Entries by Charles H. Green

Trust, Inc.

Walgreens, the venerable (116 years old, second largest) US drugstore chain, has announced a new tagline as part of a new brand positioning strategy.  No longer will it be “At the corner of happy and healthy” – the new mantra is “Trusted Since 1901.” Well. I wish Walgreen’s nothing but the best, and don’t doubt their […]

Can You Trust Bitcoin?

In a word – no. But the reason why is not the usual critique. Let me explain. Origins in Distrust Bitcoin was born of distrust. Its original fan-base was an amalgam of nerds, futurists, libertarians and survivalists. They were enticed by several features of the new crypto-currency: a decentralized network, beyond the control of governments and […]

It’s Always Risk-on for Selling

In the financial trading community, there is a concept called “risk-on, risk-off,” or RoRo for short. It refers to the general market sentiment at a point in time. Simply put, if the prevailing trend is toward more risky and aggressive instruments (e.g., stocks, emerging markets), that is called “risk-on.” If the trend is toward less […]

The Consulting Industry: the Critical Role of Interpersonal Relationships

This is the first in an occasional series on trust in particular industry verticals. This post looks at the consulting industry. ———— In consulting, some things are changing. And some are not. The biggest trend is, of course, the digitization of the firm’s service offerings. For example, nearly three quarters of one large consulting firm’s […]

Don’t Confuse Your KPIs with Your CSFs

I spoke with BigCo, Inc. They wanted their B2B salespeople to become trusted advisors. They felt (correctly) that greater trust levels with their customers would result in greater intra-customer market share and greater profitability. And they were right – as far as that goes. But they then described to me their implementation plan. It consisted […]

Buddhist Capitalism: Why Trust and Collaboration Outperform Competitive Selling

When we think of capitalism, we typically think of competition as a central, driving force. At a macro-level, we have enshrined the value of competition in our antitrust laws. We think of competition between providers as a way to increase innovation and reduce costs. Adam Smith is frequently (and somewhat inaccurately) cited as the prophet […]

Trust and Selling to the C-Suite: Interview with Ken Roller

Ken Roller is an experienced B2B salesperson; he spent the past 35 years in Corporate America working for 2 industry leaders (including 21 years at Intel), serving Global 1000 customers. Ken’s classic sales credentials are impeccable: he exceeded his quarterly sales quota for over 20 years straight – 83 quarters in a row – in […]