Scale Your Sales Podcast

Welcome to Scale Your Sales Podcast, a show for enterprising CEOs, CROs and Sales Leaders. Janice B Gordon interviews successful CEOs and Revenue generating executives who are accelerating their sales revenue and helping to grow customer revenues. In each episode, we delve into the personality and expertise and dig into our guests' strategies to scale their sales. Our experts discuss the challenges and success of scaling a sales organization, sharing their insights on customer expansion and lessons learnt. Rate and review the weekly episodes of the Scale Your Sales podcast and share your insights in the comments.

#257 James Cuthbertson - The Evolving Role of Founders in Sales Success 09/02/2024

#257 James Cuthbertson - The Evolving Role of Founders in Sales Success 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 Sales podcast, James provides key insights into the MEDDIC project management system, the evolving sales landscape, and the vital role of data in decision-making. He challenges traditional sales stereotypes, emphasizing the importance of process-driven approaches. James also shares how Relative Insight evolved from child protection to serving global clients with advanced text analytics. This discussion offers practical advice for navigating the complexities of today's sales environment. Welcome to Scale Your Sales Podcast, James Cuthbertson. Timestamps: 00:00 Impressed with diversity conversation, tired of forced diversity. 05:14 Improving CSAT and MPS through language analysis. 09:06 Grateful for opportunities, specialized in recruitment. 11:53 Seeking driven individuals with strong cognitive abilities. 13:19 Compete fiercely in tech market, emphasize drive. 18:11 Use data to benchmark success in industry. 21:29 Economic climate tough, spending shifted upward. 23:06 Professionalism means preparation, admin, understanding, and adaptability. 26:19 Salespeople struggle with structured processes but adapt. 31:09 Trial closing, seeking commitment earlier in sales. 32:49 Greenhouse: my happy, productive desert island choice. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/32861202

#256 Paula Lender-Swain - Embracing Change and Innovation in Public Sector Sales 08/26/2024

#256 Paula Lender-Swain - Embracing Change and Innovation in Public Sector Sales In this weeks’ Scale Your Sales Podcast episode, my guest is Paula Lender-Swain. Paula Lender-Swain leads the Public Sector UKI Business for HPE, covering Central and Secure Government, Healthcare and Higher Education. She has over 30 years’ experience in the technology sector working for hardware, software, and communications vendors covering UKI, EMEA, and Global leadership roles. She has also worked across several disciplines including Sales, Marketing Strategy and Business Operations. In this episode of Scale Your Sales podcast, Paula discusses the challenges and opportunities in tech sales, focusing on her journey as a woman in a male-dominated industry. She emphasizes the importance of diversity, mentorship, and innovation, particularly in public sector sales and the impact of AI. Her insights offer valuable lessons for scaling businesses and driving successful sales strategies. Welcome to Scale Your Sales Podcast, Paula Lender-Swain. Timestamps: 00:00 Embracing Change and Innovation in Public Sector Sales 05:56 Gender bias in tech; diversity needs value. 06:59 Encouraging women to take on sales roles. 10:59 Earth 51 promotes sustainability and gender equality. 16:48 Effective measurement and clear direction for managers. 19:28 Identifying right people, public sector sales expertise. 23:34 Sales in public sector during COVID, challenging. 25:56 Learning from failures, diversifying customer focus crucial. 29:44 Public sector investing in AI excellence areas. 32:09 Data sharing improves accessibility, security, and reliability. 35:06 Excitedly building Millennium Falcon, joy in escape. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/32496352

#255 Dr. Stephen Timme & Sheevaun Thatcher - Aligning Customer Goals with Organizational Strategy 08/19/2024

#255 Dr. Stephen Timme & Sheevaun Thatcher - Aligning Customer Goals with Organizational Strategy In this weeks’ Scale Your Sales Podcast episode, my guest is Dr. Stephen Timme & Sheevaun Thatcher. Dr. Stephen Timme, Founder and President, FinListics Solutions. Former Finance Professor at Emory University. Author of the Amazon Best Seller, “Insight-Led Selling and co-author of the eBook, Seven Steps to Building a Customer-First Revenue Organization.” Sheevaun is a GTM Strategic Transformation Advisor who works with Revenue and Marketing Leaders. In today’s episode of Scale Your Sales podcast, Sheevaun Thatcher and Dr. Stephen Timme discuss key elements for building a customer-first revenue organization. They highlight understanding customer motivations, the non-linear nature of sales, and aligning solutions with customer goals. Learn about effective C-suite communication, enablement programs, and the seven steps to prioritize customers in the buyer journey, emphasizing the impact of customer-centricity on organizational success. Welcome to Scale Your Sales Podcast, Dr. Stephen Timme & Sheevaun Thatcher. Timestamps: 00:00 Aligning Customer Goals with Organizational Strategy 05:32 Tailor message, align goals, enablement guru Sheevaun. 09:45 Listen, be curious, partner with customer. 11:53 Discussing customer satisfaction. 17:03 Manager must lead, not force, development efforts. 19:27 CRO urges customer-first perspective for organizational success. 22:01 Insight-led selling book addresses sales alignment challenges. 25:54 Clients want better forecasting for lower error. 30:07 Align seller process with customer buying needs. 32:31 Customer service critical for company growth and success. eBook: 7 Steps to Building a Customer-First Revenue Organisation available on Amazon or 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/32317837

#254 Mary Shea - Leadership, Diversity, and Embracing Change in the Industry 08/12/2024

