Innovation: The Critical Link to Trust

Innovation has been much in the news for more than a few years now. Not as evident is the connection between innovation and trust. Got problems with innovation? R&D not giving you much bang for the buck? Suffering from same-old service offerings? Product un-differentiation got you down? Read on. Observation: Pessimists Don’t Innovate, Nor do they Trust In […]

The Semantics and Study of Trust

This post isn’t quite as wonky as the title would suggest. Bear with me. Most of us would agree that ‘trust’ is a complex concept. But few of us, I suggest, have any idea how sloppily we think about it. The Semantics of Trust Consider some obvious grammatical usages of ’trust’: Trust as a verb, as […]

A Better New Year’s Resolution

Ten years have passed since I first wrote the following thoughts on New Years resolutions. Frankly, it was good. And frankly I haven’t been able to write a better one. Next year, maybe. So, apologies to those who have read it year after year—though I suspect some of you won’t mind. Happy New Year. ——————————————- […]

THE TRUSTED ADVISOR FIELDBOOK

The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING

TrustBasedSelling“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.

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THE TRUSTED ADVISOR

The Trusted AdvisorThis classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.

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