Welcome to Scale Your Sales Podcast, a show for enterprising CEOs, CROs, Sales Leaders and revenue-generators. Janice B Gordon interviews successful CEOs and Revenue generating executives who are accelerating their sales revenue and helping to grow customer revenues. In each episode, we delve into the personality and expertise and diour guests’ proven strategies to scale sales. Our experts discuss the challenges and success of sales team and operational productivity, of scaling a sales organization, sharing their insights on customer expansion and experience. Rate and review the weekly episodes of the Scale Your Sales podcast on your favourite platform.
In this weeks’ Scale Your Sales Podcast episode, my guest is Jan Young. Jan Young is the founder of JanYoungCX consultancy & coaching, StepUpXchange CS executive courses with private community & CxXchange community for CS professionals. She is an award-winning CS leader of 2 successfully exited startups. She brings her cross-disciplinary approach to SaaS B2B tech and Customer Led Growth. Jan is on a mission to transform CS Leaders into Business Leaders and align GTM teams. In today’s episode of Scale Your Sales podcast, Jan shares expertise in transforming customer success leadership and aligning go-to-market strategies for business growth. This discussion covers the critical role of CS leaders in market alignment, the impact of data integration and AI on revenue operations, and the importance of breaking down organizational silos. Jan provides insights on driving profitability in customer interactions and creating a seamless customer journey. Welcome to Scale Your Sales Podcast, Jan Young. Timestamps: 00:00 Aligning GTM for Customer Experience 05:16 Balancing Customer Value and Profitability 09:34 Fostering Success Through Collaboration 13:42 Shifting to Profitable, Efficient Growth 15:03 Rethinking Customer Engagement Strategies 18:42 Optimizing Customer Success Milestones 22:47 Earning Trust in Sales Delivery 26:51 Sales vs. Customer Success Gender Dynamics 28:52 CS Careers Foster Customer Relationships 31:27 Embracing AI for Business Efficiency 35:07 Adapting to Industry Transformation 38:00 Community and Courage https://www.linkedin.com/in/jan-young-cx/ https://x.com/janyoungcx 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.
3/24/25 • 41:31
In this weeks’ Scale Your Sales Podcast episode, my guest is Elizabeth Blass. I am a two-time Chief Customer Officer with over 15 years of global leadership experience in technology. I specialize in building and scaling high-performing customer-facing teams, aligning cross-functional initiatives, and driving revenue growth through customer success. I’m a passionate advocate for diversity, actively coaching and mentoring women in tech. In today’s episode of Scale Your Sales podcast, Elizabeth explores the evolving role of customer success as a key revenue driver. Elizabeth shares insights on breaking down silos, ensuring cross-functional alignment, and maintaining momentum year-round. The discussion highlights the impact of customer centricity on sustainable growth and the role of change management in driving success. Welcome to Scale Your Sales Podcast, Elizabeth Blass. Timestamps: 00:00 Scale Your Sales: Customer Success 05:48 Biweekly Check-In Meetings Benefits 07:19 Importance of Visibility in Revenue Operations 12:13 Customer-Centric Growth Strategies 14:02 Evaluating Product Value Perception 19:05 Understanding Customer Usage Trends 21:17 Customer Success Drives Revenue Growth 24:51 Aligning Success Metrics 28:29 Master Your Numbers https://www.linkedin.com/in/elizabethblass/ 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.
3/10/25 • 33:15
In this weeks’ Scale Your Sales Podcast episode, my guest is Ejieme Eromosele. I’m a customer-led growth expert passionate about driving retention, expansion, and customer advocacy. I’m also the Founder of Success in Black, where I champion DEIB in Customer Success. With experience at Accenture, PwC, and The New York Times, I’ve built on delivering exceptional customer outcomes and business value. In today’s episode of Scale Your Sales podcast, Ejieme explores customer-led growth as a key driver of sustainable revenue expansion, emphasizing the alignment of sales, marketing, and customer success for exponential impact. She introduces the concept of assumptive advocacy and the role of data in driving transformative customer insights. Committed to diversity, equity, and inclusion, Ejieme shares her journey in founding Success in Black, a community supporting Black professionals in customer success. Welcome to Scale Your Sales Podcast, Ejieme Eromosele. Timestamps: 00:00 Elevating Sales with Customer Led Growth and Community Insights 06:22 Leading EMEA Growth 09:57 Align Leadership for Customer Growth 11:42 Aligning Customer Goals with AI Tools 15:11 Seeding Future Customer Advocacy 20:37 Leveraging Data for Customer Solutions 21:35 Becoming a Trusted Customer Advisor 24:43 Compelling Vision and Customer Focus 30:19 Human-First Approach in Business https://www.linkedin.com/in/ejieme/ 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.
