Can You Trust Bitcoin?
In a word – no. But the reason why is not the usual critique. Let me explain. Origins in Distrust Bitcoin was born of distrust. Its original fan-base was an amalgam…
Pain, Brain, or Reframe: How Do Buyers Really Buy?
Sometimes when it comes to sales, we approach it as if there were some specific model or equation to follow in order to result in closed business. A + B…
The Comp System Made Me Do It (Be a Low Trust Advisor)
It happened again the other day. A (fairly articulate) participant in one of my workshops said: Charlie, you don’t understand our system. We can’t do the trust stuff you suggest…
Fear and Forgiveness
This week our very own Lisa McArthur tackles the weight of fear and the weightlessness of forgiveness. ---- Reading the story of Dean Otto this week, it’s hard not to reflect on…
Dealing with the Honest Majority and the Dishonest Minority: Tales from the auto industry
This is a guest-post by Matti Kurvinen, a former Accenture partner, now an independent consultant focusing on service strategy and operations and warranty management. We welcome him to Trust Matters.…
How You Use Your Smarts Is What Attracts Clients
You've heard, "It's not what you know; it's who you know." You've also heard the reverse. You've heard, "You've got a limited amount of time to impress them; use it."…
The Consulting Industry: the Critical Role of Interpersonal Relationships
This is the first in an occasional series on trust in particular industry verticals. This post looks at the consulting industry. ------------ In consulting, some things are changing. And some…
Buddhist Capitalism: Why Trust and Collaboration Outperform Competitive Selling
When we think of capitalism, we typically think of competition as a central, driving force. At a macro-level, we have enshrined the value of competition in our antitrust laws. We…
Trust and Selling to the C-Suite: Interview with Ken Roller
Ken Roller is an experienced B2B salesperson; he spent the past 35 years in Corporate America working for 2 industry leaders (including 21 years at Intel), serving Global 1000 customers.…
When Others Abuse Your Trust
What happens when someone violates your trust? What should you do? What can you do? What works? — Has your trust ever been violated? Did someone, once upon a time,…