Trust-based Selling
The goal of most selling is to make the sale. The goal of trust-based selling is to help the customer; the sale is an outcome, not a goal. In trust-based selling,…
Trust Metrics: Breaking It Down
How can you measure trust? Consider a simple equation: Trusting x Trusted = Trust In other words: if someone is trusting enough to take a risk (the trustor), and if…
Jack Welch, Chuck Todd, and the Erosion of Trust
NBC News White House correspondent Chuck Todd made some news himself the other day – but it's not what you think. He made a contribution to the analysis of trust. To see why,…
Social Media: The End of Friends? Or the Beginning of Friendship?
Remember all those curmudgeonly quips about how online "friends" were cheapening the real thing? How the Facebook generation was mistaking true friendship for the faux, virtual kind? Can we finally…
If Trust in the Media is Down, is that Bias? Or Paranoia?
Trust in the Media is Down. Again, still, more. Gallup is out with a new poll, showing that 60% of the US population "have little or no trust in the mass…
Financial Advisory Services: Interview with Mark Barnicutt, CEO Highview Financial Group
The term "financial advisor" covers a wide range of activity, from insurance sales to asset manager to broker to financial planner, and many more. Both providers and consumers of financial…
The Tyranny of Low Cost Strategies and the Gospel of Walmart
High Frequency Trading is in the news again. HFT is highly computerized stock trading, which secures faster execution for bigger computers located physically closer to the stock exchange. It now…
Cheating at Harvard: Shocked, Shocked!
Perhaps you heard: half of a 250-person undergraduate class at Harvard has been accused of cheating on an exam. Here are: Basic early reporting on the case from the Harvard Crimson;…
Trust is Down? Wait – What Does That Even Mean?
We hear it all the time. Trust in banking is down. Trust in Congress is down. Trust in the educational system is down. We hear these statements, we say, 'tut-tut…
Lance Armstrong: Resigning to Spend More Time With His Family?
"I am resigning in order to spend more time with my family." That is what we hear from politicians when they depart under a cloud. Lance Armstrong was scarcely more…