Built On Trust with Mark Gambale

Mark Gambale

Built On Trust with Mark Gambale breaks down what actually drives deals forward - trust. This isn’t another sales podcast about scripts or tactics. It’s about the real conversations behind high-stakes deals, the moments where trust is built or lost, and what top performers do differently. Mark sits down with founders, sales leaders, and operators to uncover how they think, communicate, and earn trust in competitive markets. If you’re in B2B sales, leading a team, or closing high-ticket deals - this is where you learn how to move conversations forward and close with clarity. Because the best deals aren’t forced. They’re built on trust.

Episodes

  1. Mar 25

    SE01E07 - From Speech Impediment to the Stage | Tyler Cerny

    Tyler Cerny went from struggling to say his own name as a kid to becoming an award-winning keynote speaker with a TEDx talk that has been viewed over 2.5 million times. In this raw and honest conversation, Tyler shares the experiences that shaped him — childhood obesity, a speech impediment, being the "black sheep" of his family — and how each of those so-called disadvantages became the foundation for a career built entirely on communication. He also opens up about his faith, the power of tithing, and why he believes helping the next generation find their purpose is the most important legacy anyone can leave.The conversation gets into the real mechanics of building trust in sales and relationships — the Socratic method, active listening, asking questions that go deeper than surface-level answers, and why understanding someone's belief system matters far more than having a polished script. Tyler draws on his experience running over a thousand strategy sessions alongside Tony Robbins to break down what it actually takes to diagnose someone's situation and genuinely serve them, not just close them.Key takeaways: Childhood struggles with obesity and a speech impediment became the driving force behind Tyler's obsession with communicationPutting yourself in uncomfortable situations — like attending a conference alone — accelerates growth faster than waiting until you feel readyAsking great open-ended questions is the foundation of every meaningful sales conversation and relationshipThe Socratic method: go deeper than the surface-level answer to understand what someone actually wants and whyActive listening means responding to what was said, not running through a predetermined scriptUnderstanding a prospect's belief systems and values lets you tailor your message to what truly matters to themLong-term relationship thinking beats transactional selling every timeTithing and contributing to causes you believe in creates a mindset shift that changes how you show up in businessTyler's personal cause: childhood obesity awareness and education around healthy relationships with food Connect with Tyler Cerny:linkedin.com/in/tylercernyinstagram.com/tylerdcernytylercerny.com If this episode resonated with you, subscribe and leave a review — it helps more people find these conversations.

    48 min

  2. Mar 11

    SE01E06 - Paul's Integrity-Based Sales Journey | Paul Whitley

    Paul Whitley built a remarkable career through servant leadership and systematic sales processes. After childhood polio left him immobilized at five, Paul developed mental discipline that shaped his professional approach. He climbed from Montgomery Ward auditor at 20 to managing $1.2 billion portfolios through automated marketing systems that contacted 20,000 companies monthly. When a hedge fund collapsed in 2008, costing him millions, Paul rebuilt through fractional CFO work, creating C-Suite Support with 12 employees serving 50+ companies. His secret: listening more than talking, always bringing three solutions for every problem, and maintaining faith-based integrity through every transaction. Paul shares how he grew a furniture company from $6 million to $180 million, produced $100 million annually in new business for 15 years, and why today's sales measurement focuses on relationship depth over transaction speed. His systematic approach combines automated outreach with genuine service, proving that integrity and scale aren't mutually exclusive. From reviewing 1,000+ financial statements monthly to mentoring his eight-year-old grandson weekly, Paul demonstrates how humble gratitude and accountability partnerships drive sustainable success in both business and life. 16:40Key Takeaways:The power of systematic sales processes - How Paul contacted 20,000 companies monthly through automated marketing while maintaining personal relationshipsWhy listening beats talking - The two-thirds listening rule that builds trust and uncovers real client needsAlways bring three solutions - Never present a problem without offering multiple pathways to resolutionBuilding resilience through adversity - How childhood polio and foster care experiences shaped unshakeable work disciplineThe fractional advantage - Why having multiple clients creates stability and eliminates revenue cliffs in professional servicesIntegrity-based selling at scale - Combining automation with genuine service and faith-based business practicesFrom loss to legacy - Rebuilding after losing millions in the 2008 hedge fund collapse through servant leadershipThe importance of accountability partnerships - Starting every day with an accountability partner to maintain focus and gratitude Want to connect with Paul and C-Suite Support? Reach out to discuss fractional CFO services, business development strategies, or financial transformation.Connect with Paul Whitley:Email: PWhitley@C-SuiteSupport.comPhone: 214-477-6039LinkedIn: linkedin.com/in/paulwhitleyWebsite: c-suitesupport.com Connect with me here - https://www.linkedin.com/in/markgambale/Website -  https://www.closewith1.com/ Listen to Close with One on these platforms:Spotify: https://open.spotify.com/show/6YnM82bUBndulsQYNWxnqHApple: https://podcasts.apple.com/us/podcast/close-with-one/id1835880959Amazon: https://music.amazon.com/podcasts/a59e222b-4c6a-4506-b1f7-f942e703241e #closewithone #podcast #newseries #entrepreneur #balancingtech #tech #humaninteraction

