S9 Ep36: Sell Like a Spy: What Business Can Learn from Intelligence Officers with Jeremy Hurewitz
Apr 2, 2025
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In this engaging discussion, Jeremy Hurewitz, author and strategic advisor, reveals how business leaders can learn from intelligence officers. He shares techniques like mirroring and active listening that enhance trust and influence. Jeremy also delves into the ethical dilemmas of private intelligence and highlights the importance of emotional intelligence in our tech-driven world. With insights from his journey through corporate security, he makes a compelling case for the art of relationship-building, whether in espionage or business.
Jeremy Hurowitz emphasizes the importance of interpersonal skills, such as active listening and mirroring, for building trust in both espionage and business.
The podcast discusses the ethical dilemmas faced in the corporate intelligence industry and the necessity of adhering to legal and moral guidelines.
Hurowitz highlights the increasing significance of cultural understanding and diversity in espionage, arguing it enhances problem-solving and mission success.
Deep dives
The Transition from Journalism to Corporate Intelligence
The guest, Jeremy Hurowitz, shares his journey from journalism to the field of corporate intelligence and security. With extensive experience living abroad and working in journalism, he found his way into corporate intelligence after returning to New York. He highlights that while most individuals in the field come from government backgrounds, his journalistic skills, particularly in investigation, were valuable. This transition allowed him to work closely with intelligence and law enforcement agencies, ultimately leading to the writing of his book 'Sell Like a Spy,' which merges insights from espionage with business practices.
The Ethics of Corporate Intelligence
The discussion delves into the ethical concerns surrounding the corporate intelligence industry, with Hurowitz stressing the importance of operating within the law. He acknowledges that while many firms are reputable, the industry's ethical gray areas are well-known, especially with the negative publicity surrounding unethical practices. He describes the delicate balance of gathering human intelligence for purposes like reputational background checks without breaching ethical boundaries. Hurowitz emphasizes his commitment to ethical practices, steering clear from firms that engage in questionable behavior such as dumpster diving for information.
Elicitation Techniques for Engaging Conversations
Hurowitz explains the concept of elicitation, which is critical for spies and valuable in both sales and networking. Direct questioning can lead to defensiveness, so he advocates for a more subtle approach to gathering information. Techniques of active listening and mirroring can create rapport, allowing for deeper and more open conversations. The ability to make others feel comfortable and understood can significantly enhance communication and lead to more productive interactions, whether in espionage or business.
Understanding Spies Beyond the Stereotype
The podcast addresses common misconceptions about spies, contrasting the glamorized portrayals in media with the reality of the profession. Spies are often not the dashing figures depicted in movies; instead, their effectiveness lies in their interpersonal skills and ability to blend in. Hurowitz points out that many spies prefer to be average-looking and low-profile, allowing them to navigate social situations more easily. He underscores that a spy's role is often that of a relationship manager, leveraging social skills to gather intelligence rather than engaging in high-risk activities.
Leveraging Diversity and Technology in Intelligence Work
The conversation highlights the significance of diversity and cultural understanding in espionage, showcasing how it can be strategically used to achieve missions. Hurowitz mentions how teams that include diverse members can solve problems more effectively and reduce suspicion in their operations. Additionally, he discusses the impact of technology on intelligence work, noting how it has changed both the challenges spies face and the tools available for gathering information. Despite the advancements in technology posing obstacles, they also offer new methods for analysis and intelligence collection.
What can business leaders learn from spies? In this episode, Chris speaks with Jeremy Hurewitz, author of Sell Like a Spy, to explore how intelligence officers build trust, read people, and influence outcomes. Drawing on years spent working alongside former CIA, FBI, and military professionals in the world of corporate security, Jeremy shares real-world techniques—like mirroring, elicitation, and active listening—that can transform how we sell, lead, and connect. They also discuss the ethics of private intelligence, how Hollywood gets espionage wrong, and why emotional intelligence matters more than ever in a tech-driven world.
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Secrets and Spies is produced by F & P LTD.
Music by Andrew R. Bird
Secrets and Spies sits at the intersection of intelligence, covert action, real-world espionage, and broader geopolitics in a way that is digestible but serious. Hosted by filmmaker Chris Carr and writer Matt Fulton, each episode unpacks global events through the lens of intelligence and geopolitics, featuring expert insights from former spies, authors, and analysts.
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