Market Segmentation Does Not Equal Trust
A piece from PharmaVoice caught my eye the other day. Titled Market Capitalization, it talks about how market segmentation can help pharma companies more precisely reach targeted audiences. All well and good, until I saw this: …just as personalized medicine is becoming a best practice for delivering optimal healthcare, personalized messaging to the physician audience […]
Trust Tip Video: Nobody Gives a Damn–Fortunately
On some level, we’re all insecure egomaniacs. We’re not happy unless people are paying attention to us. But at the same time, we get nervous when people pay too much attention to us. Because we might not like what we think they might see. All of which does a number on trusted personal relationships. Did […]
Trusted Advisor Fieldbook Wins Gold Medal in Axiom Business Book Awards
We’re very proud to announce that The Trusted Advisor Fieldbook won the Gold Medal in the Business Ethics category in the 5th Annual Axiom Business Book Awards. More about that in a moment, but first: congratulations to the 69 medalists in all 21 categories. Check them out: it’s a powerful reading list. And thanks to […]
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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.