By Janice B Gordon | Scale Your Sales , Social Selling
I had planned to talk about why sales is not a function but an organisational mission, but I have become irritated by the number of people claiming sales expertise. They sell on LinkedIn under the pretext of asking questions as an opener to selling with little or no relationship. I know it is not just […]
Continue readingBy Janice B Gordon | Scale Your Sales , Social Selling
Ask Outrageously; The Secret to Getting What You Really Want by Linda Swindling I felt encouraged to be bold after reading Ask Outrageously. This book is a well-researched book, and the examples help enormously to deliver the message such that you think “I can do that.” Communication is the glue to everything we do […]
Continue readingBy Janice B Gordon | Social Relationships , Social Selling
The strength of the relationships with your most valued customers enables you to predict and to sustain the performance of your business. Statistics from Gartner Group reveal that 80% of a company’s future revenue will come from just 20% of its existing customers. Customer retention costs are much lower than acquisition costs and retaining customers […]
Continue readingBy Janice B Gordon | Sales Motivation , Social Selling , Trusted Advisors
The Military enters new markets first on social before they step foot on the ground (my source is Timothy Hughes). Do you think your first point of contact with an unfamiliar connection should be through social engagement? If the Special Air Service (SAS) is engaging on LinkedIn, so should you be? Companies are now tendering […]
Continue readingBy Janice B Gordon | sales training , Social Selling , Trusted Advisors
Stop prospecting! There is not a pot of gold, too many people have already mined here. You need to rethink the goal of your prospecting endeavours? Is it to make a sale or to make a relationship with an unquantified purpose? You might think, ‘why would you nurture a relationship without having an ulterior motive!’ […]
Continue readingBy Janice B Gordon | sales training , Social Selling
Harry and Meghan Markle had an engagement process that led to an intended long contractual relationship, and your buyer deserves the same courtship and emotional connection. An investment is a bond, you would not plant a seed and walk away, you would nurture the seed feeding it with your knowledge and well research insight of […]
Continue readingBy Janice B Gordon | Social Selling , Trusted Advisors
For B2B buyers and sellers, it is critical to be findable on LinkedIn. You may know that your customers and buyers search for the solution to their problem and have narrowed their options through search, travelling 60% through the buying process before feeling the need to talk to a human. If you are not on […]
Continue readingBy Janice B Gordon | sales , Social Selling
Your Ready Business met with Janice B Gordon, founder of business consultancy The Problem Solver. In her role as a consultant, social selling has been key in generating new business. Here Janice shares some valuable insights other small businesses could benefit from. When did you decide it was right to start selling on social media? I […]
Continue readingBy Janice B Gordon | B2B Sales , Social Relationships , Social Selling
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% of […]
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