What’s the Biggest Difference Between Behavioral Economics and Causal Economics in Marketing?

Behavioral Economics provides a set of powerful and specific types of irrationality that marketers should consider each time they consider customer/prospect engagement. Other articles here lay out many examples. We highly recommend that a BE audit (BEMA) be conducted around each and every communication, to ensure that all relevant insights of BE are leveraged. We

Compensation Insights from Causal Economics

Causal Economics provides a great deal of insight on compensation practices. It reinforces some well recognized practices, flags some areas of poor approaches and lays out potential new approaches. This post puts a few areas on the table for discussion. Good compensation systems always try to connect pay (the cost to the employer and 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