When asked by Gallup which professions are most trustworthy, people said: nurses, pharmacists, doctors, teachers, police officers, and clergy. The least trustworthy were: telemarketers, car salesmen, advertisers, congressmen, and stockbrokers.

It's no stretch to deduce that salespeople are not widely trusted. This is ironic, since building trust is how great salespeople work, especially in the B2B software field where so many intangible factors are at play.

Do you believe that good team members jump-in to help with whatever the team needs at the time?

Over the last decade, value-added selling techniques in technology sales have changed significantly with the business landscape.

In addition to the salesperson, large account software sales teams include support personnel such as a technical consultant, business consultant, implementation manager, and contract manager. Have you ever thought about how different the motivations are for each of these people?