How can sales and marketing teams build genuine trust in prospect outreach and stand out in today’s digital world? In this episode of The Digital Download podcast, our panelists dig into the sales outreach debate and why trust-building techniques matter more than your choice of outreach method. Discover why focusing on connection and relationship-building—not just cold calls or email tactics—leads to better long-term results and stronger business outcomes.

Join hosts Bertrand Godillot, Tracy Borreson, Adam Gray, and Tim Hughes for a thoughtful panel discussion about trust in sales outreach. Hear stories and practical advice from the trenches: Why are tried-and-true outreach techniques so often ignored? Why does chasing the “perfect” outreach channel fail, and how can you turn cold interactions into authentic relationships? The team explores how personal connections, meaningful conversations, and an understanding of your “brand personality” can create warmer, more productive business engagements.

Whether you’re part of a sales team, a marketer working on outreach strategy, or a business leader looking to boost long-term engagement, this episode will help you rethink your outreach techniques and prioritize trust, relationship, and authentic engagement with every prospect.

Highlights -

03:47 No One Magic Outreach Method

13:25 "Building Connections, Not Sales"

30:37 "Building Trust to Drive Sales"

43:42 Jumping to Conclusions Defines Perceptions

47:24 "Approachable Expertise Over Entertainment"

The Digital Download broadcasts live on Fridays at 14:00 GMT/ 9:00 ET.

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