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| January 2009 |
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 "One seller characteristic--expertise--positively influences a buyer's trust."
This month, we talk to Andy Wood, a professor of marketing at West Virginia University, and a former sales executive. Since returning to academia, Wood has studied personal selling, sales management, and the influence of non-verbal communication on buyer trust and sales performance.
Wood recently wrapped up "Buyers' Trust of the Salesperson," a multi-year study on the role of trust in selling. We ask Wood about the importance of trust in the services sale, and what factors create that trust.
Read
our interview with Andy Wood
We're also featuring articles on the myth of merit pay, a new survey on IT strategy and spending, and a new RainToday report on how clients buy
Don't miss the MCNews 12 Index of Professional Services, which tracks investor sentiment about the professional services industry.
Happy New Year!
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| Coming Attractions |
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 "For managers, many of the qualities we aspire to emulate, or feel guilty for not having, turn out to be ones we're better off without."
Next month, our guest will be Sydney Finkelstein, a professor at Dartmouth's Tuck School of Business, and the author of Why Smart Executives Fail. His areas of research include strategy, leadership, warning signs for corporate disasters, and learnings from mergers and acquisitions.
His new book is Think Again: Why Good Leaders Make Bad Decisions and How to Keep It from Happening to You.
We will ask Finkelstein why smart people don't always get it right, and how to make sure we're making the right choices--without the benefit of a crystal ball.
Look for the next issue of Management Consulting News on February 3, 2009.
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| Guerrilla Consulting |
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