Scale Your Sales Podcast #070: Janice B Gordon – Why Having a Partnership Mindset in Sales is Essential?

I would normally have a guest on the Scale Your Sales podcast Show. I have decided that once every other month I will talk to you so you can get to know more about me and what I do. I am really excited because I have come off the sales Kick-off presentation that I did with a colleague of mine Bev Hancock. I wanted to share some of the things that came out of the Kick-off meeting and talk a little more about the Scale Your Sales framework.

Sales leaders and sales teams coming off the back of 2020, which has been a challenging year, let’s not forget for some sales teams have hit record sales, but for a lot, it’s been a real struggle. Having to adapt to the virtual world and certainly the team that I have just been working with they were talking about how not being able to physically see customers is a struggle. This company was based in South Africa and I had 87 colleagues participating on Zoom, their challenges are similar to many others I have worked with.

00:00 Why Having a Partnership Mentality in Sales is Essential?

01:19 87 colleagues got on Zoom Kick-off presentation talking about the current challenges, more Kick-off is required now not less.

01.45 Changes that have only been accelerated by COVID, like Omnichannel selling.

03:57 Why moving more to be a trusted advisor to become more of a coach to your customer?

05:12 Why talking to your customer on a human to human level creates the required emotion and experience?

07:02 In this Kick-off presentation we worked through a tool that scales the customer relationship’s strength and breadth.

08:24 Scale Your Sales Framework is Attraction, helps you to Engage Educate Elevate relationships.

09:08 Scale Your Sales Framework is Retention, Productivity, Attraction and is circular.

10:19 Why co-creating the solution and not just selling the next product or service is key?

10:44 On the Scale Your Sales Podcast I get to talk to lots of fantastic experts who share their knowledge.

11:37 The Kick-off presentation we went through the 5 Steps to Becoming a Trusted Advisor.

13:25 Please ensure you rate and subscribe to stay tuned to Scale Yours Sales Podcasts.

13:26 End.

Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of Top 100 Global Business Influencer 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining and growing their most valued customer relationships for long term value and partnership.

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