Scale Your Sales Podcast: Recent Episodes
Janice B Gordon Key Account Sales Strategist
Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.
I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.
Most deals aren't lost at the end they're lost in the moment you miss what buyers really need.
In this conversation, Janice B Gordon sits down with Cheryl Parks, a revenue growth advisor and fractional CRO, to reveal how leaders can eliminate revenue leaks, build buyer confidence, and layer authenticity into go-to-market strategy.
What you'll learn: a) Why "inspect what you expect" is the essential motto for sales-focused CEOs b) How to spot and recover deals that stall in real time c) Practical ways to strengthen buyer confidence and clarify ROI
Today, Janice B Gordon is joined by Cheryl Parks, a fractional CRO with 25 years of enterprise B2B sales experience and over $25 million in closed revenue, known for pinpointing team misalignment and restoring sales momentum.
Timestamps:
05:15 Converting inbound leads to meetings
07:52 Understanding and meeting buyer expectations
11:19 Understanding branding and market perception
17:12 Using social media platforms effectively
19:33 Building an Online Presence
21:21 Staying focused in meetings
25:11 Respect for the sales role
Connect with Cheryl Parks
LinkedIn: https://www.linkedin.com/in/ai-value-advisor/
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.
Hiring more sales heads won't fix your revenue problems and it might be your most expensive mistake.
In this episode, you'll hear why building the right sales system first is key to scaling sustainably.
Janice B Gordon sits down with Jacek Dukat, unpacking why the traditional sales leadership playbook is broken and what works now.
What you'll learn: a) Why evidence-based, risk-shared commercial execution outperforms traditional hiring b) The steps to build, test, and validate outbound sales models before scaling c) How to win complex enterprise deals cold, even against bigger competitors
Jacek Dukat is a fractional sales director and new business specialist with over 25 years' experience scaling B2B tech revenue across European markets, winning over €80 million in complex enterprise IT engagements, all without warm introductions or inherited relationships.
Timestamps: 05:09 Hiring challenges in scaling businesses 10:12 Customer experience and market testing 11:57 Interim sales director role dynamics 16:28 Working as a contractor 19:33 Discussing broken sales systems 24:03 Challenges in improving conversion rates 25:24 Measuring client engagement and sales 28:45 Understanding the client business environment 33:58 Starting a proof of concept 35:39 Winning a deal with a client
Connect with Jacek Dukat
LinkedIn: https://www.linkedin.com/in/jacekdukat/
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.
Too many global strategies are written for boardrooms, not the markets they're meant to serve and it's a mistake that's costing companies real growth.
Janice B Gordon dives deep with Jane Egerton-Idehen on the high price of ignoring local nuance in international sales. Together, they unpack how adaptive strategies and authentic stakeholder engagement are defining the next generation of winning CEOs.
What you'll learn: a) Why treating Africa as a single market sabotages growth b) The business case for local presence and on-the-ground leadership c) How listening to the market reveals new revenue opportunities
Jane Egerton-Idehen is the MD and CEO of Nigeria Communications Satellite Limited, an experienced tech executive and author, who has led commercial growth for over 15 years across Africa's telecom sector. She's held senior leadership roles at Meta, Ericsson, Avani Communications, Nokia, and Siemens, and is the author of Be Fearless.
Timestamps:
05:39 Localizing products for diverse markets
07:45 Understanding B2B and client relationships
10:49 Understanding Local Market Needs
15:48 Understanding Market Needs
19:09 Adapting to Market Disruptions
22:38 Finding opportunity in a crisis
23:49 Building Trust with Stakeholders
32:11 Listening to client needs
35:14 Evaluating and aligning team competencies
37:20 Challenges of Pivoting in Business
Connect with Jane Egerton-Idehen
LinkedIn: https://www.linkedin.com/in/jane-egerton-idehen-6716a39/
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.
Most sales teams are still relying on outdated playbooks, even as buyer risk aversion quietly derails revenue targets.
In this episode, the conversation focused on why the "sales recession" is dismantling commercial teams and how leaders can adapt with strategies truly ready for the future.
What you'll learn: a) Why risk aversion is now the biggest obstacle facing both buyers and sellers b) How outdated sales training is widening the gap between buyer expectations and sales results c) The real impact of bolting AI onto weak sales fundamentals
Today, Janice B Gordon is joined by a globally recognized sales strategist and executive coach who rebuilds trust-based consultative selling for the realities of today's sales environment and authored The Accidental Business Nomad and Sales Punk, Kyle Hegarty.
Timestamps:
00:00 Sales recession challenges and solutions
04:32 Importance of consultative selling
10:18 Implementing pilot programs in teams
12:47 Navigating complex sales cycles
15:36 Managing Internal and Buyer Relationships
19:49 Challenges in B2B sales cycles
21:06 Partnering and speaking client languages
26:01 AI's impact on sales teams
Connect with Kyle Hegarty
https://www.linkedin.com/in/slapdragons/
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.
Leaders trying to be everything to everyone are quietly stalling their careers and revenue growth.
Janice B Gordon sits down with Erica Baird, Executive Director of Global Sales and Service, to explore the leadership mindsets and revenue habits driving results in complex, highly regulated markets.
What you'll learn: a) Why your "personal board of directors" is your most valuable career asset b) How authentic self-awareness fuels better leadership and team empowerment c) The cultural shift that turned around a company losing millions per day
Today, Janice B Gordon is joined by Erica Baird, a trailblazing executive guiding over 1,200 people across automotive, construction, and mining sectors, delivering results through some of the toughest industry cycles.
Timestamps:
00:00 Importance of Humility in Leadership
03:19 Building a strategic network
08:21 Addressing workplace microaggressions
11:56 Hiring diverse senior leaders
12:58 Emphasizing Diversity and Inclusivity
16:33 Leading with empathy and care
19:18 Understanding revenue beyond surface numbers
25:20 Empowering Employees Through Listening
29:03 Overcoming challenges with courage and faith
29:55 Embracing risk and tough talks
Connect with Erica Baird
https://www.linkedin.com/in/erica-k-baird/
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.
Most CEOs think their sales pipeline is healthy, but the real story is hiding in stalled and quietly lost deals.
We unpack why processes always beat skills for predictability and how top sales teams are winning bigger in a tougher market.
In this episode, Janice B Gordon sits down with Steve Gielda to reveal the pitfalls of sales assumptions and the strategic moves that accelerate revenue and increase deal velocity.
What you'll learn: a) Why understanding your buyer's real metrics is the secret to beating lower-cost competitors b) The critical difference between stages and milestones in sales processes c) How assumptions, especially by experienced reps, kill deals
Steve Gielda has spent 30 years at the forefront of global sales performance, co-founding Ignite Selling and helping world-class organisations like Boston Scientific, Siemens, and Mastercard drive faster, more strategic revenue growth.
Timestamps:
00:00 Understanding buyer priorities and metrics
04:53 Understanding the buyer's perspective
08:42 Identifying and leveraging key stakeholders
13:30 Improving sales processes
16:27 Defining and leveraging stakeholders
19:00 Win-loss analysis findings
23:23 Engaging sales rep conversations
27:18 Strategic sales approach boosts revenue
31:36 AI tools for sales strategies
32:58 Defining product advocates
Connect with Steve
LinkedIn: https://www.linkedin.com/in/sgielda/
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.
AI is transforming sales organizations faster than ever, but most leaders are still leaving revenue on the table by outsourcing too much judgment to technology.
In this episode, Janice B Gordon explores with her guest how rapid market shifts, generational diversity, and the rush to deploy AI are disrupting commercial models.
What you'll learn: a) Why scenario planning is essential for leaders facing unpredictable market change b) How to balance human judgment with the adoption of AI in go-to-market strategies c) The biggest revenue mistakes companies make with premature (or hesitant) AI deployment
Today, Janice B Gordon is joined by Maria Bolden, a C-suite advisor specializing in profitable revenue generation and leading world-class commercial teams.
Timestamps:
04:17 Discussing scenario planning and pre-mortems
08:02 Addressing AI concerns and workforce adaptation
12:27 Comparing ChatGPT with Beyonce launch
14:53 Decision-making frameworks and considerations
21:04 Discussing current sales challenges
22:58 Importance of change management in AI
24:44 Focusing on AI impact measurement
28:58 Reverse mentoring for leadership growth
33:45 Importance of diverse perspectives
37:21 Embracing servant leadership and balance
39:41 Reflecting on true motivations
Connect with Maria
https://www.linkedin.com/in/maria-boulden-8a778b11/
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 episode, we reveal why upsell and cross-sell are your secret weapons for scalable, efficient revenue growth.
This conversation strips back the myths around expansion revenue as Janice B Gordon and Sandy Yu uncover practical ways CEOs can turn customer relationships into predictable, repeatable revenue.
What you'll learn: a) Why acquiring new customers costs twice as much as expanding existing ones b) The biggest mistakes CEOs make when operationalizing upsell and cross-sell c) How to build a clear operating system for expansion revenue
Today, Janice B Gordon is joined by Sandy Yu, a cross-sell and upsell expert who's advised CEOs across North America, Europe, and Asia after leading GTM teams at PwC, Cisco, and Oracle.
