Valuable Content Award Winners Announced
One of the hot issues on the web these days (along with curation and inbound marketing) is content. Actually, other than a short period where portals ruled the headlines, I’m not sure if “content” ever really went out of vogue. In any case, friend across the pond Sonja Jefferson runs Valuable Content. They do website […]
Lessons in Leadership and the Three Umpires
This is one of my all-time favorite stories. Three umpires (baseball, for our international readers) were talking about how they make calls on each pitch. The first umpire said: “There’s balls and there’s strikes, and I call them like they is.” Umpire number two said: “No, there’s balls and there’s strikes, and I call ’em […]
Books We Trust: You’re Working Too Hard to Make the Sale
This is the first in a new series called Books We Trust. We expect to publish it irregularly, but about monthly. The first book was a no-brainer for me. You’ve probably never heard of it; it was not a best-seller; it ranks about 900,000 on Amazon (not high). But I’m telling you; it is a […]
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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.