Preview Mode Links will not work in preview mode

Welcome to Scale Your Sales weekly Monday 12 noon 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.

Would be up for giving us a rating and review on iTunes? 😊 Please subscribe for more expert insights and please do SHARE the LOVE.

Jan 30, 2021

I would normally have a guest on the Scale Your Sales podcast Show. I have decided that once every other month I will talk to you so you can get to know more about me and what I do. I am really excited because I have come off the sales Kick-off presentation that I did with a colleague of mine Bev Hancock. I wanted to share some of the things that came out of the Kick-off meeting and talk a little more about the Scale Your Sales framework.

Sales leaders and sales teams coming off the back of 2020, which has been a challenging year, let's not forget for some sales teams have hit record sales, but for a lot, it's been a real struggle. Having to adapt to the virtual world and certainly the team that I have just been working with they were talking about how not being able to physically see customers is a struggle. This company was based in South Africa and I had 87 colleagues participating on Zoom, their challenges are similar to many others I have worked with.

00:00 Why Having a Partnership Mentality in Sales is Essential?

01:19 87 colleagues got on Zoom Kick-off presentation talking about the current challenges, more Kick-off is required now not less.

01.45 Changes that have only been accelerated by COVID, like Omnichannel selling.

03:57 Why moving more to be a trusted advisor to become more of a coach to your customer?

05:12 Why talking to your customer on a human to human level creates the required emotion and experience?

07:02 In this Kick-off presentation we worked through a tool that scales the customer relationship's strength and breadth.

08:24 Scale Your Sales Framework is Attraction, helps you to Engage Educate Elevate relationships.

09:08 Scale Your Sales Framework is Retention, Productivity, Attraction and is circular.

10:19 Why co-creating the solution and not just selling the next product or service is key?

10:44 On the Scale Your Sales Podcast I get to talk to lots of fantastic experts who share their knowledge.

11:37 The Kick-off presentation we went through the 5 Steps to Becoming a Trusted Advisor.

13:25 Please ensure you rate and subscribe to stay tuned to Scale Yours Sales Podcasts.

13:26 End.

Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of Top 100 Global Business Influencer 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining and growing their most valued customer relationships for long term value and partnership.

Book Janice to speak virtually at your next event https://janicebgordon.com

LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: http://scaleyoursales.libsyn.com

More on the blog https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSalesJBG