How to Develop Your Influencer Status as a Speaker and Expert

I delivered a presentation on Saturday on How to Develop Your Influencer Status as a Speaker and Expert, so you attract more of the opportunities you want. It is not good enough just to be found you must be considered able to influence an audience as a credible and trusted expert. Influencer marketing is growing […]

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Janice B Gordon standing room Confex 2020

Experience Social Selling Your Way to Success at Confex International

I’m honoured to be a keynote presenter helping event professionals to Supercharge Their Business Through the Art of Social Selling. Confex International is the UK’s leading exhibition for event organisers with over 300 market-leading exhibitors, 100 other thought-leading speakers and over 7700 event professionals visiting over two days on 25 – 26 February at ExCeL […]

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How Does Customer and Employee Experience Change the Leadership Conversation?

This time last week, I was introducing speakers and fielding questions in the Future Leadership track of the UNLEASH conference and expo in Paris. I was also speaking to close out the Leadership track of presentations. My presentation focused less on Developing 4th Industrial Age Decision-Makers to create outcomes while dealing with VUCA: the volatility, […]

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Takeaways from Professional Speaking Association Inspire Conference

I did think four years ago with what I experience of the conference then, that I did not belong in this Speaking Association, however, Barnaby Wynter told me to stick with it. You have got to keep going to become a part of something. Inspire 2019 was my 4th Professional Speaking Association (PSA) conference, and […]

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Janice B Gordon Why You Need to Know in B2B Sales

Why You Need to Know in B2B Sales – Information is NOT Knowledge

Information is not knowledge, to make a decision you do not need more information, you need more knowledge and insight. But where does this come from? Information is abundant; what there is a shortage of is insight. What has changed in recent years is not the selling process, but rather the buying process is more demanding […]

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Janice B Gordon Guest posting thought leadership

This One Strategy Builds Your Brand Awareness

I am often asked by sales professional and subject matter experts “how do you build your profiles and visibility with your target audience?” First, you must have a profile of a credible expert with differentiated value to share. Then get engagement on social media platforms, as this is the quickest way to build your personal […]

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Janice B Gordon Why Sales Professional Must Utilize Social Selling Techniques

Why Sales Professional Must Utilize Social Selling Techniques

The internet has changed the way we all buy products and services, and this is no different in the B2B sales environment. No longer are we willing to be interrupted with sales with adverts, cold calling or cold emails, the buyer now has a glut of readily available information literally at their fingertips. Sales and […]

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Janice B Gordon What Buyers Want from Your Sales Process

What Buyers Want from Your Sales Process

When I worked as a financial consultant selling investments and insurance to Companies and individuals, I was taught a linear sales process: Prospecting Building rapport. Qualifying if B2B using BANT framework. Presenting a solution or B2B presenting value. Address objections. Closing the deal and the next step. Onboarding and follow-up. Sales is no longer a […]

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Janice B Gordon What’s The Transformational Relationship Between Buyer and Seller

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 love 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 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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