In this week’s episode of Scale Your Sales podcast my guest, Roderick Jefferson talks about sales enablement as one of the Pioneers. We talk about the different phases of sales enablement, the buyer journey and customer excellence.

Roderick Jefferson is the author of the best-selling book “Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence”. 

Roderick Jefferson is a Senior Executive with 20+ years of sales enablement leadership experience. He is also an acknowledged practitioner and keynote speaker in the sales enablement space that understands how to create bridges between internal organizations to empower sales to exceed expectations. 

Welcome to Scale Your Sales podcast, Roderick Jefferson.

Timestamps:

00:00 - Empowering Sales Teams By Connecting Organizations

5:30 - Three key stages and phases in enablement depending on your company's maturation cycle.

7:35 - Focus on the buyer's journey to close deals 

10:45 -  Prioritizing impact and influence when enabling your team

12:55 - Roderick Jefferson's enablement journey

15:00 - Enabling customers to buy?

17:15 - Sales leaders should start every meeting with this...

19:00 - Importance of diversity of thought

22:00  - Significance of professional and personal development

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

Twitter: @thevoiceofrod

Instagram: roderick_j_associates

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

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In today's episode of Scale Your Sales podcast Cynthia Zenti explains how going on a listening tour can help you become more customer and buyer-centric by helping you to truly grasp their demands.

Cynthia Zenti also discusses self-leadership as a foundation for effective sales leadership.

Cynthia Zenti is the Founder of Integrated Selling and has over 35 years of experience. She works with companies to scale and accelerate Sales leadership and Team Development. She is passionate about creating buyer-centric sales processes that are profitable and executable, along with diverse and inclusive sales cultures.

Welcome to Scale Your Sales Podcast, Cynthia Zenti.

Timestamps:

00:00 - Execute Profitable Buyer Centric Sales Processes

2:11 - Get to know Cynthia Zenti

3:20 -  Letting the buyer's journey lead the sales process

8:45 - Value of personalization and conversation in buyer-centricity

11:00 - The importance of having a diverse organization

17:50 - Modernize communication within sales

22:00 - Understanding your team's personal goals in motivating them

integratedselling.com

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

Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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/ScaleYourSalesJBG

In this week's episode of the Scale Your Sales podcast, my next guest, Eugene Shim discusses diversity, the need to keep pushing the edge, the significance of fostering empathy, and how to inspire empathy not only with your team but also for your customers.

Eugene Shim also discussed how sales leadership must adapt post-covid to the virtual world, bringing out some really positive aspects of the go-to-market model and how we're conducting business.

Eugene Shim is a results-driven Sales Leader with over 20 years of experience working at Financial Services companies like Nasdaq and more recently at hyper-growth tech companies. With a consistent record of surpassing goals and leading teams through transformation and unprecedented growth. He has created and implemented sales teams and all related groundwork multiple times.

Welcome to Scale Your Sales Podcast, Eugene Shim.

Timestamps:

00:00 - Prioritizing customer experience through empathy and positivity

2:40 - Importance of continuing to forge, maintain, and grow customer relationships.

5:30 - Leveraging platforms at hybrid events

9:30 - Diversity is essential for innovation.

11:25 - Encouraging and nurturing positivity in an organization

14:30 - Barriers to diversity in the workforce

19:00 - The value of being a customer-centric organization

21:00 - Eugene Shim's career learnings

26:00 - Instilling transcendence in a sales team

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

Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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/ScaleYourSalesJBG

In this week's episode of the Scale Your Sales podcast, my guest, Daniel Priestley talks about personal profile as a key asset to growing your business or growing your relationships with your customers. 

  Daniel Priestley is Entrepreneur of The Year ’22, and four time Best Selling Author. He is Founder of Dent Global and ScoreApp. 

Daniel Priestley is a leading authority in scaling businesses. His reputation and extensive experience with his own companies have seen him advising for inc500 leaders and unicorn Entrepreneurs as well as appearing regularly in the media. 

Welcome to Scale Your Sales Podcast, Daniel Priestley.

