How account managers build real client trust, with Charles H Green

Podcast
Written By Jenny Plant

Welcome to episode 160.

We’re diving into one of the most important topics in client relationships: trust, with Charles H. Green - an author, speaker and world expert on trust-based relationships and sales in complex businesses. Founder and former CEO of Trusted Advisor Associates, he is author of Trust-based Selling, and co-author of The Trusted Advisor and the Trusted Advisor Fieldbook. Charles spent 20 years in management consulting. He has a BA in philosophy (Columbia), and an MBA (Harvard).

We explore what really drives trustworthiness, why listening is your most powerful tool as an account manager, how to build credibility without overcompensating, and why authentic relationships will only become more valuable in an AI-driven world.

There are some brilliant, practical insights in this one. My biggest takeaways? Trust is built far beyond credentials, listening is your superpower, and in a world of AI and automation, genuine human connection is only becoming more valuable.

You can connect with Charles H Green here:

LinkedIn: www.linkedin.com/in/charleshgreen

Website: http://trustedadvisor.com

Trusted Advisor test: https://trustedadvisor.com/build-trust/how-trustworthy-are-you

If you’d like to stay up to date with the latest thinking, tools and trends in account management, visit the Homepage to subscribe to my weekly newsletter.

Jenny Plant

This article was written by Jenny Plant is the founder of Account Management Skills and a straight-talking coach for agency account managers, focused on practical tools to help you retain client relationships and grow your accounts.

Jenny is also a podcast host, speaker, trainer and workshop facilitator.

https://accountmanagementskills.com/
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