(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 (https://www.amazon.com/Thinking-Fast-...)



The Chimp Paradox (https://www.amazon.com/Chimp-Paradox-...)








The Search For Growth Podcast (https://linktr.ee/thesearchforgrowth)



Alfie Marsh B2B Go-To-Market Advisory (https://www.rocketgtm.co/startup-cons...)



Alfie Marsh's Newsletter "Rocket GTM" (https://newsletter.rocketgtm.co/)



Chris Gibson's Newsletter "Content I Consumed" (https://chrisgibson.substack.com/)



Alfie's LinkedIn (  / alfie-marsh-0a435a69  )



Chris' LinkedIn (  / chrisgibson14  )


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