6 CUSTOMER INSIGHTS

AND MORE FROM

JAKE KOTLYARPUTTING WISDOM

ON REPEAT

SHH…

THIS IS MY FAVORITE PART!

HE’S ABOUT TO SAY…

IN THE BEGINNING…

IT WAS DARK.

SO DARK.

FOR AGES

AND THEN…

CAN YOU HEAR IT?

A RUSTLE IN THE LEAVES!

AND THEN…

ITS GONE.

DID THAT REALLY HAPPEN?

I’M NOT SO SURE…

DID YOU HEAR IT?

WAIT…

WHAT NOW?

DAWN…

AND YOU KNOW THAT ITS THERE

WHERE?

HIDING OVER THERE!

BEHIND THOSE BUSHES. YES!

TONIGHT…WE WILL EAT!

INSIGHT 1 YOU

BELIEVE IT IF YOU CAN

SEE IT

AND TIME PASSED…

TRIBES OF SIMILAR PEOPLE FORMED

PRODUCT DESIGNERS

BUILT CUSTOM TOOLS TO

FULFILL PRIMAL

NEEDS SUCH AS HUNTING TO SATISFY

HUNGER.

SPEARS WERE FIT TO

THE HEIGHT OF THE

HUNTER

TO HELP HIM

HUNT FAST

ANIMALS IN WIDE PLAINS

AS WE EVOLVED, THE ENVIRONMENT

CHANGED.

SOME TRIBES MOVED FROM THE PLAINS TO THE FOREST WHERE SPEARS NEEDED TO MOVE EVEN

QUICKER TO CATCH SMALLER ANIMALS.

SPEARS BECAME SHORTER AND TRANSFORMED INTO ARROWS,

SHOT FROM BOWS THAT FIT THE HUNTER'S STRENGTH AND SIZE.

INSIGHT 2

KNOW THE TRIBE, TAILOR PRODUCT

TO THE CUSTOMER.

WHEN THE ENVIRONMENT

CHANGES, ADAPT...

BUT KEEP A FAMILIAR LOOK TO MAKE IT EASY TO ADOPT

AND TIME PASSED…

SO MUCH… THAT WE WANTED TIME TO STOP

AND GO BACKWARD.

SO….WE DESIGNED TIME

MACHINES.

THEY GOT BETTER AND

BETTER.

WHEN WE PLAYED MUSIC, WE WERE

TRANSPORTED BACK.

WE COULD SEE OURSELVES

BACK THERE.

BECAUSE WE COULD FEEL IT.

THROUGH THE

FAMILIAR MUSIC.

MUSIC IS A TIME MACHINE

BECAUSE A FAMILIAR SOUND…

LINKS TO FEELINGS OF THE PAST AND PAINTS A PICTURE

INSIGHT 3

BUT THAT WASN’T ALL OF IT.

WE RAN EXPERIMENTS ON

OUR BEST FRIENDS….

AND DISCOVERED

SMELLS

AND TASTES…

…ESPECIALLY ANTICIPATING

THEM

CAN MAKE US HAPPY!

SAD.

WHATEVER STRONG LINKS WE HAD IN THE PAST

SCARED.

INSIGHT 4

SMELLS AND TASTES ADD DIMENSIONS TO OUR MEMORIES.

THAT CAN BE POWERFUL. LIKE MUSIC.

AND THEN WE FOUND…

THAT TOUCH

AS OUR OTHER

SENSES.

HAS A SIMILAR

EFFECT ON US…

CERTAIN POSES…IGNITE HORMONES THAT

SIGNAL TO OUR BODIES…

VICTORY . CONFIDENCE EXPERTISE

JOY

AND OTHERS…HAVE AN OPPOSITE EFFECT

INSIGHT 5

POSITIONS & GESTURES ARE

PRIMAL.

THEY ACTIVATE PRIMAL LINKS TO OUR

BODY CHEMISTRY.

YOU HAVE THE POWER TO FEEL

POWERFUL.

NEXT...THINGS GOT COMPLICATED.

PEOPLE SPREAD EVERYWHERE.

TRIBES OF SIMILAR PEOPLE WERE DISPERSED IN

DIFFERENT SETTLEMENTS

BECAUSE DIVERSITY WAS NECESSARY TO BUILD

SOCIETIES

THANK GOODNESS WE

HAD STATISTICS.

WE NEEDED TO CLUSTER TRIBES

OF SIMILAR PEOPLE

TO KEEP

BUILDING THEM THE RIGHT PRODUCTS.

INSIGHT 6

THE ONE WHO KNEW THE CUSTOMERS BEST…

SOLD MORE…

AND BUILT EMPIRES

SO YOU

THINK YOU

CAN’T SELL?

WHAT IF WE TOLD YOU THAT…

1 IN 9*AMERICANS

WORK IN SALES?

*STATISTIC

AND THE OTHER 8…HAVE TO

MOVE PEOPLE*,

SOMEHOW, EVERY

DAY*DANIEL PINK -

SELLING IS HUMAN

SO NO MATTER WHAT….YOU

SELL. EVERY DAY.

ADMIT IT. OWN IT. LOVE IT.

WHAT DID WE LEARN?

YES! WE ARE TESTING YOU. THAT IS A SCIENTIFICALLY PROVEN* WAY TO LEARN.

*HOW WE LEARN: THE SURPRISING TRUTH ABOUT WHEN, WHERE, AND WHY IT HAPPENS - BEN CAREY

AS WE WALK THE

EARTH…WE

CREATE NEW LINKSTHAT CAN BE CALLED

UPON LATER.

EVERYTHING AND EVERYONE IS LINKED IN THIS UNIVERSE.

WE JUST NEED TO:LOOK

LISTENSMELL

TOUCH

TASTESTAND TALL!

ASK

AND COUNT.

THEN YOU WILL COUNT THE MONEY

WHEN YOU LOOK INSIDE…

UNDER THE HOOD…

YOU FIND WISDOM

INSIGHT=WISDOM

A CUSTOM IS A HABIT.

WE WANT CUSTOMERS TO BUY OUR PRODUCTS AND

OUR IDEAS..AGAIN AND AGAIN.

LIKE A HABIT.

SHALL WE SAY

SOMETHING WISE?

WHAT IS

OUR INSIGHT?

OUR

WISDOM?

WE MAY HAVE OUR

EMPIRES.

BUT THOSE EMPIRES

WILL FADE. OUT OF MEMORY

WITHOUT CUSTOMER

WISDOM.

ONE MORE THING…

STORIES HAVE PRIMAL POWER

ANALOGIES ARE STORIES THAT CREATE LINKS TO

OLD CONCEPTS TO HELP US UNDERSTAND NEW

CONCEPTS.