Posts Tagged ‘marketing to controllers’

Are You Attempting to Influence “Controllers”? What You Need to Know

Saturday, June 13th, 2015

By Justin Grensing, Esq., MBA

A few weeks ago, we looked at an article in Harvard Business Review written by Gary A. Williams and Robert B. Miller titled “Change the Way You Persuade.” In the article, Williams and Miller discuss what they found after spending two years studying over 1,600 executives. The authors discovered that the executives could be categorized into five different decision-making types: thinkers, charismatics, controllers, followers and skeptics. Over the last couple of weeks, we’ve looked at thinkers , charismatics, skeptics and followers.  This week we’re going to look at the final group: controllers. (more…)