Why Your Sales Process Is Bad for Sales
The concept of sales as a business process has been overdone, with the result that sales are not being made.
Destroying Shareholder Value: One Quarter, One Customer at a Time
Value creation and destruction extends well beyond the conventions of accounting; destruction of future value shows up in stock prices.
Trust and Corporate Change
An organization whose employees trust each other has an advantage when it comes to implementing change.
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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.