Consult This

Before you make your next airline reservation, you might want to check the on-time performance of America’s flakiest airlines.

If you’re so inclined, here are 20 ways to master Google+. Curious about which people are followed the most on Google+?

There are at least seven types of creative block. Here’s what you can do about each one.

Business founders and VCs share a list of 21 books every entrepreneur must read.

Thinking about podcasting? Consider these 3 reasons for starting now.

Here are some interesting sales metrics for B2B sellers. For instance, make a hiring mistake for a sales manager and expect your cost of undoing that problem to be 9.2x the base salary of the manager hired.

Chris Koch, market researcher, offers 9 attributes of great thought leadership content.

IBM Global CMO survey: 68% of CMOs feel unprepared to manage the impact of social media on marketing.

Five recent changes to Facebook that you might want to know about.

Infographic: How the world is using social networks.

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Charles Green and Andrea Howe

Charles Green is the co-author, with David Maister and Rob Galford, of the landmark book, The Trusted Advisor. That book brought the topic of trust in professional relationships into the mainstream of our thinking. It charted a path for attaining what professionals have always sought–mutually beneficial client relationships.

This year, Green teamed up with co-author Andrea Howe for The Trusted Advisor Fieldbook, a hands-on successor to Green’s classic work. What I like about this book is that it lays out the essential trust concepts and offers readers tools, exercises, and resources to help translate those concepts into action.

For this podcast, I asked Green and Howe for some tips on how you can hone your trust-building skills.

Intro music exluna by Jakub Koter
Podcast run time: 16:42

Podcast: Play in new window | Download

Related Posts:

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• Do You Call Yourself a “Trusted Advisor?”

According to Geneca‘s survey of more than 600 business and IT executives, the answer is probably yes. 75% of the respondents believe that most projects are doomed to failure before the project starts. You can find studies showing that projects fail for predictable reasons, like poorly defined objectives, lack of resources, and chaotic decision-making. Add [...]

In this podcast interview, I talk with Peter Bregman, author of 18 Minutes: Find Your Focus, Master Distraction, and Get the Right Things Done. Bregman, Harvard Business Review’s most popular online columnist, offers what he calls an “inertia intervention” plan for achieving your work and life goals. Bregman did stints with the Hay Group and [...]

The 25 Most Influential Business Management Books, according to Time magazine. In the US alone this year, businesses will spend more than $130 billion battling data breaches and other cybercrime. The cost of combating this problem has grown by 300% in the last five years. How to Qualify a Sales Lead. Not every opportunity is [...]

The decision to buy something, whether it’s a product or a service, requires at least some degree of certainty. You want to be sure that you’ll get what you expect. The same is true when clients are deciding what to do. For example, you probably know (or have heard about) clients who rejected a great [...]

This post is part of the Blog Carnival, “Sales Coaching: Top Tips for Increased Productivity,” hosted by Angela DeFinis at DeFinis Communications. Be sure to click over to Angela’s site to read more tips. It’s common for people aiming to improve their productivity to focus on developing new skills or on finding a new way [...]

A Swiss political party wants to outlaw PowerPoint. It’s true that people abuse the software, but a ban? Tired of long emails? ShortMail is an email program that limits you to 500 characters and doesn’t permit attachments.Think Twitter for email. CFOs are more active in making IT investment decisions, according to Gartner. 72.9% of all [...]

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Michael W. McLaughlin