In this weeks' Scale Your Sales Podcast episode, my guest is Anna Bella.

She is a Sales Leader with over 13 years of leadership experience, spending the last 7 building & scaling SDR teams across EMEA and APAC at high growth SaaS companies including Redis and Snyk. She drives measurable revenue impact through cross-functional collaboration, AI-powered outreach, accountbased strategies, and performance frameworks. She is a Board Member at Buckinghamshire Business School, member of the Women in Tech Forum and SDR Leaders of EMEA.

In today's episode of Scale Your Sales podcast, Anna brings over a decade of experience building and scaling sales development teams across EMEA and APAC. They discuss leadership in an AI-driven landscape, focusing on the importance of empathy, accountability, coaching, and culture in enabling high-performing teams and retaining top talent. The conversation also addresses increasing female representation in sales and technology leadership, offering practical guidance on career development, AI adoption, networking, and mentorship.

Welcome to Scale Your Sales Podcast, Anna Bella.

Timestamps:

00:00 Empathy-Driven Leadership and AI

05:16 Initiative and AI Super Users

08:29 Advocating Women in Tech Sales

13:58 Women's Empowerment in Leadership

17:21 Stretch, Challenge, and Change

20:51 Onboarding, Retention, and Growth

24:20 Culture: The Ultimate Differentiator

28:11 Coachable Team for Sales Success

29:29 Empathy and Accountability Leadership

32:56 Empathy Unlocks Team Potential

https://www.linkedin.com/in/annabella85/

About the Host

Janice B Gordon is the award-winning Customer Growth Expert, founder of the Scale Your Sales Framework, and host of the Scale Your Sales Podcast.

She helps CEOs, founders and revenue leaders grow sustainable revenue by aligning leadership, sales and customer experience through her North Star Leadership approach.

Named one of LinkedIn Sales' Innovating Sales Influencers to Follow and a Top Global Thought Leader on Customer Experience, Janice works with organisations worldwide to rethink how revenue grows.

Connect with Janice

Book Janice to speak at your next sales or leadership event https://janicebgordon.com

LinkedIn https://www.linkedin.com/janice-b-gordon/

Instagram https://www.instagram.com/janicebgordon

Scale Your Sales Podcast https://scaleyoursales.co.uk/podcast

Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

Janice B Gordon presents two case studies from her client work. The first illustrates how a legacy publishing media company transformed its sales hiring strategy, moving from intuition to a rigorous, data-informed approach. This shift reduced turnover and strengthened the long-term capability of the sales team. The second examines the transition from a reactive, fire-fighting sales culture to a proactive and empowered environment, where managers lead with clarity, alignment, and consistency to improve engagement and revenue performance.

For organisations facing high turnover, inconsistent performance, or challenges in hiring and developing talent, this episode offers practical strategies and insights from real-world experience. Janice B Gordon explains how data-driven processes and decisive leadership contribute to sustainable revenue growth.

Timestamps:

00:00 Scaling Sales Success Stories

06:15 Hiring for Growth and Fit

07:22 Streamlined Sales Hiring Process

12:50 From Management to Leadership

15:13 Sales Assessment and Team Insights

20:08 Podcast Insights and Training

About the Host

Janice B Gordon is the award-winning Customer Growth Expert, founder of the Scale Your Sales Framework, and host of the Scale Your Sales Podcast.

She helps CEOs, founders and revenue leaders grow sustainable revenue by aligning leadership, sales and customer experience through her North Star Leadership approach.

Named one of LinkedIn Sales' Innovating Sales Influencers to Follow and a Top Global Thought Leader on Customer Experience, Janice works with organisations worldwide to rethink how revenue grows.

Connect with Janice

Book Janice to speak at your next sales or leadership event https://janicebgordon.com

LinkedIn https://www.linkedin.com/janice-b-gordon/

Instagram https://www.instagram.com/janicebgordon

Scale Your Sales Podcast https://scaleyoursales.co.uk/podcast

Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

In this weeks' Scale Your Sales Podcast episode, my guest is Deidre Hudson.

Deidre Hudson is a marketing executive, strategist, and storyteller with deep expertise in go-to-market strategy. As VP of Marketing and Sales at YELL Payment, she blends creative vision with data-driven execution. A frequent podcast guest and speaker, she advises startups and serves on the board of iCouldBe.org, a youth mentorship nonprofit.

In today's episode of Scale Your Sales podcast, Deidre speaks about continuous learning across life's stages and applying those lessons to effective boardroom and sales leadership. They discuss driving alignment across people, process, and technology, identifying operational gaps, optimising the customer journey, and fostering a customer-centric culture by communicating in the customer's language rather than internal jargon.

Welcome to Scale Your Sales Podcast, Deidre Hudson.