Timestamps:
05:24 Challenges with cross selling and upselling
07:00 Importance of customer research
10:25 Clarifying sales metrics and goals
15:56 Investor expectations for CEOs
16:52 Building customer trust and advocacy
20:03 Focusing on key business metrics
23:14 Discussing cross-sell and upsell strategies
Connect with Sandy Yu
https://www.linkedin.com/in/sandysyu/
www.revenuecco.com
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.
Most CEOs think more pipeline is the answer, but chasing volume without alignment will wreck your revenue engine.
In this episode, Janice B Gordon and Lindsay Rios unpack the pipeline myth, share hard-won lessons from scaling high-growth organizations, and reveal why aligning teams on ICP is the secret to scalable, predictable growth.
What you'll learn: a) Why most revenue problems aren't sales issues, they're ICP misalignment issues b) How to spot (and fix) the costly "kids are fighting" dynamic across go-to-market teams c) The real downside of prioritizing pipeline volume over quality
Janice B Gordon welcomes Lindsay Rios, a fractional CRO and GTM strategist who helps scaling startups and SMBs rebuild revenue foundations for intentional, accelerated growth.
Timestamps:
04:00 Discussing gender assumptions and biases 09:30 Discussing gender disparity in careers 12:44 Misleading pipeline growth signals 15:27 Reflecting on company culture fit 18:06 Focusing on meaningful sales metrics 24:03 Challenges with hiring outbound agencies 26:54 Defining the ideal customer 29:40 Evaluating customer acquisition costs 34:29 Creating strong team values
Connect with Lindsay
LinkedIn: https://www.linkedin.com/in/lindsayrios/
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 Mirjam Martin.
Mirjam Martin has over 15 years of experience in Revenue Operations, encompassing the full spectrum of new business development, upselling and cross-selling, renewals, and marketing reporting. She has previously held positions as a Presales Manager and Lead Generation Manager before founding RevOps Transformation, a Fractional RevOps services & consulting business. Mirjam has played a key role in scaling B2B enterprise SaaS organisations, from a £4 million start-up to multinational public companies.
In today's episode of Scale Your Sales podcast, Mirjam brings over 15 years of experience scaling global B2B enterprise SaaS organisations. The conversation explores how a lack of clarity and operational debt such as poor data quality and inefficient processes can hinder performance, and outlines the value of clear definitions, timely RevOps integration, and strategic planning. This episode offers practical guidance for CEOs and revenue leaders on building strong operational foundations and scaling effectively, particularly when introducing new tools and AI.
Welcome to Scale Your Sales Podcast, Mirjam Martin.
Timestamps:
00:00 Clarity Is Key to Success
03:39 Clarifying Terms in RevOps
06:29 Clear Sales Stages Drive Success
10:49 Streamlining SaaS Contract Management
16:17 Go-To-Market Engineering Evolution
19:07 RevOps: Governance and Empathy
23:49 Manager-Led Change Drives Results
27:05 Address Revenue Leakages Early
31:17 Homework First: AI Needs Strategy
33:04 Validate Process Before Automation
https://www.linkedin.com/in/mirjammartin/
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 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.
In this weeks' Scale Your Sales Podcast episode, my guest is Tue Sottrup.
With over 20 years of experience in customer service, I am driven by my passion for providing exceptional customer experiences. My expertise lies in the intersection of technology and customer-centricity, and I am proud to hold the Certified Customer Experience Professional (CCXP) credential from the Customer Experience Professionals Association (CXPA).
In today's episode of Scale Your Sales podcast, Tue shares about balancing AI and automation with genuine human connection in customer service. He told his insights from over 20 years in the field, discussing how organizations can enhance efficiency without losing empathy, the evolving role of service teams, and where chatbots support—or hinder—the customer journey. This conversation offers practical guidance for leaders committed to building trust, improving service performance, and delivering truly customer-centric experiences.
Welcome to Scale Your Sales Podcast, Tue Sottrup.
Timestamps:
00:00 Human Connection in Sales Tech
05:10 AI Empowering Smarter Customer Service
07:46 AI Enhances Performance Evaluation
12:19 Evolving Customer Support Expectations
15:49 Customer Service Efficiency Insights
17:47 AI Bots vs Human Empathy
21:07 Leadership Listening to Customers
24:54 Focus on Retaining Customers
https://www.linkedin.com/in/tuesottrup/
https://x.com/tuesottrup
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 Michelle Kim.
She is a marketing leader with 20+ years scaling growth at FlutterFlow, Pantastic, Amplitude, and Okta (through IPO). She excel at building high-performance teams, driving demand, and shaping categories also to advisor for startups across stages. Board Member at Women in Revenue and leader at GTM Leader Society, fostering connection and thought leadership among executives.
In today's episode of Scale Your Sales podcast, Michelle shares her expertise in scaling organizations through rapid change and the evolving world of AI. She discusses why curiosity and strategic questioning are essential for modern leaders and how adaptability, customer focus, and seamless buyer experiences drive success. This insightful conversation offers practical guidance for leaders looking to inspire growth and thrive through change.
Welcome to Scale Your Sales Podcast, Michelle Kim.
Timestamps:
00:00 The Superpower of Good Questions
04:13 Custom Strategies Over Playbooks
06:45 Curiosity: Key to Success
10:16 Customer Understanding Drives Success
12:56 Informed Buyers Shape First Calls
18:32 Metrics-Driven Funnel Optimization
22:33 Change Brings Discomfort, Opportunity
24:26 Amplifying Teams and Outcomes
27:15 Ask Better Questions for Answers
https://www.linkedin.com/in/michellejeankim/
https://x.com/michellejeank
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 Kelly Hippler.
Kelley is a seasoned Chief Revenue Officer who served global CSO at Forrester Research and is currently CRO at Briefly Legal. She specializes in driving sustainable revenue growth and transforming organizations. She is a strategic, data-driven, people-first leader committed to achieving challenging goals through thoughtful planning, relentless execution, and clear communication.
In today’s episode of Scale Your Sales podcast, Kelley shares how prioritizing employee well-being and development fosters trust, loyalty, and stronger customer relationships. She underscores the importance of understanding team dynamics and customer experience before shaping strategy, and how often-overlooked practices—such as coaching front-line managers and gathering qualitative feedback—can drive lasting success. Janice and Kelley also challenge the “growth at all costs” mindset, exploring how data and AI can empower productivity when applied thoughtfully.
Welcome to Scale Your Sales Podcast, Kelly Hippler.
Timestamps:
00:00 People-Centric Sales Leadership
03:07 Sales Leaders Face Tenure Pressure
09:14 Sales Strategy: Data-Driven Planning
11:26 Boosting Sales Productivity with Strategic Planning
14:06 Importance of Training Sales Managers
16:58 Revamping Sales Promotion Culture
21:07 AI: Enhancing, Not Replacing, Teams
23:30 AI: Enabler, Not Threat
29:40 Employee Feedback Fuels Sustainable Growth
30:57 Inspiring Leadership at Forrester
https://www.linkedin.com/in/kelley-hippler/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
🎉 Welcome to a special anniversary edition of the Scale Your Sales Podcast! 🎙️
I’m Janice B. Gordon, your Customer Growth Expert, and today we’re celebrating 6 years of thought-provoking conversations, powerful lessons, and amplifying underrepresented voices in sales. ✨
Since 2019, our mission has been to create visibility for diverse leaders—especially women and people of color—while sharing strategies that drive real, sustainable B2B growth. 🌍
In this episode, I reflect on our journey, revisit standout guest moments, and explore the future of the podcast. 💡
👉 Now, I’d love to hear from YOU: 💬 Which episode has been the most brilliant or impactful for you? 🤔 Should I continue this journey, or is it time to shift the podcast into something new?
Your feedback will help shape what’s next. 🚀 So drop a comment, share this episode, and let’s continue scaling your sales—together!
Timestamps:
00:00 Scaling Sales with Leadership Excellence
05:42 Revenue Growth and Strategy Insights
09:19 Rethinking Sales Culture
13:37 Podcast Future: Continue or Evolve?
14:44 Podcast Direction: Seeking Your Input
18:31 Scale Your Sales Podcast Access
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 Nwamaka Udenigwe.
Nwamaka Udenigwe is a Commercial Strategist and Sales Architect helping organizations lead grassroots-to-scale sales transformation. I build sustainable revenue systems, optimize sales structures, and design go-to-market strategies that deliver results. I don’t just create strategy — I help implement what it takes to grow.
In today’s episode of Scale Your Sales podcast, Nwamaka examines how customer-led and community-driven models give sales organizations a competitive edge by embedding the customer’s voice into processes, strengthening trust, and enabling scale. Nwamaka shares insights from leading sales across Sub-Saharan Africa, alongside the growing role of AI in personalization, decision-making, and adaptability.
