How to Sell to the C-Suite
We’re pleased to announce the release of our latest ebook: How to Sell to the C-Suite (pdf). It’s the second in the new Trusted Advisor Fieldbook series by Charles H. Green and Andrea P. Howe. Each ebook provides a snapshot of content from The Trusted Advisor Fieldbook, which is jam-packed with practical, hands-on strategies to […]
Chris Brogan, Meet Jack Hubbard
Superficially, they couldn’t be more different. One is old (and old school), one isn’t. One is in middle market banking, one in social media. Tie, open collar. Midwest, East. I don’t think they know each other—but they should. They’re two peas in a pod—in a great pea patch. The Banking Guy Jack Hubbard is CEO […]
Leading with Trust: Story Time
When it comes to trust-building, stories are a powerful tool for both learning and change. Our new Story Time series invites you to pause for a time-out from your hectic day to gather ‘round for an insightful tale. Today’s anecdote sheds light on an unexpected approach to developing new business with trust. The Magic of […]
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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.