One of the biggest reasons sellers and marketers don’t become trustworthy is that they chicken out. At the last minute, they can’t give up control. They’ve got to tweak the…

Trust listening sales presentation pitch

Fortune talks about recommender systems. Take Amazon’s “if you liked The Da Vinci Code, you’ll love Blink.” Now move from book-to-book relationships into book-to-other relationships: “If you liked the Da…

I was on the afternoon Amtrak Acela Express from Boston to New York. I got on at the Back Bay stop in Boston (the second stop), and went to the…

Several months after 9/11, I had dinner with friends—a couple from New York. One’s a doctor, the other runs a small business. Both are well-educated, successful people. They told me…

Bear with me: this one’s going to get all abstract on you before it comes back to earth. Tiha von Ghyczy is a fellow of the Boston Consulting Group’s Strategy…

Put six toothpicks on the table in front of a friend. Lay three of them in the shape of an equilateral triangle. Ask your friend to arrange all six toothpicks…

Thank you very much to everyone who read, commented or linked to these posts.Trust Tip 14: More Hard Talk about Soft SkillsEveryone knows you’re supposed to listen with your complete…

NEW YORK (Reuters) - Pfizer Inc. said last week it would cut its U.S. sales force by about 20 percent, or some 2,200 jobs, as part of a comprehensive cost-cutting…

Here are two provocative takes on the issue of trust in corporate governance. One comes from Jim Peterson at the International Herald Tribune; the other from the multi-talented Ben Stein…