    1h 5m

  3. 11/26/2025

    SE01E05 - The Five Embodiments of Leadership | with Matt Dunsmoor

    I really enjoyed this episode with Matt Dunsmoor. His story takes us from small-town roots in Pueblo, Colorado to becoming one of the leading voices on purpose-driven leadership, working alongside Simon Sinek, and now co-authoring a book that helps leaders build workplaces people actually love.Matt shares how a forbidden philosophy class cracked open his thinking, how answering phones at Zappos reshaped his belief in trust and optimism, and how one workshop on “finding your why” changed the trajectory of his career. That moment led him into a lifelong mission: helping leaders and teams embody the principles of curiosity, authenticity, care, gratitude, and ownership so they can create cultures where people thrive instead of burn out.Be sure to like and subscribe, and leave a comment to share how you’re cultivating trust and connection in your own work. These episodes reveal the untold stories—the missed moments, quiet breakthroughs, and defining choices that shape leaders who care about something bigger than profit. And every episode includes a giveback component.In this episode, we talk about sales, leadership, and what it means to build human-focused organizations. Matt explains why most “inspiring” keynotes fade without action, how to shift from transactional calls to real trust in minutes, and why living your values at work is the antidote to disconnection and burnout. He also breaks down the five embodiments from his upcoming book—practical guideposts for anyone who wants to lead with impact that lasts.This one’s for founders, sales leaders, and coaches who want to unlock high-performing teams by leading with purpose and presence—and for anyone who believes that the workplace can and should be a place where we become better versions of ourselves. Connect with me here - https://www.linkedin.com/in/markgambale/Website -  https://www.closewith1.com/ Listen to Close with One on these platforms:Spotify: https://open.spotify.com/show/6YnM82bUBndulsQYNWxnqHApple: https://podcasts.apple.com/us/podcast/close-with-one/id1835880959Amazon: https://music.amazon.com/podcasts/a59e222b-4c6a-4506-b1f7-f942e703241e #closewithone #podcast #newseries #entrepreneur #balancingtech #tech #humaninteraction

    1h 20m

  4. 10/08/2025

    SE01E04 - Sales Should Focus On Building Trust And Relationships | with Lord Luke Hammond

    In this episode of the Close With One Untold Sales Stories podcast, Mark Gambale interviews Lord Luke Hammond about his journey in sales, emphasizing the importance of trust, spontaneity, and emotional intelligence in building effective sales relationships. The conversation explores the challenges faced by salespeople, the impact of remote work on engagement techniques, and the significance of personal stories in connecting with clients. The episode also highlights the role of leadership in creating a safe environment for open communication and the importance of connecting with causes that resonate personally. Connect with me here - https://www.linkedin.com/in/markgambale/Website -  https://www.closewith1.com/ Listen to Close with One on these platforms:Spotify: https://open.spotify.com/show/6YnM82bUBndulsQYNWxnqHApple: https://podcasts.apple.com/us/podcast/close-with-one/id1835880959Amazon: https://music.amazon.com/podcasts/a59e222b-4c6a-4506-b1f7-f942e703241e #closewithone #podcast #newseries #entrepreneur #balancingtech #tech #humaninteraction

    51 min

  5. 09/17/2025

    SE01E03 - How To Become A More Emotionally Present And Effective Communicator | with Thomas Cox

    I really enjoyed this episode with Thomas Cox. His story is a masterclass in personal transformation and the power of emotional intelligence in sales. Thomas shares how he went from sounding like one of the adults in a Charlie Brown cartoon—overly measured and robotic—to becoming a more emotionally present and effective communicator. What changed? Improv theater. Meditation. Deep self-reflection. He stopped trying to control the outcome and started showing up with calm curiosity and empathy. Be sure to like and subscribe, and leave a comment to share how you're navigating today’s sales challenges as a CEO, founder, or sales leader. These episodes reveal the stories behind the success—the messy, untold moments that shape people with purpose beyond profit. And each episode has a giveback component. In this episode, we dive into sales, communication, and what it really means to connect as a human being. Thomas explains how fear can distort your natural strengths, how journaling can help you reclaim your presence, and how to position your product in a way that maps to how customers actually make decisions. This conversation is for anyone who wants to sell with more empathy, clarity, and trust—and who believes that being human is still your greatest sales advantage. Connect with Thomas here: https://www.linkedin.com/in/thomasbcox/ Give back legacy foundation - https://www.autismspeaks.org/resource-guide Connect with me here - https://www.linkedin.com/in/markgambale/Website -  https://www.closewith1.com/ Listen to Close with One on these platforms:Spotify: https://open.spotify.com/show/6YnM82bUBndulsQYNWxnqHApple: https://podcasts.apple.com/us/podcast/close-with-one/id1835880959Amazon: https://music.amazon.com/podcasts/a59e222b-4c6a-4506-b1f7-f942e703241e #closewithone #podcast #newseries #entrepreneur #balancingtech #tech #humaninteraction

