September 2025
- Sep 30, 2025Work SkillsBuilding Trust in Sales RelationshipsRain Group research found the number one factor determining whether buyers purchase is not product quality, pricing or competitive positioning but whether they trust the salesperson, and a Salesforce survey of over 6,000 buyers found 89% say the experience matters as much as the products. The Trust Equation from Maister, Green and Galford divides credibility, reliability and intimacy by self-orientation, which is why recommending a competitor builds trust.
- Sep 2, 2025IdeasContent Ideas for Trust BuildingMaister, Green and Galford put credibility, reliability and intimacy over how much you appear to prioritize your own interests, which explains why content serving the reader's decision outperforms content serving your conversion goal. Patagonia ran the extreme version, telling New York Times readers on Black Friday 2011 not to buy the jacket. This page covers process transparency, honest limitation disclosure and comparison content that names where rivals win.
August 2025
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