Wants or Needs? Dylan and the Stones on Sales
If you’re in sales or business development, you’ve probably heard the distinction between wants and needs. What’s the difference? And what’s the role of each to someone buying? I checked…
The Evolution of Trust-based Leadership
In 2000, I co-wrote The Trusted Advisor, with David Maister and Rob Galford. At the time, it was aimed largely at external professional services advisors. The word “leadership” appeared exactly…
Dueling Book Reviews: Chris Brogan and Charlie Green Interview Each Other
Andrea Howe and I, as you know, are celebrating this month's publication of The Trusted Advisor Fieldbook. As it happens, friend-in-trust, Chris Brogan has a book coming out very soon as well–Google+ for…
Stupid Crazy Trust
Sometimes I get annoyed. Usually, that means I'm thinking like an idiot. Sometimes, however, it produces useful ideas. Lately I’m annoyed by the constant repetition of a myth about trust.…
Win a Free Copy of The Trusted Advisor Fieldbook Redux
We’re excited about the early success of The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust. It’s gotten a #4 ranking on The Washington Post Book World paperback…
Ian Brodie Takes the Trust Quotient Test: Video Interview
Ian Brodie is a sales and marketing consultant to professionals. Based in Cheshire, England, Ian’s low-key, self-effacing style belies some deep content mastery. Ian and I crossed paths years ago…
What the Paterno Scandal Tells Us About Trust
Joe Paterno was the de facto leader of a powerful movement. He thought he could outrun an ethical blemish in his movement, while still preaching the gospel of high values.…
Is Trustworthiness a Moral Value?
Every day, I'm a little blessed by the interest and thoughtfulness of our readers. Here’s an excerpted email I received this week that got me thinking. The Email Dear Charlie,…
Working On Trust: David A. Brock
To anyone who doubts the power of social media, I tell them how I came to know David A. Brock. Dave’s resume is old-school – IBM, Tektronix – and I…
A Certified Trusted Traveler
As of October 23, 2011, I have been declared by the U.S. Customs and Border Protection to be a “Trusted Traveler” through their Global Entry program. Let’s examine what the…