Timestamps: 

  00:00 - Score More Sales with Scoreapp   

03:00 - Adapting as a business in the post-pandemic era 

5:35 - Going from a city model to a time zone model business 

7:00 - Importance of personal branding 

10:35 - How data collection and conversation personalization results in better conversions 

14:20 - Levels to having a personal brand 

16:30 - Shortcut methods to effectively manage your profile on your networks 

19:00 - Stand out, scale up and make a positive impact. 

21:00 – Use key person of influence scorecard in order to increase your influence 

24:30 - Difference between scorecard and a survey 

Scorecard Marketing Book - Out Sept 22 

Request a FREE Physical Copy and Learn how to use scorecard marketing to generate consistent, warm leads on autopilot by Daniel Priestley & Glen Carlson

https://scorecardmarketingbook.scoreapp.com/

Linkedin - https://www.linkedin.com/in/danielpriestley/

Facebook - https://www.facebook.com/dpriestley 

Over subscribed - https://www.facebook.com/groups/540082996136344 

Instagram - https://www.instagram.com/danielpriestley/ 

Twitter - https://twitter.com/DanielPriestley

Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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/ScaleYourSalesJBG

In this episode of Scale Your Sales podcast my guest talks about being Better, Unique and Desirable “BUD”. Thomas Ellis has been in the sales industry for over 35 years working in Corporate America, managing a team of sales managers and 60 sales professionals and then moving into his coaching business.  Thomas Ellis is the President and Chief Sales Coach for EWC Consultants where he works with business owners and sales professionals on mastering easy and simple sales strategies that help close big deals. He has recently released the book BUD: The Sales Process that gets Results. He believes that if you master the basics of the selling process then you will be wildly successful.

Welcome to Scale Your Sales Podcast Thomas Ellis.

Timestamps:

00:00 -Close Big Deals With Easy Sales Strategies

03:40 - Activities that get results in the sales process

5:20 - How to add value to your customer’s business growth.

7:00 - How to apply "B.U.D" in the sales process

10:40 - Importance of focusing on your role in a decision-making process.

13:00 - Thomas Ellis’ views on Diversity

17:00 - Being intentional when implementing diversity in organizations

  www.tellissalescoach.com https://www.linkedin.com/in/thomaseellis/

Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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/ScaleYourSalesJBG

In this week's episode of the Scale Your Sales podcast, my next guest talks about her experience of being the only woman in the room working in the east, whether it's Japan or China and how she navigated her way by using curiosity being open and not having the arrogance of thinking she know it all.  Angie Vaux is the Founder and CEO of the Women in Tech forum, a global membership and coaching platform to help people accelerate and grow their career in tech. Prior to founding her company.

Angie Vaux held senior leadership positions for world-leading tech companies including SAP, TripAdvisor and Mimecast.

She is awarded the ‘10 Most Impactful Women in Tech 2021’ by Analytics Insight magazine.

Welcome to Scale Your Sales Podcast Angie Vaux.

Timestamps:

00:00 - #WomenInTechForum Awareness of Global Differences in Sales

2:00 - The need to equip women with tools to help them overcome an invisible barrier

4:45 - Be authentically YOU

9:10 – Importance of the right attitude to assimilate and embed yourself into a different culture

13:30 – Curiosity, determination and adaptability

16:30 - Importance of making curriculum inclusive in education

20:00 - Building rapport with the audience

https://www.linkedin.com/in/angie-vaux-28561914/

Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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/ScaleYourSalesJBG

In this week's episode of the Scale Your Sales podcast, my guest, Bethany Ayers is Chief Operations Officer at Decision Intelligence Company, Peak, a SoftBank-funded scaleup.   

With experience building successful, high-growth SaaS businesses. Bethany Ayers was rated a top 10 sales leader in the UK. 

Bethany Ayers is an active contributor to discussions about leadership, vulnerability, SaaS metrics, fundraising and women in tech. 

Welcome to Scale Your Sales Podcast, Bethany Ayers.

  Timestamps: 

00:00 - The significance of AI in Sales

2:15 – Become an AI driven businesses

4:30 – How to be smart around data

10:50 – The importance of simple sales procedure  

14:00- Active listening as a way to fill in gaps in your sales process

19:30 – Bethany’s views on the diversity in Sales.

21:30 - Powerful and effective sales management is crucial.

