2 episodes

Leadership inspiration for professionals who appreciate life-long learning infused with sarcasm and wit. Silicon Valley consultant Allison J. Taylor curates intelligent conversations that illuminate fresh points of view across business, technology, communications, and management. Time-pressed execs can get informed and inspired in under 60 minutes.

LIFT Allison J. Taylor

    • Business
    • 5.0, 1 Rating

Leadership inspiration for professionals who appreciate life-long learning infused with sarcasm and wit. Silicon Valley consultant Allison J. Taylor curates intelligent conversations that illuminate fresh points of view across business, technology, communications, and management. Time-pressed execs can get informed and inspired in under 60 minutes.

    EP 2: Digging Deep on Motives to Meet Your Customer’s “Invisible” Needs - Cheri Anderson

    EP 2: Digging Deep on Motives to Meet Your Customer’s “Invisible” Needs - Cheri Anderson

    Welcome to the second episode of LIFT podcast!  On today’s episode, Allison is joined by global researcher Cheri Anderson of the Values and Lifestyles Program (VALS) from Menlo Park, California, to unravel motives and their impact on everything from building a business to positioning a product. Based on her 25-year experience applying research findings to a variety of sectors from Nigeria to Japan, Cheri reveals the connection between self-image and VALs personality types to explain why some technologies are readily accepted and others miss the mark.
    Allison and Cheri contrast longstanding academic theories with today’s business realities to consider novel approaches to marketing, sales, and product design. Learn common mistakes to avoid when trying to analyze customer needs, and what it means to be a rebel, trendy or an achiever and how that impacts motivations and buying decisions. Dig deeper into understanding your customers and gain the rewards of meeting their “invisible” needs. For all these incredibly rich insights, join us today! 
     
     
    Key Points From This Episode:
    Why viewing customers from a psychological standpoint is important for business leaders. How motives affect customers and business leaders alike. The difference between motives and psychographics. The role that motives play in decision making. How tech executives are different from executives in other industry sectors. How trendy and traditional are two sides of the same coin. Some insights into the dynamic computer buying group. Where differentiation can be found when looking at people types. How motives and self-image are linked. Some of the common mistakes when thinking about motives in the business world. Why it’s not enough to ask direct questions to uncover motives. How to identify different groups of people according to their motives. What competitive substitution is and why it is important.  
    Digging Deep on Motives to Meet Your Customer’s “Invisible” Needs - Cheri Anderson 
    Guest Biography:
    Cheri Anderson helps organizations worldwide to make decisions that depend on how populations will respond to new products, services, and policy initiatives. Whether the decision relates to a new consumer-electronics gadget, a service, or even efforts to encourage green lifestyles or responsible citizenship, Cheri brings big-data-based insights about different types of people and the attitudes and behaviors they exhibit, and how they are likely to respond. In her role as Global Director of Research for Strategic Business Insights' VALS service, she's aided advertisers, broadcasters and TV makers; nonprofits and governments; automotive industries, real-estate developers and many more. Her findings are backed by surveys she conducts of populations of multiple countries, using algorithms that segment a population into groups that have distinct psychologies. Strategic Business Insights (SBI) is an employee-owned SRI International spin-off. VALS is a practice group of SBI.
     
     
     
    Tweetables:
    “There are two aspects to conforming; you can conform by being traditional, or you can conform by being trendy.” — Cheri Anderson [0:06:30]
    “The computer buyer is like a moving target. Who is this person?” — Cheri Anderson [0:11:36]
    “The reason you're looking at motives and these forces is because that's where the rich rewards lie, and you need that context.” — Allison J Taylor [0:30:28]
    “You can't know what the competitive substitute is unless you really know what's driving the behavior.” — Cheri Anderson [0:18:50]
    “Where is the crack in the egg? Where do I see the differentiation that I need to follow up for my next product design?” — Cheri Anderson [0:14:41.9]
    “We are all pretty fractured. You've got the part of yourself who you think you are. You have the part of yourself who other people expect you to

    • 32 min
    EP 1: Unpacking a Loaded Term: Communications - with Matt Abrahams

    EP 1: Unpacking a Loaded Term: Communications - with Matt Abrahams

    Welcome to the inaugural Lift podcast! Today we chat with Matt Abrahams, a lecturer at the Stanford Graduate School of Business and the founder of BoldEcho. Matt and Allison are both passionate about strategic communications, and today discuss exactly that -- what do we mean when we say someone is a "great communicator” and how can leaders use some simple guidelines to increase their emotive communications success? We outline three fundamental steps towards more action-driven interactions, whether between a group or just two individuals and add stories from our collective experiences as coaches to executive teams. Find out what karaoke-time storytelling means, how to handle suddenly short presentations, and whether messages can be iterative, as you listen to veterans in the field share their insights. Please join us on today’s episode! 
     
    Key Points From This Episode: 
    What does it mean to be a great communicator?  The importance of listening and audience centricity.  Understanding the fail fast model with regards to communication.  The criteria for assessing successful communication.   Altering communication according to your audience and their biases.   Leveraging stories and reaching for a higher level to bridge across audience types.  One-on-one communication and directive-driven interactions.   Clarity and definition in important messages.  Leading a conversation or using questions and imagination scenarios.  Considering time constraints in any scenario.   How further upskill if you’re already an advanced and sophisticated communicator.   And much more!   
    Tweetables: 
    “It’s about empathy, it’s really about doing the appropriate amount of reconnaissance and reflection in advance of the communication.” — Matt Abrahams 
    "I think communication is about listening, slowing down and listening, not just literally, but to all the kinds of subtexts that are happening." — Allison J. Taylor 
    “To me, it really boils down to the ability to synthesize a lot of information, make it accessible, really emotionally connect to your audience, to motivate them.” — Matt Abrahams
    "What makes or breaks communication is one-on-one direction and priority setting." — Allison J. Taylor 
    “What I found is, it’s very helpful to be crisp in an outcome you’re looking for.” — Allison J. Taylor 
    "In business organizations, it's important not to lose sight of why a person is in a particular role and what that role is supposed to bring, or we misconstrue what the role is supposed to be. It's coaching employees to help them understand their roles." — Allison J. Taylor 
    “Really, to me, the three criteria are again, information, emotion and action.” — Matt Abrahams 
      
    Links Mentioned in Today’s Episode: 
    Matt Abrahams — https://www.linkedin.com/in/maabrahams/   
    Speaking Up Without Freaking Out — https://www.amazon.com/Speaking-without-Freaking-Out-Techniques/dp/1465290478 
    Allison J. Taylor – https://www.thoughtmarketing.com
    BoldEcho – http://boldecho.com/
     

    • 30 min

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