Tag: Relationships

Build Trust The Mathematical Way

Are you familiar with the Trust Equation? I wasn’t until coming across an article by Charles H. Green, author of Trust-Based Selling.

Avatar September 10, 2008 Newsroom Tags: ,

Should You Stay or Go?

Not all clients are going to be a dream to work with, but what do you do when your project hits a snag because of a client’s inattention?

Avatar June 11, 2008 Newsroom Tags:

Finding Middle Ground

“A great client is translator, protector, advocate, therapist.” This quote is from an article on AdAge.com, “Making Sense of Cultural Dissonance,” by Jennifer Patterson. Succinct and spot-on, Patterson’s vision of the ideal client is something agencies hope for, but not too often find. Realistically, a client may fill just one of the roles mentioned above,

Build Your Way to A Sale

A recent article from John Doerr, president of the Wellesley Hills Group, focused on the correlation between building blocks and selling services

Avatar May 21, 2008 Newsroom Tags: ,

Conversations Can Lead to Sales

Relationships are part of the foundation of sales.

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