#254 Mary Shea - Leadership, Diversity, and Embracing Change in the Industry In this weeks’ Scale Your Sales Podcast episode, my guest is Mary Shea. Mary is the Chief Evangelist at HireQuotient, a purpose-driven AI company that simplifies recruiting by finding exceptional and diverse talent. As a globally recognized thought leader, keynote speaker, podcast host, author and advisor, Mary is passionate about the future of buying and selling, the role product and commercial innovation play in driving successful revenue outcomes, and the criticality of elevating the voices of underrepresented people in the workforce. In today’s episode of Scale Your Sales podcast, Janice B Gordon discuss the evolving sales landscape and leadership challenges with Mary Shea, co-CEO of a revenue enablement company. Mary shares her expertise in rapid fund-raising, talent enhancement, and workforce reduction, while emphasizing diversity and inclusion in leadership. We explore bias in hiring, the need for sales-specific data in recruitment, and the complexities of finding diverse talent. Welcome to Scale Your Sales Podcast, Mary Shea. Timestamps: 00:00 Nonlinear career transition into technology and business. 05:09 Transitioned from Forrester analyst to company evangelist. 07:56 Future sellers more efficient and technology enabled. COVID accelerant. 10:21 Transition to efficient, predictable growth challenges leaders. 15:34 Increasing diversity in B2B sales through community engagement 17:59 co-CEO faced challenges, raised funds, made changes. 23:01 Software leverages data partnerships to identify candidates. 25:29 Promoting diversity and inclusion in hiring practices. 28:21 Focusing on diverse teams for better performance. 31:34 Monetary cycles and diversity are essential for success. 37:13 Understanding, empathy, and diversity in sales teams. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/32302267

#253 Randi-Sue Deckard - Maximizing Customer-Centricity in B2B Interactions 08/05/2024

#253 Randi-Sue Deckard - Maximizing Customer-Centricity in B2B Interactions In this weeks’ Scale Your Sales Podcast episode, my guest is Randi-Sue Deckard. Randi-Sue Deckard’s career trajectory is a captivating story of transformation and resilience. Transitioning from a clinical lab scientist to the Senior Vice President of Client Engagement at BESLER, Randi’s journey is a testament to the power of embracing change, staying curious, dedication to improving and leveraging data-driven decision-making. Her wealth of experience in sales, marketing, and customer success positions her as a valuable guide for professionals seeking to excel in revenue-related roles. In today’s episode of Scale Your Sales podcast, we have the pleasure of speaking with Randi-Sue Deckard, an expert in sales, marketing, and customer success. Randi provides valuable insights into reducing customer friction, adopting a customer-centric approach, and creating a comprehensive B2B experience. We discuss leveraging existing customers for referrals, the importance of continuous value addition, and the balance between empathy and logic in sales. Welcome to Scale Your Sales Podcast, Randi-Sue Deckard Timestamps: 00:00 Reducing Friction: Maximizing Customer-Centricity in B2B Interactions 03:15 Success in sales comes from knowing customers. 07:40 Improving by understanding customer perspectives is crucial. 10:16 Customer problem articulation drives effective communication and solutions. 16:38 Study found women better leaders. 19:32 Questioning the customer-centricity of organizations and processes. 23:37 post-sales engagement crucial for customer advocacy. 24:30 Simplify referrals to increase new sales by 30%. 28:23 Farewell message expressing admiration and future connection. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/32290377

#252 Ollie Sharpe - Unlocking Sales Success: Secrets to A Diverse and Inclusive Culture 07/29/2024

#252 Ollie Sharpe - Unlocking Sales Success: Secrets to A Diverse and Inclusive Culture In this weeks’ Scale Your Sales Podcast episode, my guest is Ollie Sharpe. Ollie spent 10 years at LinkedIn, starting when nobody knew what LinkedIn was! One of the 1st 15 employees outside the US. Then left to set up Salesloft in EMEA as 1st person on the ground and grew them to more than $25m and 125 people. Now Chief Commercial Officer at Lative. In today’s episode of Scale Your Sales podcast, Ollie Sharpe, former LinkedIn executive, shares valuable insights on sales, leadership, and diversity. He emphasizes the importance of fostering a strong, inclusive sales culture, highlighting the impact of conscious leadership, mental well-being, and cognitive diversity. The discussion also covers gender diversity, partnership-based sales, and diverse hiring practices. Welcome to Scale Your Sales Podcast, Ollie Sharpe. Timestamps: 00:00 Unlocking Sales Success: Secrets to A Diverse and Inclusive Culture 04:27 Conscious leadership fosters awareness and mental wellbeing. 06:52 Diverse teams require different leadership and understanding. 10:50 LinkedIn culture interview process reveals candidate's values. 16:03 Partnering with buyers and hiring individuals similarly. 17:01 Emphasizing partnership, consultation, and disqualification in sales. 20:04 Medic and the art of selling effectively. 25:54 Build employer brand showing care for individual needs. 27:19 Candidates value acknowledging and addressing diversity issues. 33:00 LinkedIn senior executive pushes for gender diversity. 34:35 Men more open to mistreatment in offices. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/32044627

#251 Janice B Gordon - Scale Your Sales Review Podcast 07/22/2024

#250 Jamie Gallagher - How to Coach Your Way to Success and Close Deals Like A Pro 07/15/2024

#250 Jamie Gallagher - How to Coach Your Way to Success and Close Deals Like A Pro In this weeks’ Scale Your Sales Podcast episode, my guest is Jamie Gallagher. He’s a husband, father, and terrible golfer, AVP Fortra EMEA, 25 years sales professional, operated globally and DEI Champion. In today’s episode of Scale Your Sales podcast, Jamie discusses the importance of setting realistic goals for salespeople, coaching, employing consistent methodologies, and effectively managing deals. Jamie highlights the significance of hiring individuals who are both compatible and trainable, shares his unique approach to talent acquisition, and reflects on the impact of a supportive organizational culture. We explore the keys to success in the sales industry and gain valuable insights from Jamie's extensive experience. Welcome to Scale Your Sales Podcast, Jamie Gallagher. Timestamps: 00:00 How to coach your way to success and close deals like a pro 03:57 Emphasizing diversity in team recruitment and sourcing. 06:27 Wider sourcing process identifies successful sales candidates. 10:12 Evaluating sales team qualities and managing expectations. 15:09 $1,000,000 sales target with variable rewards. 18:37 Fantastic leader with supportive and intoxicating environment. 19:34 Personal success comes from delivering notable achievements. 24:54 Sales leaders learn to listen, strategize, choose wisely. 27:56 External factors impact employees and business goals. 31:45 Critical coaching includes expectation setting and engagement. 32:52 Fortress uses force management for business success. 38:49 Jordan's mom shaped his groundbreaking sports deals. 41:04 Rex Smith, an influential sales trainer, remembered fondly. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/31959787

