Entries by Charles H. Green

Why Listening to Sales Experts May Be Hazardous to Your Sales

A sales expert, I’m not. A trust expert, I think I’ve become. And it turns out, there’s a big overlap. — One of the interesting points in Neil Rackham’s classic SPIN Selling is that certain techniques developed for small-item selling – notably closing – actually backfire when applied to larger, more complex sales. In other […]

Don’t Focus Just on Skillsets

It’s become a truism: you can’t manage what you can’t measure. (Actually, it’s quite a debatable proposition.) A corollary is that therefore what matters are observable behaviors, hence the essence of training is to develop skills that generate those behaviors. We’ve all seen, in the opening page of nearly every corporate training session’s objectives statement, […]

The 4-minute Mile of Personal Change

Bad things happen to good people. Some of those people live the rest of their lives defined by those bad things. Most people would agree that it’s better to overcome those bad experiences, and move on (not to say it’s easy to do so). A life fueled by resentment is a life wasted. The question […]