#111 : Gert Scholts – Know Your Customer to Succeed in a Challenging B2B World


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My next guest is Gert Scholts. Gert helps salespeople identify more sales opportunity to win more deals. He transforms sales teams from good to great. Welcome to Scale Your Sales podcast, Gert Scholts.

0:00 Know Your Customer to Succeed in a Challenging B2B World

1:58 Why The Focus Has to Be On the Customer

7:23 How to Accommodate Every Client’s Different Needs

9:37 The Difference Between the Buying and Selling Cycle

12:42 Salespeople Need to Reach Out to Customers Proactively

16:00 How to Systematically Nurture Relationships

18:51 Being On the Customer’s Side Enables Buying

20:06 Engaging Emotions Enable Successful Decision Making





Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 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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119 episodes