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.
by Andrea Howe | Apr 25, 2012 | Consulting, Sales and BD Mastery
It’s an age-old challenge in the consulting industry: how to get your delivery people to develop more business. After all, who’s in a better position to bring in more work than the people who labor side-by-side with the client? But first there are barriers to break through. Read on for four specific strategies that will help your delivery people execute on both project plans and business development plans.
by Andrea Howe | Apr 23, 2012 | Sales and BD Mastery, 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 proved that trust is personal. But what does it take to really close a deal?
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.
