Transparency and Selling
Salespeople aren’t taught transparency, but need to learn it.
This author has yet to write their bio.Meanwhile lets just say that we are proud Trusted Advisor Associates contributed a whooping 46 entries.
Salespeople aren’t taught transparency, but need to learn it.
To turn the tide on sputtering revenue numbers, sales organizations ratchet up pressure on sellers to hit targets. Many will seek a fool-proof formulaic antidote. The more scientific it feels, the more control it gives over success–or so they presume. Some swear by sales benchmarking. Landslide Technologies’ SFA (sales force automation) application ensures you can […]
The obvious costs and benefits hide the critical relational aspects of value in the buying decision.
Sometimes “free” can be the beginning of good customer relationship.
The economy has a silver lining – greater customer focus. Will it last?
Short term opportunism can have long term reputational and trust costs.
In a recent TrustMatters webinar, I shared four key attributes of Trusted Advisor relationships, and six mindsets that can help you get there. You can view this and all our free webinar recordings here. For those of you who prefer to read versus watching a recording, here’s what we discussed. Four Attributes of Trusted Advisor […]
Let’s try a thought experiment. Imagine that you’ve been put in charge of an effort to improve the level of trust that people have in your organization (which could be a company, an institution, a business unit, whatever). You have two choices, I would suggest. One I’ll call “outside-in,” and the other “inside-out.” Both have […]