#43: Inside The Mind Of The Shopper with Dr. Herb Sorensen

Dr. Herb Sorensen has been consulting Fortune 100 retailers and brand manufacturers for over 35 years. He is an authority on observing and measuring shopping behavior and attitudes. In this episode we discuss his thoughts on the future of offline retail, sales, and e-commerce.

Topics Discussed:

  • 03:30 – Top-down view of offline vs. online selling
  • 07:00 – The shopping maze and behaviors of offline shoppers
  • 09:00 – Why offline retailers are brain-dead
  • 11:00 – Importance of the personal sales motif
  • 13:00 – Why sales is at the cutting edge of evolution
  • 17:00 – Big data, retail shopping, and smartphones
  • 20:00 – Your smartphone will become your alter ego
  • 23:00 – Future of big data, augmented reality, and holograms
  • 27:30 – Three archetypes of shoppers – quick trip, fill-in, and stock-up
  • 30:00 – Transition between the three archetypes
  • 33:00 – Navigation and selection – brain burners of retail shopping
  • 34:00 – The champions of selling, logistics, and information online
  • 36:00 – Immediacy and how it affects different shopping experiences
  • 40:00 – Optimizing for the quick-trip shopper in offline retail
  • 44:00 – The similar shopping experience of Ikea and Costco


Mentions in the Episode:

Episode Length: 48:06


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  1. Great interview Terry and Dr. Sorensen! One of my favs – you guys really dove in deep and I love how passionate you are Dr. Sorensen about buyers behavior.

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