Keynote Speaker: Dan Pink – To Sell is Human: The New ABC’s of Moving Others
“A-B-C,” Alec Baldwin tells a group of salesmen in the classic movie Glengarry Glen Ross. “A-Always. B-Be. C-Closing. Always be closing.” But best-selling author Daniel Pink says this steamroller approach has become a relic, because sales has changed more in the last 10 years than it did in the previous 100. Today, when buyers have just as much information as sellers – along with ample choices and the means to talk back – the rules have changed. In his entertaining and provocative presentation, Pink – author of To Sell is Human and one of the top business thinkers in the world – will draw on cutting-edge social science and best practices from organizations around the world to reveal the new A, B, C’s of selling. A-Attunement (taking another perspective). B-Buoyancy (staying afloat in an ocean of rejection). C-Clarity (Identifying hidden problems and making sense of murky situations). Pink will show you:
- Why caveat emptor (buyer beware) is giving way to caveat venditor (seller beware)
- Five ways to frame messages to increase clarity and lead to action
- Why problem-finding has become more important than problem-solving
- Why questioning your abilities before a sales call is more effective than pumping yourself up
- Why the most effective salespeople are not extraverts
- Two principles that can move your sales from transactions to transcendence
About Daniel Pink
Daniel H. Pink is the author of several provocative, bestselling books about the changing world of work — including the long-running New York Times bestseller, A Whole New Mind: Why Right Brainers Will Rule The Future, the #1 New York Times bestseller, Drive: The Surprising Truth About What Motivates Us and his latest Book To Sell Is Human: The Surprising Truth About Moving Others. In To Sell Is Human, Dan lays out the science for his counterintuitive insights, offering various studies and tools to make organizations more effective. His Ted Talk on the science of motivation is one of the 20 most Watched Ted Talks of all time. In 2011, Harvard Business Review and Thinkers50 named him one of the top 30 business thinkers in the world. His articles appear in The New York Times, Harvard Business Review and Wired. He also advises startups and fortune 100 companies on talent, engagement and innovation.
About Amy Cuddy
Amy Cuddy studies how we perceive and are influenced by other people. Her fascinating work on how nonverbal behavior and snap judgments affect people from the classroom to the boardroom has won praise worldwide. Amy’s TED talk on power posing, posted in October 2012, is already one of the all-time most viewed talks on the TED site.
Researching social judgments, emotions, nonverbal behaviors, and hormones, Amy explains to audiences the role these variables play in shaping our emotions, intentions, and behaviors in business and society. Her most recent work investigates how brief nonverbal expressions of competence and power — so-called power poses — actually alter an individual at the biological level and help the brain cope with stressful situations.
Amy holds a PhD in Psychology from Princeton University and BA in Psychology from the University of Colorado. Prior to joining HBS, she was an Assistant Professor at the Kellogg School of Management at Northwestern University. She is also a classically trained (and still practicing) ballet dancer.
Amy’s research has been published in top academic journals and she has received numerous accolades and academic awards for her groundbreaking research. Her work was featured in Harvard Business Review‘s Top 20 Breakthrough Ideas for 2009 (“Just because I’m nice, don’t assume I’m dumb”), Scientific American Mind in 2010 (“Mixed impressions: How we judge others on multiple levels”), and as one of the Top 10 Psychology Studies of 2010 by Psychology Today. She writes and blogs for Harvard Business Review.
Amy’s work has been featured on the Today Show, CNN, MSNBC and in Fast Company, Harvard Magazine, Wired, The New York Times, Financial Times, The Wall Street Journal, and even as the theme of a Dilbert comic strip. She appears occasionally on CNN’s Anderson Cooper 360. TIME magazine named Amy as one of 2012’s “Game Changers.”
About Tyler Cowen
Tyler Cowen shows the economic, financial and demographic forces which will determine the winners and losers of the next decade in fields as different as healthcare, education, energy, and global markets. He offers compelling analyses of the future of the Eurozone, Medicare and Medicaid, the American financial system, and many more, demonstrating in every case who will come out on top and why.
The sources of our past growth were easy pickings like cheap land and boosts in education. Now that we’ve exhausted these, we’re left with no solid basis for growth: in other words, we’re not as wealthy as we thought. We now have to face a tough world where some countries, regions, and industries will push themselves to the top through discipline and innovation, while others fade away. This will be a time of extremes: as Tyler puts it, “Average is over.” It’s a striking vision of the future, controversial but non-partisan — and key to understanding the century ahead.
Tyler Cowen is the Holbert C. Harris Professor of Economics at George Mason University. Foreign Policy named him one of 2011′s Top 100 Global Thinkers, and a survey by The Economist placed him among the most influential economists of the decade. He is a regular contributor to The New York Times, The Wall Street Journal, The Washington Post, and others. His blog, Marginal Revolution, was named the best economics blog on the web by The Wall Street Journal. most recently, An Economist Gets Lunch: New Rules for Everyday Foodies.