#302 Lynn Heidi - The Secrets to Coaching and Motivating Middle Performers in Sales Teams
Release Date: 01/12/2026
#322 Erica Baird - The Leadership Mistake That Stalls Growth at The Next Level
Scale Your Sales Podcast
Most leaders think a bigger role requires a completely different leadership style. Erica Baird explains why trusting your team, investing in people, and staying true to who you are can drive growth at scale. In this episode, Janice B Gordon and Erica Baird discuss what changes, and what should stay the same, when a leader moves into a larger role. They explore servant leadership, empowering 1,300 employees, reducing costs without sacrificing customer satisfaction, and using AI alongside human judgment. What you’ll learn: a) Why successful leadership doesn’t require changing who you are b)...
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#321 Martin Garvey - Why Your AI Strategy Fails Without a Data Strategy
Scale Your Sales Podcast
Most companies don’t have an AI problem. They have a data problem, and it’s quietly weakening their revenue decisions. The real cost of building in-house isn’t the prototype. It’s the ongoing burden of integrations, governance, maintenance, adoption, and support. In this episode, Janice B Gordon speaks with Martin Garvey about building an enterprise sales function from scratch and scaling the team threefold in three years. They explore how better data, outcome-led selling, cross-functional alignment, and early implementation support can improve sales execution. ...
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#320 Janice B Gordon - Scale Your Sales 7th Anniversary & Celebration Review
Scale Your Sales Podcast
Most revenue gaps aren’t tactical problems. They’re leadership problems hiding inside inaccurate data, weak processes, missed account growth, and unclear judgment. Across 15 recent conversations, Janice B Gordon identifies four patterns that leaders can’t afford to overlook. From pipeline truth and expansion revenue to AI and leadership discipline, she explores what it takes to build more predictable, scalable growth. What you’ll learn: a) Why a healthy-looking pipeline can hide stalled deals and customer misalignment b) How poor data, unclear processes, and weak revenue operations...
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#319 Justin Shriber - Why Traditional CROs Are Becoming Obsolete
Scale Your Sales Podcast
Most CROs are preparing themselves for obsolescence by relying on fixed playbooks in a market that changes every three months. In this episode, Janice B Gordon and Justin Shriber explore why agile, signal-driven sales leadership is replacing rigid execution. Janice B Gordon and Justin Shriber unpack how AI, complete revenue context, and frontline signals can help leaders understand not only what is happening, but why. They also examine how to turn strategy into daily behaviors, move beyond short-term thinking, and build a sales organization that adapts as quickly as the market. What you’ll...
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#318 Janice B Gordon - What Every CEO Needs to Know About the Function They Don't Run
Scale Your Sales Podcast
Most CEOs think their sales problems are tactical but they're leadership challenges hiding in plain sight. What you’ll learn: a) Why most “closed won” deals aren’t truly wins and how this tanks customer retention b) The surprising reason 61% of buyers now prefer a rep-free experience c) How outdated funnel thinking sabotages account growth in today’s looping buyer journeys Today, Janice B Gordon, the Customer Growth Expert, explains why sales underperformance is a leadership issue and how visionary CEOs can fix it to deliver predictable, scalable growth. She reveals the...
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#317 Cheryl Parks - Why Most CROs Never Spot Hidden Revenue Leaks
Scale Your Sales Podcast
Most deals aren’t lost at the end they’re lost in the moment you miss what buyers really need. In this conversation, Janice B Gordon sits down with Cheryl Parks, a revenue growth advisor and fractional CRO, to reveal how leaders can eliminate revenue leaks, build buyer confidence, and layer authenticity into go-to-market strategy. What you’ll learn: a) Why “inspect what you expect” is the essential motto for sales-focused CEOs b) How to spot and recover deals that stall in real time c) Practical ways to strengthen buyer confidence and clarify ROI Today, Janice B Gordon is joined by...
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#316 Jacek Dukat - Why Hiring a Sales Director Won’t Fix Your Revenue Problem
Scale Your Sales Podcast
Hiring more sales heads won’t fix your revenue problems and it might be your most expensive mistake. In this episode, you’ll hear why building the right sales system first is key to scaling sustainably. Janice B Gordon sits down with Jacek Dukat, unpacking why the traditional sales leadership playbook is broken and what works now. What you’ll learn: a) Why evidence-based, risk-shared commercial execution outperforms traditional hiring b) The steps to build, test, and validate outbound sales models before scaling c) How to win complex enterprise deals cold, even against bigger competitors...
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#315 Jane Egerton-Idehen - How Ignoring Local Voices Destroys Expansion Plans
Scale Your Sales Podcast
Too many global strategies are written for boardrooms, not the markets they’re meant to serve and it’s a mistake that’s costing companies real growth. Janice B Gordon dives deep with Jane Egerton-Idehen on the high price of ignoring local nuance in international sales. Together, they unpack how adaptive strategies and authentic stakeholder engagement are defining the next generation of winning CEOs. What you’ll learn: a) Why treating Africa as a single market sabotages growth b) The business case for local presence and on-the-ground leadership c) How listening to the market reveals new...
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#314 Kyle Hegarty - Why AI is Accelerating Sales Failure for Most Companies
Scale Your Sales Podcast
Most sales teams are still relying on outdated playbooks, even as buyer risk aversion quietly derails revenue targets. In this episode, the conversation focused on why the “sales recession” is dismantling commercial teams and how leaders can adapt with strategies truly ready for the future. What you’ll learn: a) Why risk aversion is now the biggest obstacle facing both buyers and sellers b) How outdated sales training is widening the gap between buyer expectations and sales results c) The real impact of bolting AI onto weak sales fundamentals Today, Janice B Gordon is joined by a...
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#313 Erica Baird - Why Siloed Thinking is Ruining Your Company’s Profit
Scale Your Sales Podcast
Leaders trying to be everything to everyone are quietly stalling their careers and revenue growth. Janice B Gordon sits down with Erica Baird, Executive Director of Global Sales and Service, to explore the leadership mindsets and revenue habits driving results in complex, highly regulated markets. What you’ll learn: a) Why your “personal board of directors” is your most valuable career asset b) How authentic self-awareness fuels better leadership and team empowerment c) The cultural shift that turned around a company losing millions per day Today, Janice B Gordon is...
info_outlineIn this weeks’ Scale Your Sales Podcast episode, my guest is Lynn Heidi.
Lynn Hidy is the founder of UpYourTeleSales.com known for her clarity, candor, and actionable strategies. With decades in the trenches, she helps sales leaders ditch the chaos and build confident, high-performing sales teams who sell virtual get results without losing their minds (or their humor).
In today’s episode of Scale Your Sales podcast, Lynn Heidi shares practical strategies for building confident, high-performing teams that consistently achieve results, while maintaining clarity and balance. She introduces her “bell curve manifesto,” explaining why investing in the middle 68% of performers can drive meaningful organizational impact. The discussion also explores coachability, alignment, moving beyond generic KPIs, and highlights Lynn’s new book, Mastering Inside Sales Leadership, a timely guide for today’s emerging sales leaders.
Welcome to Scale Your Sales Podcast, Lynn Heidi.
Timestamps:
06:07 Coaching and Organizational Solutions
08:01 Leadership vs. Management Misalignment
12:12 Aligning Vision with Revenue Goals
17:21 Inside Sales Compensation Insights
19:51 Inside Sales Leadership Playbook
22:42 Understanding Stakeholder Priorities
25:44 Coaching That Connects Goals Personally
Published book: http://masteringinsidesalesleadership.com/
https://www.linkedin.com/in/lynnhidy/
https://www.instagram.com/dorianlynnhidy/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.