Welcome to Scale Your Sales Podcast, Nwamaka Udenigwe.
Timestamps:
00:00 AI's Impact on Sales Dynamics
04:04 Strengthening Communities Through Digital Platforms
08:57 Balancing Customer Experience and Platform Goals
11:37 Turning Customers into Advocates
14:29 Building Diverse Community Ecosystems
19:53 AI Revolutionizing Sales Industry
22:10 AI Enhancing Customer Experience Insights
25:40 Africa's Rapid AI Adoption
28:47 Enhancing Sales Through Training Tools
32:12 Share Your iTunes Review
https://www.linkedin.com/in/nwamakaudenigwe/
https://x.com/udenigwenwamaka?s=21
https://www.instagram.com/nwamakaudenigwe
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 Nwamaka Udenigwe.
I am Nwamaka Udenigwe, a Commercial Strategist and Sales Architect helping organizations lead grassroots-to-scale sales transformation. I build sustainable revenue systems, optimize sales structures, and design go-to-market strategies that deliver results. I don’t just create strategy — I help implement what it takes to grow.
In today’s episode of Scale Your Sales podcast, Nwamaka shares her journey from selling bead jewelry and cakes to building a successful sales career across insurance, pharmaceuticals, and direct selling in Nigeria and sub-Saharan Africa. She discusses blending Nordic operational systems with Nigeria’s entrepreneurial energy to empower women through digital D2C models. Nwamaka outlines how AI chatbots and innovative onboarding systems are transforming engagement and solving major sales challenges, while emphasizing the power of community, trust, and personal development. This insightful conversation with Janice highlights practical strategies for scalable success and the vital role of intentional systems in driving growth.
Welcome to Scale Your Sales Podcast, Nwamaka Udenigwe.
Timestamps:
00:00 Microbiologist's Journey into Sales
05:53 Career Journey in Sales Leadership
08:34 Nordic Approach in Nigerian Entrepreneurship
13:33 Empowering Women Through Community Building
15:15 Transformative Community-Led Growth
20:45 Empowering Women for Wider Impact
22:56 AI Chatbots Revolutionize Bar Communication
24:50 Streamlined Self-Paced Onboarding Process
27:56 90-Day Onboarding Success Framework
32:54 Essential Structures for Success
35:01 Sales Assessment and Roadmap Creation
https://www.linkedin.com/in/nwamakaudenigwe/
https://x.com/udenigwenwamaka?s=21
https://www.instagram.com/nwamakaudenigwe
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 Monica Stewart.
Monica is a transformational GTM Consultant with 15+ years of experience, empowers B2B startup founders to achieve sustainable success on the journey from $1-$10M ARR.
In today’s episode of Scale Your Sales podcast, Monica shares valuable insights on why the jump from $1M to $10M in annual recurring revenue is more challenging than many anticipate. She outlines the critical stages of growth, the risks of scaling too soon, and the importance of staying focused on proven strategies. Monica also emphasizes the need for strong alignment between product, marketing, and sales, while offering practical advice on benchmarking, system scalability, and making the right hiring decisions—particularly when considering candidates from larger organizations.
Welcome to Scale Your Sales Podcast, Monica Stewart.
Timestamps:
00:00 Startup Growth Challenges
05:20 Understanding Go-to-Market Strategy Components
07:22 Optimizing Sales Funnel Efficiency
09:33 Optimizing Team Performance & Growth
15:23 Adaptive Startup Development Strategy
18:34 Adapting Strategies for Modern Success
22:32 Prioritize Customer Success for Growth
23:54 Optimizing Customer Retention Cycle
26:57 Prioritize Buyer Experience
32:25 Crucial: Benchmark Job Requirements
https://www.linkedin.com/in/monica-stewart/
https://www.instagram.com/monicastewartsales/
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 Leeron Yahalomi.
Previously, she was a Head of Customer Success at Regie.ai. LeeRon Yahalomi is a GTM leader passionate about blending AI innovation with human insight. With deep experience in building teams and scaling post-sale operations, she’s known for turning customer value into business growth.
In today’s episode of Scale Your Sales podcast, Janice speaks with Leeron, they explore how AI is transforming post-sales operations, why customer success must evolve into a revenue-driving function, and how leaders can build trust, inclusion, and data-driven strategies in today’s hybrid world. Leeron also shares why curiosity, authenticity, and asking the right questions are key to leading high-performing, empowered teams.
Welcome to Scale Your Sales Podcast, Leeron Yahalomi.
Timestamps:
00:00 Embracing AI: The Next Wave
06:09 AI Call Notes for Workforce Efficiency
08:01 Reframing Work: Start Where They Are
12:25 Strategic Planning and Resource Request
14:56 Sales as Discovery Art
17:25 Customer Success Drives Future Sales
22:07 Customer Engagement Defines Company Perception
23:32 Data-Driven Customer Insight Process
27:22 Empowered Women's Presence
https://www.linkedin.com/in/leeron-yahalomi-1b066819/
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 Leore Spira.
Leore Spira is a Revenue Operations executive and advisor, and GTM strategy leader with over 15 years of experience in B2B SaaS. She specializes in scaling startups, aligning cross-functional teams, and transforming insights into execution. Known for her strategic vision, operational rigor, and data-driven leadership across marketing, sales, and customer success.
In today’s episode of Scale Your Sales podcast, Leore emphasizes the importance of aligning people, processes, and technology, and shares why understanding both the business ecosystem and internal stakeholders is key to sustainable growth. They also discuss the evolving role of AI, the value of empathy and transparency, and how to balance automation with a human-first approach to customer relationships.
Welcome to Scale Your Sales Podcast, Leore Spira.
Timestamps:
00:00 Adapting Business Practices for Growth
07:09 Proactive Pre-sale and Marketing Strategy
10:09 Collaborative Pipeline Focus
13:56 AI for Streamlining Dashboards
17:24 Enhancing Team Support with AI
21:00 AI: Efficiency Over Expansion
26:19 Customer Journey and Success Focus
28:35 Mutual Evaluation in Sales Strategy
33:00 Leadership's Role in Organizational Impact
34:58 Data-Driven Survival Strategies
https://www.linkedin.com/in/leorespira/
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 Nick Buxton.
Nick has a background in engineering, 2x CRO, and 5x VP of Sales. Over the past 20 years I've worked my way up from individual contributor at seed, Series A- C, privately held, FTSE and NYSE listed tech companies. He is now helping tech companies deliver revenue transformation projects with a range of partners.
In today’s episode of Scale Your Sales podcast, Nick shares his value-led growth approach and why breaking down silos between sales, marketing, and customer success is key to building customer-centric organizations. He and Janice explore the difference between solving user problems vs. business needs, the impact on go-to-market strategy, and the evolving role of CROs as AI and sales enablement continue to reshape the future of sales.
Welcome to Scale Your Sales Podcast, Nick Buxton.
Timestamps:
00:00 Product-Led Growth Challenges Explained
05:51 Embrace Product-Led Growth Strategy
07:09 Customer-Led Growth Insights
13:29 Sales Competency Deficit Analysis
14:41 Challenges in Building Sales Relationships
20:13 Improving Sales Leadership Competencies
22:08 Sales Enablement and CROs Alignment
25:20 Understanding Product Value Basics
28:31 Silent Quitting: Mutual Interview Necessity
https://www.linkedin.com/in/nick-buxton/
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 Erdem.
Laura is a sales manager with a flavour for marketing. Joined a Dreamdata startup almost 5 years ago after a long sales career in Enterprise companies like Gartner and Red Hat. Recently moved with the family from Copenhagen to New York to continue the Dreamdata company growth in the US.
In today’s episode of Scale Your Sales podcast, Laura shares how data-driven strategies and precise audience tracking can bridge the persistent gap between sales and marketing. She explore the modern B2B buying journey, where buyers often engage with marketing content long before speaking to sales. Laura explains how DreamData helps revenue teams track every touchpoint, optimize spend, and measure pipeline impact. Discussing the evolving profile of today’s successful salesperson, the enduring power of content, and how aligned teams drive sustainable growth—even in tough markets.
Welcome to Scale Your Sales Podcast, Laura Erdem.
Timestamps:
00:00 Building Measurable Sales Impact
05:10 Effective Social Selling Strategies
08:21 Challenge: Effective Marketing Tracking
09:52 Optimizing Marketing and Sales Alignment
14:44 Marketing Strategy: Data vs. Gut Feeling
17:21 Prospect Questions Drive Content Creation
21:09 Optimizing Sales Metrics Effectively
25:16 Rethinking Sales: Seniority & Diversity
27:01 Introverts Succeed in Sales
29:39 Data-Driven Recruitment Strategy
33:12 Prioritize Quality Content
https://www.linkedin.com/in/lerdem/
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 Mason Cosby.
Serving as the marketing leader at numerous boutique and bootstrapped businesses, Mason saw firsthand the power of trading a shiny ABM program with all the fancy tech tools for a scrappy account-based program that instead sourced over $15M in the past 3 years, driving a 20x ROI. Now, he leads a team of fellow Scrappy ABM experts who specialize in low-budget plays and programs that drive high impact.
