Scale Your Sales Podcast

In this week's Scale Your Sales Podcast episode, my guest is Hang Black.

From refugee to revenue leader, Hang Black's career spans engineering, marketing, and sales, earning her the nickname "Black Ops". A multi-national keynote speaker on sales, leadership, and a passionate advocate for women in the workplace, she is the author of a Wall Street Journal best-selling book.

In this episode, Hang discussed the impact of AI, cultural disparities in the treatment of women in sales, and the evolving demographics of buyers. Highlighting the importance of diversity at all levels of an organization, Hang emphasized the need for intentional inclusion to avoid unintended exclusion in the workplace. She also delved into the potential of AI in optimizing tools to represent all buyers' needs and emphasized the necessity for sales leadership principles to adapt to digital advancements and technological changes. Moreover, Hang shared insights on the changing role of outbound SDRs and AEs and discussed the importance of programmatic diversity, equity, and inclusion (DEI) strategies, emphasizing the need for genuine action to address unconscious bias and accelerate overlooked talent within organizations.

Welcome to Scale Your Sales Podcast, Hang Black.

Timestamps:

00:00 – Diversity, Leadership, and Adaptation in a Digital Age.

04:19 – Plan for the future. Invest in leadership and technology.

12:10 – Influencing hiring decisions for diversity and fairness.

13:59 – Struggle with expanding tool stack, use AI wisely.

17:03 – Challenge in leadership training for relevant and effective coaching.

23:26 – Improving retention: role models, inclusion, psychological safety, and equal access.

28:29 – Opportunities for overlooked individuals through sponsorship.

31:30 – Support leaders to be digitally savvy and empathetic.

https://hangwithhang.com/

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

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

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

Twitter: https://twitter.com/JaniceBGordon

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

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

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

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In this week's Scale Your Sales Podcast episode, my guest is Heather Holst-Knudsen

Heather has deep roots in B2B, having grown up in Thomas Publishing Company, Miller Freeman, Reed Elsevier, and IDG. Heather also has extensive experience with SaaS and event tech. She is a recognized expert and partner with years of leadership and operating experience in the industries she serves. Heather founded H2K Labs, which helps clients generate financial returns from data.

In this episode, Heather into the critical role of data outside the CRM in understanding customer behavior and forecasting. She emphasizes the need to curate and blend CRM and external data for a single source of "revenue truth," focusing on essential KPIs for stakeholders. Heather introduces Insightify, a tech-enabled platform for data intelligence in complex business models, and stresses the importance of validated data for setting KPIs and improving sales operations. The episode also explores leveraging data to coach salespeople based on individual strengths and weaknesses, enhancing overall sales performance. Heather discusses the significance of first-party data strategies for media and event companies and strategies to enable event exhibitors to buy. Throughout, she provides valuable insights into data-driven strategies for customer retention and revenue growth.

Welcome to Scale Your Sales Podcast, Heather Holst-Knudsen.

Timestamps:

00:00 – Enhancing Sales with Data-Driven Strategies

05:59 – Sales approach shifts to focus on data.

08:34 – Using data can improve sales performance greatly.

10:05 – Maximizing CRM data for accurate forecasting.

13:30 – Understanding industry's black box through predictive data.

16:41 – Utilize data to train sales teams effectively.

21:44 – First party data strategies crucial for media.

23:47 – Monetizing audience subscriptions and events effectively.

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

https://twitter.com/h2klabs

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

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

Twitter: https://twitter.com/JaniceBGordon

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

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

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

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In this week's Scale Your Sales Podcast episode, my guest is Cristina Lasagni.

Cristina stands as a distinguished Go-to-Market Senior Leader and the current Head of Southern Europe at Cloudflare, with over 15 years of experience in tech industry with expertise in scaling organizations to new heights. At Cloudflare she was involved since the early days helping to scale the organization to 1B$ revenue as of today. Her trajectory encompasses pivotal roles at industry giants like Cisco and Dropbox, where she left an indelible mark as an expert in navigating the intricate landscape of large-scale enterprises. These experiences also solidified her reputation as a leader capable of driving growth and scalability on a grand scale.

