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Podcast: TheInquisitor Podcast with Marcus Cauchi
Episode: Why 90% of Salespeople Think They're Trusted (And Only 30% Are) with Rowly Hirst
Description: What does it actually mean to be a trusted adviser and, how would you know if you were one? Most customer-facing professionals believe they're trusted. Their customers largely disagree. That gap is the problem Rowly Hirst has spent his career trying to solve.
Rowly is CEO of Relate.US and the creator of Sandy, a generative AI analyst that measures trust in real time using the Maister-Green-Galford Trust Equation: Credibility + Reliability + Intimacy ÷ Self-Orientation. In this conversation, Marcus and Rowly go deep on what trust actually looks like in practice, why the most popular sales frameworks quietly destroy i...