Entries by Andrea P. Howe

The 80/20 rule for Virtual Relationships (Part I): Beware the Seductive View That “It’s Different Now”

This post was co-authored by Andrea P. Howe and Noelle Mykolenko. Virtual, virtual, virtual. It’s all the rage now. Virtual meetings. Virtual teams. Virtual selling. There is no shortage of Google results boasting “11 Tips,” “5 Ways,” and “The One Thing You Need to Know.” Sales and relationship training providers are quick to tell you […]

An Old Standby for a New Normal

To say there is no shortage of COVID-19-related “best advice” out there is an understatement. Which means one thing that’s in short supply is focus. This post aims to help fill that void as we manage our new normal while also tending to our relationships, both personal and at work. Enter The Trust Equation—a time- and recession-tested […]

Are trust-building conversations different for women? In at least one case, absolutely.

We had a really interesting discussion in a team meeting the other day about a trust-building technique that we’ve been espousing for years (one that Charlie Green first wrote about in Trust-Based Selling in 2005 and has been a favorite of mine ever since he taught it to me). We talked about how that technique, when used […]

How Not to Write a Rejection Letter

This post was originally published on The Get Real Project. — I got a rejection letter recently from a committee for one of those mega-conferences, letting me know my speaker proposal had not been accepted. The letter was unbelievably polite. And therefore so very painful to read. Here’s what they wrote, and what I wish […]

Story Time: Want a Relationship Breakthrough? Role-Play Your Client.

Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story proved that good intentions won’t keep you from screwing up. Today’s story highlights the business value of taking time to see the world from another’s perspective. A New Anthology When […]

The Three Ps of Trust

Trust is a complex concept in human relationships. In our Chapter 1 of the still-pretty-new The Trusted Advisor Fieldbook, we explore ten fundamental attitudes that take aim at the complexities of trust, breaking it down so that it can be managed and more readily increased. Think of the Three Ps as the short list; they represent […]

Real People, Real Trust: Our Magnificent Seven

Over the past year, I’ve offered an insider view into the challenges, successes, and make-it-or-break-it moments of seven men and women who are making their mark by leading with trust—every day. In case you missed any of them, or want a fresh dose of practical advice (not to mention inspiration), here’s a recap. “We don’t […]

Story Time: Innovation, Trust, and the Freedom to Fail

Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story proved that he who eats with chopsticks wins. Today’s shows how trust can impact innovation, productivity, and staff retention. A New Anthology When it comes to trust-building, stories are a […]