Brain Driven Brands

What if the reason customers are abandoning their carts isn't price...it's guilt?
New research across 14 million e-commerce sessions reveals that the more pleasure-based items are in a cart, the higher the abandonment rate. (The solution for this is simpler than you'd think.)
In this episode, we break down the psychology behind practical vs. hedonic upsells, why cold traffic wants logic before emotion, and how messaging sequence is the most underrated lever in DTC marketing. Nate also just bought an RV and accidentally became the perfect case study for why practical add-ons are a conversion cheat code for e-commerce brands and direct response marketers.
Source: https://app.sciencesays.com/p/suggest-practical-items-to-reduce-cart-abandonment
🎉 Join the community: skool.com/tether-lab
CoHost: Nate Lagos
Twitter: https://x.com/natelagos
LinkedIn: https://www.linkedin.com/in/natelagos/
Tactical and Practical Podcast: https://podcasts.apple.com/us/podcast/tactical-practical/id1752915534
CoHost: Sarah Levinger
Learn more at: https://www.tetherinsights.io/
Twitter: https://x.com/SarahLevinger
Linkedin: https://www.linkedin.com/in/sarahlevinger/
Instagram: https://www.instagram.com/sarah.levinger/
Watch me on YouTube: https://www.youtube.com/channel/UCKwfjt_7PU5N_2fTfHemXXg

In this episode, we get into the three layers of the job (tactical, exterior, interior), why "taste" is the hardest skill to teach, and the in-house vs agency debate that keeps getting it wrong. If you're a creative strategist trying to level up (or a founder trying to hire one) this is the framework we wish we had years ago. Plus: why the apprenticeship model dying is the real reason the industry can't produce great talent anymore.
⚡ IN THIS EPISODE
→ Why you can teach someone to be adequate at creative strategy, but not great
→ The 3-tier skill stack: tactical for beginners, business for intermediates, psychology for experts
→ The one skill that separates good copy from copy that actually moves people
→ Why an intermediate at your brand will out-perform an expert off the street
→ The real reason 40,000 people signing up for bootcamps still won't fix the talent gap
⏱ TIMESTAMPS
00:00 The skill nobody can teach (but every great strategist has)
01:30 Sarah cashes in $1,000 of free consulting from Nate
03:30 What an expert creative strategist actually knows (it's not what you think)
05:30 Where intermediates fall short — and the business knowledge gap
06:45 Copy that sounds cool vs. copy that moves people
08:00 How to actually vet creative strategist candidates when you're hiring
10:15 The Connor Rowan question every strategist should be asking themselves
11:30 Why the apprenticeship model dying is killing the industry
14:00 The agency vs in-house debate (and who actually wins)
15:30 The one piece of advice for anyone trying to level up right now
👉 Join Sarah's Creative Strategy Community: skool.com/tether-lab
───────────────────────────────────
🎙 CO-HOSTS
───────────────────────────────────
Sarah Levinger
🌐 tetherinsights.io
🐦 x.com/SarahLevinger
💼 linkedin.com/in/sarahlevinger
📸 instagram.com/sarah.levinger
▶️ youtube.com/channel/UCKwfjt_7PU5N_2fTfHemXXg
Nate Lagos
🐦 x.com/natelagos
💼 linkedin.com/in/natelagos
🎧 Tactical & Practical Podcast: podcasts.apple.com/us/podcast/tactical-practical/id1752915534

