#065: Host Janice B Gordon – A Spotlight on 2020 Amazing Guests and Sales Insights

I thought it would be good to give a spotlight to some of the amazing guest and insights they shared on Scale Your Sales Podcast review of 2020 For those that do not know me, I am Janice B Gordon, the Customer Growth Expert, and founder of the Scale Your Sales podcast.  My clients are mid-cap companies that love to solve client problems but hate that existing customer revenue is flat, or that new incumbents are beating them to deals. I help solve this problem of flat-lining revenues through the Scale Your Sales Framework that connects leading-edge capabilities to secure, retain, and grow key client relationships for long-term value and partnership.    Unfortunately, I cannot mention all 50 guests of Scale Your Sales podcast. However, I can spotlight those episodes that received the highest viewers and mention a few of my favourites guest and memorable lessons.   First, I would like to thank all the viewers that tuned in to listen on iTunes or Spotify, Stitcher and other platforms or watched the video version on my YouTube channel, which you can find with search terms Janice B Gordon and YouTube. It has been a memorable year and like others, I must adapt to the changing circumstances, so first I would like to mention the February pre-recorded guest that had their episodes held back to a publish date in September.  It was important to ensure what we were discussing was relevant and the impact of COVID was the most compelling subject.   #051: Kristie Jones - It is Disrespectful to Ask Buyers a Question That is on the Internet Kristie builds Customer Health Scorecard to help SaaS start-ups instil that customer success starts at day one, people think of it as post-sale, says Kristie. How you treat customers and what they can expect from you and the trust level, starts at that first prospecting call, establishing how your company and culture operate. #050: Leigh Ashton –  Why Growth Mindset makes a difference   Salespeople who naturally has a growth mindset they account for the 10% top performers in every company, says Leigh. Rather than say 'I can't do that' - it is 'I can't do that yet', then you keep trying all different angles to find a way through. #052: Bev Hancock - Shift the Trust Needle and Make it About Them The companies who are going for good to great are the companies who are focusing in on loyalty and retention. It is just so much easier to keep your clients when they are part of your family. When you have a trusted relationship with your client, eventually the conversations are no longer a sales call, it is how are we going to work together. #048: Colleen Stanley - Demonstrates Empathy with Emotional Intelligence for Sales Leadership Everybody is looking down all the time at their smartphones, Colleen says, empathy is a paying attention skill, which means you got to lookup around and be perfectly present. #049: Tom Williams - Why Buyer Centred Selling is How Modern Sellers Engage & Collaborate with Buyers Tom is big on preparation for sales calls; it comes across that you are ready, you are confident, you ask better questions. No sports team goes and plays a game without preparation. Surgeons or a Pilot has a checklist, sales must be no different.   #060: David Priemer – the author of Sell the Way You Buy, says Salespeople Get the Idea of Selling Value All Wrong Emotion is the quickest way to get that value to create that rapport and Emotions help the customer understand how they will benefit from working with you. #055: Liz J Simpson - Who Best Understands Their Buyer Will Accelerate Results Digital gives you a direct line to your buyers said Liz and it gives you ways to build thought leadership. When you have the sales foundations, and then you layer on a digital strategy, to accelerates results. I love her, Big Money Movement that focuses on shattering the revenue disparity facing women in business.   Jill Konrath is a shero of mine and many others, she has led the way for many women in Sales. #053 Jill Konrath - Why Sales Leaders Must Learn to Lean Back Some top leaders who are really doing well in sales leadership always focused on their people. The top leaders have loyalty and connection with their people, their people know that they were being supported throughout these tough times as well as in good times. #040: Rakhi Voria - Passionate About Retaining Women in Sales Women in sales have barely increased in the last decade, Rakhi quotes gender bias in sales with only 1 in 5 women VP of sales. There are some genuine issues that women in sales experience, in what is a male-dominated industry. Rakhi talks about the importance of mentors and developing your network. 031: Adrian Swinscoe - How COVID19 Exposes What Excellent CX is and its Impact on Sales The difference between customer experience and the customers' experience is a country mile, say Adrian. Customer experience could be a thing that gets done in organisations, while the customers' experience has got nothing to do with the organisation, it is about what the customer experiences when they deal with the brand.  Sales is an intrinsic part of the whole customer journey with a particular brand and therefore, it is a massive part of what happens that makes up your customers’ experience. 021 - Sam Robinson: Sales Enablement Supports the Drive to Business Performance Sam said that their programme in Sage has helped their salespeople see that social selling is a route to market. Sellers runs away from feedback, but feedback is essential information, that feeds the three things salespeople must get in balance - Skillset, Mindset and Structure. 016 Elinor Stutz - Trusted Relationships is the Differentiator for Selling Well You must build trust upfront, grooming a professional personal relationship and understanding what is important to the customer first.  Elinor says if there is another preferred partner that the buyer is considering, then suggest being the backup supplier and ask them to test one of your smaller services upfront so you prove you can deliver outstanding service.   This last popular spotlight episode achieved double the downloads of any other. Episode 018 Deb Calvert: Buyers Want Sellers to Show-up As Leaders Deb Calvert is co-author of, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen, was named the #3 top sales book of 2018. Deb Calvert is founder of The Sales Experts Channel, a platform I am joining in 2021, and she is president of People First Productivity Solutions. Deb Calvert is also the author of DISCOVER Questions Great questions turn on the buyers' euphoria and open the possibilities for having a different kind of conversation that is engaging and bonding and become a game-changing competitive advantage.    Scale Your Sales weekly podcast in October achieved the listing of No 8. of 42 Best Podcast for Every Sales Professional 2020. The podcast is dedicated to learning from amazing experts and influencers to help you with your journey to Scale Your Sales. It is a show created for B2B executives, sales leaders, key account managers and customer serving professionals, who want to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how. I believe Sales is not a function of the business; sales are the primary outcome of the business. Marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale.  The more focused you are on the customer outcome, the more productive your sales process. More on Scale Your Sales website There is so much more great insight from the guests in all the 65 published episodes of Scale Your Sales podcast. Please do catch up on the episodes you may have missed.  I would appreciate you giving us a rating and review on iTunes and please subscribe so you do not miss the amazing expert's line-up for 2021.  Do not forget to SHARE the LOVE. https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert