Sales Credibility Infographics

Before salespeople can be thought of as 'trusted advisors,' they first must have a high level of sales credibility. Credible salespeople are believed to know what they're talking about, and know how to help solve business problems or achieve goals. They gain greater access to  the top decision-​makers and sensitive business information needed to close deals.

Sales Credibility Quick Takes

sellingskills
How Mastering the Art of Conversation Improves Your Selling Skills

Combine the principles of effective conversation with your selling skills to exchange information and build relationships.

sales discovery questions
3 Unique Sales Discovery Questions From Top Sellers

Do your sales discovery questions need to be refreshed? It might be time to consider at least adding one or two new ones to your process, especially if you’re like the 20% of sellers who say discovery questions are a top challenge. 

discoveryquestionsforsales
How to Ask the Best Discovery Questions for Sales

Fearless and skillful discovery questions for sales release important facts, reveal hidden agendas and will strengthen the bonds between you and your prospect.

call structure
Use Sales Call Mapping to Create A Winning Call Structure

Following a sales call structure is key to outreach success, which is why sellers need to prioritize call mapping. Even if you think you will perform better by winging it, you will be more successful if you follow a structured process. 

discovery call questions
Powerful Discovery Call Questions That Help Sellers Dig Deep

During discovery, asking questions should always be a priority; without the right questions, how do you “discover” anything valuable? The most successful sellers know that it’s not just asking questions that is important but also asking the right questions at the right time. 

professional sales
3 Professional Sales Tips for Networking Success Today

Some sellers may be feeling out of practice when it comes to networking. But it’s a skill that continues to be important. This is especially true as more professional sales networking opportunities arise.

trial closing in sales
How to Master Trial Closing In Sales To Gauge Buyer Interest

Trial closing in sales is a strategy that sellers can use to gauge the level of buyer interest at various stages of the process. It’s an effective way to understand just how ready a prospect is to make a purchase.

basics of sales
Master the Basics of Sales Voicemail

While social selling and Zoom meetings are the newest communication tools, it still benefits sellers to master the basics of sales voicemail.

sales behaviors
Sales Behaviors That Can Break Your Deal

Certain sales behaviors can be deal-​breakers. A recent study revealed which ones are most aggravating to buyers, and this latest insight into B2B buyer preferences can help sellers adjust their own behaviors.

sales behaviors
2 Sales Behaviors That Sellers Should Stop Now

No matter how good the intentions, there are certain sales behaviors that sellers should leave behind. Reps may not even realize that they're undermining their own success. Many of these “bad habits” have been tried-​and-​true in the industry for generations.

sales tactics 101
Sales Tactics 101: Your Word Choice Matters

Your word choice matters when dealing with prospects. Best prepare for meetings using sales tactics 101.

sales representative lose sales
Top 7 Reasons Why A Sales Representative May Lose Sales

New selling research uncovered the challenges that reps are currently struggling with, as well as why they feel that they are losing sales. The findings reveal areas where B2B sellers need to make adjustments–or risk even more loss. 

responding to objections
4 Steps for Sales Reps to Use When Responding to Objections

Responding to objections is a challenge for sellers, according to recent research by SalesFuel. The Voice of the Sales Rep study found that “handling objections” is one of reps’ biggest selling weaknesses. This doesn’t bode well for sales professionals.

sales call questions
Sales Call Questions Power SPIN Selling: Here's How to Do It

Have you heard of the SPIN methodology? Relying heavily on sales call questions, Neil Rackham introduced this approach in his 1988 book, “SPIN Selling.” It promotes taking a consultative approach to sales by relying heavily on question-asking.

close the deal
Close the Deal With This Leverage During Negotiations

Sellers may not realize the leverage they have during a negotiation to close the deal. Each negotiation presents several opportunities to gain leverage

virtualsalespitches
Expert Advice: How to be Credible During A Virtual Sales Pitch

Before you have the opportunity to present to a prospect, you and your organization have been studied and discussed. Based on what a potential buyer discovers about you online, you’ve either earned a certain amount of credibility, or they’ve moved on.

sales professionals
Email Etiquette for Sales Professionals: The Basics

Email continues to be popular among sales professionals, due in part to the widespread comfort with the tool. But, that comfort can lead to sloppy use. Sellers may not consistently use proper etiquette, or they may be employing outdated methods.

prospecting your way to success
Prospecting Your Way to Success In Three Steps

Sellers can prospect their way to sales success by embracing a basic three-​step program, according to Anthony Natoli, strategic AE at Lattice. Prospecting can seem like a daunting task, but it doesn’t have to be. Breaking the process down to a few actionable steps can be effective–and less overwhelming.

sales success
Personalize Each Pitch for Sales Success

Your sales success hinges on your ability to pitch well; your pitch depends on how well you can identify, and connect to, each person in the audience.

sales outreach tools
Align Sales Outreach Tools With What Buyers Want

Today’s sellers have a multitude of sales outreach tools at their disposal. By revising and refreshing, or completely redoing, your strategy in response to shifting trends, you stay competitive.

Sales Credibility CredTalks

CredTalk: Finding Your Personal Brand

In this 90-​second Q&A, Global Sales Credibility Authority C. Lee Smith talks to Darren Horwitz, Founder of TenTen Group, about how salespeople can find their personal brand.

