps necessary to not only achieve but exceed them.
Melina outlines three essential tips for setting and achieving brainy goals: defining and limiting your goals to three, breaking them down into small steps, and saying no to distractions. She emphasizes the importance of focus and prioritization, drawing on insights from Nir Eyal’s book, Indistractable, and Warren Buffett's goal-setting advice. Melina also shares personal anecdotes and strategies, including how she balances her professional ambitions with family time, to illustrate the application of these principles in real life.
In this episode:
Understand why limiting goals to three is crucial for success. Learn how to break down goals into actionable and tiny steps. Discover the importance of avoiding distractions and maintaining focus. Gain insights into using visualization and reminders to keep your goals top of mind. Explore the concept of traction versus distraction in achieving your objectives.Visit this episode’s page for important links, top recommended books and episodes, and a full transcript.
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In this episode of The Brainy Business podcast, Melina Palmer is joined by Barry Conchie and Sarah Dalton, co-authors of The Five Talents that Really Matter. Barry and Sarah share their extensive research on leadership effectiveness, revealing the five key talents that drive extraordinary performance. Their work, based on studying over 58,000 executive leaders, aims to dispel the myths in leadership literature by focusing on traits that truly predict high performance.
Barry and Sarah share the importance of talent assessment in the hiring process, emphasizing how innate talents are stable, resistant to change, and highly predictive of behavior. They discuss the challenges organizations face in selecting the right leaders and how their research can help reduce error rates in selection decisions. The conversation also highlights the significance of building diverse teams and moving beyond the concept of "cultural fit" to achieve high performance.
In this episode:
Discover the five talents that define exceptional leadership and how they impact organizational performance. Learn about the process of assessing talents and the importance of innate traits in predicting leadership success. Understand the pitfalls of relying on "chemistry" and "cultural fit" in hiring decisions. Explore the role of self-assessment and team dynamics in developing effective leadership. Gain insights into asking the right interview questions to identify high-performing candidates.Visit this episode’s page for important links, top recommended books and episodes, and a full transcript.
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In this episode of The Brainy Business podcast, Melina Palmer is joined by Dr. Agnis Stibe, a renowned expert in behavioral economics and transformation design, to explore the concept of hyper performance. Agnis shares insights from his work, including his involvement with the innovative company, The Littery, which uses behavioral economics to turn litter into lottery tickets, and discusses the Stibe Method for achieving hyper performance by removing psychological obstacles to success.
Melina and Agnis dive into the role of artificial intelligence and technology in enhancing human performance, emphasizing the importance of social proof and awareness in driving behavior change. They also discuss fascinating case studies, including how social influence can encourage punctuality in meetings and the impact of transparency in community efforts to reduce litter.
In this episode:
Discover how behavioral economics can transform everyday behaviors, like punctuality and waste management, through innovative solutions. Learn about the Stibe Method for hyper performance, focusing on removing psychological barriers rather than adding skills. Explore the integration of artificial intelligence with human psychology to achieve greater satisfaction and performance. Understand the power of social proof and transparency in driving collective behavior change. Gain insights into the future of technology and its role in enhancing human collaboration and performance.Visit this episode’s page for important links, top recommended books and episodes, and a full transcript.
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