Technology Transformation vs. Trust
Is technology killing trust in your organization? Are we heading for a dehumanized, low-trust business world? Can technology itself come up with trust-enhancing ways to guard against this trend? I'm getting…
Trust Takes a Long Time to Create, a Short Time to Destroy. Not.
There are two kinds of mistakes we make with trust. One is to trust mistakenly – the other is to fail to trust at all. One is a failure of…
Interview with Barbara Kimmel of Trust Across America – Trust Across the World
Today’s interview is with a significant player in the world of those who seek to improve trust in the business world – Barbara Kimmel. Barbara is CEO and co-founder of…
Competing with Colleagues
When I co-wrote The Trusted Advisor with David Maister and Rob Galford a few years back, it became reasonably successful within several months. (Amazingly, it still ranks #5,252 – as of…
Building the Trust-based Organization, Part I
Last week, I wrote about why organizations don't teach trust. Now let's move from diagnosis to prescription – let's delve into how to build a trust-based organization. ---- Let's start…
Top Ten Reasons Organizations Don’t Teach Trust
A little while back I was asked a simple yet profound question by Tom Hines from the Monitor Group. It's a question that over the years, I continue to get…
Are You Talking Your Way Out of a Sale?
We've all done it. Talked ourselves just a little too far back into a corner. Often – and especially in a sales meeting – it's because we feel a need to…
Enabling Stupid Marketing (and #Sales) at the Speed of Light: Part 3 of 3
This is the third part of a three-blogpost series. In the first, I argued that “stupid marketing and sales” – defined as “a stultifying obsession with one’s own product features,…
Enabling Stupid Marketing (and Sales) at the Speed of Light. Part 2 of 3.
This is the second of a three-part blog series. In the first, I argued that Stupid Marketing (and sales) has become endemic. Briefly, I defined “stupid” as “a stultifying obsession…
Enabling Stupid Marketing (and sales) at the Speed of Light. Part 1 of 3
How would you rate the quality of the following three unsolicited emails? What letter grade would you assign to each? Sample A: Hi Charles, I have emailed you a few…