‘THE FUTURE STATE OF TRUST’ REPORT ARRIVES NOVEMBER 24

Henrik Larsson-Broman

“99% of business leaders says that trust is crucial in building long-term relationships with their clients”

On November 24, to tie-in with the pre-eminent annual sales event - ‘The Sales Conference’ - Mercuri International Research will be releasing ‘The Future State of Trust’, a look at how this most critical of factors is changing the nature of the industry. 

The report, a collaboration with Scrive, is based on interviews with over 1000 business leaders in 30 countries. It is an ambitious snapshot of an industry that is having to become more flexible and agile than ever, adapting to new trends and pressures, and discovering new ways to build long-term, meaningful customer relationships. 

The report discusses the 6 dimensions that are critical components of establishing ‘trust’ in sales. As Mercuri International’s Henrik Larsson-Broman notes:

“Our research finds that Trust in B2B-customer relationships is more important than ever. Almost all (99 percent) of the respondents in our survey say trust is important to build long- term relationships with their clients and another 66 percent say it will be even more important in the future. The results from our survey suggest that there are six critical dimensions of Trust that drive customer loyalty, retention, increased sales, and profitability.”

The report examines the following 6 dimensions in detail:

• Reliability
• Competency
• Integrity
• Purpose
• Reputation
• Security

As Srive’s CRO Niklas Fehrm remarks:

“Since the start in 2010 Scrive have striven to build everything we do on Trust. We want our customers to trust in our brand, in our employees and our solutions. We want our employees to trust our leaders and our mission. In other words, we want to be perceived as reliable, authentic and the most customer-centric and value adding player in our industry. Today we can be proud of the fact that we are one of few players who are certified Quality Trust Providers.”

‘The Future State of Trust’ report has produced a detailed study of today’s business landscape that is essential reading for business leaders looking to prepare for tomorrow’s challenges and will be released in conjunction with The Sales Conference on November 24.

“We wanted to discover what dimensions are most critical to staying competitive, what the business benefits are, and whether it has become easier or harder to build trust when customer interactions are increasingly occurring remotely. The report shows exactly how important trust is going to be - and why - in building strong B2B relationships that last."

Henrik Larsson-Broman, Mercuri International Research

You can read the full report here.