Scale Your Sales Podcast
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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.
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In this week’s Scale Your Sales Podcast episode, my guest is Kendall Horner. Kendall is a partner at Braveheart Sales Performance where she works with clients all over the US to solve their B2B sales conundrums and help scale their sales teams. She brings a unique perspective on sales leadership as a self-described “Boomer in a millennial’s body who speaks fluent Gen Z.” In this episode, Kendall delves into the game-changing benefits of data insights for sales leaders and the evolving landscape of sales across different generations. She discusses unique approach to sales conversations transcends age barriers and how sales leaders can tap into the increasing influence of women in the B2B buying process. Don't miss out on this episode packed with practical tips for effective sales leadership and strategies to cater to diverse learning styles and preferences within your team. Welcome to Scale Your Sales Podcast, Kendall Horner. Timestamps: 00:00 – Data Insights and the Landscape of Sales Across Generations 08:29 – Adapt sales approach to different buyer preferences. 12:23 – Helping sales managers be more effective and understanding their role. 16:09 – Importance of protocol and hiring process to avoid biases. 19:26 – Focus on finding commitment in all generations. 23:13 – High need for approval vs genuine kindness in sales interactions. 25:42 – Consider the potential impacts of gender biases. 28:08 – Generational differences in sales due to societal norms and feedbacks. https://www.linkedin.com/in/kendallhorner/ https://braveheartsales.com/thehappysalesmanager Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Zeenath Kuraisha. Zeenath is the founder of the E-University of Sales and The Asia Pacific Sales & Marketing Academy (APACSMA), renowned for its industry-endorsed accredited sales training programs, certifications, sales audits, and assessment. Boasting a global reach, her multifaceted approach encompasses the 360 business, GTM, inside, and digital Sales Review Advisory and Support Services. She serves as the Singapore Chapter President for AA-ISP (now known as Emblaze), the Founding Fellow for Association of Professional Sales (now known as Institute of Sales Professionals). Zeenath has received numerous accolades and recognition from the industry including Sales Hacker’s 35 Most Influential Women in Sales, Best Asia Corporate Consultant by HRM Asia, and was named one of “Executive of the Year for Education” by Singapore Business Review. In this episode, Zeenath delves into the evolution and purpose of sales enablement, as well as the challenges related to its effectiveness in achieving sales targets. Through her expertise and experience, she delves into how sales enablement has transformed over the years, expanding far beyond traditional sales training to encompass a wide array of tools and activities aimed at empowering the sales function and how it aims to contribute to incremental revenue by helping sales professionals sell and perform better. Zeenath shares her expertise in sales consulting, education, and training needs for a diverse range of clients, emphasizing the importance of understanding buyers as humans and the need for authenticity, quality, pricing differences, value, and trust in the sales process. We also talk about the adaptability of sales enablement to meet the ever-changing demands of the market. Join us as we uncover the secrets to sales success with her expert guidance. Welcome to Scale Your Sales Podcast, Zeenath Kuraisha. Timestamps: 00:00 – Maximising Revenue Growth through Sales Enablement. 04:00 – Technology has evolved sales operations, enabling efficiency and improved analytics. 09:19 – Sales enablement contributes to closing revenue gaps. 11:25 – Sales leaders focus on numbers, but sales enablement involves cross-functional collaboration to improve various areas beyond just performance. 16:23 – The development of The Asia Pacific Sales & Marketing Academy (APACSMA) 18:09 – B2B is about trust, differentiation, and articulating value proposition. 22:19 – Certification may not be necessary for all. https://linkedin.com/in/zeena https://linkedin.com/in/zeena Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Sandra Long. Sandra Long is a leading independent LinkedIn consultant, instructor, and speaker. She is the author of the best-selling book, LinkedIn for Personal Branding: The Ultimate Guide. Considered as a pioneer for women in B2B sales, she enjoyed a long first career in field sales for office technology products. In this episode, Sandra shares invaluable insights on leveraging LinkedIn for sales, stressing the importance of optimising one's profile and cultivating a strategic network. She emphasises that a compelling LinkedIn profile is akin to a shop window and underscores the significance of being intentional and strategic in building a network that includes potential customers and influencers. She offers practical tips for engaging with prospects and customers online, including leveraging events to maximise visibility. We delve into the significance of personal branding and buyer-focused content, showcasing their impact on buyer confidence and sales strategies. Sandra's expertise and practical advice provide valuable tools for sales professionals seeking to expand their network and enhance their sales approach, making this episode a must-listen for actionable strategies and insightful perspectives from a renowned LinkedIn expert. Welcome to Scale Your Sales Podcast, Sandra Long. Timestamps: 00:00 – Amplifying Sales Success by Building Strategic Networks. 