Trust and Return to Office | Part I Reframing the Debate
After a prolonged period of remote work, many employers are now asking – or demanding – that employees return to the office. On January 1, 2025, Axios reported that 32% of U.S. firms require full time in office for corporate employees, and 28% of firms are moving to at least three days a week in […]
The Truth about Multitasking
In today’s fast-paced work environment, multitasking has become a badge of honor. We pride ourselves on juggling multiple projects, responding to emails during meetings, and switching between tasks with lightning speed. However, this constant task-switching comes with a hidden cost that extends far beyond reduced productivity – the habit of dividing our attention can fundamentally […]
The Truth about Sales Rejection: It’s Not about You
According to a recent Braintrust study on B2B selling, only 33% of sales reps consistently hit their targets. Whether that data point reflects inaccurate goalsetting or a need for upskilling, that’s a lot of rejection. Losing a sale is a challenge that sits squarely at the intersection of business revenue and personal psychology. While it […]
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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.