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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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Feb 6, 2021

My next guest on Scale Your Sales Podcast Show is George Brontén. George is a life-long entrepreneur with 25 years of experience in the software space. With the life motto “Don’t settle for mainstream,”

George seeks new ways to improve sales effectiveness using innovative software, skills, and processes. He is the author of Stop Killing Deals and shares his thoughts on the award-winning blog “Art & Science of Complex Sales.” 

Highlights of the discussion:

00:00 Understand Your Customer's Needs to Create Long-Term Relationships.

03:00 Adapt in the pandemic by creating new technologies to manage customers.

04:02 Why everyone should know who their best partners and customers are?

06:01 Why you must sell a product with a clearly defined outcome?

06:52 More about George Bronten's book entitled “Stop Killing Deals”.

09:53 Understand your customers and their problem to create a relationship of trust.

13:01 Why the customers’ needs are like the needs hierarchy?

14:05 Understand the important customer milestones on their decision-making journey.

16:13 Identify the problem in the management of the customer business.

19:29 End