Grow Trust with Delegation and Boundaries
We often think of ‘management’ as black and white. It’s not. I’m delighted to welcome Jurgen Appelo, one of Europe’s finest management writers, to Trust Matters, to finely articulate some shades of gray. Check out Jurgen’s new book, Management 3.0 Workout, as well.” ——————————————- I once tried to figure out what the difference is between the words responsible […]
Agile Selling: Q&A With Jill Konrath
Jill Konrath has made a name for herself as one of today’s top thought-leaders in sales. A well-known author & speaker, Jill seems to be just about everywhere these days, and with good reason. I’ve known Jill for years. A smart, driven and straightforward woman, Jill epitomizes the best of the Midwest – she lets you […]
The Blind Men and the Elephant of Trust
In my last post I wrote about the silos that exist between and within business and academia when it comes to trust. There are few subjects outside philosophy for which the question of subject matter definition is so important as it is in the case of trust. Like the tale of the blind men and […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.