Timestamps:

00:00 Life Lessons and Growth

03:08 Authenticity as a Velvet Knife

08:14 Cross-Functional Alignment for Success

09:54 Aligning Process for Growth

14:12 Optimizing Decision Points

17:49 Speak Your Buyer's Language

22:45 Embrace Learning Through Experimentation

24:28 Navigating Experimentation in Challenges

27:29 Striving for Servant Leadership

https://www.amazon.com/How-Did-Get-Here-Younger/dp/B0BSJLKG1Z

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

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 Orrin Thomas.

His career has spanned three separate pillars starting out as a political researched after graduating from university, He then worked in higher education and the EdTech space mainly being a recruiter for universities where he was responsible for attracting students to study in the UK, and most recently having had senior sales positions at Gartner for sales leaders helping countless companies make successful changes in their GTM models.

In today's episode of Scale Your Sales podcast, he shares why critical questioning, active listening, and process-driven discipline have become essential capabilities for today's top sales performers. He explores the shift toward introverted, insight-led sellers, the strong link between listening and deal success, and why diagnostic, candidate-led interviews are replacing traditional competency-based hiring. Orrin also offers practical guidance on mapping the customer buying journey, strengthening onboarding, and hiring for curiosity and continuous learning in an AI-driven sales environment.

Welcome to Scale Your Sales Podcast, Orrin Thomas.

Timestamps:

05:57 Listening Beats Talking in Sales

09:21 Rethinking Sales Interviews Strategy

12:40 Prioritizing Candidate Fit

14:15 Data-Driven Hiring Insights

18:36 Introverts Excel in Sales Success

21:51 Ineffective Hiring Methods Analysis

25:29 Sales Training and Sustainability Crisis

28:12 Tools, Learning, and Innovation

32:28 Scale Your Sales Insights

https://www.linkedin.com/in/orrin-thomas/

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 Simon Sharp.

I'm CEO of Verto, a UK SaaS platform, the no 1 solution powering portfolio, programme and project management (P3M) across the UK public sector. An entrepreneur and GTM leader, I've co-founded RiskXchange, founded RockSec360 and held global revenue leadership roles scaling SaaS, cybersecurity, and fraud prevention companies from £1M to £100M+ worldwide.

In today's episode of Scale Your Sales podcast, Simon examine how science-led, data-driven approaches—enhanced by AI—are reshaping revenue architecture and modern sales leadership. Explore what differentiates organizations that achieve predictable ARR growth from those that plateau, with a strong focus on customer-centric growth systems, meaningful client relationships, and the evolving role of technology in sales. Drawing on his experience scaling multiple PE-backed SaaS businesses and his work with Winning by Design methodologies, Simon shares practical insights into how AI is improving efficiency and customer focus.

Welcome to Scale Your Sales Podcast, Simon Sharp.

Timestamps:

06:04 Retention: The Key to SaaS

06:58 Customer-Centric Growth Strategy

10:31 AI Tools Streamline Sales Processes

14:00 Prioritizing Sales Team Coaching

17:48 Coaching Individuals Over Deals

23:22 Strong Investor Relationships Drive Growth

24:53 Business Strategy and Time Management

28:57 Building Habits Gradually Yields Results

https://www.linkedin.com/in/simonsharp360/

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 Lynn Heidi.

Lynn Hidy is the founder of UpYourTeleSales.com known for her clarity, candor, and actionable strategies. With decades in the trenches, she helps sales leaders ditch the chaos and build confident, high-performing sales teams who sell virtual get results without losing their minds (or their humor).

In today's episode of Scale Your Sales podcast, Lynn Heidi shares practical strategies for building confident, high-performing teams that consistently achieve results, while maintaining clarity and balance. She introduces her "bell curve manifesto," explaining why investing in the middle 68% of performers can drive meaningful organizational impact. The discussion also explores coachability, alignment, moving beyond generic KPIs, and highlights Lynn's new book, Mastering Inside Sales Leadership, a timely guide for today's emerging sales leaders.

Welcome to Scale Your Sales Podcast, Lynn Heidi.

Timestamps:

06:07 Coaching and Organizational Solutions

08:01 Leadership vs. Management Misalignment

12:12 Aligning Vision with Revenue Goals

17:21 Inside Sales Compensation Insights

19:51 Inside Sales Leadership Playbook

22:42 Understanding Stakeholder Priorities

25:44 Coaching That Connects Goals Personally

Published book: http://masteringinsidesalesleadership.com/

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

https://www.instagram.com/dorianlynnhidy/

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 another inspiring episode of Scale Your Sales!

In this special Hero Shero edition, Janice B Gordon invites us to slow down, reflect, and reconnect with what truly matters as the year comes to a close. Through heartfelt stories from her guests, Janice explores the power of authentic leadership, the influence of personal values, and the quiet impact of those who support us—both in our professional and personal lives.

You'll hear memorable moments about finding role models in unexpected places, building feedback cultures rooted in kindness, and leading with integrity, empathy, and humility. Whether it's celebrating the relentless resilience of trailblazers, learning the value of community over going it alone, or recognizing the confidence to show up as your authentic self, this episode is packed with insights and practical wisdom to carry into the new year.

