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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 15, 2021

My next guest is Gert Scholts. Gert helps salespeople identify more sales opportunity to win more deals. He transforms sales teams from good to great. Welcome to Scale Your Sales podcast, Gert Scholts.

0:00 Know Your Customer to Succeed in a Challenging B2B World 

1:58 Why The Focus Has to Be On the Customer 

7:23 How to Accommodate Every Client’s Different Needs

9:37 The Difference Between the Buying and Selling Cycle 

12:42 Salespeople Need to Reach Out to Customers Proactively 

16:00 How to Systematically Nurture Relationships 

18:51 Being On the Customer’s Side Enables Buying 

20:06 Engaging Emotions Enable Successful Decision Making 


Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.

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