In this episode, Cristina delves into the hiring process, candidly discussing mistakes made and the importance of focusing on impactful aspects. She shares her journey of overcoming challenges in sales, emphasizing the significance of forging strong partnerships, finding a niche, and leading with empathy and problem-solving. She also highlights the need for greater female representation in the sales industry and the founding of her podcast, Help Mentor IT, to support women and allies in breaking down barriers. Tune in to hear more about building a diverse team and the emphasis of the benefits of intentional efforts in addressing the issue of female representation in sales, particularly in the tech industry.

Welcome to Scale Your Sales Podcast, Cristina Lasagni.

Timestamps:

00:00 – How Diversity Drives Sales Success

03:17 – Navigating inclusion and diversity in career growth.

08:16 – Stats suggest shift towards younger female buyers.

11:27 – Inspiring journey to break the glass ceiling.

20:56 – Success through hard work and connection building.

23:58 – Empathy and curiosity is vital in successful sales.

30:26 – Focus on impactful sales traits, use tool.

31:37 – Efficient assessment eases hiring process, requires coaching.

https://www.linkedin.com/in/cristinalasagni/ https://twitter.com/clasagni/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

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

Twitter: https://twitter.com/JaniceBGordon

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

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

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

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And more! Visit our podcast website to watch or listen.

In this week's Scale Your Sales Podcast episode, my guest is Chet Lovegren. Chet is the founder of The Sales Doctor a revenue growth agency designed to eliminate the revenue bleed caused by archaic sales enablement practices.

In this episode, Chet explores the crucial factors that founders need to consider when building and scaling their sales operations, emphasizing the significance of focusing on inbound sales, honing sales skills, and understanding the sales system before diving into outbound efforts. He shares insightful experiences and examples, highlighting the need for founders to prioritize manual processes, hiring the right people, and assessing employees' true potential beyond traditional interview methods. So, tune in to gain valuable insights on building a successful sales engine and navigating the challenges of scaling your sales.

Welcome to Scale Your Sales Podcast, Chet Lovegren.

Timestamps:

00:00 – Inbound Focus, Scaling Strategies, and Hiring Wisdom.

05:25 – Jumping to new opportunities without proof detrimental.

06:46 – Salespeople must understand business engine to succeed.

12:27 – Founders idolize lifestyle of Mark Zuckerberg, Elon.

16:24 – Establishing relationships, hiring, and learning in business.

18:14 – Employee lacks understanding of CFO responsibilities and operations.

21:04 – Self-evaluating employees seek guidance, not hand-holding.

24:39 – CVs predict interviews poorly; new tools emerging.

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

https://twitter.com/thesalesdoc_rx

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

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

Twitter: https://twitter.com/JaniceBGordon

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

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

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

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

In this week's Scale Your Sales Podcast episode, my guest is Christina Brady. With 16+ years of overall SaaS sales experience, and 10+ years of executive leadership in the SaaS space, Christina has a proven track record of leading individuals and organizations to growth & profitability as a former artist, musician, and improv performer, she has a genuine passion for building culture, coaching & developing leaders, and producing top-performing Sales and CS teams across small to enterprise organizations. Christina is using her experience and people first mentality to revolutionize how revenue teams practice and ingrain learning, skills, and ongoing development as the CEO and Co-Founder of Luster.ai.

In this episode, Christina delves into the challenges in traditional sales training and coaching, and how Luster.ai is revolutionizing sales enablement by creating a safe and scalable environment for practicing sales skills using conversational intelligence. They delve into the importance of personalized learning, the role of gamification in improving learning outcomes, and the need for enabling professionals to measure the impact of their training. Christina emphasizes the significance of creating a tool that allows salespeople to practice effectively without constant supervision. The episode provides valuable insights into the future of sales enablement and skill development.

Welcome to Scale Your Sales Podcast, Christina Brady.

Timestamps:

00:00 – Revolutionizing Sales Training Through Practice and Gamification.

04:30 – Creating safe environment for sales team practice.

09:24 – Advanced technology for simulating sales scenarios efficiently.

12:38 – Feedback needs to be specific for improvement.

16:26 – The need for more specific and timely coaching in sales for effective training

19:41 – Empower professionals to understand and utilize strengths.

