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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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Jan 5, 2020

Noreen Cesareo has a global market reach and through Market Accents helps sellers to scale.

People judge you on what they see and that is online, your office is never closed, says Noreen.

Noreen born in Malta and worked internally takes the perspective of think global act global as one of her greatest lessons. She works across company, sizes and cultures in the US and Canada and Europe. She helps companies stay in tune with their customer. "With our customer insights, market knowledge, we advise them on business models, go to market strategies, social marketing and selling, and develop for local and international trade growth."

Stating, you cannot truly scale your sales if you are not relevant, speaking to the right audiences, and maintaining your relationships.

This is true today as much as it was years ago. Maybe more so now as there are so many ways to truly understand your customers' behaviours and the reasons behind those behaviours.

Buyers are more knowledgeable, they require insight not information, the relationship is shorter and more in-depth these changes have been in B2B and B2C.  Buyers can see offers at their fingertips.  We are being trained on the B2C side to be demanding similar services in B2B, this is the testing ground.  As a salesperson, they need to remember buyers are people that watch Netflix and the work across any channel.

Noreen says the difference between women and male salesperson. Women more attuned to the softer skills which give women an advantage, to read body language and easily be more empathic.

Sales teams today should be strategic and proactive. Demand a seat at the management table so that you can work with colleagues across functions to find solutions for your customers before they ask for them.

This approach can gain you a valuable competitive advantage, beating the competition at that crucial time, because strong relationships are prized highly.

Remember that clients at the end of the day want solutions that will help them scale their sales. They want a professional relationship where they feel they are within a trusted company that will help them grow.

When we work with customers, we spend a lot of time understanding their customer base. We carry out regular research so that we know what is happening in the marketplace and what could be impacting their behaviours and decision making. We developed thought leadership on their product and services so that they can open doors with evidence-based arguments. We typically work with both marketing and sales, integrating the functions to ensure there is a streamlined process that is all leading towards conversion and sales.