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.…
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…
In Complex Sales, Time Is on Your Side
What's the relationship of time to sales? Should we worry that "time's a wasting?" Or pay more heed to "all good things in due time?" It sounds like a trivial…
Are You Worthy of Your Client’s Trust?
Have you ever stopped and asked yourself if you're worthy of your client's trust? It's a big question, but one with an interesting twist. It seems that trust, especially a…
Selling from Inside Your Client’s Shoes: Part 2, Execution
I recently wrote about Selling from Inside Your Client’s Shoes. The gist of it was to drill-down into the interior dialogues that we all engage in at the outset of…
Why You’re So Predictable
On the one hand, it seems the world is getting less predictable. On the other hand, looking at the successes of Big Data and AI, haven't we all at the…
What Problem Are We Trying to Solve?
An old business friend told me the other day that the thing he most remembers me saying was, “What problem are we trying to solve?” As he put it, “That little…
The Semantics and Study of Trust
This post isn’t quite as wonky as the title would suggest. Bear with me. Most of us would agree that ‘trust’ is a complex concept. But few of us, I suggest,…
A Better New Year’s Resolution
Ten years have passed since I first wrote the following thoughts on New Years resolutions. Frankly, it was good. And frankly I haven’t been able to write a better one.…
Traveling Trust, Reciprocating Trust
I was in Munich for a one-day stopover en route to Bucharest. I left New York a day earlier than planned to avoid some weather. And I realized yet again…