23:30 – Delegating practice is essential for team success.

https://www.linkedin.com/in/christinapbrady/ https://www.instagram.com/bradyblings

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

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

Twitter: https://twitter.com/JaniceBGordon

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

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

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

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

In this week's Scale Your Sales Podcast episode, my guest is Marni Heinz, the Founder and CEO of MH Consulting & Coaching. Marni is leadership and sales performance coach. She leverages neuroscience to create lasting behavior change, helping individuals and teams achieve results without burning out. She has over two decades of experience in tech, both as an IT leader at Google and as an enterprise SaaS sales leader at Salesforce. In this episode, we explore the power of curiosity, intention, and effective deal management in sales. From the traits essential for success in sales to the skills required for sales leadership, Marni shares valuable insights gained from her extensive experience. Join us as we uncover the keys to successful sales interactions, the challenges of promoting top performers to leadership roles, and the influence of mindfulness in the workplace.

Welcome to Scale Your Sales Podcast, Marni Heinz.

Timestamps:

00:00 – Curiosity, Intention, and Mindfulness in Sales Success.

04:51 – Transition to leadership requires empathy and adjustment.

08:47 – Sales success relies on diverse skill sets.

13:31 – Curiosity and intention in sales interactions.

16:57 – Establish upfront contracts to align meeting goals.

19:42 – Enterprise sales require skillful management and intention.

24:32 – Early deal cycle: build awareness, strategic adviser.

26:36 – In sales, be confident, helpful, and friendly.

29:16 – Meditation and mindfulness are essential for everyone.

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

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

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

Twitter: https://twitter.com/JaniceBGordon

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

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

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

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

In this week's Scale Your Sales Podcast episode, my guest is Kendall Horner. Kendall is a partner at Braveheart Sales Performance where she works with clients all over the US to solve their B2B sales conundrums and help scale their sales teams. She brings a unique perspective on sales leadership as a self-described "Boomer in a millennial's body who speaks fluent Gen Z."

In this episode, Kendall delves into the game-changing benefits of data insights for sales leaders and the evolving landscape of sales across different generations. She discusses unique approach to sales conversations transcends age barriers and how sales leaders can tap into the increasing influence of women in the B2B buying process. Don't miss out on this episode packed with practical tips for effective sales leadership and strategies to cater to diverse learning styles and preferences within your team.

Welcome to Scale Your Sales Podcast, Kendall Horner.

Timestamps:

00:00 – Data Insights and the Landscape of Sales Across Generations

08:29 – Adapt sales approach to different buyer preferences.

12:23 – Helping sales managers be more effective and understanding their role.

16:09 – Importance of protocol and hiring process to avoid biases.

19:26 – Focus on finding commitment in all generations.

23:13 – High need for approval vs genuine kindness in sales interactions.

25:42 – Consider the potential impacts of gender biases.

28:08 – Generational differences in sales due to societal norms and feedbacks.

https://www.linkedin.com/in/kendallhorner/ https://braveheartsales.com/thehappysalesmanager

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

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

Twitter: https://twitter.com/JaniceBGordon

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

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

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

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

In this week's Scale Your Sales Podcast episode, my guest is Zeenath Kuraisha.

Zeenath is the founder of the E-University of Sales and The Asia Pacific Sales & Marketing Academy (APACSMA), renowned for its industry-endorsed accredited sales training programs, certifications, sales audits, and assessment. Boasting a global reach, her multifaceted approach encompasses the 360 business, GTM, inside, and digital Sales Review Advisory and Support Services. She serves as the Singapore Chapter President for AA-ISP (now known as Emblaze), the Founding Fellow for Association of Professional Sales (now known as Institute of Sales Professionals). Zeenath has received numerous accolades and recognition from the industry including Sales Hacker's 35 Most Influential Women in Sales, Best Asia Corporate Consultant by HRM Asia, and was named one of "Executive of the Year for Education" by Singapore Business Review.

In this episode, Zeenath delves into the evolution and purpose of sales enablement, as well as the challenges related to its effectiveness in achieving sales targets. Through her expertise and experience, she delves into how sales enablement has transformed over the years, expanding far beyond traditional sales training to encompass a wide array of tools and activities aimed at empowering the sales function and how it aims to contribute to incremental revenue by helping sales professionals sell and perform better. Zeenath shares her expertise in sales consulting, education, and training needs for a diverse range of clients, emphasizing the importance of understanding buyers as humans and the need for authenticity, quality, pricing differences, value, and trust in the sales process. We also talk about the adaptability of sales enablement to meet the ever-changing demands of the market. Join us as we uncover the secrets to sales success with her expert guidance.

Welcome to Scale Your Sales Podcast, Zeenath Kuraisha.

