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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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Jun 5, 2023

In this week’s Scale Your Sales podcast, my guest is Tonya Bjurstrom, Founder of Dirby. Dirby, the voice of the customer, uncovers the insight you wish you had all along. 


Tonya is the voice of the customer for B2B, asking the right questions in the right way at the right time to uncover the insight her clients need. And not only does she understand how to uncover valuable insight, but her programs create a better customer experience. 


In this episode, we talked about her program that helps software companies and SMEs improve their marketing messaging, her ways of interviewing clients, and how organisations can find their value, focusing on the voice of the customer.    


Welcome to the Scale Your Sales podcast, Tonya Bjurstrom.   



3:10 - Collect data points by having a high-touch one-on-one interview. 


5:53 - The things to do for your customer to feel valued. 


8:58 - Take action using the data you have 


11:55 - "The momentum of assumption" 


15:31 - Culture that makes you a customer-driven business 


18:11 - The best time to complete a customer survey 


21:53 - What’s shocking about doing business? 


23:30 -  Speak about your product in the way you want your customer to speak of it 


25:33 - Make sure you can train somebody with your unique methodology  

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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