I’m back from a four-day Conference on Institutional Trust at the University of Nebraska in Lincoln, where I was one of only two non-academics (the other a most talented Federal judge from Maryland). A few headlines. First, our hosts – the University of Nebraska’s Psychology Department and its Center for Public Policy – could not possibly […]
It’s no secret that I’ve been a contributing author at RainToday for many years. In that time, I’ve had the opportunity to collaborate and connect with many thought-provoking professionals. Last year, I had the privilege to sit down with Mike Schultz, the founder and publisher of Rain Group, and talk about their 2013 report, “What Sales Winners […]
“Now our global sales team can create customer relationships instantly from anywhere.” Jeremy Stoppelman, CEO of YELP, in an ad for the Salesforce1 Mobile App in the Economist. “Run your business from your phone,” the ad goes on to say. Including the instant creation of customer relationships, with just a click. Of course, we get […]
Right after Michael Lewis’s 60-Minutes appearance to promote his new book Flash Boys I wrote a blogpost about it. The next day I received a phone call from a retail stock broker. His tone was somewhere between kindly uncle and exasperated old-timer, but his message was clear: “That Lewis guy’s obviously got an axe to grind,” said the caller. […]
Maybe your firm would like to sell to XYZ company and it turns out you have a college classmate who works there. Maybe you’ve become friendly with someone in a client company for which you’d like to do further work elsewhere in the organization. Maybe a neighbor down the street works for an organization you […]
Michael Lewis’s new book Flash Boys goes on sale at Amazon this morning, March 31. The headline, as he put it in Sunday’s exquisitely timed CBS 60 Minutes – “The stock market is rigged.” And it’s rigged in favor of high-frequency traders. Complaints about high frequency trading are not new. What is new, to nearly all of us, is […]
(This post first appeared on RainToday.com) Value propositions are unquestionably important in B2B sales, especially for large, complex, or intangible offerings. Some suggest a value proposition is the key component of successful sales. And most would say a value proposition is a necessary condition for success, if not a sufficient one. But I think we […]
In my last post, Building the Trust-based Organization Part I, I suggested that approaches to trust at the organizational level fell into several categories. Like the parable of the blind men and the elephant, all captured some part of the puzzle, but none grasped the entirety of the issue. The five categories I listed were: 1. Trust […]
Do your eyes glaze over at that title? Mine do. I always click on such titles, but am usually disappointed when I get what feels like low-content or high fluff-quotient material. So I set out to tighten up the perspective. Tentative conclusions: sometimes the issue really is vague, fluffy, fog-sculpting content. More often, however, it’s […]
I recently got to meet Stephanie Olexa, a renaissance woman whose most recent incarnation is as an executive coach, at her company Lead to the Future. She has quite a bit to say about trust, and about two organizations in particular. Here’s our conversation. Charlie Green: Stephanie, you’re hard to pigeonhole. You’re an author, teacher, entrepreneur, […]