Category Archives for "Scale Your Sales"

Aug 22

What’s the Difference Between a B2C and B2B Customer?

By Janice B Gordon | B2B Sales , Scale Your Sales

B2B vs B2C Janice B Gordon 1

Gallup research showed that almost 70% of business to business (B2B) customers were totally disengaged with their vendors. The problem arises when the vendors forget that they are dealing with individuals; instead, they treat their customer as one impersonal enterprise unit. I have seen sales professionals pitch from their marketing approved slide deck to a company […]

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Mar 26

3 Environmental Analysis Tools to Scale Your Sales

By Janice B Gordon | Sales Motivation , Scale Your Sales , Trusted Advisors

Scale You Sales Environmental Scanning 3

Sellers certainly, do not deeply research the macro and micro-environment to understand the drivers impacting the competitive customer environment, so they end up making too many assumptions of what is going on in the customers’ world. I find many sellers do not do nearly enough research on the individual buyers, decision-makers and influencers that they […]

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