Announcing the Trusted Advisor FieldBook
I am very proud to announce with my co-author Andrea P. Howe the publication this fall of "The Trusted Advisor FieldBook: A Comprehensive Toolkit for Leading with Trust," in partnership…
Employee Engagement: The Means, or The End?
Please take two deep breaths to calm yourself and find a place of zen before answering the below question. All calmed? Good. From that place of inner peace and quiet,…
Trust, Sales and Getting Real: Interview with Author Mahan Khalsa
Mahan Khalsa is one of the more respected names in the field of complex sales. When I set out to write Trust-based Selling, there were three books foremost in my…
8 MBAs Solve World Hunger. In Theory.
Back in October 2006 I started this blog, Trust Matters, by looking back from the vantage point of my 30th MBA reunion, in a post called Harvard Business School 30…
Trust Primer Volume 10
The theme of winning has for decades heavily influenced our approach to business. It seems as obvious as the air we breathe, hence we don't even notice it. But winning…
Sample Selling Without Giving Away the Store
“I know you recommend sample selling for intangible services, Charlie,” the caller said, “but I have to tell you, I think that’s naïve.” “I followed your advice,” he continued, “I…
Empty Calorie Social Networking
I’m an enthusiastic user of many social media. I welcome interaction on Twitter (@charleshgreen), for example. In many ways, online networking is sort of the first derivative of the old,…
The Trusted Advisor and The King’s Speech
Datapoint 1. Maybe you’ve seen the Oscar-winning The King’s Speech by now. Certainly you’ve read about it. Datapoint 2. If you’re reading this blog, you probably know I’m the co-author…
Handling Sales Rejection Without Becoming a Narcissist
It’s one of the hardest parts of selling—that knife edge space where company revenue stream meets interior personal psychology. It is business, and it is personal. Most solutions share one…