Libsyn Directory

#319 Justin Shriber - Why Traditional CROs Are Becoming Obsolete

Release Date: 09/08/2026

#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)...

#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. ...

#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...

#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...

#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...

#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...

More Episodes

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 learn:

a) Why the traditional CRO model is becoming obsolete
b) How sales leaders can replace fixed playbooks with agile frameworks
c) Why AI needs complete revenue context to produce useful insights

Today, Janice B Gordon is joined by Justin Shriber, co-founder and CEO of an AI-native revenue platform trusted by companies including Cloudflare and Minstrel. He began his career at McKinsey before leading large-scale enterprise sales organizations at Oracle.

Timestamps:

03:21 Adapting Sales Leadership Styles

07:47 AI needs context to analyse data

12:41 Working with sceptical CFOs

14:07 Analysing lost deals and competition

17:58 Enhancing Sales Reps' Performance

20:49 Identifying and addressing competition

24:39 Focusing on quarterly performance goals

27:11 Adapting to Market Trends

Connect with Justin Shriber

LinkedIn: https://www.linkedin.com/in/justinshriber/

Connect with Janice