In this episode we break down the science behind price font size, why hiding your price reads as "embarrassed about the value," and how to use category psychology and price anchoring to justify premium pricing in crowded categories like supplements, meat snacks, and beyond. We also share a live test we're running this week on Meta ads and why most brands are still pricing like it's 2022.
⚡ IN THIS EPISODE
→ Why bigger price fonts can make your product feel 15% cheaper
→ The Walmart yellow-tag principle hiding in plain sight
→ Why most DTC brands shrink their prices (and why that's a confidence signal to customers)
→ How to anchor a $60/month supplement against "another sleepless night at 3 AM"
→ Why you should be price testing year-round, not once every 18 months
→ The "staple a teddy bear to a wall for $6M" lesson on category perception
⏱ TIMESTAMPS
00:00 The mullet, the headphones, and why Sarah is anxious about AI
04:15 The pricing quiz: what makes a price 26% more persuasive?
05:30 The answer nobody guesses right
07:00 Why small price fonts read like you're hiding something
09:00 The product categories where this works (and where it might not)
10:30 The car dealership test that proves the limit
12:15 Why we're still price testing in 2026 (and you should be too)
14:30 The hot tub infomercial trick: $3/day vs. the full price
15:45 Category psychology — why a Maserati and a Corolla both just "drive"
17:30 Be proud of being the most expensive brand in your category
18:30 Purposeful price anchors vs. the Amazon default
19:30 Reframing your category instead of competing inside it
Source: https://app.sciencesays.com/p/numbers-in-larger-fonts-are-more-persuasive
👉 Join Sarah's Creative Strategy Community: skool.com/tether-lab
───────────────────────────────────
🎙 CO-HOSTS
───────────────────────────────────
Sarah Levinger
🌐 tetherinsights.io
🐦 x.com/SarahLevinger
💼 linkedin.com/in/sarahlevinger
📸 instagram.com/sarah.levinger
▶️ youtube.com/channel/UCKwfjt_7PU5N_2fTfHemXXg
Nate Lagos
🐦 x.com/natelagos
💼 linkedin.com/in/natelagos
🎧 Tactical & Practical Podcast: podcasts.apple.com/us/podcast/tactical-practical/id1752915534

The customer avatar wasn't invented by a marketer. It was invented by a software developer in 1983 who just wanted to know how someone would click through his app. And yet, we've built entire marketing strategies around it. In this episode, we're gonna question everything we know about avatars so you can too. 😅
We get into why obsessing over WHO your customer is (age, gender, zip code) might actually be the wrong starting point and what we think marketers should be focusing on instead: When → Why → Who.
Market to the moment first, understand the emotional driver second, and let the demographic details do the last 5% of the work. From OG watch brand case studies to the Taco Bell drive-through at midnight, this one was just a brain dump of consciousness around one simple question: how should we be building avatars that scale in 2026 and beyond?
⚡ IN THIS EPISODE
→ Why the customer avatar was designed to understand *behavior*, not predict who would buy
→ The difference between psychographic avatars and avatars that actually tell you what to do
→ How the same ad made men and women buy the exact same watch for completely different reasons — and why that's the whole point
→ The "when" framework: how to map customer wins first, emotions second, and demographics last
→ Why Taco Bell's "open late" campaign is a masterclass in marketing to the moment, not the person
 👉 Join Sarah's Creative Strategy Community: skool.com/tether-lab
 ───────────────────────────────────
🎙 CO-HOSTS
───────────────────────────────────
Sarah Levinger
🌐 tetherinsights.io
🐦 x.com/SarahLevinger
💼 linkedin.com/in/sarahlevinger
📸 instagram.com/sarah.levinger
▶️ youtube.com/channel/UCKwfjt_7PU5N_2fTfHemXXg
 
Nate Lagos
🐦 x.com/natelagos
💼 linkedin.com/in/natelagos
🎧 Tactical & Practical Podcast: podcasts.apple.com/us/podcast/tactical-practical/id1752915534

We're back from a 3-month break to break down the three "storms" reshaping the industry: Meta's algorithm quietly flipping the paid ads playbook upside down, an AI-fueled brand identity crisis draining trust faster than anyone expected, and something we're calling "AI gentrification" and why it might be the most dangerous shift of all.
We're all feeling the pain. But there's a path through and it's not what most people are doing.
⚡ IN THIS EPISODE
→ Why running more ads is making your performance worse
→ The organic vs. paid reach gap nobody's talking about (99% vs. ~80%)
→ How AI is destroying the apprenticeship model in DTC
→ What "conviction" actually looks like in a brand and why almost no one has it
→ Our contrarian take on what comes next
A Renaissance is coming and it's going to be built by the anti-AI crowd!
 
👉 Join Sarah's Creative Strategy Community: skool.com/tether-lab
 Sarah Levinger
🌐 tetherinsights.io
🐦 x.com/SarahLevinger
💼 linkedin.com/in/sarahlevinger
📸 instagram.com/sarah.levinger
▶️ youtube.com/channel/UCKwfjt_7PU5N_2fTfHemXXg
 
Nate Lagos
🐦 x.com/natelagos
💼 linkedin.com/in/natelagos
🎧 Tactical & Practical Podcast: podcasts.apple.com/us/podcast/tactical-practical/id1752915534