Scale Your Sales Podcast (Janice B Gordon Key Account Sales Strategist)

In this week's episode the Scale Your Sales Podcast, I wanted to talk about the challenges we face and the opportunities that come from those challenges.

During the week between Christmas and New Year's, when we might be spending time with our families or having some downtime, it is important to recognize the situation we are in.

But also to think positively about the opportunities coming forward so we can start strong.

Timestamps: 

00:00 - The challenges of the post-pandemic economy and the importance of sales managers  

01:40 - The need for sales managers to be data-savvy and mentally fit  

02:20 - Importance of coaching skills in sales managers 

03:30 - The role of data in evaluating and nurturing top talent in sales teams  

05:55 -The potential for customer growth opportunities in the post-pandemic economy 

06:40 - The need for diversity in sales teams, particularly in regards to generational changes  

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-gordon  

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSalesJBG

In this week’s Scale Your Sales Podcast episode, my guest is Zeenath Kuraisha.

Zeenath is the founder of the E-University of Sales and The Asia Pacific Sales & Marketing Academy (APACSMA), renowned for its industry-endorsed accredited sales training programs, certifications, sales audits, and assessment. Boasting a global reach, her multifaceted approach encompasses the 360 business, GTM, inside, and digital Sales Review Advisory and Support Services. She serves as the Singapore Chapter President for AA-ISP (now known as Emblaze), the Founding Fellow for Association of Professional Sales (now known as Institute of Sales Professionals). Zeenath has received numerous accolades and recognition from the industry including Sales Hacker’s 35 Most Influential Women in Sales, Best Asia Corporate Consultant by HRM Asia, and was named one of “Executive of the Year for Education” by Singapore Business Review.

In this episode, Zeenath delves into the evolution and purpose of sales enablement, as well as the challenges related to its effectiveness in achieving sales targets. Through her expertise and experience, she delves into how sales enablement has transformed over the years, expanding far beyond traditional sales training to encompass a wide array of tools and activities aimed at empowering the sales function and how it aims to contribute to incremental revenue by helping sales professionals sell and perform better. Zeenath shares her expertise in sales consulting, education, and training needs for a diverse range of clients, emphasizing the importance of understanding buyers as humans and the need for authenticity, quality, pricing differences, value, and trust in the sales process. We also talk about the adaptability of sales enablement to meet the ever-changing demands of the market. Join us as we uncover the secrets to sales success with her expert guidance.

Welcome to Scale Your Sales Podcast, Zeenath Kuraisha.

Timestamps:

00:00 – Maximising Revenue Growth through Sales Enablement.

04:00 – Technology has evolved sales operations, enabling efficiency and improved analytics.

 
09:19 – Sales enablement contributes to closing revenue gaps.

 
11:25 – Sales leaders focus on numbers, but sales enablement involves cross-functional collaboration to improve various areas beyond just performance.
 

16:23 – The development of The Asia Pacific Sales & Marketing Academy (APACSMA)

18:09 – B2B is about trust, differentiation, and articulating value proposition.
 

22:19 – Certification may not be necessary for all.

https://linkedin.com/in/zeena  

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com
 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/
 

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
 

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSal... 

In this week’s episode of Scale Your Sales podcast, My guest is Jamie Crosbie. Jamie is the founder and CEO of ProActivate. ProActivate helps companies globally find all-star talent to achieve revenue goals and peak performance.  

Jamie has over 25 years of experience in sales leadership and the talent acquisition industry. Before ProActivate, Jamie served as a VP of sales at CareerBuilder for 5 years, and earlier than that she had various leadership positions within the traditional staffing industry for 10 years.  

Jamie is the author of “The Power of 2, Exponential Sales Leadership” , “ How to Source Quality and Hire Elite Sales Talent” and “Journey to the Top: How to Reach your Peak Performance in Life.  

In this week’s episode, we talked about the ProActivate advance revolutionary approach, focus on mindset over skills, Finding the A players in sales, and many more.  

Welcome to Scale Your Sales podcast, Jamie Crosbie.  

Timestamps:  

3:05 - The start of ProActivate  

5:15 - Solve the gap: 80% mindset 20% Skill Set  

9:18 - The process of assessing a candidate’s profile  

14:08 - One thing in common with successful people  

17:08 - Help your people unleash their full potential  

21:48 - What is needed to have a lasting impact on sales?  

23:25 - Have a fixed mindset toward the goal  

26:49 - Remodel a failed plan or behavior  

27:57 - One tried and tested strategy to scale your sales  

https://www.linkedin.com/in/jamiecrosbie/   

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ 

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSalesJBG

https://www.linkedin.com/in/paul-struthers-6798317/  

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-... 

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal...

In this week's episode of the Scale Your Sales podcast, my guest is Jennifer Ives. She is an award-winning business executive with deep experience crafting revenue-generating strategies and driving double-digit growth at technology companies around the world. 

A self-described ‘data geek,’ Jennifer is often recognized by industry peers and analysts for her work, notably as a Business Transformation 150 honoree, and named two times by The Software Report to their Top 50 Women Leaders in SaaS list -- recently making their Top 5 list in 2022. 

Jennifer Ives  is a sought after board and advisory board member, including IES’ Women in Sales Leadership Forum.

We both recently co-authored the top selling book Heels to Deals how women are dominating in B2B sales which was published on International women's day March the 8th 2020.

Welcome to Scale Your Sales Podcast, Jennifer Ives.

https://www.linkedin.com/in/jenniferives1/

Timestamps:

00:00 - Approach Potential Customers With Your Perspective

04:55 - The Importance of Customer Experience

07:40 - Lack of Focus on Retention and Acceleration: A Critical Issue

09:05 - The Financial Implications of Customer Acquisition

11:20 - Maximizing Potential and Customer Perspective through Empathetic Approaches

14:40 - The Importance of Diversity in Sales

17:05 - Navigating the Sales Ladder: Personal Experiences and Insights

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com   

LinkedIn: https://www.linkedin.com/in/janice-b-gordon 

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast 

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSalesJBG 

In this week’s Scale Your Sales Podcast episode, my guest is Lori Richardson.

Lori Richardson is a long-time sales strategist and founder of Score More Sales, a leader in B2B sales and sales leadership.

Lori leads Women Sales Pros, a collective of women sales influencers. She is also the host of She Sells summit and the award-winning podcast Conversations with Women in Sales.

Lori is the top sales influencer and author of the book “ She Sells: Attract, Promote, and Retain Great Women in B2B Sales”.

In this episode, we talk about her book “She Sells,” our ongoing campaign on retaining women in sales, culture, and mindset. Lori shares her views on International Women’s day, and we discuss sales strategy and much more.

Welcome to Scale Your Sales Podcast, Lori Richardson.

We discuss:

03:30 - Hidden endemic in sales

06:20 - The She Sells book

10:03 - The evolution of culture

15:30 - Reasons why Women Sales Pros 

19:34 - Common denominator of the rich people

20:49 -  How to make your life decisions

22:44 - International Women’s Day 2023

24:35 - Scorecard Evaluation

29:40 - Lori’s proven and tested strategy to scale sales

https://www.linkedin.com/in/scoremoresales/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-   

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal  

This episode is the monumental 200th episode of Scale Your Sales Podcast! Over the past four years, Janice B Gordon has been your trusted host, bringing you insightful interviews with industry experts, influencers, founders, CEOs, CROs, and self-leaders. This celebration highlights the transformative journey we've undertaken to modernize sales and embrace customer-centric strategies.

In this milestone episode, we reflect on the last 15 interviews that have shaped our understanding of the evolving sales landscape. Our exceptional guests have fearlessly shared their experiences, offering invaluable insights into scaling sales and nurturing diverse sales teams. From mastering deal management to understanding buyer psychology, we've unlocked the secrets to achieving sales excellence.

We are incredibly proud of the vibrant global community that Scale Your Sales Podcast has fostered. Together, we have challenged traditional sales approaches and advocated for a sales world that prioritizes customer experience. As we raise a toast to the next 200 episodes, we invite you to continue this journey with us. Let's shape the future of sales, driving growth, and success through customer-centricity and relentless innovation.

Timestamps:

6:09 - Sara Brooks, Consumers and companies need to work hand-in-hand to stop climate change.

7:43 - Mick Gosset, 80% of sales success is deal management and only 20 percent is sales methodology.

11:10 - Alper Yurder, Psychology unleashes the real problem in sales.

12:47 - Wissam Tabbara, Top of Funnel Optimisation to Drive Sales.

15:52 - Justin Leigh, coaching rather than directing can help translate into improvements and developments.

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com   

LinkedIn: https://www.linkedin.com/in/janice-b-...

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast 

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales podcast episode, my guest is Matt Garman, the CEO and founder of SalesEnabla. SalesEnabla is a Sales Enablement platform that consolidates sales knowledge and reinforces best practices to elevate sales performance.

Matt is a sales expert, adventurer, and author. With a background in sales and business growth, he’s grown and sold 2 technology companies of his own. Outside of work, he’s equally driven, completed multiple endurance events including Ironman, and swam the English Channel most recently rowed across the Atlantic Ocean.

In this episode, we talk about his strategies to optimize team performance and the importance of probing questions in sales. He shares his founding experiences, especially his challenges as a business leader, exiting a business, the remorse you may feel for what has ended, and having to find yourself again and onto the next chapter.

Welcome to Scale Your Sales podcasts, Matt Garman.

Timestamps:

05:15 - To get to where you want to go, be a team player.

09:50 - When a business ends, what's next?

12:50 - Loss is about chapters.

15:11 - What's in the Playbooks? Optimizing Sales Team Performance.

21:45 - Unveiling client perspectives through probing questions.

28:40 - Mistakes in client engagements are lessons gained.

https://www.linkedin.com/in/matt-garman-the-corporate-adventurer-2807794/ 

https://twitter.com/mrmattgarman 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com     

LinkedIn:  https://www.linkedin.com/in/janice-b-gordon/ 

Twitter: https://twitter.com/JaniceBGordon   

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog https://scaleyoursales.co.uk/blog    

Instagram: https://www.instagram.com/janicebgordon   

Facebook: https://www.facebook.com/ScaleYourSal...  

In this weeks’ Scale Your Sales Podcast episode, my guest is Sergio Bea.

Sergio draws on nearly three decades of telecom and IT industry experience, leading different sales organization in Fortune 500 global corporations as well as smaller niche vendors. Sergio has led indirect sales teams (Channel Chief award for 8 years in a row) and direct sales organizations with expertise in different market segments and regions. Born and raised in Argentina, he moved to the US 20 years ago with his wife Vanessa and his triplets’ girls (now 22 years old). Both Sergio and Vanessa had extensive executive careers in global companies.

In today’s episode of Scale Your Sales podcast, Sergio shares a case study on transitioning from a direct sales model to a 70% partner-led approach over seven years, discussing the motivations and challenges involved. He explores strategies like decentralizing approvals, simplifying processes, and building strong vendor-partner relationships. Sergio also highlights the importance of soft skills such as integrity and empathy in sales leadership, and shares insights from his personal journey, including his move to the U.S. with his family.

Welcome to Scale Your Sales Podcast, Sergio Bea.

Timestamps:

00:00 Partner collaboration solved issues, boosted business significantly.

05:59 Technology consumption has evolved to cloud marketplaces.

10:05 Empathy, financial impact, integrity, collaboration, responsiveness, understanding.

13:48 Soft skills crucial in Cisco's hiring process.

17:48 Buyers prefer salespeople only at final stage.

19:31 Prospective customers seek value and business understanding.

23:18 Reduce approvals to improve customer experience.

28:28 Tailored microsites improve customer identification and personalization.

32:01 Left Argentina, thrived, became executive, my hero.

https://www.linkedin.com/in/sergiobea/

https://twitter.com/SergioBea4

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Ollie Sharpe.

Ollie spent 10 years at LinkedIn, starting when nobody knew what LinkedIn was! One of the 1^st 15 employees outside the US. Then left to set up Salesloft in EMEA as 1^st person on the ground and grew them to more than $25m and 125 people. Now Chief Commercial Officer at Lative.

In today’s episode of Scale Your Sales podcast, Ollie Sharpe, former LinkedIn executive, shares valuable insights on sales, leadership, and diversity. He emphasizes the importance of fostering a strong, inclusive sales culture, highlighting the impact of conscious leadership, mental well-being, and cognitive diversity. The discussion also covers gender diversity, partnership-based sales, and diverse hiring practices.

Welcome to Scale Your Sales Podcast, Ollie Sharpe.

Timestamps:

00:00 Unlocking Sales Success: Secrets to A Diverse and Inclusive Culture

04:27 Conscious leadership fosters awareness and mental wellbeing.

06:52 Diverse teams require different leadership and understanding.

10:50 LinkedIn culture interview process reveals candidate's values.

16:03 Partnering with buyers and hiring individuals similarly.

17:01 Emphasizing partnership, consultation, and disqualification in sales.

20:04 Medic and the art of selling effectively.

25:54 Build employer brand showing care for individual needs.

27:19 Candidates value acknowledging and addressing diversity issues.

33:00 LinkedIn senior executive pushes for gender diversity.

34:35 Men more open to mistreatment in offices.

https://www.linkedin.com/in/olliesharpe/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Jamie Gallagher.

He’s a husband, father, and terrible golfer, AVP Fortra EMEA, 25 years sales professional, operated globally and DEI Champion.

In today’s episode of Scale Your Sales podcast, Jamie discusses the importance of setting realistic goals for salespeople, coaching, employing consistent methodologies, and effectively managing deals. Jamie highlights the significance of hiring individuals who are both compatible and trainable, shares his unique approach to talent acquisition, and reflects on the impact of a supportive organizational culture. We explore the keys to success in the sales industry and gain valuable insights from Jamie's extensive experience.

Welcome to Scale Your Sales Podcast, Jamie Gallagher.

Timestamps:

00:00 How to coach your way to success and close deals like a pro

03:57 Emphasizing diversity in team recruitment and sourcing.

06:27 Wider sourcing process identifies successful sales candidates.

10:12 Evaluating sales team qualities and managing expectations.

15:09 $1,000,000 sales target with variable rewards.

18:37 Fantastic leader with supportive and intoxicating environment.

19:34 Personal success comes from delivering notable achievements.

24:54 Sales leaders learn to listen, strategize, choose wisely.

27:56 External factors impact employees and business goals.

31:45 Critical coaching includes expectation setting and engagement.

32:52 Fortress uses force management for business success.

38:49 Jordan's mom shaped his groundbreaking sports deals.

41:04 Rex Smith, an influential sales trainer, remembered fondly.

https://www.linkedin.com/in/jagallagher/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week’s Scale Your Sales Podcast episode, my guest is Virginia Chere Lucett, a Revenue Growth Expert.

Virginia is a seasoned Growth leader in vertical SaaS, with a remarkable focus on Construction Technology spanning the last 9 years. Spending 20-year in Marketing, Chere has seamlessly transitioned into leading revenue teams for seed to series B stage companies. Her passion for growth and innate problem-solving skills defines her approach. Notably, Chere thrives in challenging the status quo, demonstrating a knack for breaking through conventional rules.

In this episode, Virginia discusses her experience and expertise in leading revenue teams for startup organizations, from seed stage to series B funding. She shares insights on the challenges and rewards of the early-stage startup environment, the importance of being customer-centric, and the strategies she uses to optimize salespeople and sales operations. Additionally, she discusses her upcoming ventures in advising, consulting, and launching a go-to-market fund. Join the conversation and gain valuable insights on sales operations and growth leadership from our amazing guest.

