Sales Credibility


October 16, 2020

3 Ways to Establish Your Credibility

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.

October 10, 2020

Manage Smarter 143 — Mitchell Levy: The New Definition of Credibility

Mitchell Levy is a TEDx speaker, Global Credibility Expert and international bestselling author of over 60 books — including his latest "Credibility Nation." He is an accomplished Entrepreneur who has created twenty businesses in Silicon Valley including four publishing companies that have published over 850 books. In this episode, we discuss: the new definition of credibility in today’s COVID-19 climate; the 3 Pillars of Credibility; specific steps and strategies to build your credibility; Lee's new book, SalesCred, and the importance of credibility in buyers qualifying sellers.

October 9, 2020

Special Report: The American State of Credibility

As our nation struggles with the challenges of contentious politics, a pandemic- induced recession, and calls for introspection on issues of social justice, we wondered how U.S. adults perceive their peers, their co-workers and professionals who help to shape our lives. Our curiosity led us to launch our inaugural American State of Credibility survey. Has America become more credible or less credible in the past year? What percentage of Americans exhibit credibility in what they say and do? What professions are the most credible — and the most dubious? And how do salespeople stack up?

October 7, 2020

Free E‑book: The 7 C's of Pre-Call Intelligence

In his book, “SalesCred,” our CEO C. Lee Smith writes that sales credibility is how the buyer qualifies (or disqualifies) the seller. Credibility is the very thing that determines whether the buyer replies to your email, agrees to take a meeting or decides they want to do business with you. Nowhere is this more evident to the buyer than the amount of effort the salesperson puts into pre-call intelligence. Download this free ebook to learn what you need to know to be seen as credible by prospects and existing accounts.


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

2020 American State of Credibility survey, Credibility Nation, SalesFuel and Behavioral Resource Group

59% of SMB decision makers say they have researched a salesperson online before they met with them. It's "how customers see you before you see them."

Selling to SMBs Study, 2019, SalesFuel

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

28% of decision makers say that “a testimonial from a satisfied customer can influence my buying decision if it seems credible”

Selling to SMBs Study, 2019, SalesFuel

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

AudienceSCAN 2020, March-April 2020, SalesFuel

45% of SMB decision-makers want to do business with reps that "provide relevant ideas to help my business"

Selling to SMBs Study, 2019, SalesFuel

38% of buyers say reps that "blame other people for mistakes that were likely theirs" is a deal-breaker

Selling to SMBs Study, 2019, SalesFuel

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

Topics covered on this page: credibility, trust, referrals, testimonials, honesty, integrity, congruency, follow through, credible salespeople, trusted advisor, sales enablement

Credibility is the quality all salespeople must have in abundance before they can ever hope to become a “trusted advisor.”

— C. Lee Smith, Author of SalesCred