#249 Laura Hannan - Maximizing Sales Navigator and Microsite for Effective Brand Awareness and Lead Generation 07/08/2024

#249 Laura Hannan - Maximizing Sales Navigator and Microsite for Effective Brand Awareness and Lead Generation In this weeks’ Scale Your Sales Podcast episode, my guest is Laura Hannan. Laura is one of my go-to LinkedIn people. She's a bit of a Sales Navigator geek, she trains salespeople on LinkedIn, and she is also a founder of a 'done for you' LinkedIn marketing agency, Pitch121. They manage personal profiles for time-poor execs and help salespeople get in front of their target accounts. In today’s episode of Scale Your Sales podcast, Laura Hannan, founder of Pitch121, discuss about LinkedIn marketing and sales strategies. Laura shares insights on leveraging Sales Navigator, utilizing peer connections, and the importance of targeted brand awareness. She also covers microsites, AI tools, and the impact of personal perspective in posts, providing valuable tips for successful sales outreach and lead generation on LinkedIn. Welcome to Scale Your Sales Podcast, Laura Hannan. Timestamps: 00:00 LinkedIn homepage is rarely used, sales navigator preferred. 06:18 Challenges in brand recognition and LinkedIn connections. 07:32 Strategically leveraging connections to reach target accounts. 14:10 Tailoring messaging to match target's word choices. 16:53 LinkedIn profiles lacking web links, a missed opportunity. 20:13 Engage deeply with target accounts for success. 24:12 Prioritize engaging with senior execs on LinkedIn. 28:07 Sending concise slides replaced by informative video summaries. 29:12 Service pages tailored to user language, technologies. 33:33 Appreciation for networking, its modern relevance emphasized. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/32044047

#248 Bob King - Unravelling the Secrets to Mastering Deal Closures 07/01/2024

#248 Bob King - Unravelling the Secrets to Mastering Deal Closures In this weeks’ Scale Your Sales Podcast episode, my guest is Bob King. Bob King literally wrote the book on Closing for salespeople, closers, and anyone else who wants to know why they said yes on a day they were “just looking”. His book The Joy of Closing reveals the secrets to earning the customer’s business and getting them what they want. In today’s episode of Scale Your Sales podcast, Bob embarks on a captivating journey, detailing his transition from the film industry to the world of sales. He underscores the critical role of believing in the sales process itself. Furthermore, Bob delves into the art of closing a sale, emphasizing the importance of prioritizing customer service, and building trust. He also offers valuable insights on managing sales teams, navigating the dynamics within sales organizations, and the key qualities that define a successful closer. Welcome to Scale Your Sales Podcast, Bob King. Timestamps: 00:00 - Unravelling the Secrets to Mastering Deal Closures 06:11 - Overcoming stigma through belief and trust building. 07:42 - Helping others succeed while finding joy. 11:35 - Believe in your value proposition, expert advice. 14:22 - Chapter on managing manager, blaming others, sales success about mindset, sales managers' role crucial. 17:30 - Job success depends on manager's support. 21:46 - New sales approach, customer engagement and closing. 24:15 - Guide for customer interactions, emphasizing intuition use. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/31511377

#247 Melanie Mills - Diverse and Inclusive Strategies for Sales Success 06/24/2024

#247 Melanie Mills - Diverse and Inclusive Strategies for Sales Success In this weeks’ Scale Your Sales Podcast episode, my guest is Melanie Mills. Chief Revenue Officer at Caxton Payments, the pioneering UK Fintech. Melanie has a 20-year career, growing revenues across scale-up businesses in variety of industries and prides herself on her nontraditional routes to success. In today’s episode of Scale Your Sales podcast, Melanie shares her experiences as a woman in a male-dominated industry, her advocacy for diversity, and her passion for mentoring through the Caxton Career Collective. She discusses the importance of organizational culture, diversity in leadership, and the role of behaviours and listening skills in successful sales. Tune in for insights on recruitment processes, career transitions, and building strong sales teams from a diverse pool of talent. Welcome to Scale Your Sales Podcast, Melanie Mills. Timestamps: 00:00 - Diverse and Inclusive Strategies for Sales Success 05:01 - Caxton initiative empowers women in diverse industries. 09:05 - Successful partnerships are vital for business growth. 10:14 - Supporting diverse candidates through terminology and commitment. 16:06 - Awareness, confidence, and pushing forward are key. 17:43 - Recruitment process focuses on wide catchment. 20:14 - Importance of diverse team with varied behaviours. 25:02 - Constantly asking questions provides valuable insights. 26:41 - Melanie discusses her first experience in America. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/31511352

#246 Kristie Jones - Strategies for Scaling Your Sales Performance 06/17/2024

#246 Kristie Jones - Strategies for Scaling Your Sales Performance In this weeks’ Scale Your Sales Podcast episode, my guest is Kristie Jones. Kristie Jones, author of “Selling Your Way In” and Principal of Sales Acceleration Group elevates sales companies by coaching sales leaders to hire Top Ten Percent sales candidates in addition to guiding their organization through the creation of a sales culture of accountability resulting in revenue growth. In this podcast episode, we will focus on sales techniques, Kristie discussed the concept of identifying a salesperson's core strengths, which Kristie likened to a compass guiding their approach. This self-awareness empowers sellers to distinguish between tasks that fall within their natural talents and those that lie outside their area of expertise. The conversation then shifted to achieving top sales performance. Kristie emphasized that success is not simply about the volume of sales activity, but rather the development of specific strategies and the cultivation of daily habits that distinguish the top 10% of salespeople. Welcome to Scale Your Sales Podcast, Kristie Jones. Timestamps: 00:00 - Strategies for Scaling Your Sales Performance 05:22 - Understanding various sales roles and knowing yourself. 08:27 - Successful people say no more than yes, understanding ideal company profile. 09:39 - Success comes from work outside the office. 14:41 - Morning routine focused on peak performance in tennis. 17:23 - Equal treatment, deeper questions for candidate comparison. 21:11 - Advice for new and struggling salespeople. 23:31 - Sales as a profession for achieving dreams. 28:03 - Sharing financial wisdom learned at kitchen table. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/31027253

