European Fish, the Commons, and Business
The EU’s fishing policy is a failure, for the same reasons that business in general is threatened; we are losing common ground.
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.
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Build deeper trust with your clients and colleagues
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.