Relationships or Metrics? I Haven’t Got Time for Both
I heard it again today. I hear it in almost every workshop I do, and in every – bar none – big company sales organization I work with. It sounds…
So You Don’t Have Time to Be a Trusted Advisor?
One of the more frequent comments I get in talking about being a trusted advisor is this: "We'd love to practice all the things you talk about, Charlie, we agree…
Misconceptions about Trust-based Selling II: The Time Thing
The second myth about trust is that it costs too much time and takes too long. Neither is true.