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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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May 17, 2021

My next guest is Anita Nielsen of Scale Your Sales Podcast. She works with visionary Senior Sales Leaders to develop high-performance sales teams with the knowledge, skill, and will to drive profitable growth. She is a Sales Sensei, (in martial arts) a teacher Author of Beat the Bot & Sales Enablement Consultant.

Welcome to Scale Your Sales Podcast Anita Nielsen.

00:00 Why you must not leave the humanity out of the sales role.

06:06 At the end of the day, we are humans buying from humans, selling to humans, teaching humans.

06:45 As a coach, I have a unique perspective on salespeople when they come to me.

10:26 Salespeople, we have challenges, we don't love CRM, we don't like paperwork.

14:41 Anita says that's the thing about difference! You have to speak their language. 

18:14 How are you going to be successful being personal with the diverse buyers?

19:29 Teenagers have zero patients for a lack of diversity.

21:40 Anita says you have to own part of your own deficiencies in coaching others.

33:00 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.


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