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Motivation and the Needs Gap

The Whip and the Carrot Motivation can be roughly defined as the reason or purpose for an act or activity. It is the thing that gets you moving toward some objective or goal. In your daily life you may be motivated by extrinsic factors, which are either rewards or punishments. If you were a beast […]

sizzling steak

Sell the Sizzle, Deliver the Steak!

Sizzle Sells You may not have heard of Elmer Wheeler, since he was in his prime in the depression-era 1930s. But his “Tested Selling Institute” was famous at the time for coming up with marketing slogans that magically increased sales for major companies by hundreds of percentage points. Today, Elmer Wheeler’s sales advice is just […]