Tag Archives for " scale your sales "

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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Social Selling Janice B Gordon pic source rawpixel.com

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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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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