Valuable Content Award Winners Announced
One of the hot issues on the web these days (along with curation and inbound marketing) is content. Actually, other than a short period where portals ruled the headlines, I’m…
Books We Trust: You’re Working Too Hard to Make the Sale
This is the first in a new series called Books We Trust. We expect to publish it irregularly, but about monthly. The first book was a no-brainer for me. You’ve…
We Want Your Stories in Our Book: Enter the Trusted Advisor Fieldbook Story Contest
As announced two weeks ago, we (Andrea P. Howe and Charles H. Green) are writing a book, The Trusted Advisor Fieldbook, to be published by Wiley Books in November. True…
The Trust Reader volume 9
Welcome to the April ebook, Volume 9 of the Trust Reader. We use the Trust Reader series to announce the publication of new articles on the Trusted Advisor website. This…
Doctors and Lawyers: Consumers, Patients and Clients
Q. What do Paul Krugman (Nobel-prize-winning economist) and Scott Greenfield (criminal defense attorney) have in common? A. Both are occasionally wrong, but never in doubt. Q. What's the difference between…
144 Tips on Trust: The Great # Countdown
Last week we announced "The Trusted Advisor FieldBook: A Comprehensive Toolkit for Leading with Trust," a new book written by myself and Andrea Howe in partnership with Wiley Books. As…
Two New Sales Books Reviewed
The field of sales produces a lot of books. Inevitably, a few are better than most. Given my own biases--thoughtfulness and action orientation, I like to believe--here are two new…
Sales, Narcissism and Therapists
I recently had some back and forth emails with Richard Osborne. Dick has 30-plus years’ experience as a therapist. His credentials[1] include a PhD in Clinical Psychology from Harvard where…
Let Your Doing Do Your Talking: Five High Impact Tips
It seems only natural. We rehearse, over and over, what we say and how we say it. “Put the em-pha-sis on the right syl-la-ble.” “Po-ta-to, po-tah-to.” “Take my wife—[wait for…
The Trusted Advisor: Still a Top Ten Business Book After Ten Years!
Late in the year 2000, The Trusted Advisor was published. It was my first book (Galford's too), and lead author Maister's 3rd. We had high hopes for it--but so does…