#306 Janice B Gordon - Case Study Success: Data-Driven Hiring and High-Performing Sales Teams
Release Date: 03/09/2026
#310 Sandy Yu - Is your sales team missing 50% of revenue
Scale Your Sales Podcast
In this episode, we reveal why upsell and cross-sell are your secret weapons for scalable, efficient revenue growth. This conversation strips back the myths around expansion revenue as Janice B Gordon and Sandy Yu uncover practical ways CEOs can turn customer relationships into predictable, repeatable revenue. What you’ll learn: a) Why acquiring new customers costs twice as much as expanding existing ones b) The biggest mistakes CEOs make when operationalizing upsell and cross-sell c) How to build a clear operating system for expansion revenue Today, Janice B Gordon is...
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#309 Lindsay Rios - Are you scaling revenue or just creating chaos?
Scale Your Sales Podcast
Most CEOs think more pipeline is the answer, but chasing volume without alignment will wreck your revenue engine. In this episode, Janice B Gordon and Lindsay Rios unpack the pipeline myth, share hard-won lessons from scaling high-growth organizations, and reveal why aligning teams on ICP is the secret to scalable, predictable growth. What you’ll learn: a) Why most revenue problems aren’t sales issues, they’re ICP misalignment issues b) How to spot (and fix) the costly “kids are fighting” dynamic across go-to-market teams c) The real downside of prioritizing pipeline volume over...
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#308 Mirjam Martin - Operational Clarity vs. Revenue Leaks: How RevOps Drives Organizational Growth
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Mirjam Martin. Mirjam Martin has over 15 years of experience in Revenue Operations, encompassing the full spectrum of new business development, upselling and cross-selling, renewals, and marketing reporting. She has previously held positions as a Presales Manager and Lead Generation Manager before founding RevOps Transformation, a Fractional RevOps services & consulting business. Mirjam has played a key role in scaling B2B enterprise SaaS organisations, from a £4 million start-up to multinational public companies. In today’s...
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#307 Anna Bella - Standing Out in the Era of AI: Leadership Insights and Women in Tech
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Anna Bella. She is a Sales Leader with over 13 years of leadership experience, spending the last 7 building & scaling SDR teams across EMEA and APAC at high growth SaaS companies including Redis and Snyk. She drives measurable revenue impact through cross-functional collaboration, AI-powered outreach, accountbased strategies, and performance frameworks. She is a Board Member at Buckinghamshire Business School, member of the Women in Tech Forum and SDR Leaders of EMEA. In today’s episode of Scale Your Sales podcast, Anna...
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#306 Janice B Gordon - Case Study Success: Data-Driven Hiring and High-Performing Sales Teams
Scale Your Sales Podcast
Janice B Gordon presents two case studies from her client work. The first illustrates how a legacy publishing media company transformed its sales hiring strategy, moving from intuition to a rigorous, data-informed approach. This shift reduced turnover and strengthened the long-term capability of the sales team. The second examines the transition from a reactive, fire-fighting sales culture to a proactive and empowered environment, where managers lead with clarity, alignment, and consistency to improve engagement and revenue performance. For organisations facing high turnover,...
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#305 Deidre Hudson - Building Customer-Centric Sales: Lessons in Alignment, Authenticity, and Leadership
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Deidre Hudson. Deidre Hudson is a marketing executive, strategist, and storyteller with deep expertise in go-to-market strategy. As VP of Marketing and Sales at YELL Payment, she blends creative vision with data-driven execution. A frequent podcast guest and speaker, she advises startups and serves on the board of iCouldBe.org, a youth mentorship nonprofit. In today’s episode of Scale Your Sales podcast, Deidre speaks about continuous learning across life’s stages and applying those lessons to effective boardroom...
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#304 Orrin Thomas - Why Introverts Outshine Extroverts in Modern Sales
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Orrin Thomas. His career has spanned three separate pillars starting out as a political researched after graduating from university, He then worked in higher education and the EdTech space mainly being a recruiter for universities where he was responsible for attracting students to study in the UK, and most recently having had senior sales positions at Gartner for sales leaders helping countless companies make successful changes in their GTM models. In today’s episode of Scale Your Sales podcast, he shares why...
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#303 Simon Sharp - The Power of Revenue Architecture for SaaS Growth
Scale Your Sales Podcast
In this weeks’ Scale Your Sales Podcast episode, my guest is Simon Sharp. I’m CEO of Verto, a UK SaaS platform, the no 1 solution powering portfolio, programme and project management (P3M) across the UK public sector. An entrepreneur and GTM leader, I’ve co-founded RiskXchange, founded RockSec360 and held global revenue leadership roles scaling SaaS, cybersecurity, and fraud prevention companies from £1M to £100M+ worldwide. In today’s episode of Scale Your Sales podcast, Simon examine how science-led, data-driven approaches—enhanced by AI—are reshaping revenue...
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#302 Lynn Heidi - The Secrets to Coaching and Motivating Middle Performers in Sales Teams
Scale Your Sales Podcast
In 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...
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#301 Janice B Gordon - End of Year Reflections: Heroes, Sheroes, and Values That Shape Leaders
Scale Your Sales Podcast
Welcome to another inspiring episode of Scale Your Sales! In this special Hero Shero edition, Janice B Gordon invites us to slow down, reflect, and reconnect with what truly matters as the year comes to a close. Through heartfelt stories from her guests, Janice explores the power of authentic leadership, the influence of personal values, and the quiet impact of those who support us—both in our professional and personal lives. You’ll hear memorable moments about finding role models in unexpected places, building feedback cultures rooted in kindness, and leading with integrity, empathy, and...
info_outlineJanice B Gordon presents two case studies from her client work. The first illustrates how a legacy publishing media company transformed its sales hiring strategy, moving from intuition to a rigorous, data-informed approach. This shift reduced turnover and strengthened the long-term capability of the sales team. The second examines the transition from a reactive, fire-fighting sales culture to a proactive and empowered environment, where managers lead with clarity, alignment, and consistency to improve engagement and revenue performance.
For organisations facing high turnover, inconsistent performance, or challenges in hiring and developing talent, this episode offers practical strategies and insights from real-world experience. Janice B Gordon explains how data-driven processes and decisive leadership contribute to sustainable revenue growth.
Timestamps:
00:00 Scaling Sales Success Stories
06:15 Hiring for Growth and Fit
07:22 Streamlined Sales Hiring Process
12:50 From Management to Leadership
15:13 Sales Assessment and Team Insights
20:08 Podcast Insights and Training
About the Host
Janice B Gordon is the award-winning Customer Growth Expert, founder of the Scale Your Sales Framework, and host of the Scale Your Sales Podcast.
She helps CEOs, founders and revenue leaders grow sustainable revenue by aligning leadership, sales and customer experience through her North Star Leadership approach.
Named one of LinkedIn Sales’ Innovating Sales Influencers to Follow and a Top Global Thought Leader on Customer Experience, Janice works with organisations worldwide to rethink how revenue grows.
Connect with Janice
Book Janice to speak at your next sales or leadership event
https://janicebgordon.com
LinkedIn
https://www.linkedin.com/janice-b-gordon/
Instagram
https://www.instagram.com/janicebgordon
Scale Your Sales Podcast
https://scaleyoursales.co.uk/podcast
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