Entries by Charles H. Green

Are You Selling to Vulcans?

Nowhere am I so desperately needed as among a shipload of illogical humans. –Mr. Spock in ‘I, Mudd’ The iconic Mr. Spock from Star Trek was half-Vulcan, half-human. It’s the former we first notice in Spock – Vulcans are governed entirely by logic and rationality, unencumbered by emotions. But it’s his human heritage that takes Spock from […]

If Selling Is Too Hard, You’re Doing It Wrong

Many fine sales authors will tell you that an essential ingredient in selling—perhaps the essential ingredient—is effort. Gumption, grit, hustle, sweat—whatever the word, the image it conveys is that success in selling is tough. No pain, no gain. Selling is a lot like football, this view says: the team that exerts the most effort is […]

Bleeding Trust from Every Sales Interaction

Last week saw an impressive uptick in conversations about trust in companies. While United may be the strongest case for bleeding trust today, it’s not limited to them. It’s the massive PR mishaps that grab our attention – but that’s misleading. Trust can affect every business – including yours. It’s not just about the big, egregious faux […]

The Zombie Idea of Neuroscience in Business

A zombie idea is one that refuses to die, regardless of repeated efforts to kill  it off.  The idea that neuroscience explains trust and leadership in business is one such zombie. Authors like David Rock and Paul Zak have popularized the idea that we can “understand” themes like trust and leadership better through the wonders of neuroscience, […]

3 Principles to Positively Measure Sales Training Effectiveness

It’s an article of faith in business that “if you can’t measure it, you can’t manage it.” The alternative phrasing is, “What gets measured gets managed.” Nowhere are those mantras more repeated than in the fields of corporate sales and training. And at the intersection—the field of sales training—it’s beyond an article of faith; it’s […]