The NFL, Ed Reed, and Trust
Ed Reed is an NFL veteran defensive safety with an outstanding record of performance. But it’s not just physical prowess that gives him his edge – it’s mental too. And I’m not talking about toughness, or attitude, or no-pain-no-gain hype. I’m talking about insight, knowledge, and learning. Those of us in advisory or sales capacities have […]
Discomfort with Selling: Interview with Author Jeff Shore
Jeff Shore talks about being bold in the face of discomfort – a subject that quickly got my attention. Jeff is a sales expert, speaker, author and executive coach. He focuses far more than the usual person in this field on mindset issues, perhaps due to his combination of sales and cognitive behavioral therapy approach. […]
Introducing the Trust-based Selling Salesforce App
Today is the opening of Dreamforce – this year’s grandest ever annual event bySalesforce.com. Marissa Mayer, Sheryl Sandberg, Marc Benioff, Vivek Kundra, Wayne Dyer, and many more will appear at the Moscone Center and some of San Francisco’s largest hotels as the event takes over the town. And now you can add one more item to the agenda – […]
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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.