buyer relationships Janice B Gordon sq1

What’s The Transformational Relationship Between Buyer and Seller?

I recently spoke to a group of Speaker’s, CEOs and Sellers and asked, “how many loves to sell and think they are a skilled salesperson?” Shockingly, only 10% of the room put their hand up.  Given that selling is fundamental to business growth, then this is an issue. The reasons that many Speaker’s, CEOs and […]

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Janice B Gordon Modern Sales Leadership

5 Attributes of Empowering Sales Leader

When I was a sales rep there seemed only one sales playbook. Having worked in financial service, in the 1990s, I came from the traditional sink-or-swim sales environment. We got given leads, we did cold calling (this was a time when you could), and I typically hit quota 60% of the time. Industry average! Many years […]

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Scale your Sales System Janice B Gordon

8 Steps to Full Proof Resilience and Scale Your Sales

It is said if there is one characteristic that every successful salesperson needs to survive and thrive; it is resilience. Resilience is more than a personality trait. It is also a fundamental principle of effective organisational leadership. Moreover, in the current volatile economic climate, resilience can mean the difference between corporate survival, success and failure. […]

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Strong Emotional Relationship - Janice B Gordon

Stronger Emotional Relationships Create Higher Lifetime Value & Revenues

The strength of the relationships with your most valued customers enables you to predict and to sustain the performance of your business. Statistics from Gartner Group reveal that 80% of a company’s future revenue will come from just 20% of its existing customers. Customer retention costs are much lower than acquisition costs and retaining customers contributes to […]

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How AI and AR will augment B2B Sales - Janice B Gordon

Why B2B Buyers Must Experience AI and AR Sales Solutions Processes

B2B buyers are no longer conditioned to wait. What has changed? Faster beats better or cheaper. The expectations buyers gain from their personal experience of B2C purchases on a platform like Amazon and eBay, inform their B2B purchasing expectations. No longer are B2B buyers willing to wait days for a response to an enquiry.

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Integrated Relationship Building - Janice B Gordon Scale Your Sales

11 Compelling Reasons to Build on Multichannel B2B Relationships Connected Global Economy

72% of consumers say they would prefer to connect with brands and businesses across multiple channels. Companies must take a step outside the traditional sales and marketing funnels towards an integrated approach. Capturing interest and conducting conversations on multiple channels that sales reps can further engage and accelerate the relationship forward.

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Why Self Awareness is Critical in Sales?

Why Self Awareness is Critical in Sales?

Buyers are savvier than ever and able to cherry pick companies, brands, products and services from among the many global competitors vying for their custom. Salespeople have to their super-powers and not their kryptonite. One super-power is understanding how you come across to potential buyers and existing customers. Another is being able to adapt to your buyers and customers preference and remain authentic!

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Scale Your Sales with Motivational Mindset Sales Process Janice B Gordon

Scale Your Sales with the Motivational Mindset Sales Process

Today, social (that’s networks, platforms, selling) is a critical part of any sales process. I know it’s another thing to do, however, your buyers are already doing it. If your sales team have the wrong attitude towards what is a present day essential go-to-market strategy, then you have already lost the sale.

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8 Proven Social Sales Strategies to Attract Your B2B Buyers and Scale Your Sales Janice B Gordon

8 Proven Social Sales Strategies to Attract Your B2B Buyers and Scale Your Sales

The Military enters new markets first on social before they step foot on the ground (my source is Timothy Hughes). Do you think your first point of contact with an unfamiliar connection should be through social engagement? If the Special Air Service (SAS) is engaging on LinkedIn, so should you be?

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