    56 min

  6. 09/03/2025

    SE01E02 - Balancing Tech with Genuine Human-to-Human Interaction | with Steve Morris

    I really enjoyed this episode with Steve Morris. He's got over 5 years of experience at EOS Worldwide. Steve implements the Entrepreneurial Operating System® (EOS) to help entrepreneurs get what they want from their businesses. EOS is a complete proven operating system that harnesses human energy—delivering better results for businesses and more fulfilling lives for the people who run them.Be sure to like and Subscribe and add your comments to spread the word on how people are dealing with today's sales challenges as CEOs of growing companies. They share their untold stories and the purpose deeper than the profits they drive and how that fuels their success. Each episode has a giveback component. In this episode we talk about topics related to sales, communication, and human connection. Steve shares insights from his background in engineering and boat design, drawing parallels between the dynamic balance required in sailing and the nuances of effective sales conversations. The discussion touches on the challenges of navigating an increasingly technology-driven world while maintaining the importance of genuine human-to-human interaction. Steve and Mark explore the value of being "enrolled" in one's work, the power of storytelling, and the evolving role of AI in various industries. Overall, this episode emphasizes the enduring need for empathy, trust, and a willingness to adapt in order to forge meaningful connections, even as the landscape of communication continues to evolve. Connect with Steve: - https://www.linkedin.com/in/stephenamorrisGive back legacy foundation - https://www.slowfooddenver.org/give Connect with me here - https://www.linkedin.com/in/markgambale/Website -  https://www.closewith1.com/ Watch Close with One on YouTube:https://youtu.be/pjB4RDWFAbo

    56 min

  7. 08/27/2025

    SE01E01 - It's About Living Your Legacy | with Mark Griffin

    I really enjoyed this episode with Mark Griffin. His journey from being a bullied school kid to leading the U.S. national rugby team against England, founding a nonprofit that brought rugby to 15,000 students, and being honored by the Queen of England is nothing short of extraordinary.Mark shares how one childhood moment of standing up for himself changed the trajectory of his life—and how that spark led him to build Play Rugby USA, a nonprofit that uses sport to teach leadership, purpose, and belonging to underserved youth. Later, his passion for human performance evolved into founding PurposeFused, a company that helps leaders and teams unlock their best selves by connecting personal passion to meaningful impact.Be sure to like and subscribe, and leave a comment to share how you’re showing up with purpose in your work and life. These episodes reveal the untold stories—the childhood moments, quiet breakthroughs, and defining choices that shape CEOs and leaders who care about something bigger than profit. And every episode includes a giveback component.In this episode, we talk about sales, leadership, and the deeper meaning of performance. Mark explains the difference between role and purpose, the dangers of burnout, and why so many people never access their full potential at work. He also breaks down his framework for helping people reconnect with their “whole self” so they can elevate performance across every sphere of life—self, family, work, community, and beyond.This one’s for founders, sales leaders, and coaches who want to build high-performing teams rooted in trust, purpose, and aligned energy—and for anyone who believes that living your legacy starts long before your final chapter. Connect with Mark here -https://www.linkedin.com/in/markgriffinpurposefused/Give back legacy foundation - PlayRugbyUSA.org - http://playrugbyusa.org/Connect with me here - https://www.linkedin.com/in/markgambale/Website -  https://www.closewith1.com/ #closewithone #podcast #newseries #entrepreneur #livinglegacy #legacy

    34 min
  • 7 Episodes

About

Built On Trust with Mark Gambale breaks down what actually drives deals forward - trust. This isn’t another sales podcast about scripts or tactics. It’s about the real conversations behind high-stakes deals, the moments where trust is built or lost, and what top performers do differently. Mark sits down with founders, sales leaders, and operators to uncover how they think, communicate, and earn trust in competitive markets. If you’re in B2B sales, leading a team, or closing high-ticket deals - this is where you learn how to move conversations forward and close with clarity. Because the best deals aren’t forced. They’re built on trust.

Information

  • Creator
    Mark Gambale
  • Years Active
    2025 - 2026
  • Episodes
    7
  • Rating
    Clean
  • Copyright
    © 2026 Mark Gambale