#192: Tonya Bjurstrom -High-Touch Interviews Unleash Voice of Key Customers and Sales Success

June 5, 2023

In this week’s Scale Your Sales podcast, my guest is Tonya Bjurstrom, Founder of Dirby. Dirby, the voice of the customer, uncovers the insight you wish you had all along.

Tonya is the voice of the customer for B2B, asking the right questions in the right way at the right time to uncover the insight her clients need. And not only does she understand how to uncover valuable insight, but her programs create a better customer experience.

In this episode, we talked about her program that helps software companies and SMEs improve their marketing messaging, her ways of interviewing clients, and how organisations can find their value, focusing on the voice of the customer.

Welcome to the Scale Your Sales podcast, Tonya Bjurstrom.




3:10 – Collect data points by having a high-touch one-on-one interview.


5:53 – The things to do for your customer to feel valued.


8:58 – Take action using the data you have 


11:55 – “The momentum of assumption” 


15:31 – Culture that makes you a customer-driven business 


18:11 – The best time to complete a customer survey 


21:53 – What’s shocking about doing business? 


23:30 –  Speak about your product in the way you want your customer to speak of it 


25:33 – Make sure you can train somebody with your unique methodology  



Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.


Book Janice to speak virtually at your next event https://janicebgordon.com    


LinkedIn: https://www.linkedin.com/in/janice-b-… 


Twitter: https://twitter.com/JaniceBGordon  


Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  


More on the blog https://scaleyoursales.co.uk/blog   


Instagram: https://www.instagram.com/janicebgordon  


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Scale Your Sales Janice B Gordon

We work with Chief Revenue officers, Sales Leaders, and SaaS Founders identify their best-paying customers, retain more of them, and modernise for a customer and buyer-centric relationship.

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