06:25 – Conference speakers should actively engage with their audience. 10:38 – Experienced and seasoned teams are resistant to change. 11:28 – Leaders have a fear factor about LinkedIn. 15:41 – Learning is life-long, critiques are vital. 19:32 – Engage online, provide value, and share unique insights. 23:01 – Mapping-out your network and utilising assets. https://bit.ly/Linkedbook https://www.linkedin.com/in/longsandra/ https://www.instagram.com/sandraglong/ https://twitter.com/SandraGLong Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Karen Kelly, the Host of K2 Sales Podcast. Karen is a seasoned sales expert with a passion for empowering sales professionals to achieve sales excellence. With over 20 years of experience in the healthcare industry, she brings a unique blend of expertise, energy, and practicality to her clients. She unlocks the grip our mindset, beliefs, and behaviours can have on us. Separating what serves us or sabotages us starting with our self-awareness. Replacing these patterns with purposeful values, confidence and action producing tangible results. Beyond her training work, Karen is a sought-after speaker at industry conferences and events. As the host of K2 Sales Podcast, she offers valuable guidance and strategies that can elevate your business to new heights, all while ensuring that you feel content and fulfilled. In this episode, Karen shares her experiences of being the sole woman in a male-dominated industry and how she leverages these experiences to empower other women in similar environments. We delve into the crucial aspects of self-belief, confidence, and understanding one's worth, especially in the context of women in sales. Our conversation also explores the value of curiosity for sales leaders in today's landscape, as well as for salespeople when engaging with customers. Furthermore, Karen emphasizes the significance of fostering curiosity, embracing diversity, and shifting the sales mindset towards genuine customer centricity. Welcome to Scale Your Sales Podcast, Karen Kelly. Timestamps: 00:00 – Breaking Barriers in a Male-Dominated Environment 04:38 – Finding strength in adversity. 07:36 – Women must seek environments that appreciate diversity and know when to leave negative situations. 11:33 – Society limits women’s potential, they need to back themselves. 13:36 – Embracing diverse thoughts and fostering leadership skills. 16:03 – Embrace curiosity, transparency, and team empowerment. 19:40 – Consider others' perspective, ask questions, understand impact. 22:44 – Intentional communication, active listening, and creating space for others. https://www.linkedin.com/in/karen-kelly-sales-trainer-/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Cassi Roper, the Chief Revenue Officer of Redgate Software. Cassi is a senior hands-on sales leader who delivers a passionate, systematic approach to building teams and sales culture, generating results via customer centric techniques. A big advocate of hiring women into sales roles and embedding a culture of ethical selling. In this episode, Cassi shares her insights on sales success and effective leadership within the context of Redgate Software's customer-centric approach. She emphasizes the importance of truly understanding customers' problems and pain points, underlining the value of listening and curiosity in sales. Cassi discusses Redgate's low turnover, attributing it to the company's private ownership, customer-centric focus, and embedded company values, including transparency, reasonableness, and collaboration. Additionally, we delve into Redgate's approach to enabling buyers through product testing, the challenges of promoting top performers to leadership roles, and the significance of identifying and nurturing individuals with the right traits for leadership. Join us for a journey into the heart of sales triumph and leadership mastery. Welcome to Scale Your Sales Podcast, Cassi Roper. Timestamps: 03:09 – Navigating career in male-dominated industry, challenges of women. 08:09 – Assess for passion and fit in leadership roles. 12:45 – Identifying diverse skills and leadership potential in hires. 17:37 – Efficient sales process reduces turnover and costs. 24:48 – The Importance of Immediate Value in Business 26:39 – Customers shape strategy by sharing their needs. https://www.linkedin.com/in/cassi-roper/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Derek Roberts. Derek has built, trained, and coached sales teams and sales leaders for nearly thirty years. Although he is an executive coach, consultant, and professional speaker, he is quick to proudly identify himself first and foremost as a sales professional. An executive partner with Integrity Solutions since 1999, Roberts also owns the consulting and training firm Roberts Business Group, which sells and distributes Integrity Solutions’ products. He is co-author of the new book, Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance. In this episode, Derek shares the inspiring journey behind the creation of their book "Listen to Sell." We explore the intricate interplay between mindset and skill set, emphasizing their pivotal role in unlocking optimal sales performance. Additionally, we tackle the profound impact of coaching on sales success, the transformative power of being coachable, and the significance of developing buyer and customer centricity as a driving force for triumph in the realm of sales. Tune in for a riveting exploration of the dynamic relationship between personal growth, coaching, and achieving unparalleled success in the world of sales. Welcome to Scale Your Sales Podcast, Derek Roberts. Timestamps: 04:54 – Listen and be open to coaching advice. 08:27 – Understanding and adapting to others for success. 10:54 – Fabulous relationship, successful business, shared values. 15:43 – Belief in adaptability and emotional intelligence habits. 18:34 – Ensure organizations understand and meet customer needs. 20:25 – Sales focus on customer's customer for success. https://www.linkedin.com/in/derekroberts1/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s 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...
