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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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Sep 4, 2023

In this week’s Scale Your Sales podcast episode, my guest is Carole Mahoney, the author of Buyer First: Grow Your Business with Collaborative Selling.

Carole is changing how the sales industry sees itself — and how buyers see it as well. She has been named as a top sales influencer by LinkedIn and Sales Hacker, and is also a sales coach for the Harvard Entrepreneurial MBA Program.

In this episode, Carole discusses the concept of "buyer first" and how it can revolutionise the way we approach sales. Her recently launched her book, Buyer First: Grow Your Business with Collaborative Selling, is specifically tailored to business owners, founders, entrepreneurs, and salespeople who have tried various techniques but are not seeing the desired results. Drawing from a database of 2.3 million salespeople, Carol's book is grounded in extensive research and offers practical advice for success. She shares her insights on self-awareness, mindset shifts, and the importance of collaborative selling. Stay tuned as we delve into how her book can transform your sales approach and help you achieve unprecedented success.  

Welcome to Scale Your Sales Podcasts, Carole Mahoney.

03:33 — Selling yourself as a business owner is a whole different ballgame.

08:51 — First step is self-awareness, next is personalised strategy.

13:25 — Fear of rejection hinders progress. 

16:00 — Accept, be curious, change, manage emotions, sell better.

18:37 — Mindset is contagious. Prioritise and document buyer's process to adapt and succeed.

20:53 — The IKEA effect and how it can impact your sales game.

and more!  

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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