Charles Green

30 01, 2017

Don’t Treat Clients Like Competitors! The Four Principles Of Trust-Based Selling

January 30th, 2017|Sales|

This article was published online at the on January 30, 2017. The author, Charles Green, was a past speaker at the IES. The words “trust” and “selling” are rarely mentioned in the same sentence, and some people feel that “trust-based selling” is an oxymoron. That says something about the relationships between sellers and their [...]

24 08, 2015

Fred Diamond Says Too Many Sales Reps Sell at the Wrong Business Relationship Level

August 24th, 2015|Sales|

Fred Diamond is a top marketing consultant to technology and professional services CEOs and their companies. He’s the co-founder of the Institute for Excellence in Sales. He has helped hundreds of tech and professional services CEOs get more value from their sales and marketing processes. I was meeting with a client, a CEO of a [...]

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