In today’s episode of Scale Your Sales podcast, we explore what truly drives success in Account-Based Marketing (ABM). Mason Cosby shares why identifying potential points of failure is the smartest way to set your ABM program up for success. We discuss the importance of sales and marketing alignment, examine common sources of tension, and highlight where real breakthroughs happen. Mason also offers practical, proven ABM tactics you can implement immediately—no big budgets or complex tech stacks required.
Welcome to Scale Your Sales Podcast, Mason Cosby.
Timestamps:
00:00 Successful ABM Strategies with Mason Cosby
06:00 Balancing Strategy and Inclusivity
07:04 Optimizing ABM for High-Value Clients
11:11 Refining Dynamic Target Account Lists
14:48 Sales vs Marketing Communication Channels
19:18 Misaligned Incentives Fuel Sales-Marketing Conflict
20:42 Aligning Marketing with Revenue Goals
26:24 Leveraging Email Bounces for Reengagement
28:08 Relationship Mapping Insights
https://www.linkedin.com/in/masoncosby/
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 Hayal Koc.
Hayal is a Regional Vice President at Salesforce, the world’s leading digital labor and CRM platform. She recently relocated to London, where she led a team of top sales professionals partnering with companies across all industries in the UK and Ireland. Prior to Salesforce, I co-founded and led sales and business development at a HR-tech startup based in Istanbul, Turkey and I began my career in investment banking and consulting, working at top global firms JP Morgan, EY and PwC.
In today’s episode of Scale Your Sales podcast, Hayal explores the mindset needed to navigate constant change, focusing on curiosity, resilience, and detachment from fixed outcomes. She shares lessons from her multicultural background, her journey in building trust and confidence as a leader, and offers practical strategies for coaching teams by empowering individuals. This conversation provides valuable insights for those stepping into new roles, leading diverse teams, or aiming to make a meaningful organizational impact.
Welcome to Scale Your Sales Podcast, Hayal Koc.
Timestamps:
00:00 Embracing Change, Curiosity, and Resilience in Sales Leadership
04:16 Career Growth Through Curiosity
07:28 Proactive Career Planning
12:35 Approach New Roles with Fresh Perspective
15:12 Preparing for Success through Understanding
20:47 First Female Leader Experience
23:56 Personalized Team Management Conversations
27:46 Embrace Curiosity and Technology
29:55 Integrity and Impact Focus
https://www.linkedin.com/in/hayalkoc/
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 Leslie Douglas.
Leslie Douglas is an award-winning sales coach dedicated to helping sales professionals align with their purpose and maximize productivity for high-impact results. With over 15 years of sales experience and a decade in coaching, she empowers individuals and teams to drive pipeline while staying authentic to their unique voice. A LinkedIn Top Sales Voice, and host of the popular Sell Better Daily Sales Show, Leslie speaks globally, inspiring sales professionals to sell with confidence, clarity, and purpose.
In today’s episode of Scale Your Sales podcast, Leslie explores the evolving dynamics of high-performing revenue teams, emphasizing that despite advancements in AI and technology, it’s people and effective coaching that drive success. She discusses the shift from deal-centric to people-focused coaching, the importance of personalized motivation, and the need to support both sellers and leadership. The conversation also highlights the role of diversity, community, and changing generational values in shaping a resilient and inclusive sales culture.
Welcome to Scale Your Sales Podcast, Leslie Douglas.
Timestamps:
00:00 Prioritizing People in Revenue Teams
05:28 Emerging Trends in Sales Kick-offs
07:27 Data-Driven Leadership Insights
12:23 Individual Motivation Beyond Money
14:41 Shattering Glass Ceilings Together
18:17 Shifting Career Aspirations and Values
21:26 Generational Shift in Risk Tolerance
24:28 Experiencing Global Traditions Journey
27:54 Curiosity: Key Sales Tool
31:14 Finding a Safe Community Transformed Me
https://www.linkedin.com/in/lesliebdouglas/
https://www.instagram.com/itslesliedouglas/
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 Jacques Sciammas.
Large company CFO (Charles Schwab, McGraw-Hill) who chaired the Capital Committee responsible for the decisions on strategic and large investments. He shares his real-life experience to help sales teams better understand the Executive Buyer’s perspective, to help them win deals with the C-suite and develop strong relationships.
In today’s episode of Scale Your Sales podcast, Jacques shares insights into the evolving dynamics of the C-suite and how sales teams can build meaningful relationships with top executives. He explores the growing importance of empathy, communication, and strategic alignment in high-level sales conversations, offering valuable guidance for sales professionals and leaders aiming to elevate their boardroom impact.
Welcome to Scale Your Sales Podcast, Jacques Sciammas.
Timestamps:
00:00 CFO Leads Capital Investment Committee
05:16 Evolving C-Suite Dynamics and Decisions
08:34 Expanded C-Suite Roles
11:35 Evolving KPIs: Beyond Profitability
15:01 Empathy Key to Sales Success
18:45 Corporate-Political Balance and Responsibility
23:26 Efficient Meetings and Value Focus
26:23 C-Suite Misalignment in Sales Meetings
27:42 Sales Success: Beyond Basic Preparation
https://www.linkedin.com/in/jacques-sciammas/
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 Manoj Ramnani.
Manoj is the Founder and CEO of SalesIntel, a company committed to providing the highest quality B2B contact data on the market. SalesIntel’s research team hand-verifies every contact to ensure 95% accuracy on data. As the CEO, Manoj drives the strategic vision of SalesIntel, establishes and fosters key partnerships, and is building out the executive team that will make SalesIntel the leader of the data sector.
In today’s episode of Scale Your Sales podcast, Manoj brings extensive expertise in B2B data and entrepreneurship, with experience in both bootstrapped and venture-backed ventures. In this episode, he shares insights on selecting the right financial path for startups, optimizing the tech stack, and navigating evolving go-to-market strategies. Manoj also explores the shifting role of sales teams in response to economic and technological changes, highlighting how Sales Intel leverages human-verified data and AI to drive accurate pipeline generation.
Welcome to Scale Your Sales Podcast, Manoj Ramnani.
Timestamps:
00:00 Bootstrapping vs. VC Insights
04:08 Startup Challenges and Lessons Learned
08:22 Strategic Fundraising and Sales Optimization
11:19 Consolidation of Tech Platforms
16:14 GTM Product Innovation Challenges
17:06 Empowering Buyers, Shifting Sales Strategy
20:23 Innovative Products Need Customer Feedback
24:36 Prioritizing Quality in Data Service
28:11 Optimizing Go-To-Market Strategy
30:16 From Engineering to Sales Intel
34:10 Focus on Events, Community, Partnerships
36:29 Empowering High-Performance Teams
https://www.linkedin.com/in/manojramnani/
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 Jan Young.
Jan Young is the founder of JanYoungCX consultancy & coaching, StepUpXchange CS executive courses with private community & CxXchange community for CS professionals. She is an award-winning CS leader of 2 successfully exited startups. She brings her cross-disciplinary approach to SaaS B2B tech and Customer Led Growth. Jan is on a mission to transform CS Leaders into Business Leaders and align GTM teams.
In today’s episode of Scale Your Sales podcast, Jan shares expertise in transforming customer success leadership and aligning go-to-market strategies for business growth. This discussion covers the critical role of CS leaders in market alignment, the impact of data integration and AI on revenue operations, and the importance of breaking down organizational silos. Jan provides insights on driving profitability in customer interactions and creating a seamless customer journey.
Welcome to Scale Your Sales Podcast, Jan Young.
Timestamps:
00:00 Aligning GTM for Customer Experience
05:16 Balancing Customer Value and Profitability
09:34 Fostering Success Through Collaboration
13:42 Shifting to Profitable, Efficient Growth
15:03 Rethinking Customer Engagement Strategies
18:42 Optimizing Customer Success Milestones
22:47 Earning Trust in Sales Delivery
26:51 Sales vs. Customer Success Gender Dynamics
28:52 CS Careers Foster Customer Relationships
31:27 Embracing AI for Business Efficiency
35:07 Adapting to Industry Transformation
38:00 Community and Courage
https://www.linkedin.com/in/jan-young-cx/
https://x.com/janyoungcx
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 Elizabeth Blass.
I am a two-time Chief Customer Officer with over 15 years of global leadership experience in technology. I specialize in building and scaling high-performing customer-facing teams, aligning cross-functional initiatives, and driving revenue growth through customer success. I’m a passionate advocate for diversity, actively coaching and mentoring women in tech.
In today’s episode of Scale Your Sales podcast, Elizabeth explores the evolving role of customer success as a key revenue driver. Elizabeth shares insights on breaking down silos, ensuring cross-functional alignment, and maintaining momentum year-round. The discussion highlights the impact of customer centricity on sustainable growth and the role of change management in driving success.
Welcome to Scale Your Sales Podcast, Elizabeth Blass.
