Category Archives for "Scale Your Sales"

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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Jul 30

Don’t Let The 11 Demotivating Triggers Be Your Kryptonite

By Janice B Gordon | Sales Motivation , sales training , Scale Your Sales

Sales Kryptonite by Janice B Gordon

Buyers are savvier than ever and able to cherry pick companies, brands, products and services from among the many global competitors vying for their custom. Salespeople have to their super-powers and not their kryptonite. One super-power is understanding how you come across to potential buyers and existing customers. Another is being able to adapt to […]

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Jul 23

The Ultimate List of 40 B2B Scale Your Sales Productivity Discovery Profiling Questions

By Janice B Gordon | Sales Productivity , Scale Your Sales

SYS Discovery Profile Process - Janice B Gordon

Purchasing is now a group effort requiring sign-off from a multiple of stakeholders; which Scale Your Sales Productivity Profile solves. In a recent CEB study states that an average of 5.4 people is involved in the B2B purchase decision. It’s critical to learn the dynamics of each of your customer group purchasing units. I have […]

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