Timestamps:

00:00 – Maximising Revenue Growth through Sales Enablement.

04:00 – Technology has evolved sales operations, enabling efficiency and improved analytics.

09:19 – Sales enablement contributes to closing revenue gaps.

11:25 – Sales leaders focus on numbers, but sales enablement involves cross-functional collaboration to improve various areas beyond just performance.

16:23 – The development of The Asia Pacific Sales & Marketing Academy (APACSMA)

18:09 – B2B is about trust, differentiation, and articulating value proposition.

22:19 – Certification may not be necessary for all.

https://linkedin.com/in/zeena

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

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

Twitter: https://twitter.com/JaniceBGordon

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

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

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

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

In this week's Scale Your Sales Podcast episode, my guest is Sandra Long.

Sandra Long is a leading independent LinkedIn consultant, instructor, and speaker. She is the author of the best-selling book, LinkedIn for Personal Branding: The Ultimate Guide. Considered as a pioneer for women in B2B sales, she enjoyed a long first career in field sales for office technology products.

In this episode, Sandra shares invaluable insights on leveraging LinkedIn for sales, stressing the importance of optimising one's profile and cultivating a strategic network. She emphasises that a compelling LinkedIn profile is akin to a shop window and underscores the significance of being intentional and strategic in building a network that includes potential customers and influencers. She offers practical tips for engaging with prospects and customers online, including leveraging events to maximise visibility. We delve into the significance of personal branding and buyer-focused content, showcasing their impact on buyer confidence and sales strategies. Sandra's expertise and practical advice provide valuable tools for sales professionals seeking to expand their network and enhance their sales approach, making this episode a must-listen for actionable strategies and insightful perspectives from a renowned LinkedIn expert.

Welcome to Scale Your Sales Podcast, Sandra Long.

Timestamps:

00:00 – Amplifying Sales Success by Building Strategic Networks.

06:25 – Conference speakers should actively engage with their audience.

10:38 – Experienced and seasoned teams are resistant to change.

11:28 – Leaders have a fear factor about LinkedIn.

15:41 – Learning is life-long, critiques are vital.

19:32 – Engage online, provide value, and share unique insights.

23:01 – Mapping-out your network and utilising assets.

https://bit.ly/Linkedbook

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

https://www.instagram.com/sandraglong/

https://twitter.com/SandraGLong

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

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

Twitter: https://twitter.com/JaniceBGordon

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

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

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

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

In this week's Scale Your Sales Podcast episode, my guest is Karen Kelly, the Host of K2 Sales Podcast. Karen is a seasoned sales expert with a passion for empowering sales professionals to achieve sales excellence. With over 20 years of experience in the healthcare industry, she brings a unique blend of expertise, energy, and practicality to her clients. She unlocks the grip our mindset, beliefs, and behaviours can have on us. Separating what serves us or sabotages us starting with our self-awareness. Replacing these patterns with purposeful values, confidence and action producing tangible results. Beyond her training work, Karen is a sought-after speaker at industry conferences and events. As the host of K2 Sales Podcast, she offers valuable guidance and strategies that can elevate your business to new heights, all while ensuring that you feel content and fulfilled. In this episode, Karen shares her experiences of being the sole woman in a male-dominated industry and how she leverages these experiences to empower other women in similar environments. We delve into the crucial aspects of self-belief, confidence, and understanding one's worth, especially in the context of women in sales. Our conversation also explores the value of curiosity for sales leaders in today's landscape, as well as for salespeople when engaging with customers. Furthermore, Karen emphasizes the significance of fostering curiosity, embracing diversity, and shifting the sales mindset towards genuine customer centricity.

Welcome to Scale Your Sales Podcast, Karen Kelly.

Timestamps:

00:00 – Breaking Barriers in a Male-Dominated Environment

04:38 – Finding strength in adversity.

07:36 – Women must seek environments that appreciate diversity and know when to leave negative situations.

11:33 – Society limits women's potential, they need to back themselves.

13:36 – Embracing diverse thoughts and fostering leadership skills.

16:03 – Embrace curiosity, transparency, and team empowerment.

19:40 – Consider others' perspective, ask questions, understand impact.

22:44 – Intentional communication, active listening, and creating space for others.

https://www.linkedin.com/in/karen-kelly-sales-trainer-/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

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

Twitter: https://twitter.com/JaniceBGordon

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

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

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

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