How Business Underestimates the Power of Belief
The story of solitary confinement provides a powerful metaphor for the role of beliefs in business.
Author Archive for: Charles H. Green
Entries by Charles H. Green
Why B2B Salespeople Love Value Propositions – But Shouldn’t
Selling without emotion doesn’t work; but many B2B salespeople opt for value propositions, because they allow sellers to avoid emotional connection.
Why Value Propositions are Overrated
The usual B2B idea of a value proposition is rooted in economics; but psychology is more relevant.
Random Acts of Kindness
There are very good deeds done, we just don’t often take time to note them.
Do We Learn From Our Mistakes? Or Not?
Data suggest that we don’t learn from our mistakes. But it’s tough to interpret that data…
Applying Business Best Practices to Relationships
Some business “best practices” are based on non-human forms, and turn out to be destructive when applied to people.
Trust Reader Volume 1
Greetings. Competitive Disadvantage: New Sales Strategies for New Business Models is the first article in a series of ebooks I’m releasing called The Trust Reader. The Trust Reader will be published roughly every few months. Articles introduced here will be available thereafter on the trustedadvisor.com website, but you’ll see them here first. The highlighted article […]
The Trust Reader Volume 1
Greetings. Competitive Disadvantage: New Sales Strategies for New Business Models is the first article in a series of ebooks I’m releasing called The Trust Reader. The Trust Reader will be published roughly every few months. Articles introduced here will be available thereafter on the trustedadvisor.com website, but you’ll see them here first. The highlighted article […]
Trust and New Media: Request for Favorite Stories
New social media offer a chance to radically increase trust; but also to destroy it
The Problem with B-Schools is the Problem with Business
Business education needs reforming, but how? Not at the edges, but at the core–strategy.