Welcome to Scale Your Sales Podcast, Virginia Chere Lucett.

Timestamps:

05:24 – Your technical expertise is invaluable for startups.

06:45 – Focus on product, customer, and solving problems.

09:55 – Efficiency, risk, and uncertainty in business growth.

13:30 – Recognize limitations and practice honesty for success.

21:22 – Customer success drives early sales process success.

24:51 – Building relationships requires trust and prioritizing customers.

https://www.linkedin.com/in/virginialucett/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event:  https://janicebgordon.com

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/   

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https: //www.instagram.com/janicebgordon   

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s episode of the Scale Your Sales podcast, My guest is L’areal Lipkins. 

L’areal Lipkins is the CEO of Lipkins Consulting Group; She helps sales teams to convert more prospects into paying clients by improving their sales process. 

L’areal Lipkins is a B2B Sales Trainer, Keynote Speaker, Certified DISC Trainer and Sales process developer. L’areal is also the author of the book “What Top Performing Salespeople Do Different.” 

In this episode, we talk about what salespeople do differently to become top sales performers, the process of converting potential clients into paying clients and the importance of the process to reach this goal. 

Welcome to Scale Your Sales Podcast, L’areal Lipkins. 

Timestamps: 

2:28 – What top performing salespeople do differently? 

4:15 – Having a process gives you flexibility 

6:29 – Make the organization relevant to their buyers 

10:16 – Shifting the mindset 

14:52 - Defining the service that needs to be delivered 

19:38 – Get the full details with limited number of questions 

22:00 - Proven and tested sales strategy 

https://www.linkedin.com/in/lareallipkins/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com   

LinkedIn: https://www.linkedin.com/in/janice-b-... 

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast 

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSal...

In this week's episode of the Scale Your Sales podcast, I'm thrilled to share my incredible journey, an evolution into version 6.0 of myself and the extraordinary life I now embrace. From witnessing the awe-inspiring Northern Lights in Norway to thoughtfully planned adventures to iconic destinations like the Grand Canyon and Japan, my life has been a fearless odyssey, marked by boundary-pushing, triumph over challenges, and a rich tapestry of achievements, both in my professional and personal spheres.

Join me as I impart my wisdom on the importance of investing in one's mindset and physical well-being, the significance of trusting your instincts, and the exhilaration of embracing the boundless possibilities that await. This episode serves as a jubilant celebration of personal growth and stands as a powerful reminder that it's never too late to step into the person you're destined to become.

Timestamps:

0 1:54 – Soaring above hurdles and putting myself forward.

05:10 – Embracing life's essence and taking the leap into the unknown.

05:54 – What's my secret superpower?

09:37 – Your mindset serves a vital role in success.

10:23 – Trust your instincts, ignore doubt, and push your own boundaries.

11:30 – Are you living the life you're meant to have?

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com

LinkedIn: https://www.linkedin.com/in/janice-b-...

Twitter: https://twitter.com/JaniceBGordon   

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast    

More on the blog https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon   

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s episode of Scale Your Sales Podcast, my guest is Justin Leigh, the founder of Focus4Growth. Focus4Growth is a Sales & Leadership Training Company specialising in B2B markets that helps businesses achieve growth and create greater impact in the world.

Justin Leigh is an award-winning business leader with over 25 years of experience in sales and leadership. He is the bestselling Author of Inspire, Influence, Sell and the host of the Inspire Sales Podcast. 

In this episode, we talk about his second book, Coaching Leaders. Justin discusses the gaps in leadership that made him recognise the importance of a more customer-focused approach to sales. He also shares his journey as a sales leader, talking about his failures and mistakes, and his light bulb moments. These led him to realise that coaching rather than directing translates into improvements, and eventually leads to higher team performances.

Welcome to Scale Your Sales Podcast, Justin Leigh. 

Timestamps:

02:40 - Concept behind coaching sales leaders.
 

06:56 - A strategic view of sales conversations takes longer but comes with higher rewards.

10:24 – Why coaching is better than directing. 
 

15:34 – Women sales leaders are better at empathy.

18:33 – New generations are transitioning the style of sales leadership.

22:25 - Impostor syndrome is a catalyst for growth.

24:16 – The benefits of being open about your failures, not only successes.

linkedin.com/in/justin-leigh-coach
justin-leigh.com 
linktr.re/JustinLeigh 
focus4growth.co.uk 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. 

Book Janice to speak virtually at your next event https://janicebgordon.com

LinkedIn: https://www.linkedin.com/in/janice-b-...

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

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In this week’s Scale Your Sales Podcast episode, my guest is Cristina Lasagni.

Cristina stands as a distinguished Go-to-Market Senior Leader and the current Head of Southern Europe at Cloudflare, with over 15 years of experience in tech industry with expertise in scaling organizations to new heights. At Cloudflare she was involved since the early days helping to scale the organization to 1B$ revenue as of today. Her trajectory encompasses pivotal roles at industry giants like Cisco and Dropbox, where she left an indelible mark as an expert in navigating the intricate landscape of large-scale enterprises. These experiences also solidified her reputation as a leader capable of driving growth and scalability on a grand scale.

In this episode, Cristina delves into the hiring process, candidly discussing mistakes made and the importance of focusing on impactful aspects. She shares her journey of overcoming challenges in sales, emphasizing the significance of forging strong partnerships, finding a niche, and leading with empathy and problem-solving. She also highlights the need for greater female representation in the sales industry and the founding of her podcast, Help Mentor IT, to support women and allies in breaking down barriers. Tune in to hear more about building a diverse team and the emphasis of the benefits of intentional efforts in addressing the issue of female representation in sales, particularly in the tech industry.

Welcome to Scale Your Sales Podcast, Cristina Lasagni.

Timestamps:

00:00 – How Diversity Drives Sales Success

03:17 – Navigating inclusion and diversity in career growth.

08:16 – Stats suggest shift towards younger female buyers.

11:27 – Inspiring journey to break the glass ceiling.

20:56 – Success through hard work and connection building.

23:58 – Empathy and curiosity is vital in successful sales.

30:26 – Focus on impactful sales traits, use tool.

31:37 – Efficient assessment eases hiring process, requires coaching.

https://www.linkedin.com/in/cristinalasagni/
https://twitter.com/clasagni/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal...

And more!

Visit our podcast website to watch or listen.

In this week’s episode of Scale Your Sales Podcast, my guest is Jaime Diglio. Jaime is the founder of Infirst Coaching.  

Jaime trains leaders and teams on how to win at work and in life. Jaime has a master’s degree in Industrial Organizational Psychology combined with 20+ years in sales leadership roles at Gartner, Microsoft, Slalom, and various high-growth start-ups. 

Jaime Diglio’s proven coaching techniques are the secret weapon for her client’s success. Jaime as a skilled performance coach, is a master at helping people to “think about their thinking” which leads to immediate increases in performance. Currently she supports leaders and teams at high-growth organizations with future of work strategies to drive sales, engagement, and retention.  

In this episode, we talk about the win room coaching program, as an organizational psychologist how did she came up with the needs of being foundational about thinking about how people think, thinking of “You can’t sell unless you’re able to sell yourself first, Her 20 years sales leadership role and many more. 

Welcome to Scale Your Sales Podcast, Jaime Diglio. 

We discuss:

4:16 – Working with the sales leader’s mind 

5:32 – Understanding why people do what they do 

7:10 – The impact of your way of thinking 

9:22 – Win room coaching program 

12:06 – Journey of an organizational psychologist 

15:00 – How to become resilient 

19:16 – The opportunity to reset what we think about sales 

21:56 – Tried and tested sales strategy 

25:14 – Knowing what you really want to do/ happen. 

https://www.linkedin.com/in/jaimediglio/   

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-   

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal

In this week’s episode of Scale Your Sales podcast, my guest is Wissam Tabbara, the founder of Truebase. Truebase is an intelligent search platform that has a unique search system that makes finding information easier and faster.

Wissam has over 20 years of experience as an entrepreneur. He has founded four startups, including Truebase. Throughout his career, he has helped start new companies and led them to success. Wissam has also been part of two startup exits. Besides being the CEO of Truebase, he is an advisor and mentor to several startups.

In this episode, we talk about their approach to campaigns being both scientific and experimental, in order to perfect the customer experience and rapidly discover the product value. This experience needs to be seamlessly embedded in every customer interaction. Once this foundation is established, it serves as a strong lever to positively drive sales.

Welcome to Scale Your Sales podcasts, Wissam Tabbara.

Timestamps

03:13 – Impact of the pandemic on companies' go-to-market strategies

08:24 – Stepping out of the engineering space

10:54 – Importance of effective communication in both building and selling

13:40 – What is unique and different about Truebase

19:08 – Working with both scientific and experimental approaches in sales campaign

25:22 – Benefits of using AI in sales prospecting journey

28:30 – Importance of pre-customer experience

https://www.linkedin.com/in/wissamtab...

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com   

LinkedIn: https://www.linkedin.com/in/janice-b-...

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast 

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSal...

In this weeks’ Scale Your Sales Podcast episode, my guest is Cliff Simon.

Cliff is the CRO of Carabiner Group: a part of SBI Growth, and advisor, and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps. He is an active leader in multiple GTM communities. He has anchored GTM teams in SaaS and Service industries including consulting, network & communications, software, e-commerce, and supply chain. Cliff is a recipient of the 2024 Modern Sales Leader award from HubSpot.

In today’s episode of Scale Your Sales podcast, Cliff emphasizes the importance of early customer value communication and reducing friction for better decision-making. Discussing the critical role of aligning people, processes, and technology to optimize revenue operations in the B2B sales environment. Together, exploring customer-centric strategies that can transform sales approaches in today’s dynamic landscape.

Welcome to Scale Your Sales Podcast, Cliff Simon.

Timestamps:

00:00 Align people, processes, tech for effective B2B sales.

06:18 He starts tomorrow; I'm confident he's perfect.

08:57 Understanding curiosity and intrinsic motivation fosters alignment.

10:33 Identify intrinsic motivations for behavioural change.

13:40 Focus on aligning with customer-perceived value.

17:13 Adapting strategies for evolving millennial buying behaviours.

20:46 Knowledge isn't effectively documented or distributed.

24:15 Water collection is crucial for island survival.

https://carabinergroup.com/wp-content/uploads/2023/05/Carabiner-Group-Pavilion-Bringing-Revenue-Operations-to-Life-in-Your-Organization-1.pdf

https://www.linkedin.com/in/cliff-simon/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week’s Scale Your Sales Podcast episode, my guest is Mark Gallagher, the Founder of Performance Insights Ltd.

Mark is the Founder and Managing Director of Performance Insights, a former Senior Executive with Jordan Grand Prix, Red Bull Racing, and Cosworth Formula 1 racing organizations. A public speaker, broadcaster, and an author who has worked in the high-performance world of F1 racing for over 40 years.

In this episode, Mark shares his experience in selling commercial sponsorship in the fast-paced and ever-evolving world of Formula One. He discusses how the business model has shifted from solely selling commercial sponsorship to now diversifying into selling technology across various industries such as service, aerospace, healthcare, defense, space, and energy. This expansion has opened exciting opportunities and created additional revenue streams. He also discusses the impact of influential figures like Lewis Hamilton and initiatives like Accelerate 2025 at Mercedes Benz F1 team, which have promoted diversity within the industry. Don't miss this opportunity to gain a competitive edge and stay ahead in the ever-evolving world of business.

Welcome to Scale Your Sales Podcast, Mark Gallagher.

Timestamps:

04:40 – Diversity and inclusion initiative for underrepresented demographics in Formula One.

07:43 – Diverse perspective fosters innovation, success, and satisfaction.

12:53 – Sales success relies on customer-centric decisions.

15:39 – McLaren's CEO emphasizes customer-focused business approach.

20:59 – Transitioning from media to commercial operations successfully.

23:18 – Passion led to unconventional but successful career.

26:36 – Online gaming targets young generations, expands sponsorships.

https://www.facebook.com/PerformanceInsightsF1 

https://www.instagram.com/_markgallagher  

https://twitter.com/_markgallagher  

https://www.linkedin.com/in/markgallagherf1/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/   

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon   

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Ali Cudby.

Ali is the Founder and CEO of Alignmint Growth Strategies, where companies learn how to prevent customer churn before it starts. Ali’s expertise has served Fortune 500 corporations and startups alike. She is also the author of the #1 best-selling book on customer retention, Keep Your Customers.

In this episode, Ali shares her insights on the phrase "The customer is always right." and how it impacts businesses, as well as the strategies she uses to prevent customer churn. The discussion touches on the importance of customer satisfaction, upselling, and cross-selling as key metrics for customer success. Ali outlines effective strategies for optimizing salespeople and emphasizes the value of celebrating moments that matter most to customers. Plus, she shares a tried and tested strategy for scaling sales and concludes with a fascinating take on what she would bring to a desert island. Tune in to gain valuable insights on customer retention and growth strategies from this engaging conversation.

Welcome to Scale Your Sales Podcast, Ali Cudby.

Timestamps:

05:55 – Create clear assistant processes for excellent customer experience.

09:03 – Focus on retention to grow revenue effectively.

12:32 – Key factors: customer satisfaction, churn prevention, upsells.

15:56 – Identify unique moments for meaningful customer celebration.

17:55 – Developing cross-functional playbooks for customer experience success.

21:10 – Leverage existing strengths to enhance performance.

https://www.linkedin.com/in/alicudby/
https://twitter.com/alicudby/ 
https://alignmintforgrowth.com/ 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal... 

In this week’s Scale Your Sales Podcast episode, my guest is Roei Samuel, the founder and CEO of Connectd.

Roei is a serial entrepreneur and investor. His platform, Connectd, has helped over 1,000 organisations and individuals find each other through a data-driven approach and cutting out the middlemen in the investment cycle.

In this episode, Roei delves into his personal journey while exploring the tangible advantages of joining his ecosystem and community. We also talk about the concept of neurodiversity and its significance, as well as contemplate the future landscape of the workforce. Throughout this discussion, we explore strategies to entice Generation Z into the job market and devise ways to enhance both flexibility and productivity within it, all while recognizing that by accommodating different working styles and needs, such as flexible work schedules and quiet areas, businesses create an environment where all employees can thrive. This approach has notably contributed to an impressive 96% staff retention rate over the course of four years at Connectd.

Welcome to Scale Your Sales Podcasts, Roei Samuel.

Timestamps: 
 

08:26 Market gap in advisors for early-stage founders.

11:08 Championing Inclusivity: Embracing Neurodiversity in Education and Work.

15:46 Diversity and inclusion, start early and be willing to make changes.

21:58 The Impact of AI on recruitment and diversifying the workplace.

24:09 Addressing the inequalities in education and funding opportunities for entrepreneurs.

28:48 Transparency and unwavering commitment are the linchpins of our success.

30:54 If founders are not able to sell it, it's not gonna sell.
 

https://www.linkedin.com/in/roei-samuel/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com   

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/  
 

Twitter: https://twitter.com/JaniceBGordon   

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon  
 

Facebook: https://www.facebook.com/ScaleYourSal...

In this weeks’ Scale Your Sales Podcast episode, my guest is Theresa Caragol.

Theresa Caragol, CEO of AchieveUnite Inc., leverages 20+ years’ global expertise in driving revenue growth, mitigating risk, and fostering strategic partnerships. Recognized for channel team leadership, she pioneers revenue expansion through acquisitions, building trust-based cultures, and fostering cross-functional ecosystems. A sought-after speaker and author, she’s committed to both professional excellence and philanthropy.

