17 February 2010

Sales Ploys That Backfire

I started my selling career in high school. I sold door-to-door for Fuller Brush and a local cable television company. In college, I sold Grolier encyclopedias. Each of these sales positions involved “cold calling.” It was basically a form of human spamming: I called on people I didn’t know, who had not indicated an interest in the product, at times that were inconvenient for them. It was brutal work.

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30 April 2009

Living in a Transparent World

Today, we live in a world of near-total transparency. Google, Wikipedia, and many other websites make it possible to check any fact almost instantaneously. As a leader, speaker, or author, you have to be particularly careful with your statistics. If you exaggerate the facts, you will be found out. And the results can be embarrassing—or worse.

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24 April 2007

How to Build (or Rebuild) Trust

Trust is to an organization what oil is to a car engine. It keeps the moving parts from seizing up and stopping forward motion.

two buddies embracing one another with a hug

But trust is not something you can take for granted. It takes months—sometimes years—to build. Unfortunately, you can lose it overnight.

Some people seem to have a knack for building trust. When they speak, others take them at their word. When they are absent, people speak well of them. Even when they make a mistake, people give them the benefit of the doubt. Continue Reading


I am the Chief Executive Officer of Thomas Nelson Publishers, the largest Christian publishing company in the world and the seventh largest trade book publishing company in the U.S.

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