By Janice B Gordon Key Account Sales Strategist
5
4444 ratings
The podcast currently has 295 episodes available.
In this weeks’ Scale Your Sales Podcast episode, my guest is Steve Heroux.
Steve Heroux is the CEO & Founder of The Sales Collective, and to say Steve is a contrarian when it comes to sales and sales leadership would be an understatement. His organization works with companies whose leaders have enough self-awareness, emotional intelligence, and vulnerability to acknowledge they don’t know everything.
In today’s episode of Scale Your Sales podcast, Steve shares his innovative perspectives on modern sales strategies, emphasizing the shift from “Always Be Closing” to “Always Be Connecting.” He highlights the importance of building authentic relationships with customer, leveraging social media – particularly LinkedIn – as a tool for meaningful engagement. Steve also offers insights into effective sales training and leadership, focusing on aligning team members with their roles and moving away from outdated management styles and ineffective techniques.
Welcome to Scale Your Sales Podcast, Steve Heroux.
Timestamps:
00:00 Rethinking outdated sales methods, changing perceptions daily.
06:26 Sales Collective makes sales and work fun again.
08:33 Frustration with outdated hiring methods and resistance.
12:26 Advice to frustrated employees: find a new job.
14:14 Change mindsets; avoid training unsuitable salespeople.
19:30 Focus on own routine, not outcome, succeed.
23:29 Leadership must hold themselves accountable for success.
24:59 Salespeople often unclear on ideal customers.
28:57 Companies need playbooks and processes for growth.
32:05 Critical: right people in right roles aligning.
35:32 Authenticity matters more than strict adherence.
37:36 Connections are essential for lasting customer relationships.
https://www.linkedin.com/in/steveheroux1/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Sergio Bea.
Sergio draws on nearly three decades of telecom and IT industry experience, leading different sales organization in Fortune 500 global corporations as well as smaller niche vendors. Sergio has led indirect sales teams (Channel Chief award for 8 years in a row) and direct sales organizations with expertise in different market segments and regions. Born and raised in Argentina, he moved to the US 20 years ago with his wife Vanessa and his triplets’ girls (now 22 years old). Both Sergio and Vanessa had extensive executive careers in global companies.
In today’s episode of Scale Your Sales podcast, Sergio shares a case study on transitioning from a direct sales model to a 70% partner-led approach over seven years, discussing the motivations and challenges involved. He explores strategies like decentralizing approvals, simplifying processes, and building strong vendor-partner relationships. Sergio also highlights the importance of soft skills such as integrity and empathy in sales leadership, and shares insights from his personal journey, including his move to the U.S. with his family.
Welcome to Scale Your Sales Podcast, Sergio Bea.
Timestamps:
00:00 Partner collaboration solved issues, boosted business significantly.
05:59 Technology consumption has evolved to cloud marketplaces.
10:05 Empathy, financial impact, integrity, collaboration, responsiveness, understanding.
13:48 Soft skills crucial in Cisco's hiring process.
17:48 Buyers prefer salespeople only at final stage.
19:31 Prospective customers seek value and business understanding.
23:18 Reduce approvals to improve customer experience.
28:28 Tailored microsites improve customer identification and personalization.
32:01 Left Argentina, thrived, became executive, my hero.
https://www.linkedin.com/in/sergiobea/
https://twitter.com/SergioBea4
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
Welcome to a special edition of the Scale Your Sales podcast as we celebrate our 5th anniversary!
I'm your host, Janice B Gordon, and it's been an incredible journey since the podcast's launch in 2019. Our mission has consistently focused on empowering B2B sales teams and leaders with actionable, customer-centric insights. In this episode, we reflect on the evolution of our themes, from fostering diversity and driving revenue growth to aligning sales talent and leveraging data-driven strategies. We'll revisit key discussions and milestones that have shaped our journey over the past five years.
Join us as we celebrate our achievements, share your feedback, and look forward to the next 5 years of insightful conversations on the Scale Your Sales podcast. Thank you for being part of our community! 🌟
Timestamps:
00:00 Advocating diversity and modern sales tactics for growth.
03:26 Misalignment in sales talent affects customer service.
07:24 Recent podcasts: data strategies, diversity in leadership.
11:34 Effective partnerships drive growth, mentoring boosts success.
14:33 Short Review Podcast Episode from 240 - 252
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Dan Pfister.
Dan Pfister was a co-founder at the Business Source Corp., where he helped generate over 50.000 customers. While at The Business Source, Dan created a customer WinBack process, and based on its success, he founded WinBack Labs. He’s also the host of the WinBack Marketing Podcast.
In this weeks’ episode of Scale Your Sales podcast, Dan shares his expertise on optimizing win-back marketing strategies and offers a preview of his upcoming book on the subject. He discusses how a successful win-back program led to significant revenue growth and emphasizes the importance of providing an exceptional buying experience for both new and existing customers. Dan also highlights the benefits of understanding the last touchpoint, the Pratfall effect in customer interactions, and the role of strategic partnerships in scaling revenue.
Welcome to Scale Your Sales Podcast, Dan Pfister.
Timestamps:
00:00 Customer retention strategy: focus on keeping customers coming.
06:24 Innovative WinBack marketing strategy.
09:02 Research on WinBack marketing, framework creation.
11:43 WinBack strategy: Reach out, fix, retain.
16:42 Fixing mistake enhances likability and competency.
18:39 Feeling heard can turn the situation around.
23:19 Scaling revenue through partnerships leads to success.
24:14 Cold calling and persistence in gaining attention.
29:12 Accept your energy to avoid suffering.
https://www.linkedin.com/in/danmpfister/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
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.
https://resources.relativeinsight.com/ai-innovation-cx-insights
https://www.linkedin.com/in/jamescuthbertson/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
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.
https://www.linkedin.com/in/paulalenderswain/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
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 https://www.finlistics.com/7-steps-to-building-a-customer-first-revenue-organization
https://www.linkedin.com/in/dr-stephen-timme-phd-finance-8177578/
https://www.linkedin.com/in/sheevaun/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
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.
https://www.linkedin.com/in/maryshea/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
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.
https://www.linkedin.com/in/randisuedeckard/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
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.
https://www.linkedin.com/in/olliesharpe/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website to watch or listen.
The podcast currently has 295 episodes available.