Cross-Selling: Part 2 of 3 – What Goes Wrong
This is part 2 of a three-part series. If your organization offers multiple service offerings, you may find this series of interest. Part 1 – What’s at Stake Part 2…
Trust and The Future of Work: A Podcast With Jacob Morgan
Trust has been a main discussion point for most of my career. Trust in business, trust in selling, trust in relationships. Increasingly, people are discussing how trust in business and in…
Caught Between the Grinding Wheels of Sales
A workshop participant recently said something that instantly took me back a few decades. I remember feeling exactly as he described it: What am I supposed to do? On the…
Books We Trust: Interview with Frank Cespedes, author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press)
This week sees the publication of a new book I want to bring to your attention. It’s by Frank Cespedes, a professor at Harvard Business School, and an old friend…
Accountants Not Getting Trust
I’m starting to believe that the biggest obstacle to increasing trust in business is the conceptual confusion that exists around trust itself. We literally cannot agree on what we are talking…
CARFAX, Cops, and Car Dealers: The Good, the Bad, and the Ugly
It began with a trip to an Audi dealership. I liked what I saw, and was ready to buy. Then the dealer ran the CARFAX report. I’d had a side-bump accident…
Brain Science: Reductio ad Absurdum
Neuroscience is the hot new kid on the science block. And not without reason; the ability to map the brain’s inner workings offers huge medical potential. But along the way, neuroscientists…
If Trust is So Far Down, How Come –
Everyone knows how to complete this sentence – “Trust these days is __up __down.” You can’t throw a brick into the Googlenets these days without hitting some survey that bemoans…
The Sharing Economy: The End of the Summer of Love
The Summer of Love – early 1967, to be precise – was a high point in 60s-era ideology, when reality seemed to match the hype. Shortly after, things began to fall apart.…
A Successful 7th Generation Family Company
This is a guest post from old friend Jim Monk. Jim is a Texan by way of MIT who now grows coffee in Hawaii. H also writes great travelogues. He sent…