In this week’s Scale Your Sales Podcast episode, my guest is Blake Hudson. Blake is an experienced revenue leader and holistic career coach with diverse experiences in politics, academia, and tech sales. His career brings powerful insights, whether running for State Senate at 24 or generating more than $10 Million in revenue. He recently launched launched Story Selling: The Interview Course. In this episode, Blake unveils the secrets behind his recently launched interview course, designed to guide individuals through the challenging process of reentering the workforce post-layoffs. From crafting killer emails and embracing video prospecting to advocating for quality messaging and 360-degree learning within sales teams, Blake shares a wealth of knowledge. The episode delves into the nuances of building meaningful stakeholder relationships, adopting a buyer-centric sales approach, and harnessing the power of impactful video messaging. Get ready for an engaging discussion filled with insights that span personal growth, career resilience, and refined sales strategies. Welcome to Scale Your Sales Podcast, Blake Hudson. Timestamps: 03:48 – Empathy, struggle, and overcoming obstacles to fulfill potential. 08:08 – Stats guide quality improvements for email success. 11:15 – Sales managers need peer learning. 14:04 – Establish channels, understand stakeholders, create recurring meetings. 22:22 – Video prospecting during pandemic emphasized human connection. 25:11 – Embrace your unique energy, don't compare. https://www.linkedin.com/in/onebrightblake/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is James Ski, CEO and Founder of Sales Confidence. Sales Confidence is the UK and Europe's #1 Community for SaaS sales & revenue leaders and teams. Their vision is to build the world's most valuable B2B Sales community, elevate the sales profession and help sales professionals, at each stage of their career, be the best they can be through achieving peak performance, mindset awareness and positive wellbeing. In this episode, James opens about his transformative journey, sharing his personal diagnosis of bipolar disorder and the invaluable insights gained while navigating a flourishing career in sales. From overcoming personal challenges to strategically growing his business, the experience has become the bedrock of his entrepreneurial success. James takes center stage as he unveils the secrets behind building the world's most valuable B2B sales community. With an unwavering focus on elevating the well-being and performance of sales professionals, he has pioneered an exclusive learning and development membership platform, shaping the mindset and success trajectory of salespeople and leaders at every career stage. Join us for an inspiring exploration into the intersection of personal well-being, professional performance, and the art of scaling sales success. Welcome to Scale Your Sales Podcast, James Ski. Timestamps: 03:47 – Researched US market, brought new sales tech. 10:00 – Lack of support in workplace sales experience. 10:50 – The stigma of mental health. 15:22 – Improving sales productivity, guaranteeing results, confident support. 20:09 – Professional speaking, diversity, and representation on stage. 22:50 – Back yourself, give back, introduce, create opportunities. 28:56 – Holistic well-being is vital for sustainable success. https://www.facebook.com/james.ski https://www.linkedin.com/in/jamesski/ https://www.instagram.com/james.ski/ https://twitter.com/jamesas Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this 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
In this week’s Scale Your Sales Podcast episode, my guest is Victor Antonio. Victor is a globally sought after sales trainer and consultant who earned a B.S. Electrical Engineering, an MBA and built a 20-year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company. He's the author of 16 books on sales and motivation and recently launched the Sales Velocity Academy learning platform with 600+ video courses. In 2018, he was the first to publish AI's impact on Sales in his book, "Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling". In this episode, Victor shares a compelling journey from electrical engineering to sales, driven by a realistic and capitalist mindset. The conversation delves into the nuances of selling in the US versus the UK, highlighting valuable insights for sales professionals. He emphasizes the importance of reducing anxiety and uncertainty in sales, advocating for a step-by-step plan to navigate challenges. These lessons extend beyond the realm of sales, offering valuable takeaways for personal and professional growth. Tune in to gain profound insights that can positively impact your sales strategies and life's journey. Welcome to Scale Your Sales Podcast, Victor Antonio. Timestamps: 05:42 – True capitalism involves a value for value exchange, so selling with integrity is essential. 