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The paradox of selling, put as simply as I can, is that if you are willing to give up your attachment to the sale, you are more likely to get the sale. And that is counter to almost every sales program you'll read, which all teach you—in the latest and greatest neuro-behavioral-process language--precisely how to get the sale. Read More

A core competency of every organization is to be strong problem solvers. But why is it that some problems are so often avoided, go unnoticed and not solved? Read More

Let's face it: professionals hate selling. Consultants hate selling. Architects and surveyors hate selling. Accountants hate selling. And lawyers: lawyers really hate selling. And we don't just hate the act of selling. Many of us hate the entire concept of selling. We feel it's beneath us. It's demeaning. We're experts in our field — we Read More

How should you do business in a recession? It all depends on whether your business model is making money by squeezing your partners when they're down, or making money by having committed partners when times are up. Read More

Harvard Business School studied venture capital-backed entrepreneurs to test whether or not we learn from our mistakes. The results aren't what you'd expect! Read More

What are some examples of trust creation or destruction involving new social media that you consider to be important, archetypal, paradigmatic (or any other big impressive adjective)? Read More

Recessions drive us to self-centered fear, but they are simply the down cycle in a long-term relationship. Client focus shows dramatically that you are in business relationships for the duration. Please share your own suggestions. (Part 2 in a 5-part series on recession-proofing your business.) Read More

This month's edition of the Carnival of Trust - featuring the best trust-related blog posts on the web on the subjects of Leadership, Sales, Influence and Economics. Read More

Sumbit your trust related articles for inclusion in february's Carnival of Trust - hosted by the Sales Excellence blog Read More

The author describes lessons learned from a belligerent salesperson. Read More