Timestamps:

00:00 Reflection, Tradition, and Influence

04:03 Redefining Inspiration and Leadership

07:53 Authenticity's Quiet Leadership Impact

11:04 Leadership Rooted in Humanity

15:21 Reflecting on Values and Growth

17:46 Purpose Over Perfection

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.

🎉 300 Episodes of Scale Your Sales — and the journey continues 🎉

Reaching the 300th episode of the Scale Your Sales podcast is a powerful moment of reflection, gratitude, and renewed focus. What began in 2019 as a platform to amplify fresh voices in B2B sales has grown into a global community committed to learning, customer excellence, and meaningful growth.

In this milestone episode, Janice B Gordon looks back on the lessons, conversations, and transformations that shaped the show — and the leaders who made it possible. From courageous teams willing to rethink how they sell, to clients who achieved measurable improvements by shifting mindset and behavior, one message remains clear: sustainable growth starts with customer excellence.

This episode revisits why customer lifetime value is built through trust, collaboration, and data-informed decisions — not shortcuts. Janice shares real client wins, reflections on leadership resilience, and why aligning teams around a clear North Star matters more than ever in challenging markets shaped by AI, uncertainty, and rising expectations.

As a thank-you to the community, Janice is also offering a limited Northstar Leadership Scale Growth diagnostic for CEOs, founders, and CROs looking to set a strong direction for the year ahead.

This isn't just a celebration of a number — it's a reminder that when leaders lead with conviction, curiosity, and care for customers, growth follows.

Here's to the next chapter and scaling sales with purpose into 2026.

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.

#ScaleYourSales #SalesLeadership #SalesTransformation #CustomerExcellence #PodcastMilestone

In this weeks' Scale Your Sales Podcast episode, my guest is Frank Sondors.

Frank comes with over a decade of experience in B2B Sales, working for companies like Google, SimilarWeb, Black Crow and Whatagraph whether as an individual contributor and all the way leading large sales teams. Currently, he's building Salesforge.ai to give companies the ability to blend their current sales efforts with AI agents to maximize pipeline and drive down cost. In less than a year they've scaled up from $0 to $3M ARR.

In today's episode of Scale Your Sales podcast, Frank shares how Salesforge scaled to $30M ARR in under a year by using AI agents to increase productivity and reduce operational costs. The discussion highlights the practical realities of AI adoption, from enabling small businesses to compete at a higher level to addressing the challenges of empathy, nuance, and system integration within larger organizations. This episode offers actionable guidance and real-world examples for sales leaders and executives shaping their digital transformation strategies.

Welcome to Scale Your Sales Podcast, Frank Sondors.

Timestamps:

00:00 AI-Driven Sales Scaling

04:32 Tech Transforming Speed and Context

09:45 Human vs. AI in Business

11:41 AI Follow-Up for Sales Insights

16:45 AI Agents and User Curiosity

20:20 Enterprise vs. SMB Pricing Comparison

23:00 Technology Adoption in Enterprise

26:13 Embrace Autonomous Systems Now

28:08 Side Project for Legacy Systems

32:21 Optimizing Costs Through Efficiency

34:36 Elon Musk: Controversial Tech Visionary

published book: https://www.amazon.com/AI-SDR-Your-Edge-100M-ebook/dp/B0FTYKF39H/ref=sr_1_1?crid=1XJ4K6HRAF7ZZ&dib=eyJ2IjoiMSJ9.emcVRBDHC8e7fpXgNYI7sA.WU6gyafRCVrv8NuVAzOb1Gp6-bhEULZgLJSHEzz5eNA&dib_tag=se&keywords=frank+sondors&qid=1760378361&sprefix=frank+sondors%2Caps%2C146&sr=8-1

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

https://x.com/franksondors

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 Paul Fuller.

Paul's mission is to help others shine bright with the gifts they have been given. He is the CRO of Membrain, a CRM company focused on elevating the sales profession.

In today's episode of Scale Your Sales podcast, Paul shares why intuitive judgment, emotional connection, and authentic leadership remain essential—even as organizations increase their investment in AI. Offering practical guidance for CEOs and sales leaders, the conversation examines how to build high-performing teams through strong culture, people development, and thoughtful use of technology. They also discuss balancing financial goals with human fulfillment and establishing a clear roadmap for sales success through 2026.

Welcome to Scale Your Sales Podcast, Paul Fuller.

Timestamps:

00:00 AI and Human Foundations

04:25 AI Adoption: Focus Amid Uncertainty

08:28 Leadership in Evolving Organizations

11:37 Balancing Leadership and Performance Goals

15:16 Alignment Drives Success

18:44 Empowering Teams for Strategic Growth

21:43 Retrench, Focus, and Grow

25:17 Shine Bright Through Darkness

27:23 Transforming Sales, Transforming Lives

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

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.