• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

Ethical Selling: How to Embrace Transparency and Win More Sales

Mike Esterday - 4 March 2020

Originally published as a guest blog contribution for SellingPower.comby Steve Schmidt
At a fundamental level, ethical selling is about being transparent — even when it feels risky or uncomfortable.
As they weigh purchase options and evaluate vendors, B2B buyers expect sales teams and their companies to behave in ethical ways. 
Working with ethical salespeople and companies is a basic requirement among buyers. Harvard Business Review reported on research conducted by Bain, which has taken the 40 distinct kinds of value that B2B offerings provide customers and organized them into a pyramid with five levels. According to their report: “At the base of the pyramid are the table stakes: meeting specifications at an acceptable price in compliance with regulations while abiding by ethical standards.” 
Selling with ethics and integrity is about behavior. You can talk about it all you want; what matters is how it manifests itself in the everyday actions of your salespeople.
Transparency

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative