Still Afraid of the Sales Monster Under the Bed?
I was still afraid of the Sales Monster Under the Bed when I was 32. I was 6 years into my career in management consulting. It was becoming clear that the road to advancement no longer lay in more expertise. Instead, it lay in what was euphemistically called “business development.” I was no dummy. I […]
Upcoming Events and Appearances: Trusted Advisor Associates
Join us at one or more upcoming Trusted Advisor Associates events. This Summer, we’ll be hosting and participating in events in Washington DC and through globally accessed webinars. And a word about the Trusted Advisor Mastery Program. ———————————————————————————————- Wed. July 20th Washington, DC Andrea Howe (Rescheduled) Andrea will be speaking at the Washington DC Chapter […]
More Women, Smarter Teams
The title says it all: to help teams perform better, add more women. An intriguing research project highlighted in the June 2011 issue of the Harvard Business Review by Anita Woolley of Carnegie Mellon and Thomas Malone of MIT suggests what makes teams smarter: having more women on them. The study also points out some […]
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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.