『Ep. 149 - Building Trust, Networks, and Revenue Growth with Todd Cassler - Part 1』のカバーアート

Ep. 149 - Building Trust, Networks, and Revenue Growth with Todd Cassler - Part 1

Ep. 149 - Building Trust, Networks, and Revenue Growth with Todd Cassler - Part 1

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概要
 In this episode of Selling Intelligence, Todd Cassler, Chief Revenue Officer at Wilshire, joins Mark Petruzzi and KK Anderson to explore the fundamentals that drive trust, stronger relationships, and sustainable revenue growth.Todd explains the three questions every buyer is trying to answer: Can I trust you? Do you add value? Will you put my interests ahead of your own? He shares how preparation, thoughtful follow-up, and consistent execution help sellers earn that trust over time, especially in complex enterprise sales where relationships can take multiple interactions to develop.The conversation also introduces Todd’s concept of “Network Alpha,” the ability to activate the right relationships at the right time to create favorable outcomes. Todd explains why having a large network is not enough, how sellers can create “presence in their absence,” and why leaders should deliberately train teams to build and activate stronger professional networks.Todd also breaks down why sales teams need focus when managing a broad portfolio. Rather than expecting sellers to master everything, leaders should identify the few opportunities that are truly sellable while training their teams to recognize signals and uncover opportunities that may be hiding on the margins.What You’ll Learn:The Three Questions Every Buyer Asks: Why trust, value, and alignment of interests shape every sales relationship.Building Trust Through Execution: How preparation, responsiveness, and following through on commitments strengthen buyer confidence.Understanding Network Alpha: How activating the right relationships at the right time can create new opportunities and accelerate growth.Creating Presence in Your Absence: Why referrals, advocates, and strong professional relationships can extend your influence beyond direct conversations.Focusing on What Is Sellable: Why salespeople can only deeply focus on a few priorities and how leaders can distinguish between what is sellable and what is simply tellable.Finding Opportunities on the Margin: How curiosity, observation, preparation, and better questions help sellers uncover needs buyers may never state directly.Key Topics:Building buyer trust in complex salesTrust, value, and customer-first sellingNetwork Alpha and relationship-driven growthTurning professional networks into business opportunitiesCreating advocates and referral networksBuilding networking skills across a sales organizationSales preparation and follow-up disciplinePrioritizing three to four key sales opportunitiesSellable versus tellable products and solutionsAsking better questions and identifying hidden opportunitiesGuest Spotlight: Todd CasslerTodd Cassler is Chief Revenue Officer at Wilshire, where he leads global growth and distribution across wealth management, retirement, alternatives, and data and analytics. With more than 20 years of experience across wealth management, asset management, and institutional advisory, Todd brings a relationship-driven approach to building sales organizations, developing networks, and creating sustainable revenue growth.Resources & Mentions:Book: Never Eat AloneWilshireLinkedIn🎧 Listen now and follow Selling Intelligence for more insights from revenue leaders on building trust, strengthening sales organizations, and driving sustainable growth. Subscribe wherever you get your podcasts.Disclosures:Recording Date: August 10, 2026This does not constitute advice or a recommendation or offer to sell or a solicitation to deal in any security or financial product. Except where otherwise indicated, the information contained in this presentation is based on matters as they exist as of the date of preparation of such material and not as of the date of distribution or any future date.The views and opinions expressed are those of the speaker and do not represent Wilshire as a whole.Mark Petruzzi (00:29)Welcome to Selling Intelligence, the weekly conversation for chief revenue authors and the leaders who build revenue teams.I'm Mark Petruzzi here as always with my co host KK Anderson.KK Anderson (00:41)Thanks, Mark. Here's the number that frames today's conversation. It takes six to ten interactions to build trust with someone before you can sell them anything. Six to ten. Now think about how most teams are running outreach right now, and you can see the gap.Mark Petruzzi (00:58)Our guest today has spent more than 20 years building distribution across wealth management, asset management, and institutional advisory. He is the Chief Revenue Officer at Wilshire, a firm with more than one and a half trillion dollars under advisement. Todd, welcome to the show.Todd Cassler (01:17)Mark, hi KK.KK Anderson (01:19)All right. Well let's dig right in, Mark.Mark Petruzzi (01:21)Okay, let's start off with topic one, the three questions every buyer asks. Todd, you have sold in nearly every market and channel there is. Direct to consumer and enterprise, the US, EMEA, Latin America. You told us that ...
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