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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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Nov 7, 2022

In this episode of Scale Your Sales Podcast, I speak to the author of the upcoming book Buyer First, Carole Mahoney. This book is geared at entrepreneurs and solo sellers along with the sales team.


Carole Mahoney discusses how buyer behaviour has changed, why salespeople still don't understand the buyer's perspective, and how we should listen to and understand what customers actually want to hear from their sales representatives.


Carole Mahoney has been called the “Sales Therapist” by a Harvard Business School professor where she coaches on sales for their Entrepreneurial MBA program. Carole  is also the President of the AA-ISP Boston Chapter, been named as a top sales influencer by LinkedIn and Sales Hacker, and voted a top sales coach by Ambition.

Welcome to Scale Your Sales Podcast, Carole Mahoney.



00:00 - Coaching Sellers For Effective Conversations With Potential Buyers


02:54 - Getting to know Buyer First and the Author


07:03 - The Wee-wee Factor


10:00 - What Buyers Would Want to Know


14:03 - Neuroscience of Buying


22:09 - The Importance of Selling and Buying


Janice B Gordon is the award-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 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.


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