Did you know that only 1 in 4 North Americans views salespeople as credible in what they say and do? Almost every sales organization attempts to qualify prospects, but they should be giving equal consideration to how buyers qualify (or disqualify) them. It's much more than just price and product.

SalesCred® author C. Lee Smith will share insights from his Amazon bestseller and share fresh data from his firm's latest "Voice of the Buyer" study of 1,330 B2B decision-makers, including:

• What type of salespeople rank at the bottom of the list for perceived credibility with only 20% of consumers strongly agreeing or agreeing they are credible
• How to build credibility with each prospect and account using The Hierarchy of Sales Credibility, a 5-layer framework that allows you to see where you are on the credibility hierarchy and what you need to do next to get to the next level
• Examples of how salespeople harm their credibility with the little things they do and say every day

Credibility is a pre-requisite to earning trust or being thought of as a "trusted advisor." This session will enlighten both sales managers and salespeople on what credibility is, the role it plays in sales, and how they can enhance their credibility in the five areas of the hierarchy.

Live attendees will also get an electronic version of Lee's book "SalesCred: How Buyers Qualify Sellers."

C. Lee Smith is the founder and CEO of SalesFuel, a Columbus, Ohio-based sales research firm recognized as one of the top sales enablement providers in the world.  Lee helps sales teams Sell Smarter® with business intelligence that builds their credibility and improves their ability to help others. He also helps sales managers avoid making big hiring mistakes. Lee is a Certified Professional Behavioral Analyst, keynote speaker and author of two international bestsellers: "SalesCred® — How Buyers Qualify Sellers" and “Hire Smarter, Sell More!”  He is also the co-host of the Manage Smarter show on iHeart Radio, Spotify and on C-Suite TV.