Tag Archives for " Buyer experience "

Information is NOT Power Janice B Gordon source toscana 2415126-1920

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 Adapt or Die 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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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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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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