The Intention Economy

Before you can influence decisions, you need to understand what drives them. In The Choice Factory, Richard Shotton sets out to help you learn. By observing a typical day of decision-making, from trivial food choices to significant work-place moves, he investigates how our behavior is shaped by psychological shortcuts. With a clear focus on the marketing potential of knowing what makes us tick, Shotton has drawn on evidence from academia, real-life ad campaigns, and his own original research.

This book teaches you how to identify your smallest viable audience; draw on the right signals and signs to position your offering; build trust and permission with your target market; speak to the narratives your audience tells themselves about status, affiliation, and dominance; spot opportunities to create and release tension; and give people the tools to achieve their goals.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

 In Ten Arguments For Deleting Your Social Media Accounts Right Now, Jaron Lanier draws on his insider's expertise to explain precisely how social media works - by deploying constant surveillance and subconscious manipulation of its users - and why its cruel and dangerous effects are at the heart of its current business model and design. As well as offering 10 simple arguments for liberating yourself from its addictive hold, his witty and urgent manifesto outlines a vision for an alternative that provides all the benefits of social media without the harm. 

In her new audiobook, Invisible Women, award-winning campaigner and writer Caroline Criado Perez shows us how, in a world largely built for and by men, we are systematically ignoring half the population. She exposes the gender data gap - a gap in our knowledge that is at the root of perpetual, systemic discrimination against women and that has created a pervasive but invisible bias with a profound effect on women’s lives.