In today’s episode of Scale Your Sales podcast, Theresa shares her journey in driving revenue growth through partnerships, emphasizing the importance of mentors in her success. Discover insights from her upcoming book and learn about the key elements of successful partnerships and the impact they can have on revenue, innovation, and culture. Tune in to gain valuable knowledge on building trust-based ecosystems and fostering cross-functional partnerships in organizations.

Welcome to Scale Your Sales Podcast, Theresa Caragol.

Timestamps:

00:00 - Unleashing Incredible Growth: Harnessing the Power of Successful Partnerships

06:41 - Assess readiness, strategy, deliberate science in partnership.

08:36 - Successful organizations invest in long-term partnerships.

11:52 - Datto's story of customer-turned-partners creates success.

16:27 - Developing people, achieving goals, essential skills emphasis.

18:40 - Ron Roaner, Bob's mentor, influenced him profoundly.

21:10 - Teaching partnering and sales skills for success.

https://www.linkedin.com/in/theresacaragol/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week’s Scale Your Sales Podcast episode, my guest is Chet Lovegren.

Chet is the founder of The Sales Doctor a revenue growth agency designed to eliminate the revenue bleed caused by archaic sales enablement practices.

In this episode, Chet explores the crucial factors that founders need to consider when building and scaling their sales operations, emphasizing the significance of focusing on inbound sales, honing sales skills, and understanding the sales system before diving into outbound efforts. He shares insightful experiences and examples, highlighting the need for founders to prioritize manual processes, hiring the right people, and assessing employees' true potential beyond traditional interview methods. So, tune in to gain valuable insights on building a successful sales engine and navigating the challenges of scaling your sales.

Welcome to Scale Your Sales Podcast, Chet Lovegren.

Timestamps:

00:00 – Inbound Focus, Scaling Strategies, and Hiring Wisdom.

05:25 – Jumping to new opportunities without proof detrimental.

06:46 – Salespeople must understand business engine to succeed.

12:27 – Founders idolize lifestyle of Mark Zuckerberg, Elon.

16:24 – Establishing relationships, hiring, and learning in business.

18:14 – Employee lacks understanding of CFO responsibilities and operations.

21:04 – Self-evaluating employees seek guidance, not hand-holding.

24:39 – CVs predict interviews poorly; new tools emerging.

 
https://www.linkedin.com/in/chetlovegren/ 

https://twitter.com/thesalesdoc_rx 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal... 

In this week’s episode of the Scale Your Sales podcast, my guest is Alper Yurder, the co-founder of Flowla. Flowla is a sales companion for modern revenue teams to keep those deals flowing. 

Alper is an expert in enterprise sales with over a decade of experience under his belt. He advised the sales teams of MNEs like Pepsi and Mondelez as a consultant, then moved on to building revenue teams at series A, D, and pre-IPO companies. He builds Flowla from his own pain points in selling to reduce friction between buyer and seller and shed light on the complex buying process. 

In this episode, we talk about his 15 years of experience in sales, building teams, SDR companies, closing complex enterprise deals, growing companies internationally from France to dominate in the UK to the U.S., insights into sales psychology, how he understands people and how curious he is about people, and more! 

Welcome to Scale Your Sales Podcast, Alper Yurder. 

Timestamps: 

3:09 – First sales experience was with Ritz-Carlton 

4:00 – Enjoy psychology and be curious about people   

8:32 – Take a break and find yourself 

10:20 – Your psychological state must be stable 

12:53 – The gap in sales that Flowla fills 

16: 38 – The buyer wants the 3 A’s 

20:05 – No monopoly in the sales process anymore 

22:24 – Client's happiness instead of client's success 

25:15 – Focus and nail one thing 

https://www.linkedin.com/in/alper-yurder/  

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-...

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Kate Norton, the Founder of High Peak Growth.

Kate has over two decades of experience in building relationships and serving clients across a variety of industries. She has experience driving revenue in both Fortune 100 organizations as well as growing entrepreneurial companies. Her sales success is attributed to quickly gaining trust, uncovering needs and offering a simplified message. Kate has found the secret to increase the bottom line is to serve versus sell and currently works as a sales coach to help teams break through the next revenue growth ceiling. Her niche is entrepreneurial companies running on business operating systems like EOS. Kate has been a guest speaker and panelist at a variety of venues, including the Strategic Coach Podcast, the EOS® Conference, Pinnacle Business Guides Summit, Female Integrator Mastermind Summit (emcee & presenter), True Fractional Integrator Community, and the likes.

In this episode, Kate discusses how to communicate the sales process internally within the organization, ensuring that everyone understands their roles in elevating the customer experience. Her insights are a goldmine for anyone looking to enhance their sales strategy. She also shares her tried and tested strategies for scaling your sales. If you're ready to simplify your sales process, align with your customers, and elevate your revenue growth, you won't want to miss this inspiring conversation.

Welcome to Scale Your Sales Podcast, Kate Norton.

Timestamps:

04:54 – Visual tools streamline sales process for entrepreneurs.

05:28 – “A map grounds us in space, where we are and where we're going.”

06:29 – Advocating for coordinated client experience and training.

07:51 – The Power of Storytelling in Branding.

11:15 – Understand customer pain points, create ideal client.

13:05 – Excitement for future and what's to come.

https://highpeakgrowth.com/ 
https://www.linkedin.com/in/kate-norton-50764858/ 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon     

Facebook: https://www.facebook.com/ScaleYourSal... 

In this weeks’ Scale Your Sales Podcast episode, my guest is Laura Wheeler.

Having built & lead teams across GTM: sales, operations and enablement, Laura is taking her 16 years of expertise from Tableau & Spekit to early-stage founders. She is COO and co-founder of RVNU (are-vee-in-you) with a company mission to democratize GTM expertise to more founders, improving survival past $20M in ARR.

In today’s episode of Scale Your Sales podcast, Laura Wheeler offers expert insights into proving ROI before going to market and the challenges companies face when scaling without validating product value. We explore the concept of "go-to-market debt," KPI implementation, and the balance between self-service and sales-led strategies to ensure product-market fit. Laura also highlights the future of sales teams, focusing on smaller, more customer-centric approaches.

Welcome to Scale Your Sales Podcast, Laura Wheeler.

Timestamps:

00:00 Go-to-market debt: Inefficiencies from premature scaling.

04:00 Revenue growth was unsustainable; layoffs ensued.

08:16 Focus on ICP value to prevent churn.

11:04 Balancing sales and self-serve in go-to-market.

13:28 Prioritize mission over accommodating large customers’ demands.

17:34 Identify, nurture future customers for sustainable growth.

19:59 Evangelizing product and retaining or re-onboarding customers.

23:43 Early startups underutilize comprehensive role mapping.

29:04 Balancing startup demands with personal life responsibilities.

30:57 Dolly Parton: advocate, unique, entrepreneur, admired shero.

https://www.linkedin.com/in/wheels-revops/

https://www.instagram.com/rvnu.labs/

https://rvnu.co/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Laura Hannan.

Laura is one of my go-to LinkedIn people. She's a bit of a Sales Navigator geek, she trains salespeople on LinkedIn, and she is also a founder of a 'done for you' LinkedIn marketing agency, Pitch121. They manage personal profiles for time-poor execs and help salespeople get in front of their target accounts.

In today’s episode of Scale Your Sales podcast, Laura Hannan, founder of Pitch121, discuss about LinkedIn marketing and sales strategies. Laura shares insights on leveraging Sales Navigator, utilizing peer connections, and the importance of targeted brand awareness. She also covers microsites, AI tools, and the impact of personal perspective in posts, providing valuable tips for successful sales outreach and lead generation on LinkedIn.

Welcome to Scale Your Sales Podcast, Laura Hannan.

Timestamps:

00:00 LinkedIn homepage is rarely used, sales navigator preferred.

06:18 Challenges in brand recognition and LinkedIn connections.

07:32 Strategically leveraging connections to reach target accounts.

14:10 Tailoring messaging to match target's word choices.

16:53 LinkedIn profiles lacking web links, a missed opportunity.

20:13 Engage deeply with target accounts for success.

24:12 Prioritize engaging with senior execs on LinkedIn.

28:07 Sending concise slides replaced by informative video summaries.

29:12 Service pages tailored to user language, technologies.

33:33 Appreciation for networking, its modern relevance emphasized.

https://www.linkedin.com/in/laurajhannan/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Emma York.

Emma is a social media trainer, mentor, digital marketing specialist and owner of Fresh Approach Digital.

In today’s episode of Scale Your Sales podcast, Emma is telling us about social media for B2B businesses, featuring a social media expert. Exploring insightful strategies for not only building brand awareness but also leveraging personal branding across various platforms. The discussion will encompass the surprising relevance of TikTok for B2B companies, offering practical tips and reasons to establish a presence on this burgeoning platform. Get ready for a fascinating exploration of how B2B businesses can thrive in the social media landscape.

Welcome to Scale Your Sales Podcast, Emma York.

Timestamps:

00:00 - Enhancing B2B Social Media Engagement.

06:02 - LinkedIn and TikTok: Adapt your story for platforms.

08:29 - Corporate lifestyle now resembles that of entrepreneurs.

11:12 - Remote work increases productivity but faces resistance.

13:34 - Elevate personal brand on social media platforms.

18:59 - Content creators should clearly communicate their goals.

22:37 - Utilize TikTok to raise brand awareness.

26:30 - Engage actively and listen to your audience.

29:34 - Grateful for knowledge, will connect again. Thank you.

https://www.linkedin.com/in/emmayorkuk/

https://www.instagram.com/freshapproachdigital/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website to watch or listen.

Welcome to a special edition of the Scale Your Sales podcast as we celebrate our 5th anniversary!

I'm your host, Janice B Gordon, and it's been an incredible journey since the podcast's launch in 2019. Our mission has consistently focused on empowering B2B sales teams and leaders with actionable, customer-centric insights. In this episode, we reflect on the evolution of our themes, from fostering diversity and driving revenue growth to aligning sales talent and leveraging data-driven strategies. We'll revisit key discussions and milestones that have shaped our journey over the past five years.

Join us as we celebrate our achievements, share your feedback, and look forward to the next 5 years of insightful conversations on the Scale Your Sales podcast. Thank you for being part of our community! 🌟

Timestamps:

00:00 Advocating diversity and modern sales tactics for growth.

03:26 Misalignment in sales talent affects customer service.

07:24 Recent podcasts: data strategies, diversity in leadership.

11:34 Effective partnerships drive growth, mentoring boosts success.

14:33 Short Review Podcast Episode from 240 - 252

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week’s Scale Your Sales Podcast episode, my guest is James Ski, CEO and Founder of Sales Confidence.

Sales Confidence is the UK and Europe's #1 Community for SaaS sales & revenue leaders and teams. Their vision is to build the world's most valuable B2B Sales community, elevate the sales profession and help sales professionals, at each stage of their career, be the best they can be through achieving peak performance, mindset awareness and positive wellbeing.

In this episode, James opens about his transformative journey, sharing his personal diagnosis of bipolar disorder and the invaluable insights gained while navigating a flourishing career in sales. From overcoming personal challenges to strategically growing his business, the experience has become the bedrock of his entrepreneurial success. James takes center stage as he unveils the secrets behind building the world's most valuable B2B sales community. With an unwavering focus on elevating the well-being and performance of sales professionals, he has pioneered an exclusive learning and development membership platform, shaping the mindset and success trajectory of salespeople and leaders at every career stage. Join us for an inspiring exploration into the intersection of personal well-being, professional performance, and the art of scaling sales success.

Welcome to Scale Your Sales Podcast, James Ski.

Timestamps:

03:47 – Researched US market, brought new sales tech.

10:00 – Lack of support in workplace sales experience.

10:50 – The stigma of mental health.

15:22 – Improving sales productivity, guaranteeing results, confident support.

20:09 – Professional speaking, diversity, and representation on stage.

22:50 – Back yourself, give back, introduce, create opportunities.

28:56 – Holistic well-being is vital for sustainable success.

https://www.facebook.com/james.ski
https://www.linkedin.com/in/jamesski/ 
https://www.instagram.com/james.ski/ 
https://twitter.com/jamesas 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event:  https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal... 

In this weeks’ Scale Your Sales Podcast episode, my guest is Emma Lo

Emma is a revenue and customer experience leader with over 13 years in tech and e-commerce, driving $35MM in revenue. She specializes in driving customer success and revenue growth for SaaS startups, boosting customer retention. Currently, she is running Canada’s Customer Success community called CS in Focus. Her expertise aligns with our focus on accelerating sales and achieving outstanding customer outcomes.

In today’s episode of Scale Your Sales podcast, we have an insightful conversation with Emma Lo, where she has driven $35 million in revenue. She shares her career journey from cancer research to customer success. In this episode, we explore the evolving landscape of customer success, including the role of AI, digital touchpoints, customer advisory boards, and the importance of aligning customer goals with business strategies. Emma also highlights the pursuit of personalized customer experiences at scale.

Welcome to Scale Your Sales Podcast, Emma Lo.

Timestamps:

00:00 Advancing Customer Success and Leveraging AI in Sales

04:24 AI bots are increasingly integrated in SaaS tools.

07:32 Effective data management is crucial in digital CS.

11:44 Lacking detailed attendee insights at major event.

14:50 Customer-focused advisory board ensures joint success.

19:40 Customer involvement crucial for innovation and creation.

20:52 CSM Focus: Canadian nonprofit community supporting customer success.

25:19 Expert knowledge shared on CS advancements and goals.

https://www.linkedin.com/in/emma-lo/

https://www.instagram.com/csinfocus/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week’s Scale Your Sales Podcast episode, my guest is Kendall Horner.

Kendall is a partner at Braveheart Sales Performance where she works with clients all over the US to solve their B2B sales conundrums and help scale their sales teams. She brings a unique perspective on sales leadership as a self-described “Boomer in a millennial’s body who speaks fluent Gen Z.”

In this episode, Kendall delves into the game-changing benefits of data insights for sales leaders and the evolving landscape of sales across different generations. She discusses unique approach to sales conversations transcends age barriers and how sales leaders can tap into the increasing influence of women in the B2B buying process. Don't miss out on this episode packed with practical tips for effective sales leadership and strategies to cater to diverse learning styles and preferences within your team.

Welcome to Scale Your Sales Podcast, Kendall Horner.

Timestamps:

00:00 – Data Insights and the Landscape of Sales Across Generations

08:29 – Adapt sales approach to different buyer preferences.

12:23 – Helping sales managers be more effective and understanding their role.

16:09 – Importance of protocol and hiring process to avoid biases.

19:26 – Focus on finding commitment in all generations.

23:13 – High need for approval vs genuine kindness in sales interactions.

25:42 – Consider the potential impacts of gender biases.

28:08 – Generational differences in sales due to societal norms and feedbacks.

https://www.linkedin.com/in/kendallhorner/
https://braveheartsales.com/thehappysalesmanager

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales podcast episode, my guest is Dr Jeremy Noad, the Global Director for Growth Productivity of Linde Group

Dr Jeremy Noad is a multi-award-winning sales and marketing professional. Since 2010, he has been working with sales organisations in over 50 countries to grow revenue, increase profitability and improve personal productivity. He is co-author of the best-selling " Selling Professionally”. He advocates for improving sales professional status and supports individuals and organisations to improve their sales success.

