How has Janice Gordon contributed to the understanding of buyer-centric sales strategies?

Janice B Gordon has significantly contributed to the understanding of buyer-centric sales strategies through her keynote speeches, articles, and consultancy work. She emphasizes the importance of shifting from a channel-centric to a buyer-centric mindset in sales. According to her, understanding the customer is crucial, and she highlights that 64% of buyers cite this as the most important factor.

She also points out that buyers are 86% more likely to buy during a simple experience and that 70% of the buyer experience is completed before interacting with the supplier. Janice adds a sixth critical point that buyers want speed in their transactions.

In her work, she presents steps to enhance the buyer experience, which could potentially double a company's revenue compared to competitors who provide average buyer experiences. She also discusses how companies can adapt to the digital world to optimize their sales and marketing strategies.

Would you like to know more about her approach to sales strategies or her views on other aspects of business growth?