May 03

The Truth About The 5 Things You Are Required To Do As A Sales Professional?

By Janice B Gordon | B2B Sales , Trusted Advisors

All Change For Sales Professional

  I read the words of Jeff Molander “The truth is, there has been no revolution in how buyers buy. Everything has not changed. The problem for most sellers is believing they must re-learn—re-invent how they sell. But there is no revolution. Instead, adapting effective sales and direct response marketing techniques to an “always on” digital world.” […]

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Feb 13

Build Your Professional Relationships into Social Strategic Partnerships

By Janice B Gordon | B2B Sales , Social Relationships , Social Selling

Scale Your Sales Blog

The world has evolved; created by challenges in the global economic environment and the advances in technology. Sales leaders must now overcome three pressing problems: Unmotivated sales reps. Under-performance of sales teams. Lack of access to decision-makers. The Reasons Why B2B Sales Must Adapt 90% of decision makers will not answer cold contacts but 80% […]

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Jan 23

The Scale Your Sales Book Review

By Janice B Gordon | sales , sales training

Scale Your Sales Book Review Blog

While working out in Morocco this past month; I set myself a challenge to read ten books. For personal development, I read Brene Brown, ‘Braving the Wilderness’ and ‘Rising Strong’. Along with Tony Robinson OBE ‘Loose Cannon’. I thought it would be useful to review the professional development books I read while researching #ScaleYourSales. I […]

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Jan 10

Why Sales Leaders Must Become Key Account Masters

By Janice B Gordon | key accounts , sales training

Scale-Your-Sales-Why sales leaders must become key account masters

  CEB research shows that B2B buyers are deeply uncertain about the wealth of data on any solution and an array of stakeholders all involved in the buying decision. Stating “Customers are increasingly overwhelmed and often more paralysed than empowered”. The salesperson must run a complex gauntlet; negotiating each stakeholder relationship in the decision-making unit. […]

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