The Twin Sins of Trust
You've probably heard "sins of commission, and sins of omission." It is usually linked to Christian theology, particularly some of the New Testament gospels and Paul's epistles , but it also has…
Trust-based Selling, the Advanced Course
I had lunch the other day with Jack S., a client from 5 years ago. At the time, Jack managed a sales organization in the reinsurance business. (If you think…
Boston Trust
Last week, trust was destroyed. Then it was rebuilt. At least, that's the party line in all the media and the social buzz channels. But it's not the whole story.…
Destroying Trust with Just a Verb
The Associated Press decided to drop the term "illegal immigrant" from its reporting. Their point: the term 'illegal' should be applied to actions, but not to persons. It's the immigration equivalent…
Leadership Development: the Trust Perspective
I rarely write blogposts promoting the services we offer. But since we have something new to offer – this is one of those times. Are you involved with issues of…
Sales, Surgeons and Profits
The NYTimes recently published Salesmen in the Surgical Suite, a look at some questionable sales practices in the US surrounding a robotic surgical technology called the da Vinci Surgical System, a…
Hitting a 7-Iron from the Tee Box
This weekend I joined a dozen school buddies for an annual golf outing. Now, I took up golf late in life, which explains why I'm pretty much the worst player…
The Five Levels of Customer Focus
One of the Holy Icons of marketing is the concept of customer focus. It's almost always used to signify a good thing, and something that is self-evident – that doesn't…
Insecure Egomaniacs
In April 2007, the New Yorker published an article by John Calapinto called The Interpreter. It describes Dan Everett, a linguistic researcher who lived for many years with a remote Amazonian…
Using Valuable Content to Build Trust Through the Sales Process
Please welcome guest-blogger Sonja Jefferson to Trust Matters today. She's founder of Valuable Content consulting firm, and author of the Valuable Content Marketing book. I have high regard for what…