In this episode, Dr Noad shares his expertise on modernizing the sales process. He emphasizes the importance of understanding the evolving buyer's journey in the digital age and highlights how sales professionals need to adapt their mindset to effectively engage with buyers at various stages of their journey. With over two decades of experience working with sales organizations globally, he offers valuable insights on growing revenue, enhancing profitability, and boosting personal productivity in sales. If you're seeking to modernize your approach to selling and gain a deeper understanding of the changing dynamics in sales, this episode is a must-listen.

Welcome to Scale Your Sales Podcast, Dr Jeremy Noad.

Timestamps:
 

05:25  – New technology can hinder salesperson productivity.

10:05 – Digital journey must be customer-centric and meeting their needs.
 

14:48 – Switching training to align with buyer expectations.

18:01 – Setting standards in sales, writing a textbook, mentoring.
 

22:19 – Benchmarking for improvement using digital tools.
 

25:57 – Data-driven professionalism, diverse skills, clear career paths for market success.

30:12 – Journey of resilience in Homer's Odyssey.
 

https://www.linkedin.com/in/jeremynoad/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com   
 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/   

Twitter: https://twitter.com/JaniceBGordon   
 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog https://scaleyoursales.co.uk/blog
 

Instagram: https://www.instagram.com/janicebgordon   

Facebook: https://www.facebook.com/ScaleYourSal...   

In this week's episode of the Scale Your Sales podcast, my guest is Roheel Ahmad.

Roheel is the Co-founder of Forsyth Barnes, one of the fastest growing, global, bootstrapped, talent partners. They headhunt middle to senior executives across eTail, Sports & Entertainment, and Fintech. Forsyth Barnes is committed to enhancing diversity within client organizations.

In this episode, Roheel delves into his unwavering mindset of resilience and growth, even in challenging times like the COVID-19 pandemic. We discuss his company's decision to invest in a larger office space and maintain ambitious targets, along with the value of continuous training to prepare for future opportunities Our discussion centers on the pivotal need for optimizing the recruitment process and driving innovation in the industry. He emphasizes the urgency and efficiency required in hiring, shedding light on the risks of lengthy recruitment processes that can lead to losing top talent to more agile competitors. We also explore the integration of diversity within Forsyth Barnes' recruitment methodology, known as FB way, and how it positively impacts the industry.

Welcome to Scale Your Sales Podcast, Roheel Ahmad.

Timestamps: 

01:26 – The FB way: Control, influence, and urgency explained.

07:39 – Frustration with sector drives desire for innovation.

11:38 – Early success in field sales, fearless in job applications, transitioned into recruitment.

17:43 – Confidence in ourselves amidst uncertainty and targets.

28:01 – Underestimating speed, financials, evaluating culture in recruitment.

30:27 – Longer recruitment process leads to lower-quality talent.

https://linkedin.com/in/roheelahmad

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-... 

Twitter: https://twitter.com/JaniceBGordon   

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast    

More on the blog https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon   

Facebook: https://www.facebook.com/ScaleYourSal...

In this week's episode of the Scale Your Sales podcast, my guest is Gina Stracuzzi, the Co-Founder and Director of the Women in Sales Leadership Center at the Institute for Excellence in Sales (IES).

IES Women in Sales Leadership (WISL) helps women in the industry to take on increasing leadership roles with courage, conviction, and creativity by giving them the career tools, techniques and strategies to succeed.

In this episode, Gina highlighted the IES Women in Sales Leadership Program, addressing the awareness of generational differences among women in sales. We discussed the unique opportunities and challenges each generation faces, emphasizing the program's role in mentoring new entrants to the sales industry. The conversation delved into the profound impact of multiple generations in sales, particularly focusing on the challenge of effectively expressing and communicating value, especially among younger women. Notably, we explored the industry's reception of different communication styles, reflecting a generational gap. Additionally, the discussion touched on the broader effects on sales, industry dynamics, and the influence of remote work, providing a comprehensive view of the factors shaping the sales landscape.

Welcome to Scale Your Sales Podcast, Gina Stracuzzi.

Time stamps: 

03:34 – New women managers now are embracing empowerment and constructive leadership.

09:56 – Generation diversity also impacts the workforce.
 

13:46 – Adapting to remote work, technology still catching up.

15:30 – Generations will blend towards a new norm.
 

19:58 – Pros and cons of remote work. What will the new generation be missing out on?

25:27 – Know your buyer, understand their options, adapt.
 

27:14 – New technologies are criticized, but change is natural and leads to innovation.

https://www.i4esbd.com/

https://www.linkedin.com/in/ginastracuzzi/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. 

Book Janice to speak virtually at your next event https://janicebgordon.com

LinkedIn: https://www.linkedin.com/in/janice-b-...

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales podcast episode, my guest is Carole Mahoney, the author of Buyer First: Grow Your Business with Collaborative Selling.

Carole is changing how the sales industry sees itself — and how buyers see it as well. She has been named as a top sales influencer by LinkedIn and Sales Hacker, and is also a sales coach for the Harvard Entrepreneurial MBA Program.

In this episode, Carole discusses the concept of "buyer first" and how it can revolutionise the way we approach sales. Her recently launched her book, Buyer First: Grow Your Business with Collaborative Selling, is specifically tailored to business owners, founders, entrepreneurs, and salespeople who have tried various techniques but are not seeing the desired results. Drawing from a database of 2.3 million salespeople, Carol's book is grounded in extensive research and offers practical advice for success. She shares her insights on self-awareness, mindset shifts, and the importance of collaborative selling. Stay tuned as we delve into how her book can transform your sales approach and help you achieve unprecedented success.  

Welcome to Scale Your Sales Podcasts, Carole Mahoney.
 

Timestamps:
 
03:33 — Selling yourself as a business owner is a whole different ballgame.

08:51 — First step is self-awareness, next is personalised strategy.

13:25 — Fear of rejection hinders progress. 

16:00 — Accept, be curious, change, manage emotions, sell better.

18:37 — Mindset is contagious. Prioritise and document buyer's process to adapt and succeed.

20:53 — The IKEA effect and how it can impact your sales game.

and more!

https://carolemahoney.com/  
https://www.unboundgrowth.com  
https://www.instagram.com/carolemahoney/  
https://twitter.com/icarolemahoney  
https://www.facebook.com/carole.mahoney  
https://www.linkedin.com/in/carolemah...  

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.
 

Book Janice to speak virtually at your next event https://janicebgordon.com    
 
LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ 

Twitter: https://twitter.com/JaniceBGordon    
 
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   
 
More on the blog https://scaleyoursales.co.uk/blog  
 
Instagram: https://www.instagram.com/janicebgordon   
 
Facebook: https://www.facebook.com/ScaleYourSal... 

In this week’s Scale Your Sales Podcast episode, my guest is Marni Heinz, the Founder and CEO of MH Consulting & Coaching.

Marni is leadership and sales performance coach. She leverages neuroscience to create lasting behavior change, helping individuals and teams achieve results without burning out. She has over two decades of experience in tech, both as an IT leader at Google and as an enterprise SaaS sales leader at Salesforce.

In this episode, we explore the power of curiosity, intention, and effective deal management in sales. From the traits essential for success in sales to the skills required for sales leadership, Marni shares valuable insights gained from her extensive experience. Join us as we uncover the keys to successful sales interactions, the challenges of promoting top performers to leadership roles, and the influence of mindfulness in the workplace.

Welcome to Scale Your Sales Podcast, Marni Heinz.

Timestamps:

00:00 – Curiosity, Intention, and Mindfulness in Sales Success.

04:51 – Transition to leadership requires empathy and adjustment.

08:47 – Sales success relies on diverse skill sets.

13:31 – Curiosity and intention in sales interactions.

16:57 – Establish upfront contracts to align meeting goals.

19:42 – Enterprise sales require skillful management and intention.

24:32 – Early deal cycle: build awareness, strategic adviser.

26:36 – In sales, be confident, helpful, and friendly.

29:16 – Meditation and mindfulness are essential for everyone.

https://www.linkedin.com/in/marniheinz/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Sandra Long.

Sandra Long is a leading independent LinkedIn consultant, instructor, and speaker. She is the author of the best-selling book, LinkedIn for Personal Branding: The Ultimate Guide. Considered as a pioneer for women in B2B sales, she enjoyed a long first career in field sales for office technology products.

In this episode, Sandra shares invaluable insights on leveraging LinkedIn for sales, stressing the importance of optimising one's profile and cultivating a strategic network. She emphasises that a compelling LinkedIn profile is akin to a shop window and underscores the significance of being intentional and strategic in building a network that includes potential customers and influencers. She offers practical tips for engaging with prospects and customers online, including leveraging events to maximise visibility. We delve into the significance of personal branding and buyer-focused content, showcasing their impact on buyer confidence and sales strategies. Sandra's expertise and practical advice provide valuable tools for sales professionals seeking to expand their network and enhance their sales approach, making this episode a must-listen for actionable strategies and insightful perspectives from a renowned LinkedIn expert.

Welcome to Scale Your Sales Podcast, Sandra Long.

Timestamps:

00:00 – Amplifying Sales Success by Building Strategic Networks.
 

06:25 – Conference speakers should actively engage with their audience.

10:38 – Experienced and seasoned teams are resistant to change.
 

11:28 – Leaders have a fear factor about LinkedIn.

15:41 – Learning is life-long, critiques are vital.
 

19:32 – Engage online, provide value, and share unique insights.

23:01 – Mapping-out your network and utilising assets.

https://bit.ly/Linkedbook 

https://www.linkedin.com/in/longsandra/ 

https://www.instagram.com/sandraglong/ 

https://twitter.com/SandraGLong

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal... 

In this week’s Scale Your Sales Podcast episode, my guest is Christina Brady.

With 16+ years of overall SaaS sales experience, and 10+ years of executive leadership in the SaaS space, Christina has a proven track record of leading individuals and organizations to growth & profitability as a former artist, musician, and improv performer, she has a genuine passion for building culture, coaching & developing leaders, and producing top-performing Sales and CS teams across small to enterprise organizations. Christina is using her experience and people first mentality to revolutionize how revenue teams practice and ingrain learning, skills, and ongoing development as the CEO and Co-Founder of Luster.ai.

In this episode, Christina delves into the challenges in traditional sales training and coaching, and how Luster.ai is revolutionizing sales enablement by creating a safe and scalable environment for practicing sales skills using conversational intelligence. They delve into the importance of personalized learning, the role of gamification in improving learning outcomes, and the need for enabling professionals to measure the impact of their training. Christina emphasizes the significance of creating a tool that allows salespeople to practice effectively without constant supervision. The episode provides valuable insights into the future of sales enablement and skill development.

Welcome to Scale Your Sales Podcast, Christina Brady.

Timestamps:

00:00 – Revolutionizing Sales Training Through Practice and Gamification.

04:30 – Creating safe environment for sales team practice.

09:24 – Advanced technology for simulating sales scenarios efficiently.

12:38 – Feedback needs to be specific for improvement.

16:26 – The need for more specific and timely coaching in sales for effective training

19:41 – Empower professionals to understand and utilize strengths.

23:30 – Delegating practice is essential for team success.

https://www.linkedin.com/in/christinapbrady/
https://www.instagram.com/bradyblings

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Andy Champion, the Vice President and General Manager of Highspot.

Andy is an ex-British army officer who excels in leading SaaS go-to-market teams in EMEA and ANZ, guiding them through IPOs and market expansion. He's passionate about mentoring diverse talent in dynamic, accountable autonomous environments to achieve outstanding outcomes.

In this episode, we dive into Andy's journey in sales leadership, exploring the profound impact of technology on sales strategy. We discuss the pivotal role of investing in people and coaching in driving successful sales teams, touching on recruitment challenges and the key behaviors indicative of future success. From leveraging sales-specific data sets to the game-changing potential of generative AI in personalized coaching, our conversation offers insights for sales professionals and leaders alike. Join us as we unravel the dynamics of sales, leadership, and technology, providing valuable strategies to scale your sales. Get ready to immerse yourself in the depth of our discussion—you're sure to love every moment of this episode.

Welcome to Scale Your Sales Podcast, Andy Champion.

Timestamps:

01:46 – Why did Andy join Highspot?

07:54 – Success strategies start from the people.

11:08 – How do you make sure that you do have the right people for the job?

14:55 – As salespeople, we are responsible for our own success.

22:20 – Coaching cost time, and time is the most valuable.

26:06 – Generative AI can analyze and summarize calls for personalized coaching.

https://www.highspot.com/
https://www.linkedin.com/in/andychampion/ 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/     

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal... 

In this Christmas special episode of Scale Your Sales Podcast, I'm excited to reflect on the highlights of 2023 and share insights on visualizing and planning for 2024. Join me as I discuss the importance of human connections in sales, recount personal highlights, and delve into the significance of living the life you're meant to have.

This episode is not just about looking back; it's a sneak peek into what lies ahead in 2024. As I gear up for the coming year, my focus remains on working with revenue-generating organizations and visionary CEOs to craft sales-efficient teams and foster customer-centric sales operations. Let us fill this festive journey with gratitude for the past and excitement for the future. 🌟 Wishing you all a joyful and Merry Christmas! 🎅 #ScaleYourSales #ChristmasSpecial #2023Highlights #2024goals 

How about you, what are your highlights from 2023?

Time stamps:

03:25 Reflect on human experiences in business in 2023.

08:58 Northern lights viewed as symbol of aging.

12:11 Normal people might invest in yacht charter.

16:07 Year-end reflection: cold indoors, looking ahead to 2024.

18:47 Target: Reach CEOs, improve content, increase following.

21:14 "Use it as your compass in life."

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal...

In this weeks’ Scale Your Sales Podcast episode, my guest is Pam Didner.

Pam is a seasoned B2B Consultant, Speaker, Fractional CMO, Author, and Podcaster. She has also written five business books” The Modern AI Marketer, Effective Sales Enablement, Global Content Marketing. Pam works closely with both sales and marketing teams to develop cohesive plans that align with overall business goals.

In this episode of Scale Your Sales podcast, we explore the evolving world of sales, marketing, and AI with Pam Didner. She shares insights on transforming sales teams, the shifting buyer’s journey, and the critical role of digital marketing. Drawing from her latest books on AI, she offers practical strategies for integrating AI into sales and marketing and emphasizes the importance of understanding buyers and aligning teams.

Welcome to Scale Your Sales Podcast, Pam Didner.

Timestamps:

00:00 Discusses AI's Impact on Sales Teams and Marketing Strategies

05:42 Understanding jobs, hands-on training essential for tool use.

07:39 Sales leaders create inefficiencies with varied methodologies.

12:13 Great salespeople aren't always the extroverted talkers.

15:31 Understand and nurture prospects throughout buying journey.

17:49 Marketers struggle to capture attention amidst email overloads.

20:51 Understand audience and intent via data enrichment.

26:13 I admire Taylor Swift's hard work.

https://pamdidner.com/books/modern-ai-marketer-in-gpt-era/

https://www.linkedin.com/in/pamdidner/

https://www.instagram.com/pam_didner/

https://twitter.com/pamdidner

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Anne Pao.

Anne is 5 times Startup Operator, Heart-forward Leader, Mother, Startup Advisor and Board Member. Anne is founder/CEO of Ignite Consulting, a fractional GTM strategy and RevOps firm that partners with startups to install and scale a unified GTM foundation.