Timestamps:
00:00 Scale Your Sales: Customer Success
05:48 Biweekly Check-In Meetings Benefits
07:19 Importance of Visibility in Revenue Operations
12:13 Customer-Centric Growth Strategies
14:02 Evaluating Product Value Perception
19:05 Understanding Customer Usage Trends
21:17 Customer Success Drives Revenue Growth
24:51 Aligning Success Metrics
28:29 Master Your Numbers
https://www.linkedin.com/in/elizabethblass/
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 Ejieme Eromosele.
I’m a customer-led growth expert passionate about driving retention, expansion, and customer advocacy. I’m also the Founder of Success in Black, where I champion DEIB in Customer Success. With experience at Accenture, PwC, and The New York Times, I’ve built on delivering exceptional customer outcomes and business value.
In today’s episode of Scale Your Sales podcast, Ejieme explores customer-led growth as a key driver of sustainable revenue expansion, emphasizing the alignment of sales, marketing, and customer success for exponential impact. She introduces the concept of assumptive advocacy and the role of data in driving transformative customer insights. Committed to diversity, equity, and inclusion, Ejieme shares her journey in founding Success in Black, a community supporting Black professionals in customer success.
Welcome to Scale Your Sales Podcast, Ejieme Eromosele.
Timestamps:
00:00 Elevating Sales with Customer Led Growth and Community Insights
06:22 Leading EMEA Growth
09:57 Align Leadership for Customer Growth
11:42 Aligning Customer Goals with AI Tools
15:11 Seeding Future Customer Advocacy
20:37 Leveraging Data for Customer Solutions
21:35 Becoming a Trusted Customer Advisor
24:43 Compelling Vision and Customer Focus
30:19 Human-First Approach in Business
https://www.linkedin.com/in/ejieme/
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 Priya Lakshmi.
Experienced consulting sales leader with a passion for transforming financial services with the power of technology. Currently the UK CRO for GFT Group and leading the sales, partnerships and marketing and driving growth strategies for the UK business. Have a track record of delivering sustained revenue growth through deep customer relationships and driving innovative solutions.
In today’s episode of Scale Your Sales podcast, Priya shares how uniting sales, partnerships, and marketing under her leadership drove GFT’s record year, with partnerships generating a significant share of leads. In conversation with Janice, they discuss diversity in sales, fostering empowerment, and understanding individual motivators within teams. This episode offers actionable insights on optimizing performance, managing internal processes, and prioritizing customer obsession in the tech industry, along with personal leadership experiences in a traditionally male-dominated field.
Welcome to Scale Your Sales Podcast, Priya Lakshmi.
Timestamps:
00:00 Power of Three: Sales Strategy
04:47 Navigating Partner Mindset Shifts
09:45 Sales Team Integration Challenges
13:05 "Be Bold in Tech Sales"
16:42 Diversity in Sales Leadership Lacking
18:34 Empowering Women Leaders in Organizations
21:43 Empowerment and Role Models
26:00 Introverts Excel in Sales Careers
29:39 Tailored Coaching for Sales Success
33:33 Empowerment and Ownership Culture
34:22 Empowered Sales Through Agile Operations
38:26 Balancing Family and Career Challenges
https://www.linkedin.com/in/priya-lakshmi-09ab004/
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 Brandi Starr.
Brandi Starr is a marketing powerhouse with over 20 years of experience shaking up B2B and B2B2C companies. As COO at Tegrita, a consultancy that unlocks the power of email, she's all about transforming processes, enhancing go-to-market strategies, and ensuring smooth customer experiences. Named one of the Top 50 Women in MarTech, Brandi blends strategic vision with operational savvy. She's also the coauthor of "CMO to CRO" and the host of the Revenue Rehab podcast, known for turning ideas into action and inspiring others in the marketing world.
In today’s episode of Scale Your Sales podcast, Brandi Starr has transformed B2B and B2B2C organizations through her expertise in optimizing email strategies within the sales funnel. A leading voice in Martech, she explores the role of technology in sales and marketing, the importance of team alignment, and the untapped potential of mid-funnel insights. Brandi shares actionable strategies for revenue growth and high-performing sales teams, offering a forward-looking perspective on customer excellence and sustainable success.
Welcome to Scale Your Sales Podcast, Brandi Starr.
Timestamps:
00:00 Maximizing Middle Funnel Opportunities
03:39 Modern Phone Intrusiveness
06:49 Integrated Marketing Insights
10:33 Mastering Middle Funnel Strategy
14:14 Data & Tech: Insightful Integration
16:28 CMO: Future Revenue Leader
20:25 Reassess Tech Use, Don't Replace
24:11 Misaligned Strategy Limits Business Success
28:43 Hiring for Talent, Not Experience
32:21 Role-Specific Assessment Benefits
33:30 Unlocking Success Through Predictive Tools
36:44 Authenticity Drives Success
https://a.co/d/6jKShUC
https://www.linkedin.com/in/brandistarr/
https://www.instagram.com/revenuerehab/
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 Alina Vandenberghe.
Alina is the co-founder and co-CEO of Demand Gen Conversion Platform Chili Piper. Her company is used by GTM teams at Monday.com, Rippling, Home Depot, and more. In 2022 her company reached a Billion-dollar valuation. She also runs a foundation focused on non-Violence, co-chairs a woman organized focused on electing Harris as the next president and is a mom of two boys.
In today’s episode of Scale Your Sales podcast, Alina shares her expertise on the evolving sales landscape, highlighting data-driven decision-making, cultural diversity, and the impact of remote work on achieving work-life balance. She discusses the challenges sales leaders face in balancing quotas with genuine customer relationships and reflects on her inspiring journey from Ukraine to becoming an industry leader. Alina’s story showcases resilience, a drive for financial stability, and a vision for inclusivity.
Welcome to Scale Your Sales Podcast, Alina Vandenberghe.
Timestamps:
00:00 Revolutionizing Sales Culture and Embracing AI Challenges
05:11 Resilience and failures are underappreciated in success.
07:20 Hiring focus: drive to change, not victim mentality.
12:58 Remote work pros/cons; desires transparency, social impact.
15:03 Employees diverse, motivated by financial stability, impact.
18:51 Eastern Europeans valued for strong work ethic.
23:39 AI complicates sales, demands trust-building partnerships.
28:12 Train sales team to meet ICP needs effectively.
31:00 CEO feels lonely, disappointed, seeks local wisdom.
35:29 Nonviolent Communication transformed introversion to extroversion.
37:55 Inspired by diversity, self-expression, and environment.
https://www.linkedin.com/in/alinav/
https://x.com/alinutzav
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 special episode, we embark on a heartfelt exploration of the profound influence that heroes and sheroes have on our lives. From family members and mentors to global icons, our esteemed guests share personal stories of the individuals who have shaped their journeys and inspired them to achieve greatness.
Whether it's the steadfast support of a loved one or the trailblazing example of renowned figures, these accounts highlight the transformative power of guidance, inspiration, and leadership.
Their stories serve as a reminder that we all possess the potential to make a meaningful impact in the lives of others. We hope you enjoy this inspiring episode!
Timestamps:
00:00 Celebrating people who inspired and shaped us.
03:27 Sharing session about Heroes & Sheroes of Scale Your Sales Podcast Guests
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.
Start the new year with a compelling episode of the Scale Your Sales Podcast hosted by Janice B. Gordon. This special edition explores a fascinating question posed to our guests: "What one thing would you take if stranded on a desert island?"
From practical tools to deeply personal choices, their answers reveal a range of motivations and values that extend beyond the business world. Janice also shares her own response and invites you to reflect on yours.
Tune in to discover the human side behind business brilliance. Hear surprising answers that reveal personal values and motivations, along with Janice’s own response.
Timestamps:
00:00 If you were on a desert island alone, what one thing would you take with you?
02:18 What item would you take to survive on a desert island?
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.
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
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 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.
In this weeks’ Scale Your Sales Podcast episode, my guest is Emma Lo
Emma is a revenue and customer experience leader with over 13 years in tech and e-commerce, driving $35MM in revenue. She specializes in driving customer success and revenue growth for SaaS startups, boosting customer retention. Currently, she is running Canada’s Customer Success community called CS in Focus. Her expertise aligns with our focus on accelerating sales and achieving outstanding customer outcomes.
In today’s episode of Scale Your Sales podcast, we have an insightful conversation with Emma Lo, where she has driven $35 million in revenue. She shares her career journey from cancer research to customer success. In this episode, we explore the evolving landscape of customer success, including the role of AI, digital touchpoints, customer advisory boards, and the importance of aligning customer goals with business strategies. Emma also highlights the pursuit of personalized customer experiences at scale.
Welcome to Scale Your Sales Podcast, Emma Lo.
Timestamps:
00:00 Advancing Customer Success and Leveraging AI in Sales
04:24 AI bots are increasingly integrated in SaaS tools.
07:32 Effective data management is crucial in digital CS.
11:44 Lacking detailed attendee insights at major event.
