The Prospect Must Trust You Before They Ever Meet You

By Nick Terrenzi Sales competence, believe it or not, must start with marketing. Information Overload One fact that I think is missed by some marketing and salespeople today is that prospects don’t go online to be sold—they go there simply to find information. Because...

Company Competence Begins with Internal Trust

The topic for this month is competence, which is the 6th C of the SELLability 8 Cs of selling. One factor of competence is the creation and increase of buyer trust. But guess what? That trust must begin internally—within the company. It has been said by philosophers...