In today’s episode of Scale Your Sales podcast, Anne offers a unique perspective honed through her experience as a buyer in over 500 deals. Anne shares the types of conversations that have shaped her approach as a sales leader and Chief Revenue Officer (CRO). Delve into the importance of understanding the viewpoints of various stakeholders, both internal and external, to effectively communicate the value and return on investment of your product or service.

Welcome to Scale Your Sales Podcast, Anne Pao.

Timestamps:

00:00 - Driving Revenue Growth to Effective Sales Leadership

05:42 - Analyzed, quantified, and presented business case successfully.

06:27 - Developed ROI plan for software implementation and adoption.

10:45 - Understanding buyers and mitigating risks for success.

15:25 - Essential skills for exceptional sales performance.

16:02 - Seeking baseline competence, focus, strategy, and measurability.

19:55 - Interview process focuses on skills and alignment.

22:26 - Recruiters stress test skills and decision-making process.

27:29 - Ignite Consulting, one year old, offers go-to-market services.

29:16 - Need alignment, operating cadence, and team support.

https://www.linkedin.com/in/annepao/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Pete Crosby.

Pete is the CEO & Co-founder of Revelesco. He is behind the strategies and frameworks of countless successful startups & scaleups. He is a 4x CRO with an IPO Under his belt and currently coaches more than 40 SaaS CEOs around the world.

In today's episode of Scale Your Sales podcast, Pete Crosby talks about the heart of good revenue strategy. The discussion explored a four-part framework for understanding the concept we were previously examining. This framework prioritizes desirability at the outset. Desirability is measured using a two-dimensional matrix, with criticality on the vertical axis and rarity on the horizontal axis. Connected this concept to a previously discussed framework element, priority, by demonstrating how it aligns with the criticality dimension within the desirability matrix.

Welcome to Scale Your Sales Podcast, Pete Crosby.

Timestamps:

00:00 – Desirability and rarity customer-centric approaches

04:55 – Team of 12 highly skilled individuals aiding organizations.

07:38 – 4 key elements of successful revenue strategy.

13:45 – Risk is deeper than pain, it's terrifying.

15:32 – Identifying criticality and rarity for product desirability.

18:58 – Prioritizing data influences consumer decisions and understanding.

21:10 – Creating and selling unique product innovations, transformative.

24:27 – Understanding customer urgency and value through pain.

28:45 – Reprieve co-founder freed 69, fought injustice.

31:21 – Listen, watch, subscribe, leave a positive review.

https://www.linkedin.com/in/peterdcrosby/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Mary Shea.

Mary is the Chief Evangelist at HireQuotient, a purpose-driven AI company that simplifies recruiting by finding exceptional and diverse talent. As a globally recognized thought leader, keynote speaker, podcast host, author and advisor, Mary is passionate about the future of buying and selling, the role product and commercial innovation play in driving successful revenue outcomes, and the criticality of elevating the voices of underrepresented people in the workforce.

In today’s episode of Scale Your Sales podcast, Janice B Gordon discuss the evolving sales landscape and leadership challenges with Mary Shea, co-CEO of a revenue enablement company. Mary shares her expertise in rapid fund-raising, talent enhancement, and workforce reduction, while emphasizing diversity and inclusion in leadership. We explore bias in hiring, the need for sales-specific data in recruitment, and the complexities of finding diverse talent.

Welcome to Scale Your Sales Podcast, Mary Shea.

Timestamps:

00:00 Nonlinear career transition into technology and business.

05:09 Transitioned from Forrester analyst to company evangelist.

07:56 Future sellers more efficient and technology enabled. COVID accelerant.

10:21 Transition to efficient, predictable growth challenges leaders.

15:34 Increasing diversity in B2B sales through community engagement

17:59 co-CEO faced challenges, raised funds, made changes.

23:01 Software leverages data partnerships to identify candidates.

25:29 Promoting diversity and inclusion in hiring practices.

28:21 Focusing on diverse teams for better performance.

31:34 Monetary cycles and diversity are essential for success.

37:13 Understanding, empathy, and diversity in sales teams.

https://www.linkedin.com/in/maryshea/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Kristie Jones.

Kristie Jones, author of “Selling Your Way In” and Principal of Sales Acceleration Group elevates sales companies by coaching sales leaders to hire Top Ten Percent sales candidates in addition to guiding their organization through the creation of a sales culture of accountability resulting in revenue growth.

In this podcast episode, we will focus on sales techniques, Kristie discussed the concept of identifying a salesperson's core strengths, which Kristie likened to a compass guiding their approach. This self-awareness empowers sellers to distinguish between tasks that fall within their natural talents and those that lie outside their area of expertise. The conversation then shifted to achieving top sales performance. Kristie emphasized that success is not simply about the volume of sales activity, but rather the development of specific strategies and the cultivation of daily habits that distinguish the top 10% of salespeople.

Welcome to Scale Your Sales Podcast, Kristie Jones.

Timestamps:

00:00 - Strategies for Scaling Your Sales Performance

05:22 - Understanding various sales roles and knowing yourself.

08:27 - Successful people say no more than yes, understanding ideal company profile.

09:39 - Success comes from work outside the office.

14:41 - Morning routine focused on peak performance in tennis.

17:23 - Equal treatment, deeper questions for candidate comparison.

21:11 - Advice for new and struggling salespeople.

23:31 - Sales as a profession for achieving dreams.

28:03 - Sharing financial wisdom learned at kitchen table.

https://www.linkedin.com/in/kristiekjones/

https://www.instagram.com/kristiejones.sales/

https://twitter.com/kristiekjones

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Randi-Sue Deckard.

Randi-Sue Deckard’s career trajectory is a captivating story of transformation and resilience. Transitioning from a clinical lab scientist to the Senior Vice President of Client Engagement at BESLER, Randi’s journey is a testament to the power of embracing change, staying curious, dedication to improving and leveraging data-driven decision-making. Her wealth of experience in sales, marketing, and customer success positions her as a valuable guide for professionals seeking to excel in revenue-related roles.

In today’s episode of Scale Your Sales podcast, we have the pleasure of speaking with Randi-Sue Deckard, an expert in sales, marketing, and customer success. Randi provides valuable insights into reducing customer friction, adopting a customer-centric approach, and creating a comprehensive B2B experience. We discuss leveraging existing customers for referrals, the importance of continuous value addition, and the balance between empathy and logic in sales.

Welcome to Scale Your Sales Podcast, Randi-Sue Deckard

Timestamps:

00:00 Reducing Friction: Maximizing Customer-Centricity in B2B Interactions

03:15 Success in sales comes from knowing customers.

07:40 Improving by understanding customer perspectives is crucial.

10:16 Customer problem articulation drives effective communication and solutions.

16:38 Study found women better leaders.

19:32 Questioning the customer-centricity of organizations and processes.

23:37 post-sales engagement crucial for customer advocacy.

24:30 Simplify referrals to increase new sales by 30%.

28:23 Farewell message expressing admiration and future connection.

https://www.linkedin.com/in/randisuedeckard/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week's episode of the Scale Your Sales podcast, my guest is Alyson Baber, the VP of Commercial Sales at Outreach.

Alyson is a mom, wife, and tenured sales leader with a non-linear career path. Her background spans across chemical engineering, medical sales, tech sales, and advisory roles. Previously, she helped Zoom scale from $50M to $4B in revenue. She's also served as the Head of Sales at Melio, led new business and expansion sales at SendGrid (now Twilio) and various startup teams within Intuit. 

In this episode, Alyson shares insights from her journey, emphasizing the value of continuous learning and challenges, and the impact of supportive relationships in shaping her career. The episode resonates with the idea that every experience has something to teach us, and challenging times can lead to more effective outcomes. The conversation delves into the significance of customer experience throughout the buyer journey, with Alyson stressing the need for empathetic customer interaction and the responsibility of the entire organization in delivering exceptional customer experience. We also touch on the trends in the tech industry, highlighting the importance of communicating value to customers and the cross-functional nature of customer experience.

We discuss: 

05:12 – Love growth, learning, and change to expand your skills.

10:16 – Pay it forward, take chances in different roles.

13:18 – Growth is uncomfortable but rewarding; leadership is guiding, not knowing all the answers.

16:04 – Mistakes are opportunities.

25:16 – Customer experience impacts entire sales process. 

28:33 – Parents instilled work ethic and resilience.

30:30 – My family time is my family time and I'm there for them.

https://www.linkedin.com/in/alysonbaber/ 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-... 

Twitter: https://twitter.com/JaniceBGordon   

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast    

More on the blog https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon   

Facebook: https://www.facebook.com/ScaleYourSal...

https://www.linkedin.com/in/rpvmay/  

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-... 

Twitter: https://twitter.com/JaniceBGordon  

 Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales podcast episode, my guest is Tara Ryan, the founder of InfiniDEI.

Tara's organization, InfiniDEI, is built on understanding energy. She is a sales leader, executive coach and activist. Through her work she helps others become more conscious of the energy they bring to the world so they can wake up to the potential that is possible inside of them.

In this episode, Tara talks about making it about them, choose curiosity over judgment, and through every step of the selling process. She said, you've got to truly listen and shut off your own assumption. According to her, there are too many assumptions in the sales process and we must test and prove whether it's true and focus on what is versus “what if”. Through her work, she helps others become more conscious of the energy they bring to the world so that they can make up the potential that is possible inside of them.

Welcome to Scale Your Sales Podcasts, Tara Ryan.

Timestamps:

04:27 – We owe leaders more than we are giving them.

11:45 – We don't give men the space.

15:10 – Vulnerability depends on the culture of your organization.

19:40 – People in sales, for a long time, are filled with assumptions.

22:25 – Connection and opportunity is going to not only benefit the culture, but life.

25:20 – Human-centric conversations with customers are important.

https://www.instagram.com/infinidei/?hl=en

https://www.facebook.com/infinidei  

https://www.linkedin.com/in/tara-ryan-cpc-bb147a20/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com   

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/  

Twitter: https://twitter.com/JaniceBGordon   

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal...

In this weeks’ Scale Your Sales Podcast episode, my guest is Richard Harris.

Richard Harris, Author the Seller’s Journey, teaching sales reps how to earn the right to ask questions, which questions to ask and when.

In today’s episode of Scale Your Sales podcast, Richard discusses the evolving sales landscape, focusing on essential skills like coachability, teamwork, and handling disagreements. He shares innovative interview techniques and challenges assumptions about sales roles, highlighting how introverts often excel. They also explore the impact of AI on sales education and the ongoing importance of human interaction.

Welcome to Scale Your Sales Podcast, Richard Harris.

Timestamps:

00:00 AI accelerates sales and product knowledge education.

06:12 AI supplements training; human connection remains essential.

08:00 Success relies on mindset, coachability, and implicit skills.

11:14 Learning effective sales techniques through interview questions.

15:55 Bottom performers extroverted; top performers introverted.

18:37 Handling objections through professional disagreements and coachability.

22:35 Buyer’s experience navigates a seller's journey.

25:05 People now comfortably make large online purchases.

28:25 Identify sceptics to improve client experience.

30:37 Activating LinkedIn notifications to follow updates.

https://a.co/d/0tXmlWl

https://www.linkedin.com/in/rharris415/

https://www.instagram.com/rharris415/

https://x.com/rharris415

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week’s Scale Your Sales Podcast episode, my guest is Derek Roberts.

Derek has built, trained, and coached sales teams and sales leaders for nearly thirty years. Although he is an executive coach, consultant, and professional speaker, he is quick to proudly identify himself first and foremost as a sales professional. An executive partner with Integrity Solutions since 1999, Roberts also owns the consulting and training firm Roberts Business Group, which sells and distributes Integrity Solutions’ products. He is co-author of the new book, Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance.

In this episode, Derek shares the inspiring journey behind the creation of their book "Listen to Sell." We explore the intricate interplay between mindset and skill set, emphasizing their pivotal role in unlocking optimal sales performance. Additionally, we tackle the profound impact of coaching on sales success, the transformative power of being coachable, and the significance of developing buyer and customer centricity as a driving force for triumph in the realm of sales. Tune in for a riveting exploration of the dynamic relationship between personal growth, coaching, and achieving unparalleled success in the world of sales.

Welcome to Scale Your Sales Podcast, Derek Roberts.

Timestamps:

04:54 – Listen and be open to coaching advice.

08:27 – Understanding and adapting to others for success.

10:54 – Fabulous relationship, successful business, shared values.

15:43 – Belief in adaptability and emotional intelligence habits.

18:34 – Ensure organizations understand and meet customer needs.

20:25 – Sales focus on customer's customer for success.

https://www.linkedin.com/in/derekroberts1/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event:  https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon     

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s episode of the Scale Your Sales podcast, my guest is Rupert Deering, the co-founder of Timberseed.

Rupert is a seller at heart and says it is easy to sell to, and now he has to pull back to focus on leadership. He leads an elite team of talent specialists across their London and Warsaw offices. They consult, advise, and partner with VC-backed SaaS scale-ups and top tier Executive Search firms across Europe.

In this episode, we talked about the challenges of co-founding and growing a start-up (again). As a talent agency, how do you attach talent to a new venture. We had a great discussion on the selection of graduates from Russell Group Universities

and how they widen their source of candidates.

Welcome to Scale Your Sales podcast, Rupert Deering.

Timestamps: 

2:30 – Timber Talks about gathering sales leaders in one room.

3:53 – How they spotted the opportunity by knowing the gap in the market.

5:54 – Challenges faced by Timberseed in the early day of growth.

8:55 – Be relatable to your audience 

13:00 – Smashing the target 

14:53 – Sell what the client wants and needs 

17:45 – Personality is the most important thing in hiring 

20:48 – KPIs are toxic 

22:58 – Client experience plus 

28:08 – Asking in-depth questions to know the candidate more 

https://www.linkedin.com/in/rupertdeering/  

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-...

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Heather Holst-Knudsen

Heather has deep roots in B2B, having grown up in Thomas Publishing Company, Miller Freeman, Reed Elsevier, and IDG. Heather also has extensive experience with SaaS and event tech. She is a recognized expert and partner with years of leadership and operating experience in the industries she serves. Heather founded H2K Labs, which helps clients generate financial returns from data.

In this episode, Heather into the critical role of data outside the CRM in understanding customer behavior and forecasting. She emphasizes the need to curate and blend CRM and external data for a single source of "revenue truth," focusing on essential KPIs for stakeholders. Heather introduces Insightify, a tech-enabled platform for data intelligence in complex business models, and stresses the importance of validated data for setting KPIs and improving sales operations. The episode also explores leveraging data to coach salespeople based on individual strengths and weaknesses, enhancing overall sales performance. Heather discusses the significance of first-party data strategies for media and event companies and strategies to enable event exhibitors to buy. Throughout, she provides valuable insights into data-driven strategies for customer retention and revenue growth.

Welcome to Scale Your Sales Podcast, Heather Holst-Knudsen.

Timestamps:

00:00 – Enhancing Sales with Data-Driven Strategies

05:59 – Sales approach shifts to focus on data.

08:34 – Using data can improve sales performance greatly.

10:05 – Maximizing CRM data for accurate forecasting.

13:30 – Understanding industry's black box through predictive data.

16:41 – Utilize data to train sales teams effectively.

21:44 – First party data strategies crucial for media.

23:47 – Monetizing audience subscriptions and events effectively.

https://www.linkedin.com/in/heatherholstknudsen/

https://twitter.com/h2klabs

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s episode of Scale Your Sales Podcast, My guest is Deanna Ransom.  

