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Everyone wants to know how to succeed in an online world of blogs, Twitter, and LinkedIn. The key is to understanding how your offline networking skills still apply in a social media world. Read More

One of the rules of etiquette is that intimacy has a pace and a sequence. Some things are done only after other things, and usually with a certain elapsed time. Successful salespeople know that that exactly the same rules apply in sales. Read More

Trusted relationships make your business run smoother and more profitably--but there's still a lot of business advice out there that boils down to systematically destroying your customers' trust. Which advice do you want to follow? Read More

The Red Velvet Rope Policy demands tough decisions about customers, but it can also create more customer value and satisfaction, and build a foundation of more loyal and profitable customers. Read More

Creating a customer signature experience isn't about your product or service touchpoint, it's about how your make your customers feel about themselves. Read More

Worried about how your business can survive economic hard times? Try these 10 great ways you can take care of your customers, your employees and your business to survive and thrive in a down economy. Read More

I can't resist another reference to the Trust Equation as a way of introducing Cordell Parvin's Choose Words Carefully. Looking at the components of the Trust Equation (Credibility + Reliability + Intimacy) / Self-Orientation), trust is built largely through words. What about actions, you say? Absolutely! That's how Reliability is created — when a Read More

The reason meetings are such a continual waste of time and energy is simple: pervasive distrust. And there's also a simple way to prove to your people who much you trust them. Read More

Bruce Rasmussen's engaging personal tale combines forthrightness and whimsy, beginning with a marketer's definition of trust (which he claims to paraphrase): "A can trust B if B has the opportunity to rip A off - and chooses not to do so." Embedded in a story about muffins are some pretty provocative questions that Bruce asks about our own or Read More

Sex, religion, and politics are widely taught as the three topics to avoid in any relationship. Paul McCord, who writes the Sales and Management Blog, begs to differ — at least on the political front. Paul invites an engaging discussion on the downsides of avoiding discussions of politics with sales prospects. Referring to the upcoming U.S. presid Read More