#245 Theresa Caragol - Unleashing Incredible Growth: Harnessing the Power of Successful Partnerships 06/10/2024

#245 Theresa Caragol - Unleashing Incredible Growth: Harnessing the Power of Successful Partnerships In this weeks’ Scale Your Sales Podcast episode, my guest is Theresa Caragol. Theresa Caragol, CEO of AchieveUnite Inc., leverages 20+ years’ global expertise in driving revenue growth, mitigating risk, and fostering strategic partnerships. Recognized for channel team leadership, she pioneers revenue expansion through acquisitions, building trust-based cultures, and fostering cross-functional ecosystems. A sought-after speaker and author, she’s committed to both professional excellence and philanthropy. In today’s episode of Scale Your Sales podcast, Theresa shares her journey in driving revenue growth through partnerships, emphasizing the importance of mentors in her success. Discover insights from her upcoming book and learn about the key elements of successful partnerships and the impact they can have on revenue, innovation, and culture. Tune in to gain valuable knowledge on building trust-based ecosystems and fostering cross-functional partnerships in organizations. Welcome to Scale Your Sales Podcast, Theresa Caragol. Timestamps: 00:00 - Unleashing Incredible Growth: Harnessing the Power of Successful Partnerships 06:41 - Assess readiness, strategy, deliberate science in partnership. 08:36 - Successful organizations invest in long-term partnerships. 11:52 - Datto's story of customer-turned-partners creates success. 16:27 - Developing people, achieving goals, essential skills emphasis. 18:40 - Ron Roaner, Bob's mentor, influenced him profoundly. 21:10 - Teaching partnering and sales skills for success. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/31511312

#244 Anne Pao - Driving Revenue Growth to Effective Sales Leadership 06/03/2024

#244 Anne Pao - Driving Revenue Growth to Effective Sales Leadership In this weeks’ Scale Your Sales Podcast episode, my guest is Anne Pao. Anne is 5 times Startup Operator, Heart-forward Leader, Mother, Startup Advisor and Board Member. Anne is founder/CEO of Ignite Consulting, a fractional GTM strategy and RevOps firm that partners with startups to install and scale a unified GTM foundation. In today’s episode of Scale Your Sales podcast, Anne offers a unique perspective honed through her experience as a buyer in over 500 deals. Anne shares the types of conversations that have shaped her approach as a sales leader and Chief Revenue Officer (CRO). Delve into the importance of understanding the viewpoints of various stakeholders, both internal and external, to effectively communicate the value and return on investment of your product or service. Welcome to Scale Your Sales Podcast, Anne Pao. Timestamps: 00:00 - Driving Revenue Growth to Effective Sales Leadership 05:42 - Analyzed, quantified, and presented business case successfully. 06:27 - Developed ROI plan for software implementation and adoption. 10:45 - Understanding buyers and mitigating risks for success. 15:25 - Essential skills for exceptional sales performance. 16:02 - Seeking baseline competence, focus, strategy, and measurability. 19:55 - Interview process focuses on skills and alignment. 22:26 - Recruiters stress test skills and decision-making process. 27:29 - Ignite Consulting, one year old, offers go-to-market services. 29:16 - Need alignment, operating cadence, and team support. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/31121938

#243 Emma York - Enhancing B2B Social Media Engagement 05/27/2024

#243 Emma York - Enhancing B2B Social Media Engagement In this weeks’ Scale Your Sales Podcast episode, my guest is Emma York. Emma is a social media trainer, mentor, digital marketing specialist and owner of Fresh Approach Digital. In today’s episode of Scale Your Sales podcast, Emma is telling us about social media for B2B businesses, featuring a social media expert. Exploring insightful strategies for not only building brand awareness but also leveraging personal branding across various platforms. The discussion will encompass the surprising relevance of TikTok for B2B companies, offering practical tips and reasons to establish a presence on this burgeoning platform. Get ready for a fascinating exploration of how B2B businesses can thrive in the social media landscape. Welcome to Scale Your Sales Podcast, Emma York. Timestamps: 00:00 - Enhancing B2B Social Media Engagement. 06:02 - LinkedIn and TikTok: Adapt your story for platforms. 08:29 - Corporate lifestyle now resembles that of entrepreneurs. 11:12 - Remote work increases productivity but faces resistance. 13:34 - Elevate personal brand on social media platforms. 18:59 - Content creators should clearly communicate their goals. 22:37 - Utilize TikTok to raise brand awareness. 26:30 - Engage actively and listen to your audience. 29:34 - Grateful for knowledge, will connect again. Thank you. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/31100868

#242 Pete Crosby - Desirability and Rarity Customer-Centric Approaches 05/20/2024

#242 Pete Crosby - Desirability and Rarity Customer-Centric Approaches In this weeks’ Scale Your Sales Podcast episode, my guest is Pete Crosby. Pete is the CEO & Co-founder of Revelesco. He is behind the strategies and frameworks of countless successful startups & scaleups. He is a 4x CRO with an IPO Under his belt and currently coaches more than 40 SaaS CEOs around the world. In today's episode of Scale Your Sales podcast, Pete Crosby talks about the heart of good revenue strategy. The discussion explored a four-part framework for understanding the concept we were previously examining. This framework prioritizes desirability at the outset. Desirability is measured using a two-dimensional matrix, with criticality on the vertical axis and rarity on the horizontal axis. Connected this concept to a previously discussed framework element, priority, by demonstrating how it aligns with the criticality dimension within the desirability matrix. Welcome to Scale Your Sales Podcast, Pete Crosby. Timestamps: 00:00 – Desirability and rarity customer-centric approaches 04:55 – Team of 12 highly skilled individuals aiding organizations. 07:38 – 4 key elements of successful revenue strategy. 13:45 – Risk is deeper than pain, it's terrifying. 15:32 – Identifying criticality and rarity for product desirability. 18:58 – Prioritizing data influences consumer decisions and understanding. 21:10 – Creating and selling unique product innovations, transformative. 24:27 – Understanding customer urgency and value through pain. 28:45 – Reprieve co-founder freed 69, fought injustice. 31:21 – Listen, watch, subscribe, leave a positive review. 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: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/31048003