14:50 Customer-focused advisory board ensures joint success.
19:40 Customer involvement crucial for innovation and creation.
20:52 CSM Focus: Canadian nonprofit community supporting customer success.
25:19 Expert knowledge shared on CS advancements and goals.
https://www.linkedin.com/in/emma-lo/
https://www.instagram.com/csinfocus/
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 Pam Didner.
Pam is a seasoned B2B Consultant, Speaker, Fractional CMO, Author, and Podcaster. She has also written five business books” The Modern AI Marketer, Effective Sales Enablement, Global Content Marketing. Pam works closely with both sales and marketing teams to develop cohesive plans that align with overall business goals.
In this episode of Scale Your Sales podcast, we explore the evolving world of sales, marketing, and AI with Pam Didner. She shares insights on transforming sales teams, the shifting buyer’s journey, and the critical role of digital marketing. Drawing from her latest books on AI, she offers practical strategies for integrating AI into sales and marketing and emphasizes the importance of understanding buyers and aligning teams.
Welcome to Scale Your Sales Podcast, Pam Didner.
Timestamps:
00:00 Discusses AI's Impact on Sales Teams and Marketing Strategies
05:42 Understanding jobs, hands-on training essential for tool use.
07:39 Sales leaders create inefficiencies with varied methodologies.
12:13 Great salespeople aren't always the extroverted talkers.
15:31 Understand and nurture prospects throughout buying journey.
17:49 Marketers struggle to capture attention amidst email overloads.
20:51 Understand audience and intent via data enrichment.
26:13 I admire Taylor Swift's hard work.
https://pamdidner.com/books/modern-ai-marketer-in-gpt-era/
https://www.linkedin.com/in/pamdidner/
https://www.instagram.com/pam_didner/
https://twitter.com/pamdidner
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 Steve Heroux.
Steve Heroux is the CEO & Founder of The Sales Collective, and to say Steve is a contrarian when it comes to sales and sales leadership would be an understatement. His organization works with companies whose leaders have enough self-awareness, emotional intelligence, and vulnerability to acknowledge they don’t know everything.
In today’s episode of Scale Your Sales podcast, Steve shares his innovative perspectives on modern sales strategies, emphasizing the shift from “Always Be Closing” to “Always Be Connecting.” He highlights the importance of building authentic relationships with customer, leveraging social media – particularly LinkedIn – as a tool for meaningful engagement. Steve also offers insights into effective sales training and leadership, focusing on aligning team members with their roles and moving away from outdated management styles and ineffective techniques.
Welcome to Scale Your Sales Podcast, Steve Heroux.
Timestamps:
00:00 Rethinking outdated sales methods, changing perceptions daily.
06:26 Sales Collective makes sales and work fun again.
08:33 Frustration with outdated hiring methods and resistance.
12:26 Advice to frustrated employees: find a new job.
14:14 Change mindsets; avoid training unsuitable salespeople.
19:30 Focus on own routine, not outcome, succeed.
23:29 Leadership must hold themselves accountable for success.
24:59 Salespeople often unclear on ideal customers.
28:57 Companies need playbooks and processes for growth.
32:05 Critical: right people in right roles aligning.
35:32 Authenticity matters more than strict adherence.
37:36 Connections are essential for lasting customer relationships.
https://www.linkedin.com/in/steveheroux1/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Sergio Bea.
Sergio draws on nearly three decades of telecom and IT industry experience, leading different sales organization in Fortune 500 global corporations as well as smaller niche vendors. Sergio has led indirect sales teams (Channel Chief award for 8 years in a row) and direct sales organizations with expertise in different market segments and regions. Born and raised in Argentina, he moved to the US 20 years ago with his wife Vanessa and his triplets’ girls (now 22 years old). Both Sergio and Vanessa had extensive executive careers in global companies.
In today’s episode of Scale Your Sales podcast, Sergio shares a case study on transitioning from a direct sales model to a 70% partner-led approach over seven years, discussing the motivations and challenges involved. He explores strategies like decentralizing approvals, simplifying processes, and building strong vendor-partner relationships. Sergio also highlights the importance of soft skills such as integrity and empathy in sales leadership, and shares insights from his personal journey, including his move to the U.S. with his family.
Welcome to Scale Your Sales Podcast, Sergio Bea.
Timestamps:
00:00 Partner collaboration solved issues, boosted business significantly.
05:59 Technology consumption has evolved to cloud marketplaces.
10:05 Empathy, financial impact, integrity, collaboration, responsiveness, understanding.
13:48 Soft skills crucial in Cisco's hiring process.
17:48 Buyers prefer salespeople only at final stage.
19:31 Prospective customers seek value and business understanding.
23:18 Reduce approvals to improve customer experience.
28:28 Tailored microsites improve customer identification and personalization.
32:01 Left Argentina, thrived, became executive, my hero.
https://www.linkedin.com/in/sergiobea/
https://twitter.com/SergioBea4
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
Welcome to a special edition of the Scale Your Sales podcast as we celebrate our 5th anniversary!
I'm your host, Janice B Gordon, and it's been an incredible journey since the podcast's launch in 2019. Our mission has consistently focused on empowering B2B sales teams and leaders with actionable, customer-centric insights. In this episode, we reflect on the evolution of our themes, from fostering diversity and driving revenue growth to aligning sales talent and leveraging data-driven strategies. We'll revisit key discussions and milestones that have shaped our journey over the past five years.
Join us as we celebrate our achievements, share your feedback, and look forward to the next 5 years of insightful conversations on the Scale Your Sales podcast. Thank you for being part of our community! 🌟
Timestamps:
00:00 Advocating diversity and modern sales tactics for growth.
03:26 Misalignment in sales talent affects customer service.
07:24 Recent podcasts: data strategies, diversity in leadership.
11:34 Effective partnerships drive growth, mentoring boosts success.
14:33 Short Review Podcast Episode from 240 - 252
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Dan Pfister.
Dan Pfister was a co-founder at the Business Source Corp., where he helped generate over 50.000 customers. While at The Business Source, Dan created a customer WinBack process, and based on its success, he founded WinBack Labs. He’s also the host of the WinBack Marketing Podcast.
In this weeks’ episode of Scale Your Sales podcast, Dan shares his expertise on optimizing win-back marketing strategies and offers a preview of his upcoming book on the subject. He discusses how a successful win-back program led to significant revenue growth and emphasizes the importance of providing an exceptional buying experience for both new and existing customers. Dan also highlights the benefits of understanding the last touchpoint, the Pratfall effect in customer interactions, and the role of strategic partnerships in scaling revenue.
Welcome to Scale Your Sales Podcast, Dan Pfister.
Timestamps:
00:00 Customer retention strategy: focus on keeping customers coming.
06:24 Innovative WinBack marketing strategy.
09:02 Research on WinBack marketing, framework creation.
11:43 WinBack strategy: Reach out, fix, retain.
16:42 Fixing mistake enhances likability and competency.
18:39 Feeling heard can turn the situation around.
23:19 Scaling revenue through partnerships leads to success.
24:14 Cold calling and persistence in gaining attention.
29:12 Accept your energy to avoid suffering.
https://www.linkedin.com/in/danmpfister/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is James Cuthbertson.
James Cuthbertson is the CRO of Relative Insight. An innovator in text analytics, James helped to grow Relative Insight from its true start-up phase into a pioneer of text analysis servicing global clients such as Delta, PWC, Nespresso, and Comcast. With over 14 years’ experience in the early-stage technology market, James has grown, and developed sales and marketing functions focused on products in people and consumer analytics, customer experience and digital marketing.
In today’s episode of Scale Your Sales podcast, James provides key insights into the MEDDIC project management system, the evolving sales landscape, and the vital role of data in decision-making. He challenges traditional sales stereotypes, emphasizing the importance of process-driven approaches. James also shares how Relative Insight evolved from child protection to serving global clients with advanced text analytics. This discussion offers practical advice for navigating the complexities of today's sales environment.
Welcome to Scale Your Sales Podcast, James Cuthbertson.
Timestamps:
00:00 Impressed with diversity conversation, tired of forced diversity.
05:14 Improving CSAT and MPS through language analysis.
09:06 Grateful for opportunities, specialized in recruitment.
11:53 Seeking driven individuals with strong cognitive abilities.
13:19 Compete fiercely in tech market, emphasize drive.
18:11 Use data to benchmark success in industry.
21:29 Economic climate tough, spending shifted upward.
23:06 Professionalism means preparation, admin, understanding, and adaptability.
26:19 Salespeople struggle with structured processes but adapt.
31:09 Trial closing, seeking commitment earlier in sales.
32:49 Greenhouse: my happy, productive desert island choice.
https://resources.relativeinsight.com/ai-innovation-cx-insights
https://www.linkedin.com/in/jamescuthbertson/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Paula Lender-Swain.
Paula Lender-Swain leads the Public Sector UKI Business for HPE, covering Central and Secure Government, Healthcare and Higher Education. She has over 30 years’ experience in the technology sector working for hardware, software, and communications vendors covering UKI, EMEA, and Global leadership roles. She has also worked across several disciplines including Sales, Marketing Strategy and Business Operations.