2/24/25 • 32:32
In this weeks’ Scale Your Sales Podcast episode, my guest is Priya Lakshmi. Experienced consulting sales leader with a passion for transforming financial services with the power of technology. Currently the UK CRO for GFT Group and leading the sales, partnerships and marketing and driving growth strategies for the UK business. Have a track record of delivering sustained revenue growth through deep customer relationships and driving innovative solutions. In today’s episode of Scale Your Sales podcast, Priya shares how uniting sales, partnerships, and marketing under her leadership drove GFT’s record year, with partnerships generating a significant share of leads. In conversation with Janice, they discuss diversity in sales, fostering empowerment, and understanding individual motivators within teams. This episode offers actionable insights on optimizing performance, managing internal processes, and prioritizing customer obsession in the tech industry, along with personal leadership experiences in a traditionally male-dominated field. Welcome to Scale Your Sales Podcast, Priya Lakshmi. Timestamps: 00:00 Power of Three: Sales Strategy 04:47 Navigating Partner Mindset Shifts 09:45 Sales Team Integration Challenges 13:05 "Be Bold in Tech Sales" 16:42 Diversity in Sales Leadership Lacking 18:34 Empowering Women Leaders in Organizations 21:43 Empowerment and Role Models 26:00 Introverts Excel in Sales Careers 29:39 Tailored Coaching for Sales Success 33:33 Empowerment and Ownership Culture 34:22 Empowered Sales Through Agile Operations 38:26 Balancing Family and Career Challenges https://www.linkedin.com/in/priya-lakshmi-09ab004/ 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.
2/11/25 • 41:30
In this weeks’ Scale Your Sales Podcast episode, my guest is Brandi Starr. Brandi Starr is a marketing powerhouse with over 20 years of experience shaking up B2B and B2B2C companies. As COO at Tegrita, a consultancy that unlocks the power of email, she's all about transforming processes, enhancing go-to-market strategies, and ensuring smooth customer experiences. Named one of the Top 50 Women in MarTech, Brandi blends strategic vision with operational savvy. She's also the coauthor of "CMO to CRO" and the host of the Revenue Rehab podcast, known for turning ideas into action and inspiring others in the marketing world. In today’s episode of Scale Your Sales podcast, Brandi Starr has transformed B2B and B2B2C organizations through her expertise in optimizing email strategies within the sales funnel. A leading voice in Martech, she explores the role of technology in sales and marketing, the importance of team alignment, and the untapped potential of mid-funnel insights. Brandi shares actionable strategies for revenue growth and high-performing sales teams, offering a forward-looking perspective on customer excellence and sustainable success. Welcome to Scale Your Sales Podcast, Brandi Starr. Timestamps: 00:00 Maximizing Middle Funnel Opportunities 03:39 Modern Phone Intrusiveness 06:49 Integrated Marketing Insights 10:33 Mastering Middle Funnel Strategy 14:14 Data & Tech: Insightful Integration 16:28 CMO: Future Revenue Leader 20:25 Reassess Tech Use, Don't Replace 24:11 Misaligned Strategy Limits Business Success 28:43 Hiring for Talent, Not Experience 32:21 Role-Specific Assessment Benefits 33:30 Unlocking Success Through Predictive Tools 36:44 Authenticity Drives Success https://a.co/d/6jKShUC https://www.linkedin.com/in/brandistarr/ https://www.instagram.com/revenuerehab/ 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.
