What Does Trust Have To Do With Anything?

Ever been in a meeting where everyone seems to get along swimmingly? But the longer you sit there you start to get a sense that a play act is going on. The friendly banter is contrived, double entrendres abound, the proselytizers are taking turns, and the conversation doesn’t hit on the core reason for the meeting. It doesn’t matter if you’re in an uptight ‘suits’ or ‘jeans and t-shirt’ environment, company cultures these days suffer from a serious malaise. The lack of trust at all levels is at epidemic portions. I venture that few of you really trust your boss or cube farm neighbors.... Read the complete post on Forbes.

Speaking about Buyers Journey at NAWBO Silicon Valley

Come join me on November 15th for dinner and a talk at 6pm to the NAWBO Expo about the Buyers Journey. Location is at the Biltmore Hotel & Suites, 2151 Laurelwood Road, Santa Clara, CA 95054. Growth in this economic rebound has a different set of rules: Markets are transparent, buying is social, products and services must be sticky, buyers place more importance on the lifetime experience than on the purchase, and they expect to realize value long before they purchase your solution. To grow in this new economy demands that companies adjust not only how they market and sell but drive faster revenue cycles.  

Tipping Business (and our Economy) toward Growth

Tipping Point The market’s response to the S&P downgrade of American debt was panic.  The ‘Great American Downgrade’ is what I’m hearing it being referred to.  While the pundits argue over whether it was a ‘crash’ or a ‘correction’, the Senate, ironically, debates opening an investigation into S&P’s “irresponsible” act.  The looming question of whether this will trigger a double dip recession depends on how we look at the future. A glass can be either half full or half empty; it all depends on your perspective.  In the frenetic world of 7x24 news, social media, always-connected jobs and maxi-multi-tasking lives we often lose perspective.   It is as if we’re racing through a forest as fast as we can, seeing only the blur of the trees and believing we’re on the right trail.  

Time to Pull Up Our Socks

Like most people, I have one eye on the debt ceiling and unemployment debate.  Sorting reality from spin and the juvenile drama reminds me of decades ago university student government meetings.  It's also reminiscent of some management team meetings where one spends enormous energy sorting the facts from all the hooey. What strikes me as troublesome is the colossal disconnect between the perspectives of government, companies and the general public. Their focus is telling of the disconnect: The next election cycle, next financial earnings report, and when the next set of bills are due.  The lack of common ground or shared goals between these three perspectives is undermining our future.