At some point along our business journey it became abundantly clear that the work we were doing was far more intriguing than simply passing out sales techniques.  Three things stood out:

• Trust in corporate America is at an all-time low.
• The length of a selling cycle is paramount and is directly tied to one's ability to establish trust in short order.
• Salespeople want results and that means we'd be in the behavior modification business.  To get invited in to their heads, our clients would have to trust us – deeply.