This week on the Scale Your Sales Podcast, Janice B Gordon presents a special Christmas edition packed with reflections, insights, and festive cheer to wrap up an incredible year in sales!

Welcome to the festive edition of the Scale Your Sales podcast, hosted by customer growth expert and RevTech strategist Janice B Gordon. Ranked among the top 10 sales podcasts, this special episode reflects on 2024's biggest trends in B2B sales.

We discuss the rise of customer-centric strategies, the role of AI and technology in boosting efficiency, and how diversity drives innovation and success. Discover how these shifts are shaping a more productive and innovative 2025.

Packed with actionable insights, this episode is your guide to thriving in the evolving sales landscape. Tune in now and get ready for the year ahead!

Timestamps:

00:00 Empathy and EQ crucial for sales success.

03:35 Shift from tech-driven to data-driven strategies.

09:35 Discussing customer retention, revenue growth themes, 2024.

11:31 Great recovery and diverse leadership drive success.

15:35 Data-driven decisions enhance sales team productivity.

19:35 AI in sales: episodes explore innovation, leadership.

23:13 Customer-centric, data-driven sales strategies for 2024.

27:15 AI enhances customer-centric, data-driven revenue strategies.

29:46 Share podcast, leave reviews, embrace 2025 goals.

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

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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 Celeste Bayles.

Celeste is a dynamic sales operations leader known for transforming revenue organizations and expertly integrating sales team’s post-acquisition. With expertise in CRM and AI-powered sales optimization, she enhances seller efficiency and focuses teams on high-value opportunities, driving seamless transitions and sustainable growth across complex, multi-platform environments.

In today’s episode of Scale Your Sales podcast, Celeste shares valuable insights into building strong cross-departmental relationships and crafting tailored sales messages for specific roles. She emphasizes the importance of active listening, understanding client challenges, and simplifying the buying process to drive success. Drawing from her experience with company acquisitions, Celeste offers practical advice on integrating technology and maintaining a positive outlook during periods of change.

Welcome to Scale Your Sales Podcast, Celeste Bayles.

Timestamps:

00:00 Navigating Company Acquisitions

05:57 Employers using STAR method improves interview clarity.

09:07 Assessing adaptability and problem-solving in sales candidates.

11:11 Ask questions, listen, be authentic in sales.

15:42 Guide inexperienced buyers to achieve goals collaboratively.

17:40 Employee experiences excitement and uncertainty post-acquisition.

23:12 Continuously evaluate and adapt to sales needs.

24:30 Sales enablement: training, RFP assistance, data-driven insights.

29:28 Evaluate company strengths; avoid unnecessary technology debt.

31:49 Encourages self-belief and celebrates everyday heroism.

https://www.linkedin.com/in/celesteyarbrough/

https://www.instagram.com/celestebayles/

https://x.com/celesteyarbro

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 Sharon D Smith.

Sharon is a commercial director with a powerful track record in driving strategic sales and operational growth. She specializes in accelerating revenue through innovative go to market strategies and a customer first approach. She focuses on aligning team performance with customer needs and has proven this as invaluable in today’s competitive landscape.

In today’s episode of Scale Your Sales podcast, shares her journey as a black female leader navigating the challenges of visibility and representation in the commercial world. We discuss her innovative go-to-market strategies, customer-first approach, and dedication to fostering diverse, inclusive teams. Sharon's insights highlight the value of empathy, problem-solving, and balancing efficiency with personal responsibilities, offering actionable strategies for sales professionals aiming to excel.

Welcome to Scale Your Sales Podcast, Sharon D Smith.

Timestamps:

00:00 Challenges of black women leadership in business.

04:28 Diversity in leadership brings innovative solutions.

06:55 Diverse experiences enhance effectiveness and differentiation.

12:31 Creating workplace diversity in sales is challenging.

15:23 Focus on skills, not job titles, for careers.

19:46 Job satisfaction: family feeling, no promotion desire.

22:13 Recognized problem-solver, collaborative, career-driven.

23:51 Identified problems, provided solutions, exceeded expectations.

27:33 Diverse skills in sales team bring success.

30:53 Sales assessments create clarity for predictive forecasts.

33:30 Leaders provide vision, not trauma, for transformation.

https://www.linkedin.com/in/sharon-d-smith-24609331/

https://x.com/Sharon_sm1th

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 Stephanie Neale.

Stephanie Neale is CEO at Blind Zebra, helping B2B sales teams simplify selling through their Sales Operating System, BZSOS™. She lives in Indianapolis with her husband, who’s also her business partner, their five kids (combined), and a Doodle they sometimes claim.