CredTalk: Simplifying Complications for the Buyer

In this 90-​second Q&A, Global Sales Credibility Authority C. Lee Smith talks to Crista Grasso, Founder of the Lean Out Method, about how salespeople can simplify complications for the buyer.

CredTalk: How to be More Productive Every Day

In this 90-​second Q&A, Global Sales Credibility Authority C. Lee Smith talks to Gerald Leonard, CEO and Founder of Leonard Productivity Intelligence Institute, about how salespeople can be more productive every day.

CredTalk: Hurting Your Credibility on Social Media

In this 90-​second Q&A, Global Sales Credibility Authority C. Lee Smith talks to Beth Trejo, Founder of Chatter Kick, about how salespeople can hurt their credibility on social media.

CredTalk: How to Stand Out as a Leader in a Noisy World

In this 90-​second Q&A, Global Sales Credibility Authority C. Lee Smith talks to Stephanie Nivinskus, CEO of SizzleForce Marketing, about how to stand out as a leader in a noisy world.

CredTalk: Biggest Mistake When Negotiating with a Media Buyer

In this 90-​second Q&A, AdMall CEO C. Lee Smith talks to Mary-​Ann Pruitt, CEO of Mosaic Media, about the biggest mistake a media seller or agency can make when negotiating with media buyers.

CredTalk: Improving Your Negotiation Skills

In this 90-​second Q&A, Global Sales Credibility Authority C. Lee Smith asks Charles Price, Lawyer and Author, about how one way salespeople can improve their negotiation skills.

CredTalk: Improving Your Executive Presence

In this 90-​second Q&A, Global Sales Credibility Authority C. Lee Smith talks to Mike Blumberg, CEO, Bolster, about improving your executive presence.

CredTalk: Establish Credibility in the First 100 Days on the Job

In this 90-​second Q&A, Global Sales Credibility Authority C. Lee Smith talks to Marc Reifenrath, CEO, Spinutech, about establishing credibility in the first 100 days on the job.

CredTalk: The Difference Between Personal Branding and Credibility

In this 90-​second Q&A, Global Sales Credibility Authority C. Lee Smith talks to Elizabeth Rosenberg, personal branding expert and founder of the Good Advice Company, about the difference between personal branding and credibility.

CredTalk: Credibility and Price-Cutting

In this 90-​second Q&A, Global Sales Credibility Authority C. Lee Smith talks to Jody Grunden, Virtual CFO and author of Digital Dollars and Cents, about why salespeople should avoid cutting price just to make customers happy.

CredTalk: How Salespeople Can Successfully Work Remotely

In this 90-​second Q&A, Global Sales Credibility Authority C. Lee Smith talks to David Horsager, CEO of Trust Edge Leadership Institute, about one way salespeople can successfully work remotely.

C. Lee Smith is the CEO of SalesFuel and author of the Amazon bestselling sales book "SalesCred: How Buyers Qualify Sellers." Book Lee as a keynote speaker, facilitator or expert panelist for your next meeting or conference.

Sales Credibility Podcasts

Beth Trejo,Chatterkick,Manage Smarter,Empathy,AI,digital,social media,leadership,salesfuel
Elizabeth Rosenberg, Personal Branding, Good Advice Company, sales management, executive presence, Manage Smarter, SalesFuel
Jon Morris, Ramsay Innovations, marketing agencies, advertising agency, financials, forecasting, budgeting
Maria Victoria Albina talks about how sales managers and executive leadership can manage stress, anxiety and burnout on the Manage Smarter podcast from SalesFuel
Anthony Iannarino talks about sales process and increasing revenue on the Manage Smarter podcast from SalesFuel
Darrin Jahnel talks about special teams cultures on the Manage Smarter podcast from SalesFuel
David Saltzman talks about storytelling on the Manage Smarter podcast from SalesFuel
Jeb Blount Selling in a Crisis Recession Sales Manage Smarter
Michelle Tillis Lederman on the Manage Smarter Show by SalesFuel
Julie Hansen on the Manage Smarter Show by SalesFuel
Lee Salz on the Manage Smarter Show podcast on SalesFuel for sales managers salespeople and leadership
LinkedIn Branding Expert Carol Kaemmerer on the Manage Smarter show for sales managers from SalesFuel
Michael Tanner on the Manage Smarter Show podcast on SalesFuel for sales managers
Jim Doyle on the Manage Smarter Show podcast on SalesFuel
Bianca Lager on the Manage Smarter Show from SalesFuel podcast and vodcast
Jonathan Raymond on the Manage Smarter show from SalesFuel
Tracy Goodwin on the Manage Smarter podcast from SalesFuel
Dennis Doran on the Manage Smarter podcast from SalesFuel
Mitchell Levy on the Manage Smarter podcast from SalesFuel
JIm McCarthy of TEDx Broadway on the Manage Smarter podcast from SalesFuel
Jason S Bradshaw on the Manage Smarter podcast from SalesFuel
Mark Boundy on the Manage Smarter podcast from SalesFuel
Rishad Tobaccowala on the Manage Smarter podcast from SalesFuel
Tom Peters on the Manage Smarter podcast from SalesFuel

These episodes feature lively discussions about credibility and trust building for sales managers and executive leadership.