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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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Jan 10, 2022

My next guest has a long history in B2B sales. He lectures at University of Buckingham on Strategy and Proposition Development, and is a board member for 2 SaaS companies. He is CEO of Anthrolytics, a company that combines data and behavioural science to predict what customer will do next and why. Welcome to Scale Your Sales Podcast, Jonathan Hawkins.

0:00 Interpret data to predict behaviors and empathize with buyers. 

1:47 Anthrolitics is about predicting what a customer is going to do and why. 

4:51 How we identify the moments that matter to the customer and link their emotions to what matters. 

 10:13 The alignment between B2B customer experience and sales/customer success. 

14:23 Quarterly targets drives bad behaviors in sales teams and also teaches your customers a way of operating.  

18:25 Why you should be picking up the phone more. 

20:44 Why you need to look at the insights that each individual needs at different levels of the organization. 

26:15 Why diversity of thinking and background is absolutely critical. 

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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