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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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Jul 12, 2021

My next guest on Scale Your Sales Podcast is Zafer Karaca. He is VP of Cloud Red Hat synergy at IBM. He is leading key growth initiatives across the US with a primary focus to optimize IBM's go-to-market strategies, and to enable clients to accelerate their Cloud journey to drive business transformation with open Hybrid Cloud solutions and AI. Welcome to Scale Your Sales Podcast Zafer Karaca.

00:00 Why Diversity in Sales Drives Understanding of Customers’ Pain Points

04:24 Zafer says, The Moment we say we’re going to Control the Innovation, it means we’re Killing it!  

07:51 The Real Value of Salespeople is Help Customers Understand their Pain Points from a Business Perspective. 

11.36 The Advantage of Being in a Virtual World is the ability to better Understand the Customers’ Culture 

15:53 Why IBM Program Removed College Degree Pre-Requirement for Many entry Jobs. 

20:44 Zafer says, You Can’t Run a Global Organization, Unless you Bring Diversity at All Levels 

24:30 For Long-term Growth Create an Ecosystem that is Open for Partnerships.  

27:00 End.


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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