Mastering Modern Selling MMS #141 - The Trust Factor: Building Sales Teams Buyers Actually Want to Talk To with Jake Mannino
What does it really take to build trust in your team and with your buyers?
In this episode, we’re joined by Jake Mannino, Global Sales Director at Microsoft and certified executive coach, for a deep dive into the emotional and strategic foundations of trust in sales.
Jake shares lessons from 25+ years leading high-performing sales teams and coaching some of the world’s top professionals. He reveals why trust begins with self-awareness, and how authenticity, logic, and empathy form the core triangle of lasting relationships.
You’ll hear how simple language shifts like removing “can’t” can change entire mindsets, and why the best leaders focus on rapport, adaptability, and involvement.
This conversation also explores:
- How to turn red-path thinking into green-path belief
- The Shackleton survival story as a metaphor for modern leadership
- How to decode customer behavior through pattern recognition
- Why knowing your customer’s culture matters more than their 10-K
Whether you’re a frontline seller or a seasoned executive, this episode offers transformative insights into what it really means to earn the right to be trusted.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter