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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 24, 2019

Niraj is forthright on salespeople becoming irrelevant and he is on a mission to change this. Most people are not aware that they work in sales, he says. Sales are the foundation of a business, if you do not sell you cannot invest.  Buyers have become savvier, while sellers have not!  Salespeople try to sell by email. People buy people and this involves a conversation. The problem is salespeople don’t answer questions, they do not research their client and they do not listen enough. Listen to the discussion to discover what needs to change.

00:00 How Salespeople Become Irrelevant & Why Integrity is Critical

02:35 Why selling with integrity is about selling with honesty.

03:26 More about Niraj’s book “Everybody Works in Sales”.

05:21 If you want to learn something you have to spend time practicing.

06:50 Why ales is listening ang helping people.

08:20 Niraj is a big believer in more equality in the workplace with different religions and perspectives.

12:44 Why Niraj says, it would make a big difference, if sales managers should work with more women sales trainers.

16:12 Why it is important to support your colleagues, even those you have only met once.

17:00 Find out more about Niraj’s strategy: listen, give value and support.

18:11 Niraj’s hero is Bruce Springsteen, find out why?

19:29 End

Niraj says, “I was lucky I grew up with a strong mother and Grandmother and have a strong daughter. I gravitate to their intelligence and I’m not intimidated by Women.  It doesn’t scare me like I know it does many men. Many men cannot work for women as it hurts their fragile egos. Many of my bosses were women and they were the decision-makers, tough which is OK and fair.”  Both Niraj and I would love to hear your views.

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Everybody Works In Sales: Here's What You Need To Know To Achieve Success In Your Career

Niraj Kapur, author of Everybody Works in Sales. Niraj has trained over 100 companies from microbusinesses, entrepreneurs, SMEs to corporates like Barclays, Sainsburys and Santander and the University of Buckingham. He teaches selling with integrity that still achieves the results. Niraj also speaks at events and conferences across the UK. Welcome to the Scale Your Sales Podcast Niraj.