Why Doesn’t “Regular” Economics Work?

The mainstream economics most of us learned in school is known as neoclassical economics, and it quite simply doesn’t explain human behavior. It’s all built on the 100% rational economic man – homo economicus. And well, people are regularly observed to be irrational/emotional. The recent surge in popularity of Behavioral Economics came about to fill the

How to Speed up Your Sales Cycle Using Causal Economics

The standard in sales and marketing today is to relentlessly communicate benefits of our solutions. Barriers to implementation get very little attention during the buying process.  It’s a natural situation, because bringing up costs and problems creates tough discussions. This can slow things down, right? Bringing up things that are negative. It’s actually not true.

Is Your Value Prop BS? Many Are …

Too often, sales and marketing teams are transaction focused. Since they are usually recognized and compensated for short-term results, it’s no wonder. But, in such an environment, a distorted value proposition is presented to prospective customers. Communications highlight extensive benefits and few if any costs. The result is a lack of credibility that tarnishes the