Good Things Happen When you Swing the Bat
At a talk last week, new friend Petter Østberg told me an old story with a new twist. It takes a great sports metaphor for achievement – and steps it up a notch to leadership. First, the metaphor at Level One. If You Don’t Do A, You Can’t Get B You’ve heard this one before […]
Blow Up Your Budgeting Process
If you work in a large organization – This Blog’s for You. You know what season is coming soon – you dread it. ‘Tis the season of Planning & Budgeting; the annual ritual of much time, many iterations, and little meaning – full of sound and fury, signifying not much. What if you could radically […]
Making Collaboration Work
I’ve got a problem. Once or twice a week, someone approaches me and says: I really like what you do. I do something very similar. We should talk and figure out ways to do things together. The problem: this almost never works. Let’s figure out why. Intent is Necessary but Not Sufficient I’m glad people […]
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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.