Tag Archives: sales

In sales, the first or last person up may have an advantage

Posted on May 20, 2016 by Jay Morris

Is there an advantage to being the first or last person when giving a presentation, interviewing for a job or making a sales call? You might think that it wouldn’t make much difference, but it turns out that it does. … Continue reading →

Posted in Communications, Marketing | Tagged Hermann Ebbinghaus, Memory, order of presentations, primacy effect, recency effect, sales, serial position effect | Leave a comment

‘Nothing happens until someone sells something’

Posted on October 16, 2012 by Jay Morris

A common lament among employees-turned-entrepreneurs is that they are unaccustomed to scratching for business. They’ve left the security of a company where business development was someone else’s responsibility. Now they’re on their own, and as Henry Ford famously said, “Nothing … Continue reading →