1/27/25 • 39:25
In this weeks’ Scale Your Sales Podcast episode, my guest is Alina Vandenberghe. Alina is the co-founder and co-CEO of Demand Gen Conversion Platform Chili Piper. Her company is used by GTM teams at Monday.com, Rippling, Home Depot, and more. In 2022 her company reached a Billion-dollar valuation. She also runs a foundation focused on non-Violence, co-chairs a woman organized focused on electing Harris as the next president and is a mom of two boys. In today’s episode of Scale Your Sales podcast, Alina shares her expertise on the evolving sales landscape, highlighting data-driven decision-making, cultural diversity, and the impact of remote work on achieving work-life balance. She discusses the challenges sales leaders face in balancing quotas with genuine customer relationships and reflects on her inspiring journey from Ukraine to becoming an industry leader. Alina’s story showcases resilience, a drive for financial stability, and a vision for inclusivity. Welcome to Scale Your Sales Podcast, Alina Vandenberghe. Timestamps: 00:00 Revolutionizing Sales Culture and Embracing AI Challenges 05:11 Resilience and failures are underappreciated in success. 07:20 Hiring focus: drive to change, not victim mentality. 12:58 Remote work pros/cons; desires transparency, social impact. 15:03 Employees diverse, motivated by financial stability, impact. 18:51 Eastern Europeans valued for strong work ethic. 23:39 AI complicates sales, demands trust-building partnerships. 28:12 Train sales team to meet ICP needs effectively. 31:00 CEO feels lonely, disappointed, seeks local wisdom. 35:29 Nonviolent Communication transformed introversion to extroversion. 37:55 Inspired by diversity, self-expression, and environment. https://www.linkedin.com/in/alinav/ https://x.com/alinutzav 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.
1/13/25 • 41:45
In this special episode, we embark on a heartfelt exploration of the profound influence that heroes and sheroes have on our lives. From family members and mentors to global icons, our esteemed guests share personal stories of the individuals who have shaped their journeys and inspired them to achieve greatness. Whether it's the steadfast support of a loved one or the trailblazing example of renowned figures, these accounts highlight the transformative power of guidance, inspiration, and leadership. Their stories serve as a reminder that we all possess the potential to make a meaningful impact in the lives of others. We hope you enjoy this inspiring episode! Timestamps: 00:00 Celebrating people who inspired and shaped us. 03:27 Sharing session about Heroes & Sheroes of Scale Your Sales Podcast Guests 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.
1/6/25 • 20:40
Start the new year with a compelling episode of the Scale Your Sales Podcast hosted by Janice B. Gordon. This special edition explores a fascinating question posed to our guests: "What one thing would you take if stranded on a desert island?" From practical tools to deeply personal choices, their answers reveal a range of motivations and values that extend beyond the business world. Janice also shares her own response and invites you to reflect on yours. Tune in to discover the human side behind business brilliance. Hear surprising answers that reveal personal values and motivations, along with Janice’s own response. Timestamps: 00:00 If you were on a desert island alone, what one thing would you take with you? 02:18 What item would you take to survive on a desert island? 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.
12/30/24 • 12:34
This week on the Scale Your Sales Podcast, Janice B Gordon presents a special Christmas edition packed with reflections, insights, and festive cheer to wrap up an incredible year in sales! Welcome to the festive edition of the Scale Your Sales podcast, hosted by customer growth expert and RevTech strategist Janice B Gordon. Ranked among the top 10 sales podcasts, this special episode reflects on 2024's biggest trends in B2B sales. We discuss the rise of customer-centric strategies, the role of AI and technology in boosting efficiency, and how diversity drives innovation and success. Discover how these shifts are shaping a more productive and innovative 2025. Packed with actionable insights, this episode is your guide to thriving in the evolving sales landscape. Tune in now and get ready for the year ahead! Timestamps: 00:00 Empathy and EQ crucial for sales success. 03:35 Shift from tech-driven to data-driven strategies. 09:35 Discussing customer retention, revenue growth themes, 2024. 11:31 Great recovery and diverse leadership drive success. 15:35 Data-driven decisions enhance sales team productivity. 19:35 AI in sales: episodes explore innovation, leadership. 23:13 Customer-centric, data-driven sales strategies for 2024. 27:15 AI enhances customer-centric, data-driven revenue strategies. 29:46 Share podcast, leave reviews, embrace 2025 goals. 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.
