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The Power of Tradition: How Client Events Build Trust and Drive Sales
Nathan Mark discusses the power of tradition in sales relationships, comparing cultural traditions to recurring customer events that create anticipation, legacy, and connection. He describes his company’s annual catered barbecue that invites customers and vendors for education, raffles, and networking, and explains how it helps salespeople and senior leaders build relationships. He then shares how his boss is building a baseball-game tradition by hosting customers in a suite with a short pre-game educational presentation, leading to deeper personal connections. After taking three customers he hadn’t spent much time with, he received nearly $500,000 in quote requests the following week, attributing the momentum to time spent together rather than transactional selling. He emphasizes making time for relationship-building, showing up prepared, and being professionally authentic.
What is Selling Trust ?
Welcome to Selling Trust, the podcast for sales reps who want to multiply commissions by building real relationships — without cold calls, chasing, or begging for deals.
Hosted by Nathan Mark — a sales leader with over $40M in enterprise sales — each episode reveals how high-performing reps leverage trust, connection, and relationship-driven events to fill their pipeline and close more deals.
Through weekly solo episodes and interviews with top sales pros, you’ll learn how to host powerful events, build a reputation that attracts warm leads, and create systems that scale trust — not pressure.
If you're tired of the grind and ready to sell in a way that feels good and works, this is your show.