Sales Talk for CEOs Ep188 Trust‑Based Selling: How Ari Galper Accelerated Complex B2B Deals by Earning Trust - Not Chasing Them
In this episode of Sales Talk for CEOs, Alice Heiman sits down with trust‑selling pioneer Ari Galper to reveal why traditional sales techniques are failing in today’s climate and what CEOs, Founders, and Sales Leaders must do instead. Ari argues that trust isn’t a byproduct of selling; it’s the core of it.
Actionable takeaways for leaders:
- Train your team to lead with questions, listen until they share the full context of their problem.
- Replace “follow up” emails with “feedback” outreach.
- Always end meetings by scheduling the next appointment, don’t leave it to chance.
Ari’s insights build on a theme we’ve heard from several standout guests, trust isn’t just part of the sales process; it is the process. If you found this episode valuable, you’ll also want to hear how other CEOs and experts are scaling by leading with trust:
👉 Barb Betts’ system to scale sales through trust
👉 How to scale with trusted partnerships
👉 Why relationships win over sales pitches
Connect with Ari and Alice below to learn how to transform your sales model into one built on clarity, empathy, and trust.
Rapid‑Fire Picks
Book: 80/20 Sales & Marketing by Perry Marshall
Podcast: The Diary of a CEO
Advice for CEOs to Win Today’s Market: Shift from being the “pharmacist” handing out pills to being the “doctor” diagnosing pain and eliminate any sales behavior that feels salesy or forced.