15:01 – Focus on building relationships, not quick sales. 18:57 – The lack of conversations on moral values in sales training. 25:39 – Victor shares a versatile and reassuring tool for communication in various aspects of life. 32:24 – Cut out unsupportable team members to succeed. 47:48 – What the reality show "Life or Debt” is all about. http://www.victorantonio.com http://www.linkedin/in/victorantonio http://www.instagram/victorantonio http://www.twitter.com/victorantonio Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Michelle Accardi, the CEO of Liongard. Liongard is the global leader in configuration change detection and response, providing MSPs and IT executives with the most effective way to provide IT Governance and Cyber risk mitigation. Michelle Accardi is an innovative leader with over two decades of experience growing MSPs and technology companies with an excellent track record of success. Previously to joining Liongard, Michelle was CEO of the nation's largest cybersecurity-focused MSPs, Logically. She also spent roughly nine years leading Star2Star Communications and ultimately selling that business to Sangoma Technologies in 2021. In this episode, Michelle shares her journey from sales to CEO, emphasizing the importance of relationship selling in cybersecurity. She discusses the value of being customer-centric, channel sales strategies, and the role of customer feedback in shaping business strategies. Michelle also touches on the concept of enhanced security posture, stressing the vital role of understanding customer needs in effective sales strategies. Tune in for concise insights into the cybersecurity landscape and strategic considerations for success. Welcome to Scale Your Sales Podcast, Michelle Accardi. Timestamps: 03:06 – Transactional sales for quick solutions; relationship sales essential for tailored customer needs. 09:07 – Mapping security controls to get cyber insurance. 11:54 – Tech industry journey: from startup to CEO. 15:33 – Establishing parameters, priority explanation, ongoing training, dynamic conversations. 19:28 – Key to success: customer-centric approach and product-led growth. 21:13 – Understanding customer needs, community involvement as foundation of Liongard. https://www.instagram.com/liongardhq/ https://www.facebook.com/liongardhq/ https://www.linkedin.com/in/michelleaccardi/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Virginia Chere Lucett, a Revenue Growth Expert. Virginia is a seasoned Growth leader in vertical SaaS, with a remarkable focus on Construction Technology spanning the last 9 years. Spending 20-year in Marketing, Chere has seamlessly transitioned into leading revenue teams for seed to series B stage companies. Her passion for growth and innate problem-solving skills defines her approach. Notably, Chere thrives in challenging the status quo, demonstrating a knack for breaking through conventional rules. In this episode, Virginia discusses her experience and expertise in leading revenue teams for startup organizations, from seed stage to series B funding. She shares insights on the challenges and rewards of the early-stage startup environment, the importance of being customer-centric, and the strategies she uses to optimize salespeople and sales operations. Additionally, she discusses her upcoming ventures in advising, consulting, and launching a go-to-market fund. Join the conversation and gain valuable insights on sales operations and growth leadership from our amazing guest. Welcome to Scale Your Sales Podcast, Virginia Chere Lucett. Timestamps: 05:24 – Your technical expertise is invaluable for startups. 06:45 – Focus on product, customer, and solving problems. 09:55 – Efficiency, risk, and uncertainty in business growth. 13:30 – Recognize limitations and practice honesty for success. 21:22 – Customer success drives early sales process success. 24:51 – Building relationships requires trust and prioritizing customers. https://www.linkedin.com/in/virginialucett/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https: //www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Kate Norton, the Founder of High Peak Growth. Kate has over two decades of experience in building relationships and serving clients across a variety of industries. She has experience driving revenue in both Fortune 100 organizations as well as growing entrepreneurial companies. Her sales success is attributed to quickly gaining trust, uncovering needs and offering a simplified message. Kate has found the secret to increase the bottom line is to serve versus sell and currently works as a sales coach to help teams break through the next revenue growth ceiling. Her niche is entrepreneurial companies running on business operating systems like EOS. Kate has been a guest speaker and panelist at a variety of venues, including the Strategic Coach Podcast, the EOS® Conference, Pinnacle Business Guides Summit, Female Integrator Mastermind Summit (emcee & presenter), True Fractional Integrator Community, and the likes. In this episode, Kate discusses how to communicate the sales process internally within the organization, ensuring that everyone understands their roles in elevating the customer experience. Her insights are a goldmine for anyone looking to enhance their sales strategy. She also shares her tried and tested strategies for scaling your sales. If you're ready to simplify your sales process, align with your customers, and elevate your revenue growth, you won't want to miss this inspiring conversation. Welcome to Scale Your Sales Podcast, Kate Norton. Timestamps: 04:54 – Visual tools streamline sales process for entrepreneurs. 