12/23/24 • 31:41
In this weeks’ Scale Your Sales Podcast episode, my guest is Celeste Bayles. Celeste is a dynamic sales operations leader known for transforming revenue organizations and expertly integrating sales team’s post-acquisition. With expertise in CRM and AI-powered sales optimization, she enhances seller efficiency and focuses teams on high-value opportunities, driving seamless transitions and sustainable growth across complex, multi-platform environments. In today’s episode of Scale Your Sales podcast, Celeste shares valuable insights into building strong cross-departmental relationships and crafting tailored sales messages for specific roles. She emphasizes the importance of active listening, understanding client challenges, and simplifying the buying process to drive success. Drawing from her experience with company acquisitions, Celeste offers practical advice on integrating technology and maintaining a positive outlook during periods of change. Welcome to Scale Your Sales Podcast, Celeste Bayles. Timestamps: 00:00 Navigating Company Acquisitions 05:57 Employers using STAR method improves interview clarity. 09:07 Assessing adaptability and problem-solving in sales candidates. 11:11 Ask questions, listen, be authentic in sales. 15:42 Guide inexperienced buyers to achieve goals collaboratively. 17:40 Employee experiences excitement and uncertainty post-acquisition. 23:12 Continuously evaluate and adapt to sales needs. 24:30 Sales enablement: training, RFP assistance, data-driven insights. 29:28 Evaluate company strengths; avoid unnecessary technology debt. 31:49 Encourages self-belief and celebrates everyday heroism. https://www.linkedin.com/in/celesteyarbrough/ https://www.instagram.com/celestebayles/ https://x.com/celesteyarbro 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.
12/16/24 • 34:00
In this weeks’ Scale Your Sales Podcast episode, my guest is Sharon D Smith. Sharon is a commercial director with a powerful track record in driving strategic sales and operational growth. She specializes in accelerating revenue through innovative go to market strategies and a customer first approach. She focuses on aligning team performance with customer needs and has proven this as invaluable in today’s competitive landscape. In today’s episode of Scale Your Sales podcast, shares her journey as a black female leader navigating the challenges of visibility and representation in the commercial world. We discuss her innovative go-to-market strategies, customer-first approach, and dedication to fostering diverse, inclusive teams. Sharon's insights highlight the value of empathy, problem-solving, and balancing efficiency with personal responsibilities, offering actionable strategies for sales professionals aiming to excel. Welcome to Scale Your Sales Podcast, Sharon D Smith. Timestamps: 00:00 Challenges of black women leadership in business. 04:28 Diversity in leadership brings innovative solutions. 06:55 Diverse experiences enhance effectiveness and differentiation. 12:31 Creating workplace diversity in sales is challenging. 15:23 Focus on skills, not job titles, for careers. 19:46 Job satisfaction: family feeling, no promotion desire. 22:13 Recognized problem-solver, collaborative, career-driven. 23:51 Identified problems, provided solutions, exceeded expectations. 27:33 Diverse skills in sales team bring success. 30:53 Sales assessments create clarity for predictive forecasts. 33:30 Leaders provide vision, not trauma, for transformation. https://www.linkedin.com/in/sharon-d-smith-24609331/ https://x.com/Sharon_sm1th 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.
12/9/24 • 35:32
In this weeks’ Scale Your Sales Podcast episode, my guest is Stephanie Neale. Stephanie Neale is CEO at Blind Zebra, helping B2B sales teams simplify selling through their Sales Operating System, BZSOS™. She lives in Indianapolis with her husband, who’s also her business partner, their five kids (combined), and a Doodle they sometimes claim. In today’s episode of Scale Your Sales podcast, Stephanie shares her journey from accidental salesperson to accomplished sales leader, guided by authenticity and principles like intention, abundance, and detachment from outcomes. We explore the importance of a structured sales process, the evolving role of women in sales, and the impact of diversity in teams. Honoring her mentor Laurie Grass, Stephanie emphasizes leaving a lasting positive impact on customer experience. Welcome to Scale Your Sales Podcast, Stephanie Neale. Timestamps: 00:00 Authentic sales focus on customer needs. 06:25 Podcast focuses on diverse, global perspectives and experiences. 08:26 Increasing female representation in B2B buying industry. 12:22 Sales hesitance due to perceived professional aggressiveness. 14:35 Identify obstacles; discuss red flags collaboratively. 18:44 Clear, named sales process ensures efficient scaling. 23:49 Mentor inspired career growth and lasting impact. 24:55 Laurie's legacy influences women in sales globally. https://www.linkedin.com/in/stephaniesummersthompson/ 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.
