In this episode of Be a B2B Leader we learn more about psychology from Phill Agnew the creator of Nudge - Marketing Science Simplified. Phill tells us why future B2B leaders should learn psychology and what are the 3 things they are responsible for. We talk a bit about the psychology behind motivation and dive a bit deeper on mastery . Phill shares why purpose, autonomy and mastery is often more valued by employees than a pay raise. And gives brilliant examples of nudges that we can leverage when it comes to business development.

0:00 - intro

1:00 - What should every b2b leader know about psychology?

3:10 - Psychology behind motivation - purpose, autonomy, mastery

5:06 - Why mastery is really important

8:15 - What are nudges and the mere exposure effect with examples

16:30 - Primacy effect - our brains use shortcuts and you're more likely to remember the first thing you hear or see

22:00 - Become a master of presentations like Steve Jobs

24:30 - What is the Dunning-Kruger effect and how does it affect our careers?

31:02 -  The biggest takeaway from our coversation, why we have to learn psychology no matter what you do

35:00 - why you should listen to Nudge and where you can find Phill.

Outliers: The Story of Success by Malcolm Gladwell

The small BIG: small changes that spark big influence by Steve J. Martin

Thinking, Fast and Slow by Daniel Kahneman

RICHARD CHATAWAY’S ‘THE BEHAVIOUR BUSINESS’

Nudge on Spotify

Phill on LinkedIn

Phill on Twitter