Sales Pitch Credibility
January 21, 2021

When was the last time you listened to someone you weren’t fully convinced was a credible source, but took a leap of faith anyway? Yeah. That would never happen, ESPECIALLY not when it comes to your business decisions.

identify pain points
January 13, 2021

Salespeople must identify pain points to successfully build credibility and ultimately close. But, not every rep bothers with this essential step, creating a missed opportunity to present themselves as credible. 

November 18, 2020

As a hiring sales manager, do you believe your reps need integrity? Merriam-​Webster defines this quality as “trustworthiness and incorruptibility to a degree that one is incapable of being false to a trust, responsibility, or pledge.”

October 16, 2020

If you don’t have credibility, you don’t have anything. That’s why establishing your authority in your field of sales and trust with your prospect is so crucial in the sales profession. Unfortunately, this is also an area that many sales reps struggle in.




Salespeople are considered to be among the least credible professionals in America — ranked only above members of Congress

2020 American State of Credibility Study

42% of SMB buyers have searched for a salesperson using Google before meeting with them. It's "how customers see you before you see them."

Voice of the Buyer Survey, SalesFuel, 2021

Only half of sales reps will even look at the buyer's website before a sales call

Voice of the Sales Rep Study, 2020, SalesFuel

When SMB buyers begin to research a supplier, product or service, 47% start with customer ratings and reviews on social media.

Voice of the Buyer Survey, SalesFuel, 2021

When consumers buy a new car/​​truck, 43% choose a dealer where the salespeople deal/​​negotiate fairly

AudienceSCAN 2020, March-​April 2020, SalesFuel

56% of SMB buyers want to do business with reps that "provide relevant ideas to help my business"

Voice of the Buyer Survey, 2021, SalesFuel

48% of buyers say reps that "blame other people for mistakes that were likely theirs" is a deal-breaker

Voice of the Buyer Survey, SalesFuel, 2021

Only 18% of buyers trust and respect salespeople due to lack of listening, high-​​pressure tactics, and manipulation

DiscoverOrg research, 2017


Manage Smarter 143 — Mitchell Levy: The New Definition of Credibility
Manage Smarter 141 — Jim McCarthy: Upgrading Your Virtual Meetings and Events
Manage Smarter 137 — Jason S Bradshaw: Let's Talk About CEX (Customer Experience)
Manage Smarter 135 — Mark Boundy: Creating Radical Value for Customers, Prospects During COVID-19
Manage Smarter 116 — Rishad Tobaccowala: Being Human > Data in Uncertain Times
Manage Smarter 115 — Tom Peters: Walk Around Managing When You Can't Walk Around
Manage Smarter 97 — Mitch Schneider: 4 Techniques For Fixing a Misfire
Manage Smarter 95 — Sylvie di Giusto: Repackaging Yourself to Look Like a Leader
Manage Smarter 89 — Cindy Ashton: Top Tips for Becoming a Better Speaker
Manage Smarter 87 — Jan Allen: Being an Honest Broker of Information
Manage Smarter 83 — Joe Williams: Mastering Your Message
Manage Smarter 70 — Dr. Diane Hamilton: Increase Your Curiosity, Unlock Your Potential
Manage Smarter 62 — Deborah Thomas-​​Nininger: Gravitas — How to Achieve and Manage It
Manage Smarter 59 — Lee Caraher: Overcommunication is Impossible!
Manage Smarter 42 — Lea Woodford: Social Media is the New Cold Call
Manage Smarter 35 — Aileen Gibb: How to Lead by Asking Great Questions
Manage Smarter 05 — Brian Tracy: The Most Important Qualities Managers Must Have for Success
Manage Smarter 02 — Lou Diamond: How Communication Brings Your Business to the Top