#241: Hang Black - Diversity, Leadership, and Adaptation in a Digital Age 05/13/2024

#241: Hang Black - Diversity, Leadership, and Adaptation in a Digital Age In this week’s Scale Your Sales Podcast episode, my guest is Hang Black. From refugee to revenue leader, Hang Black’s career spans engineering, marketing, and sales, earning her the nickname “Black Ops”. A multi-national keynote speaker on sales, leadership, and a passionate advocate for women in the workplace, she is the author of a Wall Street Journal best-selling book. In this episode, Hang discussed the impact of AI, cultural disparities in the treatment of women in sales, and the evolving demographics of buyers. Highlighting the importance of diversity at all levels of an organization, Hang emphasized the need for intentional inclusion to avoid unintended exclusion in the workplace. She also delved into the potential of AI in optimizing tools to represent all buyers' needs and emphasized the necessity for sales leadership principles to adapt to digital advancements and technological changes. Moreover, Hang shared insights on the changing role of outbound SDRs and AEs and discussed the importance of programmatic diversity, equity, and inclusion (DEI) strategies, emphasizing the need for genuine action to address unconscious bias and accelerate overlooked talent within organizations. Welcome to Scale Your Sales Podcast, Hang Black. Timestamps: 00:00 – Diversity, Leadership, and Adaptation in a Digital Age. 04:19 – Plan for the future. Invest in leadership and technology. 12:10 – Influencing hiring decisions for diversity and fairness. 13:59 – Struggle with expanding tool stack, use AI wisely. 17:03 – Challenge in leadership training for relevant and effective coaching. 23:26 – Improving retention: role models, inclusion, psychological safety, and equal access. 28:29 – Opportunities for overlooked individuals through sponsorship. 31:30 – Support leaders to be digitally savvy and empathetic. 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... /episode/index/show/scaleyoursales/id/31015863

#240: Heather Holst-Knudsen – Enhancing Sales with Data-Driven Strategies 05/06/2024

#240: Heather Holst-Knudsen – Enhancing Sales with Data-Driven Strategies In this week’s Scale Your Sales Podcast episode, my guest is Heather Holst-Knudsen Heather has deep roots in B2B, having grown up in Thomas Publishing Company, Miller Freeman, Reed Elsevier, and IDG. Heather also has extensive experience with SaaS and event tech. She is a recognized expert and partner with years of leadership and operating experience in the industries she serves. Heather founded H2K Labs, which helps clients generate financial returns from data. In this episode, Heather into the critical role of data outside the CRM in understanding customer behavior and forecasting. She emphasizes the need to curate and blend CRM and external data for a single source of "revenue truth," focusing on essential KPIs for stakeholders. Heather introduces Insightify, a tech-enabled platform for data intelligence in complex business models, and stresses the importance of validated data for setting KPIs and improving sales operations. The episode also explores leveraging data to coach salespeople based on individual strengths and weaknesses, enhancing overall sales performance. Heather discusses the significance of first-party data strategies for media and event companies and strategies to enable event exhibitors to buy. Throughout, she provides valuable insights into data-driven strategies for customer retention and revenue growth. Welcome to Scale Your Sales Podcast, Heather Holst-Knudsen. Timestamps: 00:00 – Enhancing Sales with Data-Driven Strategies 05:59 – Sales approach shifts to focus on data. 08:34 – Using data can improve sales performance greatly. 10:05 – Maximizing CRM data for accurate forecasting. 13:30 – Understanding industry's black box through predictive data. 16:41 – Utilize data to train sales teams effectively. 21:44 – First party data strategies crucial for media. 23:47 – Monetizing audience subscriptions and events effectively. 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... /episode/index/show/scaleyoursales/id/30946943

#239 Cristina Lasagni – How Diversity Drives Sales Success 04/29/2024

#239 Cristina Lasagni – How Diversity Drives Sales Success In this week’s Scale Your Sales Podcast episode, my guest is Cristina Lasagni. Cristina stands as a distinguished Go-to-Market Senior Leader and the current Head of Southern Europe at Cloudflare, with over 15 years of experience in tech industry with expertise in scaling organizations to new heights. At Cloudflare she was involved since the early days helping to scale the organization to 1B$ revenue as of today. Her trajectory encompasses pivotal roles at industry giants like Cisco and Dropbox, where she left an indelible mark as an expert in navigating the intricate landscape of large-scale enterprises. These experiences also solidified her reputation as a leader capable of driving growth and scalability on a grand scale. In this episode, Cristina delves into the hiring process, candidly discussing mistakes made and the importance of focusing on impactful aspects. She shares her journey of overcoming challenges in sales, emphasizing the significance of forging strong partnerships, finding a niche, and leading with empathy and problem-solving. She also highlights the need for greater female representation in the sales industry and the founding of her podcast, Help Mentor IT, to support women and allies in breaking down barriers. Tune in to hear more about building a diverse team and the emphasis of the benefits of intentional efforts in addressing the issue of female representation in sales, particularly in the tech industry. Welcome to Scale Your Sales Podcast, Cristina Lasagni. Timestamps: 00:00 – How Diversity Drives Sales Success 03:17 – Navigating inclusion and diversity in career growth. 08:16 – Stats suggest shift towards younger female buyers. 11:27 – Inspiring journey to break the glass ceiling. 20:56 – Success through hard work and connection building. 23:58 – Empathy and curiosity is vital in successful sales. 30:26 – Focus on impactful sales traits, use tool. 31:37 – Efficient assessment eases hiring process, requires coaching. 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... And more! Visit our podcast website to watch or listen. /episode/index/show/scaleyoursales/id/30946908

