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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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Mar 28, 2022

In this episode, my guest has launched her first book, Connect, Convince, Convert. It talks about the strategies and gives practical tips for effective communication. She has 30 years of experience working in the tech sector up to senior leadership and sales. She shares her experience of being often the only woman in the room, and her experience of talking to other tech companies and seeing where they're going wrong in their communication, hence the book.

0:00 Communicate your value to effectively win sales.

1:52 Be really precise about understanding who your audience is when building a message strategy.

4:49 In order to communicate, you need to be able to see with your customers’ eyes.

6:28 Customer experience has a significant impact on sales.

11:57 The higher the level of aspiration, the less competition there is in the sale process.

15:47 After completing the strategy, build an implementation plan.

18:06 Conversion happens by itself if you've done a good job connecting and convincing.



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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