By 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 | 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 | B2B Sales , Trusted Advisors
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.” […]
Continue readingBy Janice B Gordon | B2B Sales , Trusted Advisors
How did I help one company grow their B2B sales by £6million in less than 1 year? I stopped the global senior sales team selling another bog-standard product and helped them to understand: the buying unit and how the buying process has changed the buyer’s organisational culture and business strategy the macro and micro environmental […]
Continue readingBy Janice B Gordon | Sales Productivity , Trusted Advisors
Want to be more productive in Sales? Then stop selling. Why because it does not work – no one whether in B2C or B2B, no buyer wants to be sold. It is like being conned into something you do not want. I am not saying the sales process is irrelevant, it’s has a new place […]
Continue reading