by Andrea Howe | Aug 20, 2013 | Client relationships, Sales and BD Mastery, Trusted advisorship
In Part 1 of Four Essential Factors for Building Trust with Sophisticated Buyers, I suggested that even though trust-based selling is far from formulaic, it helps to approach it with a formula in your back pocket: the trust equation.
by Andrea Howe | Aug 16, 2013 | Sales and BD Mastery, Trusted advisorship
Here’s something I’ve learned about sales professionals in the years I’ve been leading training programs: they’re avid learners in hot pursuit of excellence. And for the best of the best, “excellence” is determined not by numbers, but by the difference they make. Use this four-part checklist to gain insight into ways to raise your game.
