Archive | Marketing

The 90-Minute Rule

“Human beings aren’t designed to expend energy continuously. Rather, we’re meant to pulse between spending and recovering energy.” – Tony Schwartz (source) In the late 1950’s, researchers William Dement and Nathaniel Kleitman documented that humans sleep in 90-minute cycles – from light to deep sleep and back to light sleep again. Professor Kleitman later discovered…

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When Promoting People, Beware the False Record Effect

After writing about several examples of bias from insensitivity to sample size, a former colleague asked whether I thought performance in the workplace was subject to the same bias. She observed that people were sometimes rewarded or even promoted for high performance, even if that performance was sporadic rather than sustained. She asked: Shouldn’t the…

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The Red Queen Effect Explains Why You Aren’t Getting Ahead

For much of my career, I’ve argued that people design key performance indicators (KPIs) incorrectly. One of my own favorite blogs made the case that, unless you compare yourself against some external benchmark, you might be making progress towards achieving your KPIs but actually losing ground. Simplistically, if you’re growing by 20% and the market…

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Every company needs a compelling origin story

Every company needs a compelling origin story. An origin story reveals how a character became the protagonist (or antagonist), usually providing a compelling event which explains their intentions or behavior. Comics and movies use origin stories to explain how characters got their superpowers or why they are supervillains. Recently, entertainment companies have rewritten the origins…

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Bridging the Renaissance Period and Digital Era with Leonardo da Vinci

Leonardo da Vinci might have been one of the earliest adopters of exponential thinking. da Vinci was born more than 500 years ago in semi-rural Tuscany to parents of modest means. Despite little access to formal education, he was able to extrapolate forward-thinking ideas about subjects as diverse as architecture, engineering, mathematics, urban planning, science…

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