Libsyn Directory

#311 Maria Boulden - Why Most Go-To-Market Strategies Crash Before Take-off

Release Date: 05/19/2026

#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...

#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...

#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...

#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Most sales teams are still relying on outdated playbooks, even as buyer risk aversion quietly derails revenue targets.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...

#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...

#312 Steve Gielda - Why Your Sales Pipeline Isn’t as Healthy as You Think

Scale Your Sales Podcast

Most CEOs think their sales pipeline is healthy, but the real story is hiding in stalled and quietly lost deals. We unpack why processes always beat skills for predictability and how top sales teams are winning bigger in a tougher market. In this episode, Janice B Gordon sits down with Steve Gielda to reveal the pitfalls of sales assumptions and the strategic moves that accelerate revenue and increase deal velocity. What you’ll learn: a) Why understanding your buyer’s real metrics is the secret to beating lower-cost competitors b) The critical difference between stages and milestones in...

#311 Maria Boulden - Why Most Go-To-Market Strategies Crash Before Take-off

Scale Your Sales Podcast

AI is transforming sales organizations faster than ever, but most leaders are still leaving revenue on the table by outsourcing too much judgment to technology. In this episode, Janice B Gordon explores with her guest how rapid market shifts, generational diversity, and the rush to deploy AI are disrupting commercial models. What you’ll learn: a) Why scenario planning is essential for leaders facing unpredictable market change b) How to balance human judgment with the adoption of AI in go-to-market strategies c) The biggest revenue mistakes companies make with premature (or hesitant) AI...

#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...

#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...

#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...

More Episodes

AI is transforming sales organizations faster than ever, but most leaders are still leaving revenue on the table by outsourcing too much judgment to technology.

In this episode, Janice B Gordon explores with her guest how rapid market shifts, generational diversity, and the rush to deploy AI are disrupting commercial models.

What you’ll learn:
a) Why scenario planning is essential for leaders facing unpredictable market change
b) How to balance human judgment with the adoption of AI in go-to-market strategies
c) The biggest revenue mistakes companies make with premature (or hesitant) AI deployment

Today, Janice B Gordon is joined by Maria Bolden, a C-suite advisor specializing in profitable revenue generation and leading world-class commercial teams.

Timestamps:

04:17 Discussing scenario planning and pre-mortems

08:02 Addressing AI concerns and workforce adaptation

12:27 Comparing ChatGPT with Beyonce launch

14:53 Decision-making frameworks and considerations

21:04 Discussing current sales challenges

22:58 Importance of change management in AI

24:44 Focusing on AI impact measurement

28:58 Reverse mentoring for leadership growth

33:45 Importance of diverse perspectives

37:21 Embracing servant leadership and balance

39:41 Reflecting on true motivations