05:28 – “A map grounds us in space, where we are and where we're going.” 06:29 – Advocating for coordinated client experience and training. 07:51 – The Power of Storytelling in Branding. 11:15 – Understand customer pain points, create ideal client. 13:05 – Excitement for future and what's to come. https://highpeakgrowth.com/ https://www.linkedin.com/in/kate-norton-50764858/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this Christmas special episode of Scale Your Sales Podcast, I'm excited to reflect on the highlights of 2023 and share insights on visualizing and planning for 2024. Join me as I discuss the importance of human connections in sales, recount personal highlights, and delve into the significance of living the life you're meant to have. This episode is not just about looking back; it's a sneak peek into what lies ahead in 2024. As I gear up for the coming year, my focus remains on working with revenue-generating organizations and visionary CEOs to craft sales-efficient teams and foster customer-centric sales operations. Let us fill this festive journey with gratitude for the past and excitement for the future. 🌟 Wishing you all a joyful and Merry Christmas! 🎅 #ScaleYourSales #ChristmasSpecial #2023Highlights #2024goals How about you, what are your highlights from 2023? Time stamps: 03:25 Reflect on human experiences in business in 2023. 08:58 Northern lights viewed as symbol of aging. 12:11 Normal people might invest in yacht charter. 16:07 Year-end reflection: cold indoors, looking ahead to 2024. 18:47 Target: Reach CEOs, improve content, increase following. 21:14 "Use it as your compass in life." Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Usman Sheikh. Usman is the Founder and CEO of xiQ, an award-winning B2B sales and marketing platform. He aims to humanize B2B sales and marketing by leveraging generative AI and psychology. He's a graduate of the University of Michigan and before xiQ, Usman held various global roles at SAP, including Vice President of Corporate Development, Product Management, Sales Enablement, and Digital Commerce. In this episode, Usman unravels the intricate distinctions between AI and generative AI. He discusses their game-changing platform that not only saves ten times the time in researching your prospects but propels us into a future-focused paradigm, and sheds light on the transformative power of identifying opportunities for unique individuals within distinct organisations. Learn how their innovative approach enables the generation of personalised content that captivates the interest of each individual or organisation, setting the stage for unparalleled engagement and success. Welcome to Scale Your Sales Podcast, Usman Sheikh. Timestamps: 05:52 – B2B sales and marketing practices need upgrading. 09:46 – XiQ predicts 4 key personality types accurately. 13:19 – Sales perspective: focus on future opportunities. 15:44 – Utilise digital breadcrumbs to personalise responses effectively. 17:46 – Future relationships, small companies using AI efficiently. 22:15 – Use tools for their intended purpose; be honest. https://www.linkedin.com/in/usmanmsheikh/ https://twitter.com/xiqinc https://www.instagram.com/xiq_inc/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Andy Champion, the Vice President and General Manager of Highspot. Andy is an ex-British army officer who excels in leading SaaS go-to-market teams in EMEA and ANZ, guiding them through IPOs and market expansion. He's passionate about mentoring diverse talent in dynamic, accountable autonomous environments to achieve outstanding outcomes. In this episode, we dive into Andy's journey in sales leadership, exploring the profound impact of technology on sales strategy. We discuss the pivotal role of investing in people and coaching in driving successful sales teams, touching on recruitment challenges and the key behaviors indicative of future success. From leveraging sales-specific data sets to the game-changing potential of generative AI in personalized coaching, our conversation offers insights for sales professionals and leaders alike. Join us as we unravel the dynamics of sales, leadership, and technology, providing valuable strategies to scale your sales. Get ready to immerse yourself in the depth of our discussion—you're sure to love every moment of this episode. Welcome to Scale Your Sales Podcast, Andy Champion. Timestamps: 01:46 – Why did Andy join Highspot? 07:54 – Success strategies start from the people. 11:08 – How do you make sure that you do have the right people for the job? 14:55 – As salespeople, we are responsible for our own success. 22:20 – Coaching cost time, and time is the most valuable. 26:06 – Generative AI can analyze and summarize calls for personalized coaching. https://www.highspot.com/ https://www.linkedin.com/in/andychampion/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Ali Cudby. Ali is the Founder and CEO of Alignmint Growth Strategies, where companies learn how to prevent customer churn before it starts. Ali’s expertise has served Fortune 500 corporations and startups alike. She is also the author of the #1 best-selling book on customer retention, Keep Your Customers. In this episode, Ali shares her insights on the phrase "The customer is always right." and how it impacts businesses, as well as the strategies she uses to prevent customer churn. The discussion touches on the importance of customer satisfaction, upselling, and cross-selling as key metrics for customer success. Ali outlines effective strategies for optimizing salespeople and emphasizes the value of celebrating moments that matter most to customers. Plus, she shares a tried and tested strategy for scaling sales and concludes with a fascinating take on what she would bring to a desert island. Tune in to gain valuable insights on customer retention and growth strategies from this engaging conversation. Welcome to Scale Your Sales Podcast, Ali Cudby. Timestamps: 05:55 – Create clear assistant processes for excellent customer experience. 