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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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Feb 27, 2023

In this week’s episode of the Scale Your Sales podcast, My guest is L’areal Lipkins. 

L’areal Lipkins is the CEO of Lipkins Consulting Group; She helps sales teams to convert more prospects into paying clients by improving their sales process. 


L’areal Lipkins is a B2B Sales Trainer, Keynote Speaker, Certified DISC Trainer and Sales process developer. L’areal is also the author of the book “What Top Performing Salespeople Do Different.” 


In this episode, we talk about what salespeople do differently to become top sales performers, the process of converting potential clients into paying clients and the importance of the process to reach this goal. 


Welcome to Scale Your Sales Podcast, L’areal Lipkins. 




2:28 – What top performing salespeople do differently? 


4:15 – Having a process gives you flexibility 


6:29 – Make the organization relevant to their buyers 


10:16 – Shifting the mindset 


14:52 - Defining the service that needs to be delivered 


19:38 – Get the full details with limited number of questions 


22:00 - Proven and tested sales strategy


Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. 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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