#238: Chet Lovegren – Inbound Focus, Scaling Strategies, and Hiring Wisdom. 04/22/2024

#238: Chet Lovegren – Inbound Focus, Scaling Strategies, and Hiring Wisdom. In this week’s Scale Your Sales Podcast episode, my guest is Chet Lovegren. Chet is the founder of The Sales Doctor a revenue growth agency designed to eliminate the revenue bleed caused by archaic sales enablement practices. In this episode, Chet explores the crucial factors that founders need to consider when building and scaling their sales operations, emphasizing the significance of focusing on inbound sales, honing sales skills, and understanding the sales system before diving into outbound efforts. He shares insightful experiences and examples, highlighting the need for founders to prioritize manual processes, hiring the right people, and assessing employees' true potential beyond traditional interview methods. So, tune in to gain valuable insights on building a successful sales engine and navigating the challenges of scaling your sales. Welcome to Scale Your Sales Podcast, Chet Lovegren. Timestamps: 00:00 – Inbound Focus, Scaling Strategies, and Hiring Wisdom. 05:25 – Jumping to new opportunities without proof detrimental. 06:46 – Salespeople must understand business engine to succeed. 12:27 – Founders idolize lifestyle of Mark Zuckerberg, Elon. 16:24 – Establishing relationships, hiring, and learning in business. 18:14 – Employee lacks understanding of CFO responsibilities and operations. 21:04 – Self-evaluating employees seek guidance, not hand-holding. 24:39 – CVs predict interviews poorly; new tools emerging. 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... /episode/index/show/scaleyoursales/id/30940023

#237: Christina Brady – Revolutionizing Sales Training Through Practice and Gamification 04/15/2024

#237: Christina Brady – Revolutionizing Sales Training Through Practice and Gamification In this week’s Scale Your Sales Podcast episode, my guest is Christina Brady. With 16+ years of overall SaaS sales experience, and 10+ years of executive leadership in the SaaS space, Christina has a proven track record of leading individuals and organizations to growth & profitability as a former artist, musician, and improv performer, she has a genuine passion for building culture, coaching & developing leaders, and producing top-performing Sales and CS teams across small to enterprise organizations. Christina is using her experience and people first mentality to revolutionize how revenue teams practice and ingrain learning, skills, and ongoing development as the CEO and Co-Founder of Luster.ai. In this episode, Christina delves into the challenges in traditional sales training and coaching, and how Luster.ai is revolutionizing sales enablement by creating a safe and scalable environment for practicing sales skills using conversational intelligence. They delve into the importance of personalized learning, the role of gamification in improving learning outcomes, and the need for enabling professionals to measure the impact of their training. Christina emphasizes the significance of creating a tool that allows salespeople to practice effectively without constant supervision. The episode provides valuable insights into the future of sales enablement and skill development. Welcome to Scale Your Sales Podcast, Christina Brady. Timestamps: 00:00 – Revolutionizing Sales Training Through Practice and Gamification. 04:30 – Creating safe environment for sales team practice. 09:24 – Advanced technology for simulating sales scenarios efficiently. 12:38 – Feedback needs to be specific for improvement. 16:26 – The need for more specific and timely coaching in sales for effective training 19:41 – Empower professionals to understand and utilize strengths. 23:30 – Delegating practice is essential for team success. 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... /episode/index/show/scaleyoursales/id/30838143

#236: Marni Heinz – Curiosity, Intention, and Mindfulness in Sales Success 04/08/2024

#236: Marni Heinz – Curiosity, Intention, and Mindfulness in Sales Success In this week’s Scale Your Sales Podcast episode, my guest is Marni Heinz, the Founder and CEO of MH Consulting & Coaching. Marni is leadership and sales performance coach. She leverages neuroscience to create lasting behavior change, helping individuals and teams achieve results without burning out. She has over two decades of experience in tech, both as an IT leader at Google and as an enterprise SaaS sales leader at Salesforce. In this episode, we explore the power of curiosity, intention, and effective deal management in sales. From the traits essential for success in sales to the skills required for sales leadership, Marni shares valuable insights gained from her extensive experience. Join us as we uncover the keys to successful sales interactions, the challenges of promoting top performers to leadership roles, and the influence of mindfulness in the workplace. Welcome to Scale Your Sales Podcast, Marni Heinz. Timestamps: 00:00 – Curiosity, Intention, and Mindfulness in Sales Success. 04:51 – Transition to leadership requires empathy and adjustment. 08:47 – Sales success relies on diverse skill sets. 13:31 – Curiosity and intention in sales interactions. 16:57 – Establish upfront contracts to align meeting goals. 19:42 – Enterprise sales require skillful management and intention. 24:32 – Early deal cycle: build awareness, strategic adviser. 26:36 – In sales, be confident, helpful, and friendly. 29:16 – Meditation and mindfulness are essential for everyone. 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... /episode/index/show/scaleyoursales/id/30739863

#235: Kendall Horner – Data Insights and the Landscape of Sales Across Generations 04/02/2024

#235: Kendall Horner – Data Insights and the Landscape of Sales Across Generations In this week’s Scale Your Sales Podcast episode, my guest is Kendall Horner. Kendall is a partner at Braveheart Sales Performance where she works with clients all over the US to solve their B2B sales conundrums and help scale their sales teams. She brings a unique perspective on sales leadership as a self-described “Boomer in a millennial’s body who speaks fluent Gen Z.” In this episode, Kendall delves into the game-changing benefits of data insights for sales leaders and the evolving landscape of sales across different generations. She discusses unique approach to sales conversations transcends age barriers and how sales leaders can tap into the increasing influence of women in the B2B buying process. Don't miss out on this episode packed with practical tips for effective sales leadership and strategies to cater to diverse learning styles and preferences within your team. Welcome to Scale Your Sales Podcast, Kendall Horner. Timestamps: 00:00 – Data Insights and the Landscape of Sales Across Generations 08:29 – Adapt sales approach to different buyer preferences. 12:23 – Helping sales managers be more effective and understanding their role. 16:09 – Importance of protocol and hiring process to avoid biases. 19:26 – Focus on finding commitment in all generations. 23:13 – High need for approval vs genuine kindness in sales interactions. 25:42 – Consider the potential impacts of gender biases. 28:08 – Generational differences in sales due to societal norms and feedbacks. https://braveheartsales.com/thehappysalesmanager 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... /episode/index/show/scaleyoursales/id/30635033