In this episode of Scale Your Sales podcast, Paula discusses the challenges and opportunities in tech sales, focusing on her journey as a woman in a male-dominated industry. She emphasizes the importance of diversity, mentorship, and innovation, particularly in public sector sales and the impact of AI. Her insights offer valuable lessons for scaling businesses and driving successful sales strategies.
Welcome to Scale Your Sales Podcast, Paula Lender-Swain.
Timestamps:
00:00 Embracing Change and Innovation in Public Sector Sales
05:56 Gender bias in tech; diversity needs value.
06:59 Encouraging women to take on sales roles.
10:59 Earth 51 promotes sustainability and gender equality.
16:48 Effective measurement and clear direction for managers.
19:28 Identifying right people, public sector sales expertise.
23:34 Sales in public sector during COVID, challenging.
25:56 Learning from failures, diversifying customer focus crucial.
29:44 Public sector investing in AI excellence areas.
32:09 Data sharing improves accessibility, security, and reliability.
35:06 Excitedly building Millennium Falcon, joy in escape.
https://www.linkedin.com/in/paulalenderswain/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Dr. Stephen Timme & Sheevaun Thatcher.
Dr. Stephen Timme, Founder and President, FinListics Solutions. Former Finance Professor at Emory University. Author of the Amazon Best Seller, “Insight-Led Selling and co-author of the eBook, Seven Steps to Building a Customer-First Revenue Organization.”
Sheevaun is a GTM Strategic Transformation Advisor who works with Revenue and Marketing Leaders.
In today’s episode of Scale Your Sales podcast, Sheevaun Thatcher and Dr. Stephen Timme discuss key elements for building a customer-first revenue organization. They highlight understanding customer motivations, the non-linear nature of sales, and aligning solutions with customer goals. Learn about effective C-suite communication, enablement programs, and the seven steps to prioritize customers in the buyer journey, emphasizing the impact of customer-centricity on organizational success.
Welcome to Scale Your Sales Podcast, Dr. Stephen Timme & Sheevaun Thatcher.
Timestamps:
00:00 Aligning Customer Goals with Organizational Strategy
05:32 Tailor message, align goals, enablement guru Sheevaun.
09:45 Listen, be curious, partner with customer.
11:53 Discussing customer satisfaction.
17:03 Manager must lead, not force, development efforts.
19:27 CRO urges customer-first perspective for organizational success.
22:01 Insight-led selling book addresses sales alignment challenges.
25:54 Clients want better forecasting for lower error.
30:07 Align seller process with customer buying needs.
32:31 Customer service critical for company growth and success.
https://www.linkedin.com/in/dr-stephen-timme-phd-finance-8177578/
https://www.linkedin.com/in/sheevaun/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Mary Shea.
Mary is the Chief Evangelist at HireQuotient, a purpose-driven AI company that simplifies recruiting by finding exceptional and diverse talent. As a globally recognized thought leader, keynote speaker, podcast host, author and advisor, Mary is passionate about the future of buying and selling, the role product and commercial innovation play in driving successful revenue outcomes, and the criticality of elevating the voices of underrepresented people in the workforce.
In today’s episode of Scale Your Sales podcast, Janice B Gordon discuss the evolving sales landscape and leadership challenges with Mary Shea, co-CEO of a revenue enablement company. Mary shares her expertise in rapid fund-raising, talent enhancement, and workforce reduction, while emphasizing diversity and inclusion in leadership. We explore bias in hiring, the need for sales-specific data in recruitment, and the complexities of finding diverse talent.
Welcome to Scale Your Sales Podcast, Mary Shea.
Timestamps:
00:00 Nonlinear career transition into technology and business.
05:09 Transitioned from Forrester analyst to company evangelist.
07:56 Future sellers more efficient and technology enabled. COVID accelerant.
10:21 Transition to efficient, predictable growth challenges leaders.
15:34 Increasing diversity in B2B sales through community engagement
17:59 co-CEO faced challenges, raised funds, made changes.
23:01 Software leverages data partnerships to identify candidates.
25:29 Promoting diversity and inclusion in hiring practices.
28:21 Focusing on diverse teams for better performance.
31:34 Monetary cycles and diversity are essential for success.
37:13 Understanding, empathy, and diversity in sales teams.
https://www.linkedin.com/in/maryshea/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Randi-Sue Deckard.
Randi-Sue Deckard’s career trajectory is a captivating story of transformation and resilience. Transitioning from a clinical lab scientist to the Senior Vice President of Client Engagement at BESLER, Randi’s journey is a testament to the power of embracing change, staying curious, dedication to improving and leveraging data-driven decision-making. Her wealth of experience in sales, marketing, and customer success positions her as a valuable guide for professionals seeking to excel in revenue-related roles.
In today’s episode of Scale Your Sales podcast, we have the pleasure of speaking with Randi-Sue Deckard, an expert in sales, marketing, and customer success. Randi provides valuable insights into reducing customer friction, adopting a customer-centric approach, and creating a comprehensive B2B experience. We discuss leveraging existing customers for referrals, the importance of continuous value addition, and the balance between empathy and logic in sales.
Welcome to Scale Your Sales Podcast, Randi-Sue Deckard
Timestamps:
00:00 Reducing Friction: Maximizing Customer-Centricity in B2B Interactions
03:15 Success in sales comes from knowing customers.
07:40 Improving by understanding customer perspectives is crucial.
10:16 Customer problem articulation drives effective communication and solutions.
16:38 Study found women better leaders.
19:32 Questioning the customer-centricity of organizations and processes.
23:37 post-sales engagement crucial for customer advocacy.
24:30 Simplify referrals to increase new sales by 30%.
28:23 Farewell message expressing admiration and future connection.
https://www.linkedin.com/in/randisuedeckard/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Ollie Sharpe.
Ollie spent 10 years at LinkedIn, starting when nobody knew what LinkedIn was! One of the 1st 15 employees outside the US. Then left to set up Salesloft in EMEA as 1st person on the ground and grew them to more than $25m and 125 people. Now Chief Commercial Officer at Lative.
In today’s episode of Scale Your Sales podcast, Ollie Sharpe, former LinkedIn executive, shares valuable insights on sales, leadership, and diversity. He emphasizes the importance of fostering a strong, inclusive sales culture, highlighting the impact of conscious leadership, mental well-being, and cognitive diversity. The discussion also covers gender diversity, partnership-based sales, and diverse hiring practices.
Welcome to Scale Your Sales Podcast, Ollie Sharpe.
Timestamps:
00:00 Unlocking Sales Success: Secrets to A Diverse and Inclusive Culture
04:27 Conscious leadership fosters awareness and mental wellbeing.
06:52 Diverse teams require different leadership and understanding.
10:50 LinkedIn culture interview process reveals candidate's values.
16:03 Partnering with buyers and hiring individuals similarly.
17:01 Emphasizing partnership, consultation, and disqualification in sales.
20:04 Medic and the art of selling effectively.
25:54 Build employer brand showing care for individual needs.
27:19 Candidates value acknowledging and addressing diversity issues.
33:00 LinkedIn senior executive pushes for gender diversity.
34:35 Men more open to mistreatment in offices.
https://www.linkedin.com/in/olliesharpe/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website to watch or listen.
Welcome to our ultimate review series where we delve into 40 captivating podcast episodes, each shedding light on the dynamic and ever-evolving world of sales.
Whether you're a seasoned sales professional or just starting out, this comprehensive exploration is designed to offer you valuable insights, proven strategies, and inspiring stories straight from industry experts.
In this series, we'll uncover:
1) Cutting-edge sales techniques that can help you close more deals.
2) Proven strategies to build and maintain lasting customer relationships.
3) Tips on leveraging the latest technology and tools to enhance your sales process.
4) Inspiring success stories and lessons learned from top sales professionals.
5) Insights into the future of sales and how you can stay ahead of the curve.
Each episode review is packed with actionable takeaways that you can implement immediately to boost your sales performance. Join us on this journey to master the art of selling and transform your career with the wisdom shared by leading voices in the industry.
Hit the subscribe button and turn on notifications so you don't miss any of our insightful reviews.
Let's embark on this sales mastery adventure together!
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 Jamie Gallagher.
He’s a husband, father, and terrible golfer, AVP Fortra EMEA, 25 years sales professional, operated globally and DEI Champion.
In today’s episode of Scale Your Sales podcast, Jamie discusses the importance of setting realistic goals for salespeople, coaching, employing consistent methodologies, and effectively managing deals. Jamie highlights the significance of hiring individuals who are both compatible and trainable, shares his unique approach to talent acquisition, and reflects on the impact of a supportive organizational culture. We explore the keys to success in the sales industry and gain valuable insights from Jamie's extensive experience.
Welcome to Scale Your Sales Podcast, Jamie Gallagher.
Timestamps:
00:00 How to coach your way to success and close deals like a pro
03:57 Emphasizing diversity in team recruitment and sourcing.
