Books We Trust: Selling to Big Companies
The first thing that struck me about Jill Konrath’s best-selling book Selling to Big Companies was the voice. It is plain-spoken, direct, commonsensical, no-BS. And it is completely guileless. When I first met Jill, it was immediately apparent that these are personal traits. She is a Minnesotan—a Midwesterner of the old school. My grandparents and […]
Trust, Innovation and Minimalist Management: Ross Smith Redux
Ross Smith of Microsoft is a pioneer in applying trust to real-world management issues—particularly creativity, innovation and employee engagement. I first interviewed him in the inaugural issue of Trust Quotes, Trust and Innovation. Ross first ran Windows Security team for Microsoft and wrote The Practical Guide to Defect Prevention. He recognized the critical need for innovation, […]
How I Quit Smoking
I smoked cigarettes until I was in my mid-forties. I smoked pretty heavily–more than two packs a day–and had done so pretty much forever (despite running the Montreal Marathon back in 1982, when I quit for several days). It wasn’t that I didn’t know how stupid smoking was. I could feel it myself. But as […]
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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.