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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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Sep 20, 2021

My next guest of Scale Your Sales Podcast is Joanne Black. She is America's leading authority on referral selling referrals work whether you are looking for a job client, a promotion, or a date. She is an author speaker consultant sells trainer. She is known in the sales community as a contrarian. Welcome to Scale Your Sales Podcast Joanne Black 

00:00 The Power of a Referral Culture helps Sales Leaders Grow Revenue 

5:47 Joanne talks about How to Build Referral Culture 

8:18 Joanne says, your Clients are your Outsourced Sales Team, if they Love you, they're willing to Help you Gain more Referrals 

10:36 You can't Automate Relationships, Business is Built on the Strong Relationship. 

12:11 Companies needs to have a Referral System Strategy, to communicate to Sales Team that is Transparent. 

16:49 Diversity in Sales Recruitment, Companies can get a Referral from Candidates to Hire the right Salesperson 

22:44 To get Referrals from Existing Clients, Salespeople Should start with the Best Relationships. 

27:00 End  

Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 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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