The Lizard Eats Its Tail : The Myth of the Rational Buyer: Why Logic Doesn’t Sell (and What Does)

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The Lizard Eats Its Tail: Who Are You Talking To? Identity, Psychology, and the Marketing Gap

16 episodes

7 hours ago

What if marketing wasn’t about targeting — but timing? In this debut episode, Brandon Keenen explores how identity evolves across life stages and why the best brands go beyond demographics. Drawing from Erikson, Jung, and real-world experience (including BuzzFeed’s fall from Millennial dominance), we break down the psychology behind influence, and how brands can stay relevant as their audience grows. You’ll love this episode if: You’re a marketer tired of surface-level “personas” You want to understand how identity shapes behavior You’re building a brand that lasts in an AI Driven World

Marketing

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Marketing

Business

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The Lizard Eats Its Tail : The Myth of the Rational Buyer: Why Logic Doesn’t Sell (and What Does)

The Lizard Eats Its Tail: Who Are You Talking To? Identity, Psychology, and the Marketing Gap

4 minutes 55 seconds

7 months ago

The Lizard Eats Its Tail : The Myth of the Rational Buyer: Why Logic Doesn’t Sell (and What Does)

Your customer isn’t logical; they’re emotional.
In this episode, Brandon Keenen breaks down the myth of the rational buyer and explains why facts and features don’t sell — feelings do. Drawing on behavioral psychology and real brand examples like Notion, Salesforce, and Airbnb, this episode reframes how mid-market marketers should approach messaging.

You’ll learn:

Why emotion beats explanation in decision-making
How to shift from “feature-first” to “feeling-first” copy
A simple framework to balance emotion and logic in your marketing

Because when you speak to the gut, you don’t have to fight for the brain.