In today’s episode of Scale Your Sales podcast, Stephanie shares her journey from accidental salesperson to accomplished sales leader, guided by authenticity and principles like intention, abundance, and detachment from outcomes. We explore the importance of a structured sales process, the evolving role of women in sales, and the impact of diversity in teams. Honoring her mentor Laurie Grass, Stephanie emphasizes leaving a lasting positive impact on customer experience.

Welcome to Scale Your Sales Podcast, Stephanie Neale.

Timestamps:

00:00 Authentic sales focus on customer needs.

06:25 Podcast focuses on diverse, global perspectives and experiences.

08:26 Increasing female representation in B2B buying industry.

12:22 Sales hesitance due to perceived professional aggressiveness.

14:35 Identify obstacles; discuss red flags collaboratively.

18:44 Clear, named sales process ensures efficient scaling.

23:49 Mentor inspired career growth and lasting impact.

24:55 Laurie's legacy influences women in sales globally.

https://www.linkedin.com/in/stephaniesummersthompson/

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 Charlene Li.

Charlene Li is an expert on disruptive transformation strategy and leader and the NYTimes bestselling author of six books. She is working on her 7th book “Winning with Generative AI”. Charlene is graduate of Harvard College and Harvard Business School and was named one of the most creative people in business by Fast Company.

In today’s episode of Scale Your Sales podcast, Charlene explores the evolving intersection of technology and leadership, emphasizing the centrality of people and relationships over tools. She shares insights on leveraging AI in sales to balance automation with humanity, build trust through deeper customer understanding, and empower sales teams by eliminating routine tasks. The discussion includes overcoming AI-related fears, implementing responsible governance, and maximizing the potential of both people and technology.

Welcome to Scale Your Sales Podcast, Charlene Li.

Timestamps:

00:00 AI, sales challenges, leadership.

03:42 Building trust in AI requires transparency and respect.

08:11 Balancing FOMO and caution requires structured governance.

12:32 Scaffolding in sales: support, efficiency, human oversight.

13:48 Use AI to analyse organizational feedback efficiently.

17:47 Can AI enhance existing strategies effectively?

20:01 AI streamlines content creation for sales presentation.

25:53 Maximizing potential despite limitations, empowering individuals.

26:54 Shares wisdom on maximizing potential.

https://linkedin.com/in/charleneli

https://instagram.com/charleneli

https://twitter.com/charleneli

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 Caroline Holt.

Caroline is a self-described “sales nerd”. Early on in her career as a BDR then AE, she learned everything to become a quota crusher on the job through some raw talent and grit, and obsessive focus on process. Since 2008, she has founded and run Toying with This Idea, a consulting business specializing in increasing sales effectiveness, around the talent, tools, and technology and touchpoints across the sales process.

In today’s episode of Scale Your Sales podcast, Caroline shares insights from her extensive career, highlighting the pitfalls of traditional onboarding and the risks of relying on past performance when hiring. She introduces the concept of "coaching debt," emphasizing the importance of continuous skill development and personalized training programs. Together, they explore strategies to optimize sales team efficiency, align hiring decisions with customer satisfaction, and ensure long-term success through structured onboarding.

Welcome to Scale Your Sales Podcast, Caroline Holt.

Timestamps:

00:00 Hiring right people requires more than past performance.

05:00 Understanding sales processes critical for successful onboarding.

08:53 Critical onboarding skills prevent "coaching debt" assumptions.

12:56 Sales enablement bridges skills gaps for success.

13:59 Identify competencies essential for hiring and development.

17:16 Individual-focused coaching accelerates onboarding success.

21:48 Sales focus too short-term, limits long-term growth.

24:59 Scaling back harms customer engagement and satisfaction.

27:28 Late reader seeks fictional escape on island.

https://www.linkedin.com/in/carolineholt/

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 Cliff Simon.

Cliff is the CRO of Carabiner Group: a part of SBI Growth, and advisor, and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps. He is an active leader in multiple GTM communities. He has anchored GTM teams in SaaS and Service industries including consulting, network & communications, software, e-commerce, and supply chain. Cliff is a recipient of the 2024 Modern Sales Leader award from HubSpot.

In today’s episode of Scale Your Sales podcast, Cliff emphasizes the importance of early customer value communication and reducing friction for better decision-making. Discussing the critical role of aligning people, processes, and technology to optimize revenue operations in the B2B sales environment. Together, exploring customer-centric strategies that can transform sales approaches in today’s dynamic landscape.

Welcome to Scale Your Sales Podcast, Cliff Simon.

Timestamps:

00:00 Align people, processes, tech for effective B2B sales.

06:18 He starts tomorrow; I'm confident he's perfect.

08:57 Understanding curiosity and intrinsic motivation fosters alignment.

10:33 Identify intrinsic motivations for behavioural change.

13:40 Focus on aligning with customer-perceived value.

17:13 Adapting strategies for evolving millennial buying behaviours.