Deanna is the Founder and CEO of A.R.I.A Partners and former CMO, President and Executive Director of Women in Revenue.  

Deanna is a leader on a mission to make a difference in driving revenue growth, empowering women, and supporting the development of inclusive business cultures and teams.  

Deanna has 20 years of growth and leadership within both B2B and non-profit sectors. She also received the 2022 Titan Women in Business Gold Award for female executive of the year.  

Ms. Ransom has authored by-lines and been featured in publications such as Business insider, Venture Beat, Fast Company, Fortune, Essence and MarTech360.   

In this week’s episode we talk about Gender pay gap, How it is egregious to women in quota carrying revenue generating roles, optimizing the efficiency and transparency in relationships across marketing sales and customer success and many more.  

Welcome to Scale Your Sales podcast, Deanna Ransom  

We discuss:  

3:33 – Women’s role in generating revenue 

5:09 –  Actions needed to close the gap 

8:40 – The approach that has a direct impact on the role 

10:59 – Disconnection between money relationship and your view of it 

14:06 – Lack of confidence 

19:03 – Accept the recognition 

22:16 – The internal and external approach in scaling sales 

https://www.linkedin.com/in/deeransom/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

https://www.linkedin.com/in/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal

In this weeks’ Scale Your Sales Podcast episode, my guest is Steve Heroux.

Steve Heroux is the CEO & Founder of The Sales Collective, and to say Steve is a contrarian when it comes to sales and sales leadership would be an understatement. His organization works with companies whose leaders have enough self-awareness, emotional intelligence, and vulnerability to acknowledge they don’t know everything.

In today’s episode of Scale Your Sales podcast, Steve shares his innovative perspectives on modern sales strategies, emphasizing the shift from “Always Be Closing” to “Always Be Connecting.” He highlights the importance of building authentic relationships with customer, leveraging social media – particularly LinkedIn – as a tool for meaningful engagement. Steve also offers insights into effective sales training and leadership, focusing on aligning team members with their roles and moving away from outdated management styles and ineffective techniques.

Welcome to Scale Your Sales Podcast, Steve Heroux.

Timestamps:

00:00 Rethinking outdated sales methods, changing perceptions daily.

06:26 Sales Collective makes sales and work fun again.

08:33 Frustration with outdated hiring methods and resistance.

12:26 Advice to frustrated employees: find a new job.

14:14 Change mindsets; avoid training unsuitable salespeople.

19:30 Focus on own routine, not outcome, succeed.

23:29 Leadership must hold themselves accountable for success.

24:59 Salespeople often unclear on ideal customers.

28:57 Companies need playbooks and processes for growth.

32:05 Critical: right people in right roles aligning.

35:32 Authenticity matters more than strict adherence.

37:36 Connections are essential for lasting customer relationships.

https://www.linkedin.com/in/steveheroux1/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Dr. Stephen Timme & Sheevaun Thatcher.

Dr. Stephen Timme, Founder and President, FinListics Solutions. Former Finance Professor at Emory University. Author of the Amazon Best Seller, “Insight-Led Selling and co-author of the eBook, Seven Steps to Building a Customer-First Revenue Organization.”

Sheevaun is a GTM Strategic Transformation Advisor who works with Revenue and Marketing Leaders.

In today’s episode of Scale Your Sales podcast, Sheevaun Thatcher and Dr. Stephen Timme discuss key elements for building a customer-first revenue organization. They highlight understanding customer motivations, the non-linear nature of sales, and aligning solutions with customer goals. Learn about effective C-suite communication, enablement programs, and the seven steps to prioritize customers in the buyer journey, emphasizing the impact of customer-centricity on organizational success.

Welcome to Scale Your Sales Podcast, Dr. Stephen Timme & Sheevaun Thatcher.

Timestamps:

00:00 Aligning Customer Goals with Organizational Strategy

05:32 Tailor message, align goals, enablement guru Sheevaun.

09:45 Listen, be curious, partner with customer.

11:53 Discussing customer satisfaction.

17:03 Manager must lead, not force, development efforts.

19:27 CRO urges customer-first perspective for organizational success.

22:01 Insight-led selling book addresses sales alignment challenges.

25:54 Clients want better forecasting for lower error.

30:07 Align seller process with customer buying needs.

32:31 Customer service critical for company growth and success.

eBook: 7 Steps to Building a Customer-First Revenue Organisation available on Amazon or https://www.finlistics.com/7-steps-to-building-a-customer-first-revenue-organization 

https://www.linkedin.com/in/dr-stephen-timme-phd-finance-8177578/

https://www.linkedin.com/in/sheevaun/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week’s episode of the Scale Your Sales podcast, My guest is Lori Jones.

Lori Jones is the President and CEO of Avocet Communications, As President/CEO at Avocet, Lori have led the agency in working with various industries, which has allowed the agency unique versatility.

Lori Jones brings knowledge, experience and success in all aspects of scaling business through integrated marketing communications. Lori’s expertise in shifting perceptions enables her to contribute a strong understanding of the intricacies of today’s buyer needs.

Lori’s company Avocet Communications, represents consumer and business brands globally.

In this episode, we talk about bringing knowledge, experiences, success to all aspects of scaling business through integrated marketing communication, her expertise in shifting perception enabling her to contribute a strong understanding to the intricacies of today’s buyer’s needs, and how her company represents a consumer and business brands globally.

Welcome to Scale Your Sales podcast, Lori Jones.

We discuss:

3:29 – Knowing the next move

4:31 – Curiosity makes you grow

6:31 – Strengths, Influence and Roles

8:30 – Role’s Focus

10:08 – How do Avocet Communications beat their competitors

13:04 – The start of whale hunting and its development

19:19 – Getting the customers on track

23:20 – Having a great mentor can make you do great things

https://www.linkedin.com/in/lorisutoriusjones/  

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-    

Twitter: https://twitter.com/JaniceBGordon   

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog https://scaleyoursales.co.uk/blog    

Instagram: https://www.instagram.com/janicebgordon   

Facebook: https://www.facebook.com/ScaleYourSal 

In this week's episode of the Scale Your Sales Podcast, my guest, Helen Fanucci is an MIT-trained engineer. Helen Fanucci developed the love of your team management system over her 25-year career on the front line at top tech companies including Apple, Sun, Microsystems, IBM, and currently Microsoft.

Helen Fanucci currently serves as a transformational sales leader at Microsoft leading a team of cloud Solutions Architects and customer success managers.

Helen Fanucci is the author of the best-selling love your team, a survival guide for sales managers in a hybrid world, and hosts a love your team podcast that focuses on retaining top talent and building high-performing teams.

Welcome to Scale Your Sales Podcast, Helen Fanucci.

Timestamps:

00:00 - Transformational leadership

02:50 - Assisting your customers in getting more value

11:10 - Survivor's guide for managers 

13:50 -  Data Signals

19:35 - Executive and Customer Locations

21:35 - Move the needle beyond where we are now in Sales

25:05 - University Recruiting

https://www.linkedin.com/in/helenfanucci/

Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com  

LinkedIn: https://www.linkedin.com/in/janice-b-gordon 

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast 

More on the blog https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSalesJBG 

In this weeks’ Scale Your Sales Podcast episode, my guest is James Cuthbertson.

James Cuthbertson is the CRO of Relative Insight. An innovator in text analytics, James helped to grow Relative Insight from its true start-up phase into a pioneer of text analysis servicing global clients such as Delta, PWC, Nespresso, and Comcast. With over 14 years’ experience in the early-stage technology market, James has grown, and developed sales and marketing functions focused on products in people and consumer analytics, customer experience and digital marketing.

In today’s episode of Scale Your Sales podcast, James provides key insights into the MEDDIC project management system, the evolving sales landscape, and the vital role of data in decision-making. He challenges traditional sales stereotypes, emphasizing the importance of process-driven approaches. James also shares how Relative Insight evolved from child protection to serving global clients with advanced text analytics. This discussion offers practical advice for navigating the complexities of today's sales environment.

Welcome to Scale Your Sales Podcast, James Cuthbertson.

Timestamps:

00:00 Impressed with diversity conversation, tired of forced diversity.

05:14 Improving CSAT and MPS through language analysis.

09:06 Grateful for opportunities, specialized in recruitment.

11:53 Seeking driven individuals with strong cognitive abilities.

13:19 Compete fiercely in tech market, emphasize drive.

18:11 Use data to benchmark success in industry.

21:29 Economic climate tough, spending shifted upward.

23:06 Professionalism means preparation, admin, understanding, and adaptability.

26:19 Salespeople struggle with structured processes but adapt.

31:09 Trial closing, seeking commitment earlier in sales.

32:49 Greenhouse: my happy, productive desert island choice.

https://resources.relativeinsight.com/ai-innovation-cx-insights

https://www.linkedin.com/in/jamescuthbertson/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week’s Scale Your Sales podcast episode, my guest is Jon Nicholson, the Group Sales Director for Royal Mail & Parcelforce, which is the largest delivery company in the UK, representing over 250,000 business customers with an annual revenue of approximately £4 Billion.

Jon has over 20 years of experience in the industry and has recently presented his research at the Institute of Sales Professionals, Future of Sales event.

In this episode, we talk about his research on the generation game. With four generations of salespeople coexisting in the workforce, Jon sheds light on the challenges and opportunities of navigating their diverse preferences and differences. We delve into how Jon is proactively future-proofing his sales team through innovative apprenticeship programs and recruitment strategies. As the sales landscape continues to evolve, Jon's forward-thinking approach stands as a beacon of inspiration for sales leaders seeking to embrace and adapt to the multigenerational dynamics within their organizations.

Welcome to Scale Your Sales podcasts, Jon Nicholson.

Timestamps:

2:16 - From Baby Boomers to Gen Z: Navigating Generational Differences in the Modern Workplace

6:35 - The Rise of Women Buyers and the Generational Shift in Sales

9:08 - Diversity-Driven Utopia: Unleashing fresh perspectives for continuous success.

14:52 - Maintain relationships, connections, and rebuild on them.

17: 15 - What hasn't moved on as a society, is our education approach.

24:50 - Leaders need to create an environment where people can be nurtured.

37:50 - To scale your sales, do the right thing by the customer and it will pay back in space.

https://www.linkedin.com/in/jon-nicholson/ 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com   

LinkedIn: https://www.linkedin.com/in/janice-b-...  

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal...  

In this week’s Scale Your Sales podcast episode, my guest is Debbie Allen, the World’s #1 Authority on Expert Positioning.

Debbie Allen is an internationally recognized business growth and market positioning expert. She has been a professional speaker and business mentor for over 25 years and presented before thousands of people in 28 countries. She is also the bestselling author of 10 books, including The Highly Paid Expert, Success Is Easy and Expert Positioning. She mentors clients from around the globe who want to position themselves for more influence and credibility to highly monetize from their expertise.

In this episode, Debbie delves deep into the concept of breaking out of the flip-flop zone and instead, making quality decisions. Her book, "Success is Easy," is a true testament to how she's harnessed her life experiences to understand one thing: tackling success head-on is a breeze. She does not hold back on sharing incredible strategies that can turn your failures into fuel for growth and advancement. Tune in to revamp your perspective and get ready to stride towards success with confidence. Visit her website https://debbieallen.com and get a free gift at https://expertpositioningsuccess.com.   

Welcome to Scale Your Sales podcasts, Debbie Allen.

Timestamps:

01:50 Selling should only be done if you truly believe in what you're offering.

12:40 The foundation is your expert brand.

16:00 Sales is when you see a problem and you have the right solution.

18:20 You sell your enthusiasm for what you have.

20:50 Anybody can go down at any time.

22:08 Things change, and you got to be on top of your game.

www.facebook.com/debbiealleninternational

https://www.linkedin.com/in/debbieallenspeaker/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ 

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s episode of the Scale Your Sales Podcast, My guest is Samantha Mckenna, The Founder, and CEO of #Samsales Consulting. 

Samantha has different experiences when it comes to sales, such as being a VP of sales, Head of Sales, Financial advisor, and Samantha herself as an investor. 

Hear more about Samantha's love of Charity events and work. 

Welcome to Scale Your Sales Podcast, Samantha Mckenna 

https://www.linkedin.com/in/samsalesli/ 

Timestamps:

01:18 – What Made Women in Sales Summit Event Different? 

02:16 - Importance of Charity Works To Samantha Mckenna 

06:20 - Focus on the Buyer’s Needs 

09:32 – Transition: From Working with Others to Working just by Yourself. 

11:52 - Important Things on Doing the Business 

15:42 - Insights on Sales process and Buying process 

18:32- Speed up the Pace of Change 

Watch and subscribe to the #captioned show on Youtube: bit.ly/3HI1NpD

Listen, rate and review on iTunes: bit.ly/3WQX0Xl

 Visit the podcast website: bit.ly/3Dt1axH

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com   

LinkedIn: https://www.linkedin.com/in/janice-b-gordon 

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast 

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSalesJBG 

In this week’s episode of the Scale Your Sales Podcast, My guest is Jen Allen. She is the Community Growth at Lavender and Co-Founder of Social Social. 

Jen Allen was the Chief Evangelist of Challenger Inc for four years ., The company behind the best-selling books The Challenger Sales and The Challenger Customer. 

Jen Allen also hosted the weekly podcast, Winning the Challenger Sale. Where they discuss approachable recommendations to break down the Theory of Challenger, The Podcast helps people refresh their selling skills and learn new sales strategies. 

Welcome to Scale Your Sales Podcast, Jen Allen.

We discuss:

01:15 – Post-Pandemic: Adaptation of Companies in Changes Regarding Sales 

04:07 – Redirection of No Decisions and Status Quo Buyers’ Mind 

07:53 – Advice for Salespeople Who Can’t Get Out of the Hole 

11:20 – The “Buyer” That Does Not Initiate

13:12 – Strategies That Enable Potential Clients to Buy

15:54 – Jen Allen’s Vision in Diversity

26:32 – Utopia for Sales Industry in 3-5 Years

Like and subscribe to captioned show on Youtube: bit.ly/3JilQvM 

Rate and review on iTunes: bit.ly/3ZQWgnL 

Visit my podcast website: bit.ly/3XOSIAv 

https://www.linkedin.com/in/demandjen1/ 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-gordon  

Twitter: https://twitter.com/JaniceBGordon   

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSalesJBG 

In this week’s episode of the Scale Your Sales Podcast, my guest is Leslie Greenwood, the founder of Chief Evangelist Consulting and previously VP of Member Success and employee #5 of Pavillion. 

Leslie Greenwood is passionate about customer success and the power of Creating evangelists to increase adoption, build community and drive growth.

The Queen Connector, Leslie Greenwood, is part of the Top 100 Powerful Women in Sales and has 20 years of Leadership experience in Community, Customer Success, Support, Client Services and Sales.

Welcome to Scale Your Sales Podcast, Leslie Greenwood.

Timestamps

01:11- Importance of Customer Success

02:17- What Makes You a Great Connector

03:20 - How to Support Your Clients

04:45 - Balancing Early-Stage Companies

07:20 - Maintaining The Essence of a Growing Company

13:30 - Perspective on Diversity

15:42 - Breaking Barriers in Sales

20:30 - Strategy that Can Help to Scale Sales

https://www.linkedin.com/in/leslie-greenwood

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-gordon  

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast 

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSalesJBG 

In this week’s Scale Your Sales Podcast episode, my guest is Lauren Bailey, the Founder and President Factor 8, The Sales Bar, and #GirlsClub.

