We’ve all felt it. That tension in a room where people smile politely, but stop talking the moment someone leaves.
This week on Top Voices Tuesday, Michael J. Lopez hosted a candid conversation with Matt Stone, founder of Behavioral OS, about a topic quietly draining organizations from the inside out: the destructive power of low trust.
“Every business transaction has trust at its foundation.”
— Matt Stone
From boardrooms to patient care units, Matt explained that trust issues rarely begin as huge failures. Instead, they start in conversations people avoid. Left unchecked, low trust metastasizes—breeding entrenched narratives, hidden resentments, and ultimately sabotaging business performance.
Why Organizational Trust Is Essential for Business Performance
Throughout their conversation, Michael pressed Matt for practical ways leaders can tackle the hidden costs of low trust. Early on, Michael asked:
“Where do we even start?”
Matt’s answer cut to the heart of American business culture:
“Trust is not just an organizational problem—it’s an interpersonal one.”
He emphasized that many trust breakdowns happen because people feel unsafe speaking up. Instead of addressing conflict directly, they create narratives about who’s at fault. Michael highlighted this dynamic when he shared his own client experience:
“You are much more comfortable talking about each other than you are talking to each other.”
That single observation is critical for anyone working on personal branding or leadership presence in the U.S. workplace. Whether you’re a leader, entrepreneur, or content creator, your credibility and community impact hinge on how openly you address friction and disagreement.
Matt connected these insights directly to community building:
“The first three letters of the word trust are the first three letters of the solution, which is truth.”
But the conversation also made clear that trust doesn’t just shape culture—it shapes economies. Recent research underscores this link:
Countries where businesses, governments, and other institutions have engendered more trust experience stronger per capita real GDP growth, a standard measure of economic prosperity (Deloitte, 2023).
In the U.S., leaders who model honesty—even when it’s uncomfortable—don’t just solve problems; they help create environments where people contribute fully, sparking both innovation and economic resilience. Silence, on the other hand, fuels rumor mills and weakens trust across teams and communities.
How Psychological Safety and Trust Building Shape Global Workplace Culture
Globally, Matt stressed that while trust building is universal, the rules for how it’s earned or given are deeply cultural.
Michael helped draw out this distinction, asking:
“Is it always a cultural thing, or is it just individual?”
Matt explained that in some cultures, trust is a ledger to be earned. In others, it’s freely given until broken. These differences ripple through cross-border teams, shaping how people perceive authenticity, transparency, and leadership.
Michael described a practical exercise he uses with teams to navigate these differences. He asks people to identify whether they believe trust is earned or given, then pairs them for dialogue. His lesson:
“You don't get to decide for someone else how they handle conflict or how they build trust.”
That insight is pure gold for professionals navigating personal branding and community building on a global scale. When your audience or partners come from diverse cultures, how you communicate trust and vulnerability can either build bridges or unintentionally create distance.
Even mundane decisions—from who speaks up in meetings, to how direct feedback is delivered—are shaped by cultural norms around trust. Matt summed it up simply:
“Trust is the infrastructure of society. We don’t even think about it when we take an Uber or buy coffee. But when it breaks, everything stops working.” |
We’ve all been there. You open your LinkedIn inbox and find a message that feels pushy, robotic, or just plain awkward.
But this week on Blue TV, Denise Murtha Bachmann reminded us that it doesn’t have to be that way. Broadcasting live from Houston in the middle of a thunderstorm, she explored how selling through DMs can feel authentic rather than manipulative.
“Everybody is selling something on LinkedIn… but it's how you approach it that matters.”
— Denise Murtha Bachmann
From the start, Denise made one thing clear: authenticity and human connection should drive every outreach, not just the hope of a quick sale.
Why Authentic Sales Messaging Is Crucial for U.S. Social Selling
For American professionals—especially those working in sales, consulting, or entrepreneurship—Denise’s message cuts through the noise.
She pointed out how many U.S. sales teams fall into the trap of thinking that more outreach equals more results. But Denise argued that the opposite can be true when messages lack personalization:
“When you send a message that sounds just like everybody else’s, people either delete it or just don’t even respond. And that’s what makes it gross.”