#234: Zeenath Kuraisha – Maximising Revenue Growth through Sales Enablement 03/25/2024

#234: Zeenath Kuraisha – Maximising Revenue Growth through Sales Enablement In this week’s Scale Your Sales Podcast episode, my guest is Zeenath Kuraisha. Zeenath is the founder of the E-University of Sales and The Asia Pacific Sales & Marketing Academy (APACSMA), renowned for its industry-endorsed accredited sales training programs, certifications, sales audits, and assessment. Boasting a global reach, her multifaceted approach encompasses the 360 business, GTM, inside, and digital Sales Review Advisory and Support Services. She serves as the Singapore Chapter President for AA-ISP (now known as Emblaze), the Founding Fellow for Association of Professional Sales (now known as Institute of Sales Professionals). Zeenath has received numerous accolades and recognition from the industry including Sales Hacker’s 35 Most Influential Women in Sales, Best Asia Corporate Consultant by HRM Asia, and was named one of “Executive of the Year for Education” by Singapore Business Review. In this episode, Zeenath delves into the evolution and purpose of sales enablement, as well as the challenges related to its effectiveness in achieving sales targets. Through her expertise and experience, she delves into how sales enablement has transformed over the years, expanding far beyond traditional sales training to encompass a wide array of tools and activities aimed at empowering the sales function and how it aims to contribute to incremental revenue by helping sales professionals sell and perform better. Zeenath shares her expertise in sales consulting, education, and training needs for a diverse range of clients, emphasizing the importance of understanding buyers as humans and the need for authenticity, quality, pricing differences, value, and trust in the sales process. We also talk about the adaptability of sales enablement to meet the ever-changing demands of the market. Join us as we uncover the secrets to sales success with her expert guidance. Welcome to Scale Your Sales Podcast, Zeenath Kuraisha. Timestamps: 00:00 – Maximising Revenue Growth through Sales Enablement. 04:00 – Technology has evolved sales operations, enabling efficiency and improved analytics. 09:19 – Sales enablement contributes to closing revenue gaps. 11:25 – Sales leaders focus on numbers, but sales enablement involves cross-functional collaboration to improve various areas beyond just performance. 16:23 – The development of The Asia Pacific Sales & Marketing Academy (APACSMA) 18:09 – B2B is about trust, differentiation, and articulating value proposition. 22:19 – Certification may not be necessary for all. 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... /episode/index/show/scaleyoursales/id/30404553

#233: Sandra Long – Amplifying Sales Success by Building Strategic Networks 03/18/2024

#233: Sandra Long – Amplifying Sales Success by Building Strategic Networks In this week’s Scale Your Sales Podcast episode, my guest is Sandra Long. Sandra Long is a leading independent LinkedIn consultant, instructor, and speaker. She is the author of the best-selling book, LinkedIn for Personal Branding: The Ultimate Guide. Considered as a pioneer for women in B2B sales, she enjoyed a long first career in field sales for office technology products. In this episode, Sandra shares invaluable insights on leveraging LinkedIn for sales, stressing the importance of optimising one's profile and cultivating a strategic network. She emphasises that a compelling LinkedIn profile is akin to a shop window and underscores the significance of being intentional and strategic in building a network that includes potential customers and influencers. She offers practical tips for engaging with prospects and customers online, including leveraging events to maximise visibility. We delve into the significance of personal branding and buyer-focused content, showcasing their impact on buyer confidence and sales strategies. Sandra's expertise and practical advice provide valuable tools for sales professionals seeking to expand their network and enhance their sales approach, making this episode a must-listen for actionable strategies and insightful perspectives from a renowned LinkedIn expert. Welcome to Scale Your Sales Podcast, Sandra Long. Timestamps: 00:00 – Amplifying Sales Success by Building Strategic Networks. 06:25 – Conference speakers should actively engage with their audience. 10:38 – Experienced and seasoned teams are resistant to change. 11:28 – Leaders have a fear factor about LinkedIn. 15:41 – Learning is life-long, critiques are vital. 19:32 – Engage online, provide value, and share unique insights. 23:01 – Mapping-out your network and utilising assets. 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... /episode/index/show/scaleyoursales/id/30404538

#232: Karen Kelly – Breaking Barriers in a Male-Dominated Environment 03/12/2024

#232: Karen Kelly – Breaking Barriers in a Male-Dominated Environment In this week’s Scale Your Sales Podcast episode, my guest is Karen Kelly, the Host of K2 Sales Podcast. Karen is a seasoned sales expert with a passion for empowering sales professionals to achieve sales excellence. With over 20 years of experience in the healthcare industry, she brings a unique blend of expertise, energy, and practicality to her clients. She unlocks the grip our mindset, beliefs, and behaviours can have on us. Separating what serves us or sabotages us starting with our self-awareness. Replacing these patterns with purposeful values, confidence and action producing tangible results. Beyond her training work, Karen is a sought-after speaker at industry conferences and events. As the host of K2 Sales Podcast, she offers valuable guidance and strategies that can elevate your business to new heights, all while ensuring that you feel content and fulfilled. In this episode, Karen shares her experiences of being the sole woman in a male-dominated industry and how she leverages these experiences to empower other women in similar environments. We delve into the crucial aspects of self-belief, confidence, and understanding one's worth, especially in the context of women in sales. Our conversation also explores the value of curiosity for sales leaders in today's landscape, as well as for salespeople when engaging with customers. Furthermore, Karen emphasizes the significance of fostering curiosity, embracing diversity, and shifting the sales mindset towards genuine customer centricity. Welcome to Scale Your Sales Podcast, Karen Kelly. Timestamps: 00:00 – Breaking Barriers in a Male-Dominated Environment 04:38 – Finding strength in adversity. 07:36 – Women must seek environments that appreciate diversity and know when to leave negative situations. 11:33 – Society limits women’s potential, they need to back themselves. 13:36 – Embracing diverse thoughts and fostering leadership skills. 16:03 – Embrace curiosity, transparency, and team empowerment. 19:40 – Consider others' perspective, ask questions, understand impact. 22:44 – Intentional communication, active listening, and creating space for others. https://www.linkedin.com/in/karen-kelly-sales-trainer-/ 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 through customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/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/ScaleYourSal... /episode/index/show/scaleyoursales/id/30333138