20:46 Knowledge isn't effectively documented or distributed.

24:15 Water collection is crucial for island survival.

https://carabinergroup.com/wp-content/uploads/2023/05/Carabiner-Group-Pavilion-Bringing-Revenue-Operations-to-Life-in-Your-Organization-1.pdf

https://www.linkedin.com/in/cliff-simon/

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 Laura Wheeler.

Having built & lead teams across GTM: sales, operations and enablement, Laura is taking her 16 years of expertise from Tableau & Spekit to early-stage founders. She is COO and co-founder of RVNU (are-vee-in-you) with a company mission to democratize GTM expertise to more founders, improving survival past $20M in ARR.

In today’s episode of Scale Your Sales podcast, Laura Wheeler offers expert insights into proving ROI before going to market and the challenges companies face when scaling without validating product value. We explore the concept of "go-to-market debt," KPI implementation, and the balance between self-service and sales-led strategies to ensure product-market fit. Laura also highlights the future of sales teams, focusing on smaller, more customer-centric approaches.

Welcome to Scale Your Sales Podcast, Laura Wheeler.

Timestamps:

00:00 Go-to-market debt: Inefficiencies from premature scaling.

04:00 Revenue growth was unsustainable; layoffs ensued.

08:16 Focus on ICP value to prevent churn.

11:04 Balancing sales and self-serve in go-to-market.

13:28 Prioritize mission over accommodating large customers’ demands.

17:34 Identify, nurture future customers for sustainable growth.

19:59 Evangelizing product and retaining or re-onboarding customers.

23:43 Early startups underutilize comprehensive role mapping.

29:04 Balancing startup demands with personal life responsibilities.

30:57 Dolly Parton: advocate, unique, entrepreneur, admired shero.

https://www.linkedin.com/in/wheels-revops/

https://www.instagram.com/rvnu.labs/

https://rvnu.co/

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 Amelia Taylor.

Amelia Taylor, Founder of The Revenue Table, drives revenue growth through strategic partnerships and trusted relationships. She leads with a rebellious, EQ-led mindset, activating growth initiatives and executing big ideas. Amelia excels in executive communication and leveraging a Nearbound approach to meet buyers where they engage, most.

In today’s episode of Scale Your Sales podcast, Amelia shares her transition from traditional employment to entrepreneurship, challenging established norms with an EQ-driven approach. She highlights the power of leveraging online communities to engage buyers authentically and build trusted relationships that drive revenue growth. Amelia discusses how AI is impacting emotional connections in sales, emphasizing the value of personalized engagement over mass outreach. She also offers strategies for navigating generational communication and creating impactful client interactions.

Welcome to Scale Your Sales Podcast, Amelia Taylor.

Timestamps:

00:00 The Power of EQ and Authentic Networking

05:47 Community enables sales through partnership and collaboration.

06:38 Leveraging EQ over IQ enhances professional effectiveness.

10:30 Networking involves understanding people beyond their titles.

14:25 Learned sales by asking for constructive feedback.

16:38 Teaching sales EQ for more personalized engagement.

21:27 Understanding AI's impact requires adaptive sales leadership.

23:48 Outsource experts to improve multi-generational communication.

27:57 Grateful for being a present mother.

29:49 Embrace authenticity and focus on strengths.

https://www.amazon.com/Heels-Deals-Dominating-Business-Business/dp/1953315186

https://www.linkedin.com/in/tayloramelia/

https://www.instagram.com/amelia_a_taylor/

https://x.com/theameliataylor

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 Richard Harris.

Richard Harris, Author the Seller’s Journey, teaching sales reps how to earn the right to ask questions, which questions to ask and when.

In today’s episode of Scale Your Sales podcast, Richard discusses the evolving sales landscape, focusing on essential skills like coachability, teamwork, and handling disagreements. He shares innovative interview techniques and challenges assumptions about sales roles, highlighting how introverts often excel. They also explore the impact of AI on sales education and the ongoing importance of human interaction.

Welcome to Scale Your Sales Podcast, Richard Harris.

Timestamps:

00:00 AI accelerates sales and product knowledge education.

06:12 AI supplements training; human connection remains essential.

08:00 Success relies on mindset, coachability, and implicit skills.

11:14 Learning effective sales techniques through interview questions.

15:55 Bottom performers extroverted; top performers introverted.

18:37 Handling objections through professional disagreements and coachability.

22:35 Buyer’s experience navigates a seller's journey.

25:05 People now comfortably make large online purchases.

28:25 Identify sceptics to improve client experience.

30:37 Activating LinkedIn notifications to follow updates.

https://a.co/d/0tXmlWl

https://www.linkedin.com/in/rharris415/

https://www.instagram.com/rharris415/

https://x.com/rharris415

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.