Some of you may be familiar with the CBS TV series The Mentalist, starring Golden Globe nominee Australian Simon Baker. The lead character, Patrick Jane, is a consultant to law enforcement agencies who uses his carnival-honed powers of observation and human nature to appear almost clairvoyant. In a recent episode, Jane makes three trust-related comments. While […]
I read an awful lot written about the role of value creation in sales, and I think it’s often misconstrued. So here’s a provocative statement: People don’t buy your value proposition – they buy your problem statement, and give you the sale as a reward. Value: The Usual Suspect If sales were like the movie […]
This is part 3 of a three-part series. If your organization offers multiple service offerings, you may find this series of interest. Part 1 – What’s at Stake Part 2 – What Goes Wrong Part 3 – How to Get it Right In Part 1 I said that cross-selling was the single biggest growth opportunity […]
This is part 2 of a three-part series. If your organization offers multiple service offerings, you may find this series of interest. Part 1 – What’s at Stake Part 2 – What Goes Wrong Part 3 – How to Get it Right In the first part of this series (link above) I suggested that “cross-selling […]
This is part 1 of a three-part series. Part 1 – What’s at Stake Part 2 – What Goes Wrong Part 3 – How to Get it Right If your organization offers multiple service offerings, you may find this series of interest. What is Cross-Selling? Definition: Cross-selling refers to two kinds of sales relationships with […]
Trust has been a main discussion point for most of my career. Trust in business, trust in selling, trust in relationships. Increasingly, people are discussing how trust in business and in organizations (or the lack thereof) is starting to affect how we all do business and people are starting to wonder how it will affect the […]
A workshop participant recently said something that instantly took me back a few decades. I remember feeling exactly as he described it: What am I supposed to do? On the one hand, I genuinely want to do right by my client. At the same time, my firm is depending on me to drive revenue there. […]
This week sees the publication of a new book I want to bring to your attention. It’s by Frank Cespedes, a professor at Harvard Business School, and an old friend from our mutual consulting days. The book is called Aligning Strategy and Sales, and it might have been called “The Massive Business Gap Sitting Right […]
Jacob Morgan is the author of the newly released, The Future of Work: Attract New Talent, Build Better Leaders, and Create a Competitive Organization (Wiley). He is also the principal and co-founder of the future of work consulting firm Chess Media Group and the FOW Community, an invite only membership community dedicated to the future […]
I’m starting to believe that the biggest obstacle to increasing trust in business is the conceptual confusion that exists around trust itself. We literally cannot agree on what we are talking about. The latest case in point: Public Company Accounting Oversight Board (PCAOB) Chairman James R. Doty, keynoting on the subject of Integrity at the Seventh Annual […]