(00:00) Intro - Daniel Kahneman Thinking Fast and Slow

(00:58) Defining System 1 and System 2

(04:22) Cognitive friction

(06:23) Pattern matching in sales and hiring

(07:36) System 1 as heuristics

(08:34) System 2 takes energy

(10:05) Narrow vs broad framing

(12:19) Narrow framing in life and the availability heuristic

(15:24) Framing when making business decisions

(19:45) Framing in sales

(23:58) B2C as System 1, B2B as System 2 implications

(29:56) Interplay between System 1 and System 2 - illusions and traps

(31:38) Loss aversion and EV

(34:12) The biggest competition in sales is the status quo

Books Mentioned

Thinking Fast and Slow

The Chimp Paradox

The Search For Growth Podcast

Alfie Marsh B2B Go-To-Market Advisory

Alfie Marsh's Newsletter "Rocket GTM"

Chris Gibson's Newsletter "Content I Consumed"

Alfie's LinkedIn

Chris' LinkedIn

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