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

Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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/ScaleYourSalesJBG

In this week's episode of the Scale Your Sales podcast, Kendrick Trotter talked about his background and lack of access to opportunities because of his race. Kendrick was lucky enough to get spotted and encouraged to enter tech sales. His experience propelled him to set up his organization to help other people who come from less privileged backgrounds to access opportunities in sales organizations.

Us in Technology works with top tech companies committed to attracting, retaining, and developing underrepresented talent. 

Please welcome to Scale Your Sales Podcast, Kendrick Trotter.

Timestamps: 

00:00 - Increasing The Diversity of the Sales Force In Technology

05:00 – Why Each of Us Need All of Us

09:30 - The Value of Continually Developing Educational Resources Within an Organization

12:00 – Striking a Balance When Fighting Underrepresentation

14:30 – Prioritizing Meeting People Where They Are

17:00 – Understanding the Issue With Traditional Assessment Tests That Are Inaccurate for Underrepresented People

21:10 – Focusing on Employee Experience

https://www.linkedin.com/in/kendrick-trotter-326a9062/

Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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: http://scaleyoursales-podcast.co.uk/

More on the blog https://scaleyoursales.co.uk/blog

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

Facebook: https://www.facebook.com/ScaleYourSalesJBG

Welcome to the 2022 First Half Review of Scale Your Sales Podcast.

In this episode of Scale Your Sales Podcast, Janice B Gordon, reviews some of the episodes in the last seven months. This is an introduction to some of the insightful advice and experience shared by the expert guests, there are many more to view in this weekly podcast.

The show was created for B2B founders, executives, sales leaders, key account managers, and customer-serving professionals to engage in lively debate and conversations, covering subjects like customer experience, strategic revenue growth, and modern sales know-how. Let's delve into some of the episodes that we've covered in the last 30.

00:00 - 2022 First Half Review of Scale Your Sales Podcast Episode

1:25 -  #118 : Jeff Davis – A Unified Sales and Marketing Leverages Sales Effectiveness

2:03 -  #119 Jonathan Hawkins - Interpret Data to Predict Behaviours & Empathize with Buyers

3:07 –  #123: Jeannie Walters - How To Create An Excellent Buyer Experience

3:45 –  #125: John Smibert - Focus Your Buying Journey on the Process, Not the Product

4:30 – #126: Heidi Solomon, Bridgett McGowen Hawkins - Heels to Deals Inspires Female Sales Professionals

6:00 – #128: Meshell Baker - Develop Unstoppable Confidence to Create Sales Success

6:45 –  #131: Harvey Dunham - Drive Customers Down the Path to Co-Creation

8:00 – #132: Stephen Diorio - Evaluate Your Responsibilities to Grow Customer Lifetime Value

9: 51 – #135: Felix Krueger - Create a Sales Enablement Ecosystem & Become a Revenue  Generating Organisation

10:25 – #139: Ed Porter - Align your Revenue Organisation Accelerate Growth Through the Buyer's Journey

11:27 – #140: Laura Hannan - The Value of Nurturing LinkedIn Conversations to Lead Generation

12:28 - #143: Eva Helén - Collaborating for Gender Equality in Sales 

13:19 –  #145: Dr. Stephen Timme - Become Your Customer's Trusted Advisers

14:30 –  #146: Aaron Spencer - The Shortest Route to the Best Sales Outcome

15:30 - #147: Laura Valerio - Prioritize Strategic Goal In A Sales-Enablement Program

Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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/ScaleYourSalesJBG 

In this week's episode of the Scale Your Sales podcast, my next guest, Ravi Rajani is a keynote speaker and storytelling consultant who helps B2B Sales teams sell more with story.

Please welcome to Scale Your Sales podcast, Ravi Rajani.

Timestamps: 00:00 – Master Storytelling to Increase Sales

2:30 – Active Listening Exercise

5:00 – The Different Types of Stories in a Sales Context

8:00 – The Goal of the Connection Story

12:00 – Prioritize Your Unique Method to Generate Leads

16:00 – The “S.T.O.R.Y” Framework

20:00 – Importance of Diverse Teams

linkedin.com/in/ravirajani

Website: theravirajani.com

Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. Listed by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience and 150 Women B2B Thought Leaders You Should Follow. 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/ScaleYourSalesJBG