The trust equation – four essential factors for building trust with sophisticated buyers part 2

Andrea Howe

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.

Four essential factors for building trust with sophisticated buyers, part 1

Andrea Howe
Category : Sales and BD Mastery, Trusted advisorship August 16, 2013
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.

4 behaviors that help delivery people be better business developers

Andrea Howe
Category : Consulting, Sales and BD Mastery April 25, 2012
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.

Story Time: he who eats with chopsticks wins

Andrea Howe
Category : Sales and BD Mastery, Trusted advisorship April 23, 2012
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?

Why I got rid of my office daddy

Andrea Howe
Category : Consulting, Sales and BD Mastery November 29, 2011
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.

Meet Anthony Iannarino: pragmatic, insightful, focused. (He also loves our book.)

Andrea Howe
Category : Sales and BD Mastery November 25, 2011
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.

StoryTime: when to walk away

Andrea Howe
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 an unexpected way to recover lost trust. Today’s anecdote zeroes in on the importance of personal integrity.

Now presenting…four experts on powerful presentations

Andrea Howe
Category : Sales and BD Mastery September 22, 2011
I’ve been giving business presentations for nearly 20 years. The more I do it, the more I appreciate just how hard it is to do it really well. Today’s blog post features four resources to help with various aspects of speaking and presenting. Please add your favorites!

Get it together

The same ol’ same ol’ approach to designing your presentation may not be getting the results you want. Nick Morgan (@DrNickMorgan) shares 5 Quick Ways to Organize a Speech.

Story time: leading with trust in the C-Suite

Andrea Howe
When it comes to trust-building, stories are a powerful tool for both learning and change. Our new Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Today’s anecdote zeroes in on being trustworthy in the C-suite.

How to sell to the C-Suite

Andrea Howe
Category : Sales and BD Mastery August 12, 2011
We’re pleased to announce the release of our latest eBook, “How to Sell to the C-Suite.”It’s the second in the new Fieldbook series, celebrating the forthcoming release of The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust (Wiley Books, October 31, 2011), by Charles H. Green (@CharlesHGreen) and Andrea P. Howe (@AndreaPHowe).

Each eBook provides a snapshot of content from our Fieldbook, which is jam-packed with practical, hands-on strategies to dramatically improve your results in sales, relationship management, and organizational performance.


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