#231: Cassi Roper – The Art of Nurturing Leadership Traits and the Power of Listening 03/05/2024

#231: Cassi Roper – The Art of Nurturing Leadership Traits and the Power of Listening In this week’s Scale Your Sales Podcast episode, my guest is Cassi Roper, the Chief Revenue Officer of Redgate Software. Cassi is a senior hands-on sales leader who delivers a passionate, systematic approach to building teams and sales culture, generating results via customer centric techniques. A big advocate of hiring women into sales roles and embedding a culture of ethical selling. In this episode, Cassi shares her insights on sales success and effective leadership within the context of Redgate Software's customer-centric approach. She emphasizes the importance of truly understanding customers' problems and pain points, underlining the value of listening and curiosity in sales. Cassi discusses Redgate's low turnover, attributing it to the company's private ownership, customer-centric focus, and embedded company values, including transparency, reasonableness, and collaboration. Additionally, we delve into Redgate's approach to enabling buyers through product testing, the challenges of promoting top performers to leadership roles, and the significance of identifying and nurturing individuals with the right traits for leadership. Join us for a journey into the heart of sales triumph and leadership mastery. Welcome to Scale Your Sales Podcast, Cassi Roper. Timestamps: 03:09 – Navigating career in male-dominated industry, challenges of women. 08:09 – Assess for passion and fit in leadership roles. 12:45 – Identifying diverse skills and leadership potential in hires. 17:37 – Efficient sales process reduces turnover and costs. 24:48 – The Importance of Immediate Value in Business 26:39 – Customers shape strategy by sharing their needs. 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... /episode/index/show/scaleyoursales/id/30231433

#230: Derek Roberts – Harnessing Mindset, Skill Set, and Human Connections 02/26/2024

#230: Derek Roberts – Harnessing Mindset, Skill Set, and Human Connections In this week’s Scale Your Sales Podcast episode, my guest is Derek Roberts. Derek has built, trained, and coached sales teams and sales leaders for nearly thirty years. Although he is an executive coach, consultant, and professional speaker, he is quick to proudly identify himself first and foremost as a sales professional. An executive partner with Integrity Solutions since 1999, Roberts also owns the consulting and training firm Roberts Business Group, which sells and distributes Integrity Solutions’ products. He is co-author of the new book, Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance. In this episode, Derek shares the inspiring journey behind the creation of their book "Listen to Sell." We explore the intricate interplay between mindset and skill set, emphasizing their pivotal role in unlocking optimal sales performance. Additionally, we tackle the profound impact of coaching on sales success, the transformative power of being coachable, and the significance of developing buyer and customer centricity as a driving force for triumph in the realm of sales. Tune in for a riveting exploration of the dynamic relationship between personal growth, coaching, and achieving unparalleled success in the world of sales. Welcome to Scale Your Sales Podcast, Derek Roberts. Timestamps: 04:54 – Listen and be open to coaching advice. 08:27 – Understanding and adapting to others for success. 10:54 – Fabulous relationship, successful business, shared values. 15:43 – Belief in adaptability and emotional intelligence habits. 18:34 – Ensure organizations understand and meet customer needs. 20:25 – Sales focus on customer's customer for success. 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... /episode/index/show/scaleyoursales/id/30116983

#229: Barrett King – Building Lasting Sales Partnerships for Sustained Growth 02/20/2024

#228: Blake Hudson – A Comprehensive Guide to Reentering the Workforce 02/12/2024

#228: Blake Hudson – A Comprehensive Guide to Reentering the Workforce In this week’s Scale Your Sales Podcast episode, my guest is Blake Hudson. Blake is an experienced revenue leader and holistic career coach with diverse experiences in politics, academia, and tech sales. His career brings powerful insights, whether running for State Senate at 24 or generating more than $10 Million in revenue. He recently launched launched Story Selling: The Interview Course. In this episode, Blake unveils the secrets behind his recently launched interview course, designed to guide individuals through the challenging process of reentering the workforce post-layoffs. From crafting killer emails and embracing video prospecting to advocating for quality messaging and 360-degree learning within sales teams, Blake shares a wealth of knowledge. The episode delves into the nuances of building meaningful stakeholder relationships, adopting a buyer-centric sales approach, and harnessing the power of impactful video messaging. Get ready for an engaging discussion filled with insights that span personal growth, career resilience, and refined sales strategies. Welcome to Scale Your Sales Podcast, Blake Hudson. Timestamps: 03:48 – Empathy, struggle, and overcoming obstacles to fulfill potential. 08:08 – Stats guide quality improvements for email success. 11:15 – Sales managers need peer learning. 14:04 – Establish channels, understand stakeholders, create recurring meetings. 22:22 – Video prospecting during pandemic emphasized human connection. 25:11 – Embrace your unique energy, don't compare. 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 through customer experience and sales. Book Janice to speak virtually at your next event: LinkedIn: Twitter: Scale Your Sales Podcast: More on the blog: Instagram: Facebook: ... /episode/index/show/scaleyoursales/id/29911738

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