How Compassion Increases Sales

27 January 2011 Categories: Dave Horsager, Resources, The Trust Edge, Trust

Top sales people don’t just get to where they are because they make a lot of calls, or because they know the best closing techniques. In most cases, their clients have come to see them less as commission earners and more as trusted partners. In those relationships, when the customer recognizes they’re truly cared for, […]

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10 Steps to Institute Lasting Change in Your Sales Force

13 January 2011 Categories: Dave Horsager, Resources, The Trust Edge, Trust

Is your sales force equipped for success this year? Or is it time for some dreaded-but-much-needed change? Whether we’re talking about technology change (a new CRM platform?), strategic change (from transactional to consultative), compensation structure change (aargh!), Dave Horsager has created a 10-step process for instituting lasting change: Build trust. Create a unified spearhead team. Establish […]

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The Case for Trust: Preview The Trust Edge

12 August 2010 Categories: Dave Horsager, Resources, The Trust Edge, Trust

Professor John Whitney of the Columbia Business School said, “Mistrust doubles the cost of doing business.” Dave Horsager, author of The Trust Edge, argues that it costs even more. “Trust is not just a ‘soft skill;’ it is the fundamental key to all lasting success. Without trust leaders lose teams and sales people lose sales. […]

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A Bigger Crisis?

01 March 2010 Categories: Resources, Trust

by Dave Horsager We are in a crisis. What’s more, our biggest crisis is not the financial one. At the World Economic Forum in China last week world leaders declared that our biggest crisis is not financial but a lack of trust and confidence. We are in a trust crisis and few people really understand […]

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