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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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  2. #109: David Meerman Scott - Why Salespeople Cannot Use the Same Skillsets for Selling Online as Offline

#109: David Meerman Scott - Why Salespeople Cannot Use the Same Skillsets for Selling Online as Offline

Nov 1, 2021

My next guest of Scale Your Sales Podcast is David Meerman Scott. he is the author of 12 books including New Rules of Marketing and PR, the Wall Street Journal Bestseller Fanocracy. David is a marketing and business growth strategist, an entrepreneur and an advisor to emerging companies. Welcome to Scale Your Sales Podcast David Meerman Scott 

00:00 Why Salespeople Cannot Use Same Skillsets for Selling Online as Offline  

3:53 David says, Sales Managers forget Selling Virtually is Different than Face-to-Face  

5:32 Salespeople must Present to Camera Lens, not the Person when Selling Online  

10:39 Why Virtual Selling is more Intimate than a Face-to-Face 

12:53 Understand Personal Space is where the most Powerful Human Connections Happen to Leverage Virtual Selling   

16:30 David says, Humans don't like being Coerced, giving Gifts with no Expectation of Return is a Fundamental Human Quality.   

19:58 Why David says, Many Companies don’t Provide Value, it's all about Coercion   

23:29 It’s not Sellers, Buyers are in Charge now in the Sales Cycle  

26:22 Huge Disconnect between Salesperson and Customer Support, Maintain Relationship with Potential Clients to become Paying Client 

35:00 End 

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Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and of 150  Women B2B Thought Leader You Should Follow in 2021

Janice helps companies around the world to reimagine revenue growth through customer experience and sales.

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