09:03 – Focus on retention to grow revenue effectively. 12:32 – Key factors: customer satisfaction, churn prevention, upsells. 15:56 – Identify unique moments for meaningful customer celebration. 17:55 – Developing cross-functional playbooks for customer experience success. 21:10 – Leverage existing strengths to enhance performance. https://www.linkedin.com/in/alicudby/ https://twitter.com/alicudby/ https://alignmintforgrowth.com/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is 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 https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week's episode of the Scale Your Sales podcast, my guest is Gina Stracuzzi, the Co-Founder and Director of the Women in Sales Leadership Center at the Institute for Excellence in Sales (IES). IES Women in Sales Leadership (WISL) helps women in the industry to take on increasing leadership roles with courage, conviction, and creativity by giving them the career tools, techniques and strategies to succeed. In this episode, Gina highlighted the IES Women in Sales Leadership Program, addressing the awareness of generational differences among women in sales. We discussed the unique opportunities and challenges each generation faces, emphasizing the program's role in mentoring new entrants to the sales industry. The conversation delved into the profound impact of multiple generations in sales, particularly focusing on the challenge of effectively expressing and communicating value, especially among younger women. Notably, we explored the industry's reception of different communication styles, reflecting a generational gap. Additionally, the discussion touched on the broader effects on sales, industry dynamics, and the influence of remote work, providing a comprehensive view of the factors shaping the sales landscape. Welcome to Scale Your Sales Podcast, Gina Stracuzzi. Time stamps: 03:34 – New women managers now are embracing empowerment and constructive leadership. 09:56 – Generation diversity also impacts the workforce. 13:46 – Adapting to remote work, technology still catching up. 15:30 – Generations will blend towards a new norm. 19:58 – Pros and cons of remote work. What will the new generation be missing out on? 25:27 – Know your buyer, understand their options, adapt. 27:14 – New technologies are criticized, but change is natural and leads to innovation. https://www.i4esbd.com/ https://www.linkedin.com/in/ginastracuzzi/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-... Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week's 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...
In this week's episode of the Scale Your Sales podcast, my guest is Roheel Ahmad. Roheel is the Co-founder of Forsyth Barnes, one of the fastest growing, global, bootstrapped, talent partners. They headhunt middle to senior executives across eTail, Sports & Entertainment, and Fintech. Forsyth Barnes is committed to enhancing diversity within client organizations. In this episode, Roheel delves into his unwavering mindset of resilience and growth, even in challenging times like the COVID-19 pandemic. We discuss his company's decision to invest in a larger office space and maintain ambitious targets, along with the value of continuous training to prepare for future opportunities Our discussion centers on the pivotal need for optimizing the recruitment process and driving innovation in the industry. He emphasizes the urgency and efficiency required in hiring, shedding light on the risks of lengthy recruitment processes that can lead to losing top talent to more agile competitors. We also explore the integration of diversity within Forsyth Barnes' recruitment methodology, known as FB way, and how it positively impacts the industry. Welcome to Scale Your Sales Podcast, Roheel Ahmad. Timestamps: 01:26 – The FB way: Control, influence, and urgency explained. 07:39 – Frustration with sector drives desire for innovation. 11:38 – Early success in field sales, fearless in job applications, transitioned into recruitment. 17:43 – Confidence in ourselves amidst uncertainty and targets. 28:01 – Underestimating speed, financials, evaluating culture in recruitment. 30:27 – Longer recruitment process leads to lower-quality talent. https://linkedin.com/in/roheelahmad Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-... Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week's episode of the Scale Your Sales podcast, I'm delighted to take you on a transformative journey to explore the essence of sales greatness in 2024. Drawing from real-life examples, she challenges common perceptions of successful salespeople and shares valuable lessons. Discover the costly consequences of poor sales hires, the power of optimism in sales success, and the top challenges faced by sales leaders today. Janice also discusses the future of sales teams, emphasizing the need for smaller, more focused teams aligned with marketing and customer success. In this thought-provoking episode, you'll gain insights into what makes a successful salesperson, the importance of strategic planning in sales training, and how to adapt to rapidly changing market dynamics. Don't miss our upcoming LinkedIn Live sessions and resources to help you transform your sales approach for 2024. It's time to rethink your sales strategy and make 2024 a year of sales success. Timestamps: 02:44 – Stop holding on to mediocre salespeople. 