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 this blog series, we explore five of the most common misconceptions about trust that, while they are widely-held, are powerful inhibitors to creating real trust: Trust has to be earned Trust takes time to grow and is quickly lost Clients just want you to solve their problem Clients will trust you if you give […]
How do you build trust in your team or organization? A lot of the “conventional wisdom” is that it must be a concerted effort, led by the Office of the CEO. I’ve written about this before, suggesting that the best way to create a trust-based organization is not to work solely at the organizational level […]