Content Carole is Following

Do you trust the data & reports from the big analysts?

Yes

No

Sometimes

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Are you happy in your current role?

Yes

No

Unsure

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How do people influence others in a business setting? Is anyone consciously using the six universal principles of persuasion that can make people say “yes” automatically, without much conscious thought, as discussed by Robert Cialdini in his book, 'Influence'? 

These principles are: Reciprocation: People feel obliged to return favors or gifts that they receive from others. Liking: People are more likely to agree with or help those they like or find attractive. Social Proof: People look to others for guidance on what to do or believe in uncertain situations. Authority: People tend to obey or respect those who have expertise, status, or power. Scarcity: People value things more when they are rare, limited, or exclusive. Commitment and Consistency: People want to act in ways that are consistent with their previous actions, words, or beliefs.

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What are your best suggestions for unearthing cross-sell opportunities as an account manager? Are there specific questions to ask, or is it more about customer research?

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Carole Mahoney, Founder at Unbound Growth at Unbound Growth | Gartner Peer Community