The Dirty Little Secret about Subject Matter Expertise in Sales
It may be the dirtiest little secret in professional sales. The lie we all love to tell ourselves. The truth we just hate to face up to. What secret/lie/truth is that? The myth of the subject matter expert as key to sales success. Sources of Mythology about Subject Matter Experts There is no shortage of […]
How Effective Was that Sales Training?
If you’ve ever received a personal performance evaluation at work, there’s a decent chance you left the meeting thinking, “Well, it would’ve been good to know that about four months ago!” In other words, advice—even if valuable—has to be timely to add value. And, of course, an evaluation that doesn’t offer any recommendations at all […]
How Smart People Get Stupid
Exhibit A. Google conducted a multi-year, multi-million dollar study called Project Aristotle to determine just what distinguishes successful teams from unsuccessful ones. Tons of data were examined, decades of research studied, multiple hypotheses explored. The answer? Drum roll: successful team members display more sensitivity toward their colleagues, e.g. granting them equal talk time. THAT’S IT! […]
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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.