The Trusted Advisor

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The Deep Dive

Frederik Kehler

29 episodes

1 day ago

Welcome to The Deep Dive, the podcast that unpacks the art and science of B2B sales. Each episode dives deep into proven strategies, powerful frameworks, and actionable insights that help you navigate the complexities of modern sales. Whether you’re closing high-stakes deals, building strong client relationships, or refining your approach, The Deep Dive is your go-to resource for leveling up your sales game. Perfect for sales professionals in SaaS, climate solutions, digital platforms, and beyond — join us to master the skills that drive real results.

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The Trusted Advisor

The Deep Dive

11 minutes 1 second

6 months ago

The Trusted Advisor

In this episode of The Deep Dive, we break down The Trusted Advisor by David Maister, Charles Green, and Robert Galford—a must-read for anyone in B2B sales, SaaS, and consulting.

Trust is the single most valuable asset in sales, and without it, even the best solutions won’t close deals. We explore the Trust Equation, the five stages of trust-building, and actionable strategies to shift from being “just a vendor” to a trusted strategic partner.

Learn how to build credibility, reduce self-orientation, and create long-term client relationships that drive repeat business.

Whether you're selling sustainability solutions, SaaS platforms, or high-value consulting services, this episode will help you win bigger deals, faster.