“LB” is the Founder and President of three successful brands: Factor 8, providing front-line job training for inside sellers and managers, The Sales Bar, a subscription-based virtual sales training platform, and #GirlsClub, a community and development program helping more women earn leadership positions in sales. She is on a mission to change lives by helping all levels of sales feel more confident and more successful at work.

In this episode, Lauren delves into the smart strategies revenue leaders employ to harness the potential of customer success teams, recognizing their role in long-term revenue growth. We touch on the importance of authenticity, especially in the context of evolving gender and racial dynamics within the sales environment and business landscape. This insightful discussion is sure to inspire and provoke your thoughts. She is a dynamic leader with a mission to boost confidence and success at all levels of the sales profession.

Welcome to Scale Your Sales Podcast, Lauren Bailey.

Timestamps:

08:28: – The unwritten rule- What is the Girl Code format?

14:37 – Women have silently endured the gender gap's injustices.

16:30 – Perfectionism and Confidence cannot coexist.

19:30 – When is the right time to seek a promotion?

23:31 – Sales is a misunderstood gem, a service-driven quest to solve problems.

27:27 – Top salespeople don't always make top managers.

37:12 – Find the Others.

https://factor8.com/
https://wearegirlsclub.com/
https://twitter.com/factor8sales
https://www.linkedin.com/in/insidesalesadvisor/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal...

In this weeks’ Scale Your Sales Podcast episode, my guest is Melanie Mills.

Chief Revenue Officer at Caxton Payments, the pioneering UK Fintech. Melanie has a 20-year career, growing revenues across scale-up businesses in variety of industries and prides herself on her nontraditional routes to success.

In today’s episode of Scale Your Sales podcast, Melanie shares her experiences as a woman in a male-dominated industry, her advocacy for diversity, and her passion for mentoring through the Caxton Career Collective. She discusses the importance of organizational culture, diversity in leadership, and the role of behaviours and listening skills in successful sales. Tune in for insights on recruitment processes, career transitions, and building strong sales teams from a diverse pool of talent.

Welcome to Scale Your Sales Podcast, Melanie Mills.

Timestamps:

00:00 - Diverse and Inclusive Strategies for Sales Success

05:01 - Caxton initiative empowers women in diverse industries.

09:05 - Successful partnerships are vital for business growth.

10:14 - Supporting diverse candidates through terminology and commitment.

16:06 - Awareness, confidence, and pushing forward are key.

17:43 - Recruitment process focuses on wide catchment.

20:14 - Importance of diverse team with varied behaviours.

25:02 - Constantly asking questions provides valuable insights.

26:41 - Melanie discusses her first experience in America.

https://www.linkedin.com/in/melanie-vivi-mills/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week's episode of the Scale Your Sales podcast, I'm delighted to take you on a transformative journey to explore the essence of sales greatness in 2024. Drawing from real-life examples, she challenges common perceptions of successful salespeople and shares valuable lessons. Discover the costly consequences of poor sales hires, the power of optimism in sales success, and the top challenges faced by sales leaders today. Janice also discusses the future of sales teams, emphasizing the need for smaller, more focused teams aligned with marketing and customer success.

In this thought-provoking episode, you'll gain insights into what makes a successful salesperson, the importance of strategic planning in sales training, and how to adapt to rapidly changing market dynamics. Don't miss our upcoming LinkedIn Live sessions and resources to help you transform your sales approach for 2024. It's time to rethink your sales strategy and make 2024 a year of sales success.

Timestamps: 

02:44 – Stop holding on to mediocre salespeople.

04:10 – Optimism leads to greater success in insurance.

07:35 – Adapt to buyer preferences with flexible leadership.

12:28 – Hybrid selling, AI, automation drive sales efficiency.

14:49 – Upcoming LinkedIn lives in November.

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-... 

Twitter: https://twitter.com/JaniceBGordon   

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast    

More on the blog https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon   

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Cassi Roper, the Chief Revenue Officer of Redgate Software.

Cassi is a senior hands-on sales leader who delivers a passionate, systematic approach to building teams and sales culture, generating results via customer centric techniques. A big advocate of hiring women into sales roles and embedding a culture of ethical selling.

In this episode, Cassi shares her insights on sales success and effective leadership within the context of Redgate Software's customer-centric approach. She emphasizes the importance of truly understanding customers' problems and pain points, underlining the value of listening and curiosity in sales. Cassi discusses Redgate's low turnover, attributing it to the company's private ownership, customer-centric focus, and embedded company values, including transparency, reasonableness, and collaboration. Additionally, we delve into Redgate's approach to enabling buyers through product testing, the challenges of promoting top performers to leadership roles, and the significance of identifying and nurturing individuals with the right traits for leadership. Join us for a journey into the heart of sales triumph and leadership mastery.

Welcome to Scale Your Sales Podcast, Cassi Roper.

Timestamps:

03:09 – Navigating career in male-dominated industry, challenges of women.

08:09 – Assess for passion and fit in leadership roles.

12:45 – Identifying diverse skills and leadership potential in hires.

17:37 – Efficient sales process reduces turnover and costs.

24:48 – The Importance of Immediate Value in Business

26:39 – Customers shape strategy by sharing their needs.

https://www.linkedin.com/in/cassi-roper/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event:  https://janicebgordon.com  

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon   

Facebook: https://www.facebook.com/ScaleYourSal...

In this weeks’ Scale Your Sales Podcast episode, my guest is Bob King.

Bob King literally wrote the book on Closing for salespeople, closers, and anyone else who wants to know why they said yes on a day they were “just looking”. His book The Joy of Closing reveals the secrets to earning the customer’s business and getting them what they want.

In today’s episode of Scale Your Sales podcast, Bob embarks on a captivating journey, detailing his transition from the film industry to the world of sales. He underscores the critical role of believing in the sales process itself. Furthermore, Bob delves into the art of closing a sale, emphasizing the importance of prioritizing customer service, and building trust. He also offers valuable insights on managing sales teams, navigating the dynamics within sales organizations, and the key qualities that define a successful closer.

Welcome to Scale Your Sales Podcast, Bob King.

Timestamps:

00:00 - Unravelling the Secrets to Mastering Deal Closures

06:11 - Overcoming stigma through belief and trust building.

07:42 - Helping others succeed while finding joy.

11:35 - Believe in your value proposition, expert advice.

14:22 - Chapter on managing manager, blaming others, sales success about mindset, sales managers' role crucial.

17:30 - Job success depends on manager's support.

21:46 - New sales approach, customer engagement and closing.

24:15 - Guide for customer interactions, emphasizing intuition use.

https://www.linkedin.com/in/bob-king-7a37951/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week’s Scale Your Sales podcast episode, my guest is Julie Thomas, the President and CEO of ValueSelling Associates.

Julie is the author of "The Power of Value Selling: The Gold Standard to Drive Revenue to Create Customers for Life," and works with revenue leaders across many industries to help them realize results they never thought possible. She is passionate about guiding revenue organizations through uncertainty and helping them build resilient, engaged teams that drive predictable, sustainable results and create customers for life.

In this episode, we delve into the world of value selling and its transformative potential for businesses in the digital age. Our guest introduces her recently launched book, "The Power of Value Selling," which serves as a contemporary guide to driving revenue and cultivating lifelong customer relationships. We explore the shift from her previous work in 2006, highlighting the profound changes in technology and communication strategies that have reshaped the value selling landscape. She also discussed the intricacies of conveying value through both extrinsic and intrinsic approaches, and the pivotal role value-based selling plays in fostering customer loyalty and retention. We also dissect the shortcomings of traditional sales processes, shedding light on the symbiotic relationship between customer success and sales effectiveness.

Welcome to Scale Your Sales Podcast, Julie Thomas.

Timestamps:

04:43 – Value selling is about understanding what someone values and motivating them to choose you.

07:49 – Teach buyers business value, understand their personal motivation.

12:19 – In today's world, it's about reselling continually.

15:05 – Clients integrate resources for customer-centered approach.

18:58 – Sales leaders focus too much on salesperson, instead of buyer outcomes.

25:51 – Sales reps often waste time on unwinnable opportunities.

https://twitter.com/ValuSelling 
https://www.facebook.com/ValueSellingAssociates 
https://www.linkedin.com/in/julieathomas/ 

Purchase her book through this link!
https://www.amazon.com/Power-Value-Selling-Standard-Customers/dp/1394182562/ 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ 

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast 

More on the blog https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSal...

In this weeks’ Scale Your Sales Podcast episode, my guest is Amelia Taylor.

Amelia Taylor, Founder of The Revenue Table, drives revenue growth through strategic partnerships and trusted relationships. She leads with a rebellious, EQ-led mindset, activating growth initiatives and executing big ideas. Amelia excels in executive communication and leveraging a Nearbound approach to meet buyers where they engage, most.

In today’s episode of Scale Your Sales podcast, Amelia shares her transition from traditional employment to entrepreneurship, challenging established norms with an EQ-driven approach. She highlights the power of leveraging online communities to engage buyers authentically and build trusted relationships that drive revenue growth. Amelia discusses how AI is impacting emotional connections in sales, emphasizing the value of personalized engagement over mass outreach. She also offers strategies for navigating generational communication and creating impactful client interactions.

Welcome to Scale Your Sales Podcast, Amelia Taylor.

Timestamps:

00:00 The Power of EQ and Authentic Networking

05:47 Community enables sales through partnership and collaboration.

06:38 Leveraging EQ over IQ enhances professional effectiveness.

10:30 Networking involves understanding people beyond their titles.

14:25 Learned sales by asking for constructive feedback.

16:38 Teaching sales EQ for more personalized engagement.

21:27 Understanding AI's impact requires adaptive sales leadership.

23:48 Outsource experts to improve multi-generational communication.

27:57 Grateful for being a present mother.

29:49 Embrace authenticity and focus on strengths.

https://www.amazon.com/Heels-Deals-Dominating-Business-Business/dp/1953315186

https://www.linkedin.com/in/tayloramelia/

https://www.instagram.com/amelia_a_taylor/

https://x.com/theameliataylor

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week’s episode of Scale Your Sales podcast, my guest is Eamonn O’Brien, Eamonn is the Founder and CEO of The Reluctant Speakers Club.

Eamonn is one of Europe’s leading experts on high-impact business storytelling skills, an author, a blogger, a podcaster, and a friend. 

Eamonn is also the former president of PSA Ireland.

In this episode, we talk about the importance of storytelling in conveying sales stories whether to customers, investors, buyers, or within your team. He also gives some guidance on how you can collect stories and the fact that it is a personal connection in order to deliver the message.

Welcome to Scale Your Sales podcast, Eamonn O’ Brienn

Timestamps: 

2:33 - What initiated Eamonn to start the reluctant speaker club? 

5:06 - Be interesting and more engaging 

6:32 - The story is the center of almost everything 

8:25 - Always think about whether it is personally relatable 

11:00 - How will you know if what you are saying has something?

16:00 - Pick only one or two key problems to solve

21:56 - Lead your story with emotion but back it up with logic

25:20 - Come with the customer’s perspective or leave

https://www.linkedin.com/in/eamonn-obrien/ 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-...

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales podcast episode, my guest is David Bentham, the Vice President in Global Sales Development at Cognism. He leads a team of 100 Inbound and Outbound SDRs across Europe and the US. 

Cognism is the leading global contact data provider. They had a record-breaking First Quarter– signing its biggest ever deal in that time and has continued to see growth through 2022 and 2023 despite the economic climate.

In this episode, David gave a lot of insight into his background in the early days starting off in sales and door to door sales and how the B2C experiences in the team now as VP of sales and managing a large team of SDRs.

Welcome to Scale Your Sales podcasts, David Bentham.
 

Timestamps:

03:00 – Who is Cognism for?

08:51 – The shift in availability of online information affected the change in sales game today.

11:04 – SDRs are more than just entry level, but very highly qualified sales individuals.

13:58 – One of the biggest inefficiencies is decision making.

21:20 – Going into the job as a resilient person is NOT necessary.

27:19 – The mentality “Every no-leads you closer to yes”, can be incredibly dangerous.

https://www.linkedin.com/in/davebentham/  

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.
  
Book Janice to speak virtually at your next event https://janicebgordon.com     
 
LinkedIn: https://www.linkedin.com/in/janice-b-...  
 
Twitter: https://twitter.com/JaniceBGordon   
 
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   
 
More on the blog https://scaleyoursales.co.uk/blog  
 
Instagram: https://www.instagram.com/janicebgordon  
 
Facebook: https://www.facebook.com/ScaleYourSal... 

In this week’s Scale Your Sales Podcast episode, my guest is Usman Sheikh.

Usman is the Founder and CEO of xiQ, an award-winning B2B sales and marketing platform. He aims to humanize B2B sales and marketing by leveraging generative AI and psychology. He's a graduate of the University of Michigan and before xiQ, Usman held various global roles at SAP, including Vice President of Corporate Development, Product Management, Sales Enablement, and Digital Commerce.

In this episode, Usman unravels the intricate distinctions between AI and generative AI. He discusses their game-changing platform that not only saves ten times the time in researching your prospects but propels us into a future-focused paradigm, and sheds light on the transformative power of identifying opportunities for unique individuals within distinct organisations. Learn how their innovative approach enables the generation of personalised content that captivates the interest of each individual or organisation, setting the stage for unparalleled engagement and success.

Welcome to Scale Your Sales Podcast, Usman Sheikh.

Timestamps:

05:52 – B2B sales and marketing practices need upgrading.

09:46 – XiQ predicts 4 key personality types accurately.

13:19 – Sales perspective: focus on future opportunities.

15:44 – Utilise digital breadcrumbs to personalise responses effectively.

17:46 – Future relationships, small companies using AI efficiently.

22:15 – Use tools for their intended purpose; be honest.

https://www.linkedin.com/in/usmanmsheikh/ 

https://twitter.com/xiqinc  

https://www.instagram.com/xiq_inc/  

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com  

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/     

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast    

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon     

Facebook: https://www.facebook.com/ScaleYourSal... 

In this week’s episode of the Scale Your Sales podcast, My guest is Barbara Weaver Smith Founder and CEO of The Whale Hunters. She helps midsize companies to do bigger deals with much bigger companies. 

Barbara is the award winning Author of Whale Hunting and Whale Hunting with Global Accounts. 

Barbara have landed a 300 million construction deal. Her work focuses on companies developing a cross-functional business development method that grows their revenue through large account sales and renewals. 

Welcome to Scale Your Sales podcast, Barbara Weaver Smith. 

https://www.linkedin.com/in/barbaraweaversmith/ 

Timestamps:

01:22 -Small Companies Landing Big Deals While Competing with Big Companies. 

03:38 -How CEO’s think in Two Different Situations. 

06:18 -Breaking Down the Barriers to Focus on a Deal. 

08:08 -Landing the 300 Million Deal 

14:37 -Approach & Methodology to Win Big Deals 

17:23 -Customer Centric CEOs’ 

21:12 -How Does Vision and Purpose on Customers Works? 

22:28 -Important Things to Consider When Working With Other Business 

25:15-Breaking Through The Fear 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com   

LinkedIn: https://www.linkedin.com/in/janice-b-gordon 

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast 

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSalesJBG 

In this week’s episode of Scale Your Sales Podcast, my guest is Shawn Karol Sandy. Shawn is the Chief Revenue Officer of Sauce Agency. 

Shawn Karol Sandy brings her sharp focus on identifying opportunities and coaching players to improve all facets of revenue growth. 

