#261 Steve Heroux - Modern Sales Strategies: Building Authentic Connections
Release Date: 09/30/2024
#266 Laura Wheeler - KPIs and ROI: Keys to Successful Sales and Scaling Strategies
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Laura Wheeler. Having built & lead teams across GTM: sales, operations and enablement, Laura is taking her 16 years of expertise from Tableau & Spekit to early-stage founders. She is COO and co-founder of RVNU (are-vee-in-you) with a company mission to democratize GTM expertise to more founders, improving survival past $20M in ARR. In today’s episode of Scale Your Sales podcast, Laura Wheeler offers expert insights into proving ROI before going to market and the challenges companies face when scaling without validating...
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#265 Amelia Taylor - Unlocking Sales Success: The Power of EQ and Authentic Networking
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Amelia Taylor. Amelia Taylor, Founder of The Revenue Table, drives revenue growth through strategic partnerships and trusted relationships. She leads with a rebellious, EQ-led mindset, activating growth initiatives and executing big ideas. Amelia excels in executive communication and leveraging a Nearbound approach to meet buyers where they engage, most. In today’s episode of Scale Your Sales podcast, Amelia shares her transition from traditional employment to entrepreneurship, challenging established norms with an EQ-driven...
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#264 Richard Harris - Why the Buyer's Experience Matters More than the Journey in Sales
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Richard Harris. Richard Harris, Author the Seller’s Journey, teaching sales reps how to earn the right to ask questions, which questions to ask and when. In today’s episode of Scale Your Sales podcast, Richard discusses the evolving sales landscape, focusing on essential skills like coachability, teamwork, and handling disagreements. He shares innovative interview techniques and challenges assumptions about sales roles, highlighting how introverts often excel. They also explore the impact of AI on sales education and the...
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#263 Emma Lo - Advancing Customer Success and Leveraging AI in Sales
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Emma Lo Emma is a revenue and customer experience leader with over 13 years in tech and e-commerce, driving $35MM in revenue. She specializes in driving customer success and revenue growth for SaaS startups, boosting customer retention. Currently, she is running Canada’s Customer Success community called CS in Focus. Her expertise aligns with our focus on accelerating sales and achieving outstanding customer outcomes. In today’s episode of Scale Your Sales podcast, we have an insightful conversation with Emma Lo, where she has...
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#262 Pam Didner - Discusses AI's Impact on Sales Teams and Marketing Strategies
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Pam Didner. Pam is a seasoned B2B Consultant, Speaker, Fractional CMO, Author, and Podcaster. She has also written five business books” The Modern AI Marketer, Effective Sales Enablement, Global Content Marketing. Pam works closely with both sales and marketing teams to develop cohesive plans that align with overall business goals. In this episode of Scale Your Sales podcast, we explore the evolving world of sales, marketing, and AI with Pam Didner. She shares insights on transforming sales teams, the shifting buyer’s journey,...
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#261 Steve Heroux - Modern Sales Strategies: Building Authentic Connections
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Steve Heroux. Steve Heroux is the CEO & Founder of The Sales Collective, and to say Steve is a contrarian when it comes to sales and sales leadership would be an understatement. His organization works with companies whose leaders have enough self-awareness, emotional intelligence, and vulnerability to acknowledge they don’t know everything. In today’s episode of Scale Your Sales podcast, Steve shares his innovative perspectives on modern sales strategies, emphasizing the shift from “Always Be Closing” to “Always Be...
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#260 Sergio Bea - Simplifying Sales Processes and Boosting Customer Experience
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Sergio Bea. Sergio draws on nearly three decades of telecom and IT industry experience, leading different sales organization in Fortune 500 global corporations as well as smaller niche vendors. Sergio has led indirect sales teams (Channel Chief award for 8 years in a row) and direct sales organizations with expertise in different market segments and regions. Born and raised in Argentina, he moved to the US 20 years ago with his wife Vanessa and his triplets’ girls (now 22 years old). Both Sergio and Vanessa had extensive...
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#259 Janice B Gordon - Celebration Review
Scale Your Sales Podcast
Welcome to a special edition of the Scale Your Sales podcast as we celebrate our 5th anniversary! I'm your host, Janice B Gordon, and it's been an incredible journey since the podcast's launch in 2019. Our mission has consistently focused on empowering B2B sales teams and leaders with actionable, customer-centric insights. In this episode, we reflect on the evolution of our themes, from fostering diversity and driving revenue growth to aligning sales talent and leveraging data-driven strategies. We'll revisit key discussions and milestones that have shaped our journey over the past five years....
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#258 Dan Pfister - Mastering WinBack Strategies for Customer Retention and Revenue Growth
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Dan Pfister. Dan Pfister was a co-founder at the Business Source Corp., where he helped generate over 50.000 customers. While at The Business Source, Dan created a customer WinBack process, and based on its success, he founded WinBack Labs. He’s also the host of the WinBack Marketing Podcast. In this weeks’ episode of Scale Your Sales podcast, Dan shares his expertise on optimizing win-back marketing strategies and offers a preview of his upcoming book on the subject. He discusses how a successful win-back program led to...
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#257 James Cuthbertson - The Evolving Role of Founders in Sales Success
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is James Cuthbertson. James Cuthbertson is the CRO of Relative Insight. An innovator in text analytics, James helped to grow Relative Insight from its true start-up phase into a pioneer of text analysis servicing global clients such as Delta, PWC, Nespresso, and Comcast. With over 14 years’ experience in the early-stage technology market, James has grown, and developed sales and marketing functions focused on products in people and consumer analytics, customer experience and digital marketing. In today’s episode of Scale Your...
info_outlineIn this weeks’ Scale Your Sales Podcast episode, my guest is Steve Heroux.
Steve Heroux is the CEO & Founder of The Sales Collective, and to say Steve is a contrarian when it comes to sales and sales leadership would be an understatement. His organization works with companies whose leaders have enough self-awareness, emotional intelligence, and vulnerability to acknowledge they don’t know everything.
In today’s episode of Scale Your Sales podcast, Steve shares his innovative perspectives on modern sales strategies, emphasizing the shift from “Always Be Closing” to “Always Be Connecting.” He highlights the importance of building authentic relationships with customer, leveraging social media – particularly LinkedIn – as a tool for meaningful engagement. Steve also offers insights into effective sales training and leadership, focusing on aligning team members with their roles and moving away from outdated management styles and ineffective techniques.
Welcome to Scale Your Sales Podcast, Steve Heroux.
Timestamps:
00:00 Rethinking outdated sales methods, changing perceptions daily.
06:26 Sales Collective makes sales and work fun again.
08:33 Frustration with outdated hiring methods and resistance.
12:26 Advice to frustrated employees: find a new job.
14:14 Change mindsets; avoid training unsuitable salespeople.
19:30 Focus on own routine, not outcome, succeed.
23:29 Leadership must hold themselves accountable for success.
24:59 Salespeople often unclear on ideal customers.
28:57 Companies need playbooks and processes for growth.
32:05 Critical: right people in right roles aligning.
35:32 Authenticity matters more than strict adherence.
37:36 Connections are essential for lasting customer relationships.
https://www.linkedin.com/in/steveheroux1/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
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Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.