Pfizer, Doctors, Sales and Trust
NEW YORK (Reuters) – Pfizer Inc. said last week it would cut its U.S. sales force by about 20 percent, or some 2,200 jobs, as part of a comprehensive cost-cutting program. Good move. Wrong reason. Pfizer is the world’s largest pharmaceutical maker, with a vaunted sales force. The cut is big news. But at least […]
Win Ben Stein’s Trust
Here are two provocative takes on the issue of trust in corporate governance. One comes from Jim Peterson at the International Herald Tribune; the other from the multi-talented Ben Stein (yes, that Ben Stein). Peterson, in Can Shares for Directors Fill In for Virtue? takes a side swipe at the prevailing wisdom of compensation consultants, […]
John McCain, Trust and Politics
Don’t worry: this is not a political blog, nor about to become one. In 2000, Sen. John McCain campaigned for the presidency from his bus, the Straight-Talk Express. His image and strategy were about being the Man you could Trust to Tell you the Truth. In November, 2003, John McCain said: "Ethanol is a product […]
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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.