Shawn’s signature sauce is her humor, She makes training sessions fun and memorable, Shawn is a change agent who constantly questions the status quo and helping organizations stretch beyond their comfort zones to reach excellence. 

In this episode, we talk about building the foundation of people’s point of view, her company that approaches Revenue optimization, Necessary transformation, Retaining excellent customer relationship and more. 

Welcome to Scale Your Sales Podcast, Shawn Karol Sandy. 

We discuss: 

3:07 – Lifting with a mantra 

4:08 – Stay uncomfortable or make a new choice 

5:55 – Approach that makes people see their potential 

8:16 – Loop of thoughts, actions and behaviour 

10:30 – Partner up with someone you look up to 

14:38 – Unique ways of revenue optimization 

17:28 – Transforming people’s behaviour 

20:05 – Proven and tested strategy in scaling sales 

https://www.linkedin.com/in/shawnsandy/ 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ 

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSalesJBG

In this weeks’ Scale Your Sales Podcast episode, my guest is Paula Lender-Swain.

Paula Lender-Swain leads the Public Sector UKI Business for HPE, covering Central and Secure Government, Healthcare and Higher Education. She has over 30 years’ experience in the technology sector working for hardware, software, and communications vendors covering UKI, EMEA, and Global leadership roles. She has also worked across several disciplines including Sales, Marketing Strategy and Business Operations.

In this episode of Scale Your Sales podcast, Paula discusses the challenges and opportunities in tech sales, focusing on her journey as a woman in a male-dominated industry. She emphasizes the importance of diversity, mentorship, and innovation, particularly in public sector sales and the impact of AI. Her insights offer valuable lessons for scaling businesses and driving successful sales strategies.

Welcome to Scale Your Sales Podcast, Paula Lender-Swain.

Timestamps:

00:00 Embracing Change and Innovation in Public Sector Sales

05:56 Gender bias in tech; diversity needs value.

06:59 Encouraging women to take on sales roles.

10:59 Earth 51 promotes sustainability and gender equality.

16:48 Effective measurement and clear direction for managers.

19:28 Identifying right people, public sector sales expertise.

23:34 Sales in public sector during COVID, challenging.

25:56 Learning from failures, diversifying customer focus crucial.

29:44 Public sector investing in AI excellence areas.

32:09 Data sharing improves accessibility, security, and reliability.

35:06 Excitedly building Millennium Falcon, joy in escape.

https://www.linkedin.com/in/paulalenderswain/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this week’s Scale Your Sales podcast episode, my guest is John Ashton, the Vice President of the EMEA Sales team for Braze.

Braze is a comprehensive customer engagement platform that powers meaningful and relevant interactions between customers and brands. Prior to Braze, he was an Infantry Officer in the British Army and served on operations around the world. Outside of work he is an adventure enthusiast and is currently preparing to row across the Atlantic this December of 2023.

In this episode, John talks about the shift in focus from pre-2022 business strategies centered on personalized and optimized cross-channel messaging to the current importance of streamlining tech infrastructure in enterprise organizations. He discussed the need for users to quickly onboard and upskill in this reduced tech environment, highlighting the significance of human resource optimization. He shares their focus on product expertise, effective utilization of technology, and the vital role they play in customer retention and growth. Additionally, we learn how Braze differentiates itself in the competitive market through customer advocacy and a positive post-signing experience.

Welcome to Scale Your Sales Podcasts, John Ashton.

Timestamps:

03:56 – In today’s competitive market, high-frequency data analysis, personalized engagement, and flawless execution define Braze.

08:28 – Success lies in quantifying and reducing wasted resources.

12:54 – Talent is key, and so are intellectual curiosity and effective communication.

16:55 – Feudal exercises with vague briefs foster curiosity.

23:49 – His role in in account management, prioritizing advocacy and clear communication

26:34 – Interdepartmental synergy fuels sales success, anchoring in value-driven projects.

https://www.linkedin.com/in/jecashton/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com   

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/  

Twitter: https://twitter.com/JaniceBGordon   

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Blake Hudson.

Blake is an experienced revenue leader and holistic career coach with diverse experiences in politics, academia, and tech sales. His career brings powerful insights, whether running for State Senate at 24 or generating more than $10 Million in revenue. He recently launched launched Story Selling: The Interview Course.

In this episode, Blake unveils the secrets behind his recently launched interview course, designed to guide individuals through the challenging process of reentering the workforce post-layoffs. From crafting killer emails and embracing video prospecting to advocating for quality messaging and 360-degree learning within sales teams, Blake shares a wealth of knowledge. The episode delves into the nuances of building meaningful stakeholder relationships, adopting a buyer-centric sales approach, and harnessing the power of impactful video messaging. Get ready for an engaging discussion filled with insights that span personal growth, career resilience, and refined sales strategies.

Welcome to Scale Your Sales Podcast, Blake Hudson.

Timestamps:

03:48 – Empathy, struggle, and overcoming obstacles to fulfill potential.

08:08 – Stats guide quality improvements for email success.

11:15 – Sales managers need peer learning.

14:04 – Establish channels, understand stakeholders, create recurring meetings.

22:22 – Video prospecting during pandemic emphasized human connection.

25:11 – Embrace your unique energy, don't compare.

https://www.linkedin.com/in/onebrightblake/ 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event:  https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Karen Kelly, the Host of K2 Sales Podcast.


Karen is a seasoned sales expert with a passion for empowering sales professionals to achieve sales excellence. With over 20 years of experience in the healthcare industry, she brings a unique blend of expertise, energy, and practicality to her clients. She unlocks the grip our mindset, beliefs, and behaviours can have on us. Separating what serves us or sabotages us starting with our self-awareness. Replacing these patterns with purposeful values, confidence and action producing tangible results. Beyond her training work, Karen is a sought-after speaker at industry conferences and events. As the host of K2 Sales Podcast, she offers valuable guidance and strategies that can elevate your business to new heights, all while ensuring that you feel content and fulfilled.


In this episode, Karen shares her experiences of being the sole woman in a male-dominated industry and how she leverages these experiences to empower other women in similar environments. We delve into the crucial aspects of self-belief, confidence, and understanding one's worth, especially in the context of women in sales. Our conversation also explores the value of curiosity for sales leaders in today's landscape, as well as for salespeople when engaging with customers. Furthermore, Karen emphasizes the significance of fostering curiosity, embracing diversity, and shifting the sales mindset towards genuine customer centricity.

Welcome to Scale Your Sales Podcast, Karen Kelly.

Timestamps:

00:00 – Breaking Barriers in a Male-Dominated Environment

04:38 – Finding strength in adversity.

07:36 – Women must seek environments that appreciate diversity and know when to leave negative situations.

11:33 – Society limits women’s potential, they need to back themselves.

13:36 – Embracing diverse thoughts and fostering leadership skills.

16:03 – Embrace curiosity, transparency, and team empowerment.

19:40 – Consider others' perspective, ask questions, understand impact.

22:44 – Intentional communication, active listening, and creating space for others.

https://www.linkedin.com/in/karen-kelly-sales-trainer-/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event:  https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Hang Black.

From refugee to revenue leader, Hang Black’s career spans engineering, marketing, and sales, earning her the nickname “Black Ops”. A multi-national keynote speaker on sales, leadership, and a passionate advocate for women in the workplace, she is the author of a Wall Street Journal best-selling book.

In this episode, Hang discussed the impact of AI, cultural disparities in the treatment of women in sales, and the evolving demographics of buyers. Highlighting the importance of diversity at all levels of an organization, Hang emphasized the need for intentional inclusion to avoid unintended exclusion in the workplace. She also delved into the potential of AI in optimizing tools to represent all buyers' needs and emphasized the necessity for sales leadership principles to adapt to digital advancements and technological changes. Moreover, Hang shared insights on the changing role of outbound SDRs and AEs and discussed the importance of programmatic diversity, equity, and inclusion (DEI) strategies, emphasizing the need for genuine action to address unconscious bias and accelerate overlooked talent within organizations.

Welcome to Scale Your Sales Podcast, Hang Black.

Timestamps:

00:00 – Diversity, Leadership, and Adaptation in a Digital Age.

04:19 – Plan for the future. Invest in leadership and technology.

12:10 – Influencing hiring decisions for diversity and fairness.

13:59 – Struggle with expanding tool stack, use AI wisely.

17:03 – Challenge in leadership training for relevant and effective coaching.

23:26 – Improving retention: role models, inclusion, psychological safety, and equal access.

28:29 – Opportunities for overlooked individuals through sponsorship.

31:30 – Support leaders to be digitally savvy and empathetic.

https://hangwithhang.com/

https://www.linkedin.com/in/hangwithhang/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Michelle Accardi, the CEO of Liongard.

Liongard is the global leader in configuration change detection and response, providing MSPs and IT executives with the most effective way to provide IT Governance and Cyber risk mitigation. Michelle Accardi is an innovative leader with over two decades of experience growing MSPs and technology companies with an excellent track record of success. Previously to joining Liongard, Michelle was CEO of the nation's largest cybersecurity-focused MSPs, Logically. She also spent roughly nine years leading Star2Star Communications and ultimately selling that business to Sangoma Technologies in 2021.

In this episode, Michelle shares her journey from sales to CEO, emphasizing the importance of relationship selling in cybersecurity. She discusses the value of being customer-centric, channel sales strategies, and the role of customer feedback in shaping business strategies. Michelle also touches on the concept of enhanced security posture, stressing the vital role of understanding customer needs in effective sales strategies. Tune in for concise insights into the cybersecurity landscape and strategic considerations for success.

Welcome to Scale Your Sales Podcast, Michelle Accardi.

Timestamps:

03:06 – Transactional sales for quick solutions; relationship sales essential for tailored customer needs.

09:07 – Mapping security controls to get cyber insurance.

11:54 – Tech industry journey: from startup to CEO.

15:33 – Establishing parameters, priority explanation, ongoing training, dynamic conversations.

19:28 – Key to success: customer-centric approach and product-led growth.

21:13 – Understanding customer needs, community involvement as foundation of Liongard.

https://www.instagram.com/liongardhq/   
https://www.facebook.com/liongardhq/   
https://www.linkedin.com/in/michelleaccardi/   

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event:  https://janicebgordon.com 
 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ 
    

Twitter: https://twitter.com/JaniceBGordon
 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
  

More on the blog: https://scaleyoursales.co.uk/blog
 

Instagram: https://www.instagram.com/janicebgordon 
   

Facebook: https://www.facebook.com/ScaleYourSal... 

In this week's episode of the Scale Your Sales podcast, My next guest is John Barrows, CEO of JB Sales.

John Barrows is the author of the best-selling children's book that he wrote with his daughter in mind, I Want To Be in Sales When I Grow Up.

Welcome to Scale Your Sales Podcast, John Barrows.

https://www.linkedin.com/in/johnbarrows/  

Timestamps:

00:00 - To Sell Better Is For You, NOT The Sales Company

03:40 - Helping elevate the profession of sales

08:10 - Sales impacts every aspect of business

09:30 - How to sell yourself before you get the job

12:15 - Importance of equal opportunity in Sales

15:31 - Advice for women in sales

18:50 - Why you can't wait for your organization to invest in you

Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com  

LinkedIn: https://www.linkedin.com/in/janice-b-gordon  

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog  

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSalesJBG 

In this week’s Scale Your Sales podcast episode, my guest is Mick Gosset. Mick is the CEO of Jointflows. Jointflows provide a solution to both problems by streamlining the closing phase of the sales process, bringing alignment between go-to-market teams, and increasing visibility in deals and operations. 

Mick was a professional gymnast who competed in events such as the World Cup Series, European Championship, World Games, World Championship, and more from 2008–2011. 

In this week’s episode, we talk about how 80 percent of sales success is deal management and 20 percent is sales methodology, providing solutions to help streamline the closing phase of the sales process, the sales process and how it's become less relevant, and the focus he agrees with me is more on the buying process, the go-to-market strategies that tip-owners use, but focusing on how your buyers want to buy, and the whole project management relationship building process that you need behind that. 

Welcome to Scale Your Sales podcast, Mick Gosset.

Timestamps: 

2:49 - Two essential exercises within the forecasting world

5:34 - Give something new to your customer.

8:47 - The biggest struggle in sales

11:22 - It’s all about the management

14:22 - How does Jointflow work?

17:54 - Implement a process in sales

19:27 - Show your customers that you can solve their problems.

21:47 - Check all angles in sales to make the cycle faster.

24:19 - The unique thing about JointFlow’s process

https://www.linkedin.com/in/mickaelgosset/ 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com    

LinkedIn: https://www.linkedin.com/in/janice-b-... 

Twitter: https://twitter.com/JaniceBGordon  

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

More on the blog https://scaleyoursales.co.uk/blog   

Instagram: https://www.instagram.com/janicebgordon  

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Victor Antonio.

Victor is a globally sought after sales trainer and consultant who earned a B.S. Electrical Engineering, an MBA and built a 20-year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company. He's the author of 16 books on sales and motivation and recently launched the Sales Velocity Academy learning platform with 600+ video courses. In 2018, he was the first to publish AI's impact on Sales in his book, "Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling".

In this episode, Victor shares a compelling journey from electrical engineering to sales, driven by a realistic and capitalist mindset. The conversation delves into the nuances of selling in the US versus the UK, highlighting valuable insights for sales professionals. He emphasizes the importance of reducing anxiety and uncertainty in sales, advocating for a step-by-step plan to navigate challenges. These lessons extend beyond the realm of sales, offering valuable takeaways for personal and professional growth. Tune in to gain profound insights that can positively impact your sales strategies and life's journey.

Welcome to Scale Your Sales Podcast, Victor Antonio.

Timestamps:

05:42 – True capitalism involves a value for value exchange, so selling with integrity is essential.

15:01 – Focus on building relationships, not quick sales.

18:57 – The lack of conversations on moral values in sales training.

25:39 – Victor shares a versatile and reassuring tool for communication in various aspects of life.

32:24 – Cut out unsupportable team members to succeed.

47:48 – What the reality show "Life or Debt” is all about.

http://www.victorantonio.com

http://www.linkedin/in/victorantonio

http://www.instagram/victorantonio

http://www.twitter.com/victorantonio

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon     

Facebook: https://www.facebook.com/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Barrett King.

Barrett King is the Senior Director of Revenue at New Breed, HubSpot's top partner and he is the host of the Outcomes Podcast - a show about Partnerships in SaaS.

In this episode, Barrett shares profound insights on servant leadership, cultivating a customer-centric sales culture, and the transformative power of partnerships in driving scalable growth. Discover key takeaways, including the importance of humility in leadership, the shift towards value-driven B2B SaaS sales, and actionable strategies for fostering long-term customer relationships. This episode is a valuable resource for sales leaders and professionals looking to elevate their go-to-market strategies and organizational culture.

Welcome to Scale Your Sales Podcast, Barrett King.

Timestamps:

04:48 – Foster culture, partnership, and customer-centered mindset.

09:46 – Humanity and humility are key for effective scaling.

15:44 – Best salespeople enter work with open mindset.

18:43 – Sales industry struggles with recruiting and leadership.

20:16 – Staff member learns management lesson during rush.

30:22 – Leveraging partnerships, sharing value, and kindness.

https://www.linkedin.com/in/barrettjking/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event:  https://janicebgordon.com 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

More on the blog: https://scaleyoursales.co.uk/blog 

Instagram: https://www.instagram.com/janicebgordon    

Facebook: https://www.facebook.com/ScaleYourSal...