12/2/24 • 27:32
In this weeks’ Scale Your Sales Podcast episode, my guest is Charlene Li. Charlene Li is an expert on disruptive transformation strategy and leader and the NYTimes bestselling author of six books. She is working on her 7th book “Winning with Generative AI”. Charlene is graduate of Harvard College and Harvard Business School and was named one of the most creative people in business by Fast Company. In today’s episode of Scale Your Sales podcast, Charlene explores the evolving intersection of technology and leadership, emphasizing the centrality of people and relationships over tools. She shares insights on leveraging AI in sales to balance automation with humanity, build trust through deeper customer understanding, and empower sales teams by eliminating routine tasks. The discussion includes overcoming AI-related fears, implementing responsible governance, and maximizing the potential of both people and technology. Welcome to Scale Your Sales Podcast, Charlene Li. Timestamps: 00:00 AI, sales challenges, leadership. 03:42 Building trust in AI requires transparency and respect. 08:11 Balancing FOMO and caution requires structured governance. 12:32 Scaffolding in sales: support, efficiency, human oversight. 13:48 Use AI to analyse organizational feedback efficiently. 17:47 Can AI enhance existing strategies effectively? 20:01 AI streamlines content creation for sales presentation. 25:53 Maximizing potential despite limitations, empowering individuals. 26:54 Shares wisdom on maximizing potential. https://linkedin.com/in/charleneli https://instagram.com/charleneli https://twitter.com/charleneli 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.
11/25/24 • 27:51
In this weeks’ Scale Your Sales Podcast episode, my guest is Caroline Holt. Caroline is a self-described “sales nerd”. Early on in her career as a BDR then AE, she learned everything to become a quota crusher on the job through some raw talent and grit, and obsessive focus on process. Since 2008, she has founded and run Toying with This Idea, a consulting business specializing in increasing sales effectiveness, around the talent, tools, and technology and touchpoints across the sales process. In today’s episode of Scale Your Sales podcast, Caroline shares insights from her extensive career, highlighting the pitfalls of traditional onboarding and the risks of relying on past performance when hiring. She introduces the concept of "coaching debt," emphasizing the importance of continuous skill development and personalized training programs. Together, they explore strategies to optimize sales team efficiency, align hiring decisions with customer satisfaction, and ensure long-term success through structured onboarding. Welcome to Scale Your Sales Podcast, Caroline Holt. Timestamps: 00:00 Hiring right people requires more than past performance. 05:00 Understanding sales processes critical for successful onboarding. 08:53 Critical onboarding skills prevent "coaching debt" assumptions. 12:56 Sales enablement bridges skills gaps for success. 13:59 Identify competencies essential for hiring and development. 17:16 Individual-focused coaching accelerates onboarding success. 21:48 Sales focus too short-term, limits long-term growth. 24:59 Scaling back harms customer engagement and satisfaction. 27:28 Late reader seeks fictional escape on island. https://www.linkedin.com/in/carolineholt/ 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.
11/18/24 • 29:43
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.
11/11/24 • 26:15
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.
11/4/24 • 34:10
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.
10/28/24 • 31:08
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.
10/21/24 • 34:06
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.
10/14/24 • 26:50
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.
10/7/24 • 28:41
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.
9/30/24 • 39:52
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.
9/23/24 • 34:36
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.
9/16/24 • 20:03
In this weeks’ Scale Your Sales Podcast episode, my guest is Dan Pfister. Dan Pfister was a co-founder at the Business Source Corp., where he helped generate over 50.000 customers. While at The Business Source, Dan created a customer WinBack process, and based on its success, he founded WinBack Labs. He’s also the host of the WinBack Marketing Podcast. In this weeks’ episode of Scale Your Sales podcast, Dan shares his expertise on optimizing win-back marketing strategies and offers a preview of his upcoming book on the subject. He discusses how a successful win-back program led to significant revenue growth and emphasizes the importance of providing an exceptional buying experience for both new and existing customers. Dan also highlights the benefits of understanding the last touchpoint, the Pratfall effect in customer interactions, and the role of strategic partnerships in scaling revenue. Welcome to Scale Your Sales Podcast, Dan Pfister. Timestamps: 00:00 Customer retention strategy: focus on keeping customers coming. 06:24 Innovative WinBack marketing strategy. 09:02 Research on WinBack marketing, framework creation. 11:43 WinBack strategy: Reach out, fix, retain. 16:42 Fixing mistake enhances likability and competency. 18:39 Feeling heard can turn the situation around. 23:19 Scaling revenue through partnerships leads to success. 24:14 Cold calling and persistence in gaining attention. 29:12 Accept your energy to avoid suffering. https://www.linkedin.com/in/danmpfister/ 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.
9/9/24 • 31:39
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.
9/2/24 • 35:06
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.
8/26/24 • 37:25
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.
8/19/24 • 37:36
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.
8/12/24 • 39:31
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.
8/5/24 • 29:31
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 1st 15 employees outside the US. Then left to set up Salesloft in EMEA as 1st 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.
7/29/24 • 29:49