Author Archive for: BrianSommer

About Brian Sommer

A ZDNet contributor and renowned accounting software expert, Brian has sold, designed and implemented massive financial and HR solutions around the world and has been active on the industry speaking circuit on most every continent. Brian has written extensively on business value and ROI for prestigious publications like Optimize and the Wall Street Journal Europe.

Brian has advised over 100 of the Fortune 500 on financial software selections and continues to advise a wide array of high technology firms globally. In addition, he is a frequent guest lecturer at major university MBA programs including Harvard Graduate School, Wharton School of Business and Arizona State University.

Entries by Brian Sommer

Rediscovering Selling in Today’s Post-Recession World

I spoke recently with Brian Sommer, President of Vital Analysis, a technology resource firm. He had some insights about what’s happened to sales since the recession. Almost all of it applies to Trust Matters readers, so I asked him to write it up as a guest post. So, here’s Brian. ——— The recession of 2008/2009 […]

Recent Blog Posts

The Strengths Trap: How Overplaying Your Strengths Harms Trust (Part II)April 3, 2024 - 5:51 pm
Part I of this blog described how over-emphasizing the trust-building factors in the Trust Equation without balancing your self-orientation can actually hurt your trustworthiness. It also identified many internal and external triggers that might increase self-orientation. In this post, we explore specific actions you can take to avoid over-playing your strengths. The Goldilocks Effect In […]
The Strengths Trap: How Overplaying Your Strengths Harms Trust (Part I)April 2, 2024 - 10:57 am
Playing to our strengths can be seductive. We all want to feel we are presenting our best selves, and that naturally leads us to emphasize those things at which we excel. It’s often how we define our professional roles, our careers, even ourselves. Too Much of a Good Thing Some modern psychometric tools are built […]

Author Archive for: BrianSommer

About Brian Sommer

Entries by Brian Sommer

Recent Blog Posts

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