What if the greatest salespeople on the planet are the opposite of who you think they are? Everyone sells, every day. It’s why the most successful people are better than most at selling themselves, their ideas, or their products. Yet when people hear the word “sales” they think of an overly confident, articulate extrovert at best, or, worse, a pushy, know-it-all huckster. Because of these misperceptions, when they find themselves in a situation where they need to sell, they feel compelled to put on the persona of a “good salesperson.” But there’s a disconnect between who we think good salespeople are and who they actually are. In any room, they’re not the most self-confident, they’re the most self-aware. They’re not the most sociable, they’re the most socially aware. And they don’t succeed in spite of obstacles, they succeed because of obstacles. In their new book The Unsold Mindset, USC Marshall Adjunct Professors Colin Coggins & Garrett Brown sought out some of the most successful people from all walks of life, including CEOs, entrepreneurs, doctors, trial lawyers, professional athletes, agents, military leaders, artists, engineers, and countless others in between in hopes of understanding why they’re so extraordinary. They found that as different as all these incredible people were, they all had an eerily similar approach to selling. It didn’t matter if they were perceived as optimists or pessimists, logical or emotional, introverted or extraverted, jovial or stoic – they were all unsold on what it meant to sell and unsold on who people expected them to be. In this interview, I speak to Colin Coggins & Garrett Brown, two of the world’s foremost experts on sales. We talk about the counterintuitive nature of the greatest sellers on the planet – and how we need to understand the psychology, culture and reality of sales.  

Thought Economics

Ever wonder how the biggest brands in the world make it to the top? Here’s a hint: it’s more than just a well-placed billboard or a TV ad. According to Erik Huberman, the Founder and CEO of Hawke Media, there’s a common framework behind every successful marketing strategy. After helping over 3,000 brands find success through his holistic approach, Erik has distilled the art of marketing into three core elements: awareness, nurturing, and trust. Without all three, the system fails. Erik details this method in his new book, The Hawke Method. Erik Huberman launched Hawke Media in 2014. Now valued at over $100 million, Hawke Media is the fastest growing marketing consultancy agency in the United States. Prior to its launch, Erik successfully founded, grew, and sold two eCommerce companies by the age of 26.   In this interview, I speak to Erik Huberman about The Hawke Method, and how awareness, nurturing and trust come together to become the most powerful marketing tools you will ever use.

Thought Economics

Dr. Robert Cialdini has spent his entire career conducting scientific research on what leads people to say “Yes” to requests. The results of his research, his ensuing articles, and New York Times bestselling books have earned him an acclaimed reputation as a respected scientist and engaging storyteller. His books, including Influence and Pre-Suasion, have sold more than five-million copies in 41 different languages. Dr. Cialdini is known globally as the foundational expert in the science of influence and how to apply it ethically in business. His Six Principles of Persuasion have become a cornerstone for any organization serious about effectively increasing their influence. As a keynote speaker, Dr. Cialdini has earned a world-wide reputation for his ability to translate the science into valuable and practical actions. His on-stage stories are described as dramatic and indelible. Because of all of this, he is frequently regarded as “The Godfather of Influence”. In this exclusive interview, I speak to Dr. Robert Cialdini, Renowned Scientist, New York Times Best-Selling Author and CEO of Influence at Work (IAW®) about the power of influence, how to build influence and the tools of the best influencers in the world.

Thought Economics

My conversation with Jordan Belfort, The Wolf of Wall Street who- in the 1990’s – built one of the most dynamic and successful sales organizations in Wall Street history. During that time, he soared to the highest financial heights, earning over $50 million a year, a feat that coined him the name “The Wolf of Wall Street.” As the owner of Stratton Oakmont, Belfort employed over 1,000 stockbrokers and raised over $1.5 billion and started more than 30 million-dollar-companies from scratch. Along the way, he succumbed to some of the traps of the high-flying Wall Street lifestyle, going through a spectacular—and well-publicized—fall from grace. Taking invaluable lessons from the mistakes he made and the prices he paid, he has re-emerged as a globally recognized potent force behind extraordinary business success.

Thought Economics

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