Apr 17

What Does Personality Have to do With Sales Success?

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

We are in the era of inbound selling of “always be serving” instead of “always be selling,” the personality lever is much more critical than in the past, and as such sales leaders must recruit for personality. The way buyers buy has dramatically changed, and as a result, salespeople need to change aligned to buyers’ […]

Continue reading
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 […]

Continue reading
Mar 21

How You Can Influence Decisions with Emotion

By Janice B Gordon | Customer Retention , Sales Motivation , sales training

Janice B Gordon Sellers Use Emotion

It is essential that sellers and salespeople understand how crucial emotions are to decision-making and how to simulate your B2B buyers’ emotions. Although, your limbic system or emotional brain, which stores and remembers past experiences, is thought to have developed out of the first reptilian brain. The orbitofrontal cortex connects the feelings generated by the […]

Continue reading