Navigating the Trust Recession with Dan Englander | Featured on The Sales Maven Podcast

As an agency owner or B2B service provider, navigating today’s rapidly shifting buyer behavior can feel challenging. In this episode of The Digital Agency Growth Podcast, Dan Englander joins Nikki Rausch on The Sales Maven Podcast for a dynamic conversation on the trust recession and how businesses can adapt to succeed in 2025 and beyond.

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In this episode of The Digital Agency Growth Podcast, Dan shares the importance of having a clear vision and understanding long-term goals in order to make informed decisions, seek the right partnerships, and stay ahead of shifting trends.

In this episode, Dan and Nikki discuss:

• The evolution from scaling-focused goals to exit-focused planning.
• How disillusionment in the market has created a trust recession.
• Why businesses need to leverage scarcity and authentic connections.
• The role of secret languages and industry terminology in sales.
• How to future-proof your sales process and stand out.

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Connect with Nikki Rausch:

LinkedIn

Sales Maven 

Sales Maven Podcast

Connect with Dan Englander:

LinkedIn

Sales Schema

Chapters

• 0:00 The evolution of value: from resources to trust
• 1:26 Introduction to the episode
• 3:37 Dan’s career story and background
• 5:53 Finding motivation through meaning and context
• 8:13 Diagnosing change when strategies stop working
• 10:38 The concept of the trust recession
• 12:58 Shifts in buyer expectations
• 15:24 Navigating disillusionment and trust issues in sales
• 17:45 The importance of commonality and scarcity
• 20:04 Changing business owner goals: scaling vs. selling
• 22:19 Sales conversations and educating prospects
• 26:58 Relationship-based selling and hybrid sales models
• 29:22 Building a strong worldview to attract aligned clients
• 31:47 The power of secret languages in sales
• 34:12 Industry terminology and its impact
• 36:39 Language psychology and audience connection
• 38:57 Macro market shifts and long-term trends
• 41:01 Future-proofing your sales strategy
• 43:12 Personal insights and closing thoughts
• 46:49 Outro and ways to connect