I heard it again today. I hear it in almost every workshop I do, and in every – bar none – big company sales organization I work with. It sounds like this: I believe in trust and relationships, but it’s a luxury problem. Here in the real world, the pressure’s on. I don’t have time […]
It began with a trip to an Audi dealership. I liked what I saw, and was ready to buy. Then the dealer ran the CARFAX report. I’d had a side-bump accident two years prior that popped the driver-side windows and door panels, and knew that would cost me some trade-in value. But I wasn’t prepared for, […]
Neuroscience is the hot new kid on the science block. And not without reason; the ability to map the brain’s inner workings offers huge medical potential. But along the way, neuroscientists – and their fans in business and society in general – frequently commit a basic error that wouldn’t pass muster in a philosophy 101 class. […]
Everyone knows how to complete this sentence – “Trust these days is __up __down.” You can’t throw a brick into the Googlenets these days without hitting some survey that bemoans the current low state of trust in society. And while there’s a lot of truth to those surveys, there’s far more uncritical thinking and sloppy […]
The Summer of Love – early 1967, to be precise – was a high point in 60s-era ideology, when reality seemed to match the hype. Shortly after, things began to fall apart. 1967 was also the summer of riots in Newark, Detroit and 126 other US cities. Drugs and violence popped up. By late 1969, the Altamont […]
This is a guest post from old friend Jim Monk. Jim is a Texan by way of MIT who now grows coffee in Hawaii. H also writes great travelogues. He sent me this, about a tour of the Crane Paper Company. I just had to share it. ————————— Once in a while you get a chance […]
From James Edsberg, guest-posting on BeatonCapital Down Under, comes a curious 10-point blogpost – The Trusted Advisor: R.I.P. Edsberg says, “It’s time to drop the tired phrase of ‘Trusted Advisor’ from your client strategy. In fact it’s time for the Trusted Advisor to RIP.” Interesting. But Edsberg falls into a trap. See if you can spot […]
When I wrote The Trusted Advisor with David Maister and Rob Galford a few years back, it became reasonably successful within several months. (Amazingly, it still ranks #8,050 – as of this morning – on the list of all books on Amazon. That’s all books, including Harry Potter (#54), Capital (#41), etc. I’ll take long-sellers […]
Jill Konrath has made a name for herself as one of today’s top thought-leaders in sales. A well-known author & speaker, Jill seems to be just about everywhere these days, and with good reason. I’ve known Jill for years. A smart, driven and straightforward woman, Jill epitomizes the best of the Midwest – she lets you […]
In my last post I wrote about the silos that exist between and within business and academia when it comes to trust. There are few subjects outside philosophy for which the question of subject matter definition is so important as it is in the case of trust. Like the tale of the blind men and […]