04:10 – Optimism leads to greater success in insurance. 07:35 – Adapt to buyer preferences with flexible leadership. 12:28 – Hybrid selling, AI, automation drive sales efficiency. 14:49 – Upcoming LinkedIn lives in November. Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-... Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week's episode of the Scale Your Sales podcast, I'm thrilled to share my incredible journey, an evolution into version 6.0 of myself and the extraordinary life I now embrace. From witnessing the awe-inspiring Northern Lights in Norway to thoughtfully planned adventures to iconic destinations like the Grand Canyon and Japan, my life has been a fearless odyssey, marked by boundary-pushing, triumph over challenges, and a rich tapestry of achievements, both in my professional and personal spheres. Join me as I impart my wisdom on the importance of investing in one's mindset and physical well-being, the significance of trusting your instincts, and the exhilaration of embracing the boundless possibilities that await. This episode serves as a jubilant celebration of personal growth and stands as a powerful reminder that it's never too late to step into the person you're destined to become. Timestamps: 0 1:54 – Soaring above hurdles and putting myself forward. 05:10 – Embracing life's essence and taking the leap into the unknown. 05:54 – What's my secret superpower? 09:37 – Your mindset serves a vital role in success. 10:23 – Trust your instincts, ignore doubt, and push your own boundaries. 11:30 – Are you living the life you're meant to have? Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-... Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Lauren Bailey, the Founder and President Factor 8, The Sales Bar, and #GirlsClub. “LB” is the Founder and President of three successful brands: Factor 8, providing front-line job training for inside sellers and managers, The Sales Bar, a subscription-based virtual sales training platform, and #GirlsClub, a community and development program helping more women earn leadership positions in sales. She is on a mission to change lives by helping all levels of sales feel more confident and more successful at work. In this episode, Lauren delves into the smart strategies revenue leaders employ to harness the potential of customer success teams, recognizing their role in long-term revenue growth. We touch on the importance of authenticity, especially in the context of evolving gender and racial dynamics within the sales environment and business landscape. This insightful discussion is sure to inspire and provoke your thoughts. She is a dynamic leader with a mission to boost confidence and success at all levels of the sales profession. Welcome to Scale Your Sales Podcast, Lauren Bailey. Timestamps: 08:28: – The unwritten rule- What is the Girl Code format? 14:37 – Women have silently endured the gender gap's injustices. 16:30 – Perfectionism and Confidence cannot coexist. 19:30 – When is the right time to seek a promotion? 23:31 – Sales is a misunderstood gem, a service-driven quest to solve problems. 27:27 – Top salespeople don't always make top managers. 37:12 – Find the Others. https://factor8.com/ https://wearegirlsclub.com/ https://twitter.com/factor8sales https://www.linkedin.com/in/insidesalesadvisor/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales podcast episode, my guest is Julie Thomas, the President and CEO of ValueSelling Associates. Julie is the author of "The Power of Value Selling: The Gold Standard to Drive Revenue to Create Customers for Life," and works with revenue leaders across many industries to help them realize results they never thought possible. She is passionate about guiding revenue organizations through uncertainty and helping them build resilient, engaged teams that drive predictable, sustainable results and create customers for life. In this episode, we delve into the world of value selling and its transformative potential for businesses in the digital age. Our guest introduces her recently launched book, "The Power of Value Selling," which serves as a contemporary guide to driving revenue and cultivating lifelong customer relationships. We explore the shift from her previous work in 2006, highlighting the profound changes in technology and communication strategies that have reshaped the value selling landscape. She also discussed the intricacies of conveying value through both extrinsic and intrinsic approaches, and the pivotal role value-based selling plays in fostering customer loyalty and retention. We also dissect the shortcomings of traditional sales processes, shedding light on the symbiotic relationship between customer success and sales effectiveness. Welcome to Scale Your Sales Podcast, Julie Thomas. Timestamps: 04:43 – Value selling is about understanding what someone values and motivating them to choose you. 07:49 – Teach buyers business value, understand their personal motivation. 12:19 – In today's world, it's about reselling continually. 15:05 – Clients integrate resources for customer-centered approach. 18:58 – Sales leaders focus too much on salesperson, instead of buyer outcomes. 