Ever wondered why your perfectly logical idea still flops?



Rory Sutherland, Vice Chairman of Ogilvy, thinks logic is the real enemy of innovation.



In this episode, Rory dismantles everything you thought you knew about business, branding, and consumer behaviour. From pricing psychology to irrational decision-making, he shows why people don’t buy what's logical, they buy what feels right. And if you’re a founder, marketer, or builder of any kind, this episode is your blueprint for thinking differently.



Here’s what we cover:

•  Why logic kills creativity in business

• The psychological levers that actually drive sales

• Why branding is about perception, not performance

• What most startups get wrong about value



But this isn’t just theory. Rory also talks about:

• The danger of over - optimisation

• Why data can’t explain human behaviour

• How real innovation happens outside the spreadsheet



If you want to build a brand that people fall in love with, not just tolerate, this is the episode to watch.



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00:00 Introduction

03:04 Fat-Tailed Marketing

05:40 Blockbuster Not Buying Netflix

11:35 Reverse Benchmarking

20:40 Business Idea: Car Rental Company

26:30 How to Think Non-Rationally

36:30 Reframing the Value of Something Psychologically

39:00 Perception vs Value

43:00 Success of Family-Run Business 

49:00 Jaguar Marketing

53:20 Why People HATE Innovation and New Inventions

1:03:40 Why Is Marketing Doomed?

1:10:30 Heathrow Pod

1:23:45 Best Marketing Ever

1:25:50 How Marketing Is Changing with AI

1:32:00 Think Like a Cop

1:38:00 How Increasing Your Price Can Make You More Money

1:45:00 How to Find the Best House

1:54:05 How Are Older People Going to Deal with AI?

1:56:50 Why Millionaires Are Leaving the UK

2:01:30 Why the Tax System Is F*cked for Young People



Follow Chris: https://www.instagram.com/chrisdonnellyofficial/ 

Follow Rory: https://www.linkedin.com/in/rorysutherland/?originalSubdomain=uk