Selling Trust

Will AI Finally Give Us Our Lives Back? (Wall‑E vs. Terminator) In episode three of the Selling Trust podcast series “Will We Finally Take Our Lives Back from Technology?”, Nathan Mark revisits how past technologies promised efficiency but often increased work, and argues “less is more” rather than the “more” paradox. He asks whether AI will be different, contrasting two extreme camps: AI as a Wal...

More Is Not More: Focus, Time, and Taking Life Back From Technology (Selling Trust Ep. 2) In episode two of the Selling Trust podcast miniseries “Will We Finally Take Our Lives Back (From Technology),” Nathan Mark argues that “more is not more,” especially in sales, where taking on additional accounts reduces focus and creates diminishing returns because time is the limiting factor. He shares how...

Taking Our Lives Back From Technology: Why AI Should Give Us Time for Real Connection (Episode 1) In episode one of a four-part Selling Trust podcast series, Nathan argues that technologies from the fax machine to email, smartphones, social media, and now AI have promised to give us more time but instead increased the speed and expectations of work, making communication cheap while genuine human c...

Cold calling still has its place, but the smartest sales professionals know that warm introductions are far more effective. In this video, discover how to turn cold outreach into meaningful conversations by leveraging existing relationships, internal connections, social networks, and strategic research. Learn how top performers identify mutual contacts, gather valuable insights from internal teams...

Work-Life Balance Is Bullsh*t: Try Work-Life Satisfaction & Integration Instead The speaker argues that “work-life balance” is a flawed, static concept in a dynamic world accelerated by internet-era expectations, stress, and burnout, and suggests reframing the issue as “work-life satisfaction.” Using a “work-life pie” metaphor, they explain that life is always 100%, and the goal is being satis...

In this episode of The Selling Trust Show, Nathan Mark, creator of The MARK Method, explores the challenges of building meaningful friendships as an adult. Reflecting on a friend's observation about feeling disconnected from their community, he explains that while having an interesting skill—like making milk punch—can spark conversations, it doesn't automatically lead to genuine relationships. Usi...

Milk Punch, Authenticity, and Crafting Connection Points Nathan, on the Selling Trust podcast, shares the history and process of clarified milk punch—citing Benjamin Franklin’s recipe and Alton Brown’s version—and describes his own riff made with high-proof Wild Turkey bourbon, ruby red port, lemon juice, bergamot Earl Gray tea brewed with orange peel, and sugar. He explains how pouring the acidic...

Let me know if any of these resonate with you or if you'd like more options! 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 a...

Why Getting Out to See Customers Builds Trust (and Saves Deals When Mistakes Happen) In this episode of the Selling Trust podcast, the host explains why spending in-person time with customers through events and trips deepens relationships and directly impacts business outcomes. He recounts taking two long-time clients on a three-day trip to tour Carrier’s factories, which led to more authentic con...

Pick Your Hard: Why Customer Trips Build Profitable Relationships (and One Idaho Mistake) Nathan argues that objections to customer events as “too much work” miss the point: all business is hard work, but you can choose between busywork and relationship-building that moves the needle. He tells a story from a four-day fly-fishing client trip in Idaho where he and a customer mistakenly entered a nei...

Be a Creator, Not a Consumer: The “And Factor” That Makes You Unforgettable in Sales The script argues that in sales you can be either a consumer who waits for direction or a creator who adds value, creates opportunities, deepens client relationships, and ultimately wins. Using MrBeast as an example of a “hyper-creator,” it introduces the “and factor”—adding an extra memorable element (like dinner...

How a $3,000 Client Event in Vegas Turned Into $3–$4M in Sales (The Mark Method) In 2019, the speaker took three clients to Las Vegas for an expo but surprised them with an adrenaline-filled experience an hour south of the Strip at a desert compound where they shot automatic, high-caliber guns and then rode in a military helicopter twice each, including a tactical canyon flight and shooting target...

Two sales leaders discuss how early-career time and hustle help build customer relationships that later provide grace as family responsibilities reduce availability, and why teams need a mix of younger employees with time and veterans with wisdom. They share the value of mentorship, highlighting an experienced teammate who can manage long-standing accounts efficiently while helping internally, con...

Know Your Audience (Or Your Clients Will Think You’re the A**hole) | Selling Trust Podcast Nathan Mark shares a lesson from a barbecue competition in Idaho where his pulled pork—made with a sweet and spicy Szechuan peppercorn rub—finished dead last out of 23 teams, with judges’ comment cards saying it tasted like poison or had a chemical flavor. He explains the failure came from not knowing the au...

In this episode of the Selling Trust Podcast, Mark breaks down a surprising truth: resentment is silently killing your sales performance. While most sales advice focuses on tactics and closing techniques, Mark introduces a powerful mindset shift—forgiveness. He explains how holding onto frustration with difficult clients, unpaid invoices, or bruised egos can derail your focus, damage your pipeline...

In this episode of the Selling Trust Podcast , Nathan Mark breaks down why he hates Valentine’s Day — and what it reveals about how many sales professionals treat their clients. Too many reps only show up when they need something.  When there’s a PO.  When there’s money on the table.  When it benefits them. Sound familiar? Nathan explains why this “hit it and quit it” sales mentality destroys trus...

In Episode 15 of the Selling Trust Podcast , Nathan Mark debunks one of the biggest career myths out there: “It’s not what you know, it’s who you know.” Nathan breaks down why that statement is only partially true — and how its importance shifts dramatically depending on your career stage. Using a simple visual framework, he explains: Why who you know matters early in your career Why what you know...

In Episode 14 of the Selling Trust Podcast , Nathan Mark delivers a blunt but necessary truth: if you don’t know your audience, your clients probably think you’re the problem. Using a hilarious—and painful—barbecue competition story, Nathan explains how doing something technically impressive can still fail miserably if it’s not aligned with the audience you’re serving. The lesson? Selling isn’t ab...

In Episode 13 of the Selling Trust Podcast , Nathan Mark dives into a topic most sales professionals avoid—but everyone feels: resentment . Whether it’s a client who crossed a line, a deal that went sideways, or a situation where you felt taken advantage of, unresolved resentment doesn’t just hurt emotionally—it quietly destroys your focus, motivation, and pipeline . This episode explains why forg...

In Episode 12 of the Selling Trust Podcast , Nathan Mark delivers a blunt message every leader needs to hear: authoritarian leadership is costing you your team—and you may not even realize it yet. Drawing from both biblical principles of servant leadership and modern research from Adam Grant’s Give and Take , this episode breaks down why top-down control, ego-driven leadership, and fear-based mana...