by Andrea Howe | Nov 29, 2011 | Consulting, Sales and BD Mastery
It was a little over 15 years ago when I landed my first big meeting with a very big prospect. I cold-called him via FAX (hey, it was the early 90s). He was a government executive whose name appeared on book covers and in lights at conferences. I was 26 years old, working for an IT consulting firm with a substantial government practice. I wasn’t a business developer; I was just an eager consultant—a newbie—with an idea.
by Andrea Howe | Nov 25, 2011 | Sales and BD Mastery
Anthony Iannarino, creator of
The Sales Blog, recently reviewed our new book,
The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust. Anthony is a thoughtful subject matter expert on what he calls “the new art of sales and sales management.” We’re pleased to introduce Anthony to you, if you haven’t met him already.
by Andrea Howe | Nov 23, 2011 | Real people, Trusted advisorship
Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story told of the upside of
being willing to walk away. Principle pays off in today’s story.
by Andrea Howe | Nov 22, 2011 | Consulting, Trusted advisorship
Charlie Green and I recently recorded a podcast interview with Mike McLaughlin on the subject of trust and professional services. We covered a lot of ground in 16 minutes, including the one piece of advice we’d each give consultants about building trust with clients.
by Andrea Howe | Nov 21, 2011 | Trusted advisorship
We’re excited about the early success of
The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust. It’s gotten a #4 ranking on The Washington Post Book World paperback bestseller list, a five-star Amazon review, and a growing list of
features and media mentions.
