In their new book, The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life, consulting experts Tom Stevenson and Sam Barcus urge executives to concentrate on trust and share their insights into building it, sustaining it, translating it into profitable customer relationships.
About the Authors
Tom Stevenson held multiple management positions at IBM from 1965 to 1981 and was vice president of sales and marketing at several high-tech firms before forming his own consulting firm in 1990. Together with Sam Barcus, whose techniques form the basis for The Relationship Advantage, Stevenson taught more than 10,000 IBM salespeople the concepts covered in this book. He was recruited by Cisco Systems in 1997 to run its Worldwide Channel operation, where once again he and Barcus taught the Cisco channel how to make more money by becoming trusted advisors. Sam Barcus, a Certified Management Consultant and CPA, worked for PricewaterhouseCoopers and Texas Instruments before launching his own consulting practice, NewLeaf Partners. Stevenson and Barcus have coached and mentored thousands of sales reps, managers, and executives in the Relationship Advantage methodologies.
Tom Stevenson held multiple management positions at IBM from 1965 to 1981 and was vice president of sales and marketing at several high-tech firms before forming his own consulting firm in 1990. Together with Sam Barcus, whose techniques form the basis for The Relationship Advantage, Stevenson taught more than 10,000 IBM salespeople the concepts covered in this book. He was recruited by Cisco Systems in 1997 to run its Worldwide Channel operation, where once again he and Barcus taught the Cisco channel how to make more money by becoming trusted advisors. Sam Barcus, a Certified Management Consultant and CPA, worked for PricewaterhouseCoopers and Texas Instruments before launching his own consulting practice, NewLeaf Partners. Stevenson and Barcus have coached and mentored thousands of sales reps, managers, and executives in the Relationship Advantage methodologies.