Show cover of Scale Your Sales Podcast

Scale Your Sales Podcast

Welcome to Scale Your Sales Podcast, a show for enterprising CEOs, CROs and Sales Leaders. 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 dig into our guests' strategies to scale their sales. Our experts discuss the challenges and success of scaling a sales organization, sharing their insights on customer expansion and lessons learnt. Rate and review the weekly episodes of the Scale Your Sales podcast and share your insights in the comments.

Tracks

#229: Barrett King – Building Lasting Sales Partnerships for Sustained Growth
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...
33:38 2/20/24
#228: Blake Hudson – A Comprehensive Guide to Reentering the Workforce
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...      
26:35 2/12/24
#227: James Ski – The Holistic Approach to Career Growth with Mind, Body, and Sales.
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...   
32:49 2/6/24
#226: Joe Marcoux – Coaching Through Objections and Building Sales Skills
In this week’s Scale Your Sales Podcast episode, my guest is Joe Marcoux. Joe, also known as the Sales Sensei, is the founder of the Sales Dojo where entrepreneurs, business professionals and sales leaders go to practice their skills LIVE in an interactive and safe environment. In this episode, Joe shares insights on mastering the art of objection prevention and building robust client relationships. Emphasizing emotional resilience and rigorous practice, Joe unveils effective strategies for skillfully navigating the complex terrain of sales. His approach transcends the traditional transactional mindset, focusing on genuine connections that go beyond a mere sales pitch. Joe not only shares valuable tips on handling objections but also sheds light on the two pivotal elements crucial for propelling buyers forward in the sales journey. For further exploration of these concepts, be sure to check out Joe's book, "Business Evolution," where he delves deeper into the evolution of successful business practices. Welcome to Scale Your Sales Podcast, Joe Marcoux.   Timestamps:   05:13 – Make decision easy, focus on buyer's process.   06:23 – Alignment is key for creating trust and inclusion.   09:42 – Overcoming objections requires practice and composure.   22:20 – Align, inspire, motivate, and empower for success.   24:33 – Consistency is key for physical and mental well-being.   29:58 – Earn the right before presenting your bait.   https://sosdojo.com/free-sos-book-jbg https://www.facebook.com/realjoemarcoux/ https://www.linkedin.com/in/joemarcoux/ https://www.instagram.com/sosdojo/ https://twitter.com/joemarcoux   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     
32:35 1/29/24
#225: Victor Antonio – Removing Objections and Boosting Confidence in Sales
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...
50:01 1/22/24
#224: Michelle Accardi – Sales Success through Customer Relationship Building
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... 
25:20 1/15/24
#223: Virginia Chere Lucett – The Power of Customer-Centric Sales Operations
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...
28:42 1/9/24
#222: Kate Norton – Leveraging the Power of Customer Experience Mapping
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... 
13:50 1/1/24
Scale Your Sales #221: Reflection of 2023— Highlights and Moments that Mattered Most
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...
24:41 12/25/23
#220: Usman Sheikh – How AI-Driven Insights are Revolutionising the Sales Process
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... 
30:42 12/18/23
#219: Andy Champion – Transforming Teams with People-First Strategies
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... 
32:21 12/11/23
#218: Ali Cudby – Maximizing Customer Retention for Sales Growth
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...   
25:14 12/4/23
#217: Mark Gallagher – Driving Sales Success Through Customer-Centric Innovation
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...  
32:41 11/27/23
#216: Gina Stracuzzi – Navigating Generational Differences in Sales
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...      
33:08 11/20/23
#215: Alyson Baber – Boosting, Connecting, and Thriving in Sales
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...
33:21 11/13/23
#214: Roheel Ahmad – The Innovative World of Recruitment Methodologies
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...
35:47 11/6/23
#213: Sales Excellence Unveiled
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...
17:40 10/30/23
#212: Celebration of Why 6.0 Version.
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...
15:42 10/23/23
#211: Lauren Bailey – Closing the Gender Gap in Sales Leadership and Management
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...
40:15 10/16/23
#210: Julie Thomas – Customer Loyalty in the Digital Age with Value-Based Selling
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...
32:27 10/10/23
#209: Dr Jeremey Noad – The Curse of Shiny New BS Selling Professionally
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...   
34:56 10/2/23
#208: Roei Samuel – Founder is Master and Servant in the Selling Game
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...
33:30 9/25/23
#207: John Ashton – Sales greatness is in the Agency of Customers
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...
29:10 9/18/23
#206: Tara Ryan – Manage Your Energy and Be Obsessive About How it Feels
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...  
30:16 9/11/23
#205: Carole Mahoney – Embracing Collaborative Selling and a Buyer-First Mindset
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... 
28:11 9/4/23
#204: Debbie Allen - Market Your Position to Increase Credibility and Sales
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...  
31:31 8/28/23
#203: David Bentham - From Door-to-Door Sales to Leading a Global Sales Force
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... 
35:15 8/21/23
#202: Tetiana Gorbunova - When The Sales Team Are Heros For Their Customers
In this week’s Scale Your Sales podcast episode, my guest is Tetiana Gorbunova, the Head of Sales of Jooble, a top 10 global job search website used daily by millions of people in 67 countries. With over 11 years of experience, Tetiana has successfully transformed the Sales team and implemented cross-team processes. Leading sales in 67 countries, Tetiana is also a board member at Jooble. In this episode, Tetiana shares how the company navigated through unexpected adversities and maintained exceptional customer service, even during times of war. She discusses the importance of a focused approach, the role of customer success, and the significance of adapting to provide optimal support through technology. Despite facing the challenges of being headquartered in Kiev, Ukraine, amidst a turbulent environment, Tetiana and her team showcase remarkable resilience and determination. Welcome to Scale Your Sales podcasts, Tetiana Gorbunova.   Timestamps:   08:00 – How Adversity Transformed Our Team Culture - A Journey of Strength and Collaboration   11:20 – Simplifying Job Search: How Jooble Revolutionized the Job Aggregation Experience   17:10 – Cost Per Click and Cost Per Action models, how do they help customers?   19:40 – Once jobseekers are sent to the website, that is when optimization occurs   21:10 – We have to share information, not only about the market, but also of instruments.   24:00 – When you know the product and have great communication skills, you will have great sales.   27:00 – Efficiency of our performance reflects on how happy the customer is with the service.   https://www.instagram.com/tania.gorbunowa/  https://www.facebook.com/tania.gorbunowa https://www.linkedin.com/in/tetianagorbunova   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...
32:29 8/14/23
#201: Jon Nicholson - Navigating The Multigenerational Sales Force
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...  
45:05 8/7/23
#200: A Milestone Celebration of Scale Your Sales Podcast!
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...
23:19 7/31/23