25:51 – Sales reps often waste time on unwinnable opportunities. https://twitter.com/ValuSelling https://www.facebook.com/ValueSellingAssociates https://www.linkedin.com/in/julieathomas/ Purchase her book through this link! https://www.amazon.com/Power-Value-Selling-Standard-Customers/dp/1394182562/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales podcast episode, my guest is Dr Jeremy Noad, the Global Director for Growth Productivity of Linde Group Dr Jeremy Noad is a multi-award-winning sales and marketing professional. Since 2010, he has been working with sales organisations in over 50 countries to grow revenue, increase profitability and improve personal productivity. He is co-author of the best-selling " Selling Professionally”. He advocates for improving sales professional status and supports individuals and organisations to improve their sales success. In this episode, Dr Noad shares his expertise on modernizing the sales process. He emphasizes the importance of understanding the evolving buyer's journey in the digital age and highlights how sales professionals need to adapt their mindset to effectively engage with buyers at various stages of their journey. With over two decades of experience working with sales organizations globally, he offers valuable insights on growing revenue, enhancing profitability, and boosting personal productivity in sales. If you're seeking to modernize your approach to selling and gain a deeper understanding of the changing dynamics in sales, this episode is a must-listen. Welcome to Scale Your Sales Podcast, Dr Jeremy Noad. Timestamps: 05:25 – New technology can hinder salesperson productivity. 10:05 – Digital journey must be customer-centric and meeting their needs. 14:48 – Switching training to align with buyer expectations. 18:01 – Setting standards in sales, writing a textbook, mentoring. 22:19 – Benchmarking for improvement using digital tools. 25:57 – Data-driven professionalism, diverse skills, clear career paths for market success. 30:12 – Journey of resilience in Homer's Odyssey. https://www.linkedin.com/in/jeremynoad/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales Podcast episode, my guest is Roei Samuel, th founder and CEO of Connectd. Roei is a serial entrepreneur and investor. His platform, Connectd, has helped over 1,000 organisations and individuals find each other through a data-driven approach and cutting out the middlemen in the investment cycle. In this episode, Roei delves into his personal journey while exploring the tangible advantages of joining his ecosystem and community. We also talk about the concept of neurodiversity and its significance, as well as contemplate the future landscape of the workforce. Throughout this discussion, we explore strategies to entice Generation Z into the job market and devise ways to enhance both flexibility and productivity within it, all while recognizing that by accommodating different working styles and needs, such as flexible work schedules and quiet areas, businesses create an environment where all employees can thrive. This approach has notably contributed to an impressive 96% staff retention rate over the course of four years at Connectd. Welcome to Scale Your Sales Podcasts, Roei Samuel. Timestamps: 08:26 Market gap in advisors for early-stage founders. 11:08 Championing Inclusivity: Embracing Neurodiversity in Education and Work. 15:46 Diversity and inclusion, start early and be willing to make changes. 21:58 The Impact of AI on recruitment and diversifying the workplace. 24:09 Addressing the inequalities in education and funding opportunities for entrepreneurs. 28:48 Transparency and unwavering commitment are the linchpins of our success. 30:54 If founders are not able to sell it, it's not gonna sell. https://www.linkedin.com/in/roei-samuel/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales podcast episode, my guest is John Ashton, the Vice President of the EMEA Sales team for Braze. Braze is a comprehensive customer engagement platform that powers meaningful and relevant interactions between customers and brands. Prior to Braze, he was an Infantry Officer in the British Army and served on operations around the world. Outside of work he is an adventure enthusiast and is currently preparing to row across the Atlantic this December of 2023. In this episode, John talks about the shift in focus from pre-2022 business strategies centered on personalized and optimized cross-channel messaging to the current importance of streamlining tech infrastructure in enterprise organizations. He discussed the need for users to quickly onboard and upskill in this reduced tech environment, highlighting the significance of human resource optimization. He shares their focus on product expertise, effective utilization of technology, and the vital role they play in customer retention and growth. Additionally, we learn how Braze differentiates itself in the competitive market through customer advocacy and a positive post-signing experience. Welcome to Scale Your Sales Podcasts, John Ashton. Timestamps: 03:56 – In today’s competitive market, high-frequency data analysis, personalized engagement, and flawless execution define Braze. 08:28 – Success lies in quantifying and reducing wasted resources. 12:54 – Talent is key, and so are intellectual curiosity and effective communication. 16:55 – Feudal exercises with vague briefs foster curiosity. 23:49 – His role in in account management, prioritizing advocacy and clear communication 26:34 – Interdepartmental synergy fuels sales success, anchoring in value-driven projects. https://www.linkedin.com/in/jecashton/ Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal...
In this week’s Scale Your Sales podcast episode, my guest is 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...
