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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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  2. #253 Randi-Sue Deckard - Maximizing Customer-Centricity in B2B Interactions

#253 Randi-Sue Deckard - Maximizing Customer-Centricity in B2B Interactions

Aug 5, 2024

In this weeks’ Scale Your Sales Podcast episode, my guest is Randi-Sue Deckard.

Randi-Sue Deckard’s career trajectory is a captivating story of transformation and resilience. Transitioning from a clinical lab scientist to the Senior Vice President of Client Engagement at BESLER, Randi’s journey is a testament to the power of embracing change, staying curious, dedication to improving and leveraging data-driven decision-making. Her wealth of experience in sales, marketing, and customer success positions her as a valuable guide for professionals seeking to excel in revenue-related roles.

In today’s episode of Scale Your Sales podcast, we have the pleasure of speaking with Randi-Sue Deckard, an expert in sales, marketing, and customer success. Randi provides valuable insights into reducing customer friction, adopting a customer-centric approach, and creating a comprehensive B2B experience. We discuss leveraging existing customers for referrals, the importance of continuous value addition, and the balance between empathy and logic in sales.

Welcome to Scale Your Sales Podcast, Randi-Sue Deckard

 

Timestamps:

00:00 Reducing Friction: Maximizing Customer-Centricity in B2B Interactions

03:15 Success in sales comes from knowing customers.

07:40 Improving by understanding customer perspectives is crucial.

10:16 Customer problem articulation drives effective communication and solutions.

16:38 Study found women better leaders.

19:32 Questioning the customer-centricity of organizations and processes.

23:37 post-sales engagement crucial for customer advocacy.

24:30 Simplify referrals to increase new sales by 30%.

28:23 Farewell message expressing admiration and future connection.

 

https://www.linkedin.com/in/randisuedeckard/

 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

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