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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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Oct 27, 2019

Selling is About Creating Value Not Relationships. Glen Williamson says, relationships in sales is a fallacy and cause mediocre results.  He talks about knowing is not understanding and importantly your buyer wants you to understand what important to them and how you can add value, more than they want your friendship. Listen to Scale Your Sales podcast for Glens’ three conversations essential in your Value Proposition?

00:00 Selling is about creating value not relationships.

02:02 Why it's essential that salespeople have value-based conversations in this more complex and competitive environment.

04:43 The three conversations that we must have as professional salespeople the problem, the results, and the transformation.

05:42 Why is selling what we do as human beings.

06:51 Why Glen says the relationship is a fallacy in sales.  

09:40 Why is selling is not about relationship.

12:35 When you have diversity of people you have diversity of thoughts.

15:46 Why in this modern environment is a value proposition critical.

16:50 Glen’ hero is Alex Anderson, find out why?


Glen has offered listener access to his whitepaper The Sales Directors Secret – shows exactly how to create a flawless, profitable pipeline.

Glen and I look forward to your comments below or on any social channel ► Subscribe to this channel here or above and please SHARE the love 😊

Glen also recommends the book: Three Magic Words: The Key to Power, Peace and Plenty by Uell Stanley Anderson  U. S. Anderson