Buyers are Liars. Wait, What?
Are buyers liars? Yes, and no; it depends. What it depends on is the interesting question.
A Better New Year’s Resolution
I wrote a good blog post at this time three years ago, and haven't improved on it yet. Here it is again. Happy New Year. ----------------- My unscientific sampling says…
Ethics and Trust: Interview with Dr. Robert Hoyk
An interview with the author of The Ethical Executive
Are You a Trusted Twitterer?
An interesting new Twitter assessment tool provides some interesting lessons about measuring trust
Was It Something I Said? The Trap of High Self-Orientation
Most of us generally are too focused on ourselves; it's good on many dimensions to lower our self-orientation.
The Evolution of Capitalism
There are early signs of a new view of capitalism, even from within the West Point of Capitalism.
Tiger, Tiger, Burning Trust
What the Tiger Woods scandal teaches us about trust.
Trust Lessons from a Turkish Rug Dealer
Lessons in trust-based selling from an unusual source, a Turkish rug dealer.
Can You Differentiate Yourself from a Competitor in a Sales Presentation?
Focusing on your competitor dilutes your ability to be client-focused; differentiate by being who you are.
Meeting Your Customers’ Value Metrics
A self-confession: it's hard to fix my own inadequate approach to having value conversations with clients.