— Denise Murtha Bachmann
Her point was simple yet powerful: Americans value individuality and connection. Even in a fast-paced business culture, people crave interactions that feel human, not robotic.
She emphasized how automation can damage trust if used carelessly:
“People buy from people they know, like, and trust with credibility. And that doesn’t happen when you leverage automation.”
— Denise Murtha Bachmann
Instead, Denise urged professionals to treat DMs like conversations, not transactions. Her point echoes broader research showing that “trust is personal. People trust people, not faceless systems, and certainly not technology alone” (Deloitte Insights, 2023). In other words, the very essence of authentic sales messaging lies in human connection, not automated scripts.
Denise laid out practical ways to make DMs more human-centered:
- Don’t start with generic phrases like “This is Denise from Sellovatorz.”
- Avoid sending canned pitches without knowing anything about the person.
- Reference something real from their content or About section.
- Be upfront that you have something to offer, but never push for a quick close.
In the U.S. business landscape, authentic sales messaging isn’t just polite—it’s a competitive advantage that drives social selling success and long-term relationships.
How Personalized Outreach Builds Global Digital Trust
While Denise broadcasted from Texas, her message reached far beyond American borders. She acknowledged that cultural differences shape how people perceive connection and trust.
For example, she highlighted that in some cultures, people expect a direct approach in business, while in others, relationships must be nurtured carefully over time:
“Some cultures want you to get straight to the point… others want to know who you are first before they’re going to open the door to a conversation.”
— Denise Murtha Bachmann
This insight is crucial for professionals involved in LinkedIn marketing or international networking. A DM that’s perfectly normal in the U.S. could feel abrupt—or even rude—somewhere else.
Denise also stressed that digital trust is fragile in a global context:
“It's like talking to your best friend. You share a little bit about yourself, but it's mostly about them. And that's how you start to build a relationship.”
— Denise Murtha Bachmann
And:
“I don't know how you build trust without having a conversation and taking the time to get to know someone.”
— Denise Murtha Bachmann
Her session highlighted that no matter where we work, authentic connections are universal. A global professional community demands respect, listening, and personalized outreach—not just cookie-cutter sales scripts. |
Ultimately, in any culture, digital trust is the currency that determines who responds—and who stays silent.
Trust Building Insights from the Frontlines of Digital Communication
Covering Denise’s session left me thinking about something bigger than just DMs.
This conversation isn’t simply about avoiding “gross” sales pitches. It’s about redefining how professionals connect and build trust in a digital world.
Denise’s advice was refreshingly practical:
“Be honest that you're selling something, but don't make it feel transactional. And focus on them, not you.”
— Denise Murtha Bachmann
From my vantage point—as a journalist and as someone navigating my professional networks—the biggest lesson is this: Trust isn’t built in a single DM. It’s built in all the small signals that show we’ve listened, that we care, and that we see the person behind the profile.
And if I’m honest, this session resonated with me even more because I’ve had the chance to work directly with Denise before. She’s the one who taught me how to approach sales as a real, human conversation rather than just a transaction.
I don’t know if anyone reading this has felt the same, but maybe some of you have. For the longest time, my instinct when pitching something—whether in an email or a LinkedIn message—was to jump right in and explain what I was selling. And in a way, that’s not entirely wrong; we do have to be honest that we’re in business and selling something.
But what Denise helped me realize is that it’s how you do it that makes all the difference.
And she reminded us that real relationships take time:
“You have to be patient. You can't just go in for the kill. You have to nurture relationships. It's not always going to be a quick hit.”
— Denise Murtha Bachmann
It takes patience. Because before you pitch anything, you need to know who you’re talking to. You have to build a real relationship first. That’s where Denise’s teachings came in for me:
I learned that I need to:
- Check people’s bios.
- Read their posts.
- See what they’re up to.
So I can find something meaningful that connects us—something I can use to start a real conversation.
