Start 2021 with a (Better) New Years Resolution
Fourteen years ago I wrote the following thoughts on New Years resolutions. It feels even more relevant this year, as we breathe a collective sigh of relief that 2020 is finally over. Apologies to those who have read it year after year – though I suspect some of you won’t mind seeing it anew. Happy […]
The 80/20 rule for Virtual Relationships (Part IV): Double-Down and Ramp Up the Rational Trust Builders
The initial post of this blog series introduced what we called the (new) 80/20 rule for virtual relationships, warning that focusing too much on the “virtual” part of “virtual relationships” could lead to missed opportunities and damaging long-term consequences. In that post, we pointed out that relationship-building and selling aren’t really different these days, in […]
The 80/20 rule for Virtual Relationships (Part III): Double-Down and Ramp Up Intimacy
In the first post of this four-part blog series, we introduced what we called the (new) 80/20 rule for virtual relationships. For anyone seeking a “silver bullet” to build virtual relationships, focusing too much on the “virtual” part of “virtual relationships” becomes an easy distraction from what really matters. Now is the time for 80% […]
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
“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.