In that way, the first message doesn’t feel like a cold pitch. Instead, it’s about finding common ground. About being genuinely curious about who they are, not just what they can buy from me. And honestly, the relief that comes with knowing I don’t have to “sell” in the first message is huge. It’s given me confidence and made my outreach feel authentic instead of awkward.
And I know I’m not alone. Many of us have felt that tension between wanting to be honest about our business goals, yet also craving real human connection. We’re figuring out how to approach new conversations with curiosity instead of a sales script. Whether you’re an entrepreneur, a consultant, or building your brand on LinkedIn, we’re all searching for that balance between growing our business and staying true to who we are.
Here’s what we’re carrying forward from Denise’s talk:
- Personalization beats automation. One thoughtful, human message is worth more than a hundred generic pitches—and it’s the cornerstone of social selling.
- Selling isn’t gross when it’s built on genuine interest and empathy. Conversations, not cold pitches, are how trust and credibility grow.
- Digital trust is the ultimate differentiator. It takes time, honesty, and consistent human connection to build—and it’s what truly sets successful professionals apart online.
Because whether we’re selling a product, a service, or our own expertise, one truth remains clear: people buy from people who feel human.
🎥 Watch the full session of Blue TV: Creating DMs that Don't Feel Gross 👇 |
From conference floors in Las Vegas to lively Zoom panels, this week’s Live with TVU wasn’t just about AI, Bitcoin, or the latest financial tools—it was about what it means to build our digital future responsibly.
Nikki Estes anchored the session from Las Vegas, weaving together insights from a powerhouse lineup of speakers across fields like ethical AI, digital currencies, and sustainable tech infrastructure. A single message came through again and again: technology is only as powerful as the values guiding it.
“Humans can’t be replaced… but those who understand AI and digital currency will be leading the trail.”
— Nikki Estes
Why Responsible AI Development Matters for U.S. Professionals
Across the U.S., AI is quickly shifting from hype to reality. But as Nikki Estes made clear, American professionals can’t afford to think about technology without considering how it impacts people.
She explained that while humans won’t be replaced, the professionals who learn to navigate AI and digital currency will be shaping the next era:
“Humans can’t be replaced. But those that understand AI and digital currency, those are going to be the folks that are leading the trail…”
— Nikki Estes
It’s not just about writing code or designing new systems. Nikki pointed to how AI infrastructure—from crypto mining rigs to massive servers—demands proper engineering and cooling systems, and how renewable energy is becoming a critical factor in supporting this new digital backbone:
“As we’re using more of these machines and building cryptocurrency mining tools… we’re going to find that they need to be cooled down, they need to be properly engineered.”
— Nikki Estes
She also highlighted that even as businesses chase cost savings, trust and responsibility remain at the center of technology adoption. Without them, new tools risk becoming just another passing trend rather than lasting change.
How Global Digital Financial Inclusion and AI Adoption Impacts Everyone
While Nikki was broadcasting from Las Vegas, the ideas she shared stretched far beyond U.S. borders. During her session, she described moments from the Bitcoin 2025 Conference, which drew nearly 30,000 attendees, where conversations explored how blockchain and digital currency are transforming financial systems worldwide. Nikki Estes explored how the future of AI—and the ethical AI principles guiding it—will only thrive if built on human-centered design.
Nikki shared how innovations like the Lightning Network could slash transaction fees for small businesses, from 2–4% down to under 1%. For entrepreneurs working with tight profit margins, that difference is significant:
“If you’re saving money on your business, what else can you do with that money?”
— Nikki Estes
She also highlighted how digital currencies are offering stability in places facing economic turbulence. In Argentina, she noted, more than 60% of crypto users regularly swap pesos for stablecoins to protect their savings from inflation.
And for millions of families relying on remittances, blockchain solutions promise major relief. According to the World Bank, the global average cost of sending remittances still sits at around 6.4%, underscoring how traditional services continue to impose significant costs on those sending money home (World Bank, 2024). Nikki explained how Filipino workers sending money home often face these fees, which erode the funds their families ultimately receive. |
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