06:27 Wider sourcing process identifies successful sales candidates.
10:12 Evaluating sales team qualities and managing expectations.
15:09 $1,000,000 sales target with variable rewards.
18:37 Fantastic leader with supportive and intoxicating environment.
19:34 Personal success comes from delivering notable achievements.
24:54 Sales leaders learn to listen, strategize, choose wisely.
27:56 External factors impact employees and business goals.
31:45 Critical coaching includes expectation setting and engagement.
32:52 Fortress uses force management for business success.
38:49 Jordan's mom shaped his groundbreaking sports deals.
41:04 Rex Smith, an influential sales trainer, remembered fondly.
https://www.linkedin.com/in/jagallagher/
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 Hannan.
Laura is one of my go-to LinkedIn people. She's a bit of a Sales Navigator geek, she trains salespeople on LinkedIn, and she is also a founder of a 'done for you' LinkedIn marketing agency, Pitch121. They manage personal profiles for time-poor execs and help salespeople get in front of their target accounts.
In today’s episode of Scale Your Sales podcast, Laura Hannan, founder of Pitch121, discuss about LinkedIn marketing and sales strategies. Laura shares insights on leveraging Sales Navigator, utilizing peer connections, and the importance of targeted brand awareness. She also covers microsites, AI tools, and the impact of personal perspective in posts, providing valuable tips for successful sales outreach and lead generation on LinkedIn.
Welcome to Scale Your Sales Podcast, Laura Hannan.
Timestamps:
00:00 LinkedIn homepage is rarely used, sales navigator preferred.
06:18 Challenges in brand recognition and LinkedIn connections.
07:32 Strategically leveraging connections to reach target accounts.
14:10 Tailoring messaging to match target's word choices.
16:53 LinkedIn profiles lacking web links, a missed opportunity.
20:13 Engage deeply with target accounts for success.
24:12 Prioritize engaging with senior execs on LinkedIn.
28:07 Sending concise slides replaced by informative video summaries.
29:12 Service pages tailored to user language, technologies.
33:33 Appreciation for networking, its modern relevance emphasized.
https://www.linkedin.com/in/laurajhannan/
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 Bob King.
Bob King literally wrote the book on Closing for salespeople, closers, and anyone else who wants to know why they said yes on a day they were “just looking”. His book The Joy of Closing reveals the secrets to earning the customer’s business and getting them what they want.
In today’s episode of Scale Your Sales podcast, Bob embarks on a captivating journey, detailing his transition from the film industry to the world of sales. He underscores the critical role of believing in the sales process itself. Furthermore, Bob delves into the art of closing a sale, emphasizing the importance of prioritizing customer service, and building trust. He also offers valuable insights on managing sales teams, navigating the dynamics within sales organizations, and the key qualities that define a successful closer.
Welcome to Scale Your Sales Podcast, Bob King.
Timestamps:
00:00 - Unravelling the Secrets to Mastering Deal Closures
06:11 - Overcoming stigma through belief and trust building.
07:42 - Helping others succeed while finding joy.
11:35 - Believe in your value proposition, expert advice.
14:22 - Chapter on managing manager, blaming others, sales success about mindset, sales managers' role crucial.
17:30 - Job success depends on manager's support.
21:46 - New sales approach, customer engagement and closing.
24:15 - Guide for customer interactions, emphasizing intuition use.
https://www.linkedin.com/in/bob-king-7a37951/
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 Melanie Mills.
Chief Revenue Officer at Caxton Payments, the pioneering UK Fintech. Melanie has a 20-year career, growing revenues across scale-up businesses in variety of industries and prides herself on her nontraditional routes to success.
In today’s episode of Scale Your Sales podcast, Melanie shares her experiences as a woman in a male-dominated industry, her advocacy for diversity, and her passion for mentoring through the Caxton Career Collective. She discusses the importance of organizational culture, diversity in leadership, and the role of behaviours and listening skills in successful sales. Tune in for insights on recruitment processes, career transitions, and building strong sales teams from a diverse pool of talent.
Welcome to Scale Your Sales Podcast, Melanie Mills.
Timestamps:
00:00 - Diverse and Inclusive Strategies for Sales Success
05:01 - Caxton initiative empowers women in diverse industries.
09:05 - Successful partnerships are vital for business growth.
10:14 - Supporting diverse candidates through terminology and commitment.
16:06 - Awareness, confidence, and pushing forward are key.
17:43 - Recruitment process focuses on wide catchment.
20:14 - Importance of diverse team with varied behaviours.
25:02 - Constantly asking questions provides valuable insights.
26:41 - Melanie discusses her first experience in America.
https://www.linkedin.com/in/melanie-vivi-mills/
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 Kristie Jones.
Kristie Jones, author of “Selling Your Way In” and Principal of Sales Acceleration Group elevates sales companies by coaching sales leaders to hire Top Ten Percent sales candidates in addition to guiding their organization through the creation of a sales culture of accountability resulting in revenue growth.
In this podcast episode, we will focus on sales techniques, Kristie discussed the concept of identifying a salesperson's core strengths, which Kristie likened to a compass guiding their approach. This self-awareness empowers sellers to distinguish between tasks that fall within their natural talents and those that lie outside their area of expertise. The conversation then shifted to achieving top sales performance. Kristie emphasized that success is not simply about the volume of sales activity, but rather the development of specific strategies and the cultivation of daily habits that distinguish the top 10% of salespeople.
Welcome to Scale Your Sales Podcast, Kristie Jones.
Timestamps:
00:00 - Strategies for Scaling Your Sales Performance
05:22 - Understanding various sales roles and knowing yourself.
08:27 - Successful people say no more than yes, understanding ideal company profile.
09:39 - Success comes from work outside the office.
14:41 - Morning routine focused on peak performance in tennis.
17:23 - Equal treatment, deeper questions for candidate comparison.
21:11 - Advice for new and struggling salespeople.
23:31 - Sales as a profession for achieving dreams.
28:03 - Sharing financial wisdom learned at kitchen table.
https://www.linkedin.com/in/kristiekjones/
https://www.instagram.com/kristiejones.sales/
https://twitter.com/kristiekjones
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Theresa Caragol.
Theresa Caragol, CEO of AchieveUnite Inc., leverages 20+ years’ global expertise in driving revenue growth, mitigating risk, and fostering strategic partnerships. Recognized for channel team leadership, she pioneers revenue expansion through acquisitions, building trust-based cultures, and fostering cross-functional ecosystems. A sought-after speaker and author, she’s committed to both professional excellence and philanthropy.
In today’s episode of Scale Your Sales podcast, Theresa shares her journey in driving revenue growth through partnerships, emphasizing the importance of mentors in her success. Discover insights from her upcoming book and learn about the key elements of successful partnerships and the impact they can have on revenue, innovation, and culture. Tune in to gain valuable knowledge on building trust-based ecosystems and fostering cross-functional partnerships in organizations.
Welcome to Scale Your Sales Podcast, Theresa Caragol.
Timestamps:
00:00 - Unleashing Incredible Growth: Harnessing the Power of Successful Partnerships
06:41 - Assess readiness, strategy, deliberate science in partnership.
08:36 - Successful organizations invest in long-term partnerships.
11:52 - Datto's story of customer-turned-partners creates success.
16:27 - Developing people, achieving goals, essential skills emphasis.
18:40 - Ron Roaner, Bob's mentor, influenced him profoundly.
21:10 - Teaching partnering and sales skills for success.
https://www.linkedin.com/in/theresacaragol/
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 Anne Pao.
Anne is 5 times Startup Operator, Heart-forward Leader, Mother, Startup Advisor and Board Member. Anne is founder/CEO of Ignite Consulting, a fractional GTM strategy and RevOps firm that partners with startups to install and scale a unified GTM foundation.
In today’s episode of Scale Your Sales podcast, Anne offers a unique perspective honed through her experience as a buyer in over 500 deals. Anne shares the types of conversations that have shaped her approach as a sales leader and Chief Revenue Officer (CRO). Delve into the importance of understanding the viewpoints of various stakeholders, both internal and external, to effectively communicate the value and return on investment of your product or service.
Welcome to Scale Your Sales Podcast, Anne Pao.
Timestamps:
00:00 - Driving Revenue Growth to Effective Sales Leadership
05:42 - Analyzed, quantified, and presented business case successfully.
06:27 - Developed ROI plan for software implementation and adoption.
10:45 - Understanding buyers and mitigating risks for success.
15:25 - Essential skills for exceptional sales performance.
16:02 - Seeking baseline competence, focus, strategy, and measurability.
19:55 - Interview process focuses on skills and alignment.
22:26 - Recruiters stress test skills and decision-making process.
27:29 - Ignite Consulting, one year old, offers go-to-market services.
29:16 - Need alignment, operating cadence, and team support.
https://www.linkedin.com/in/annepao/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Emma York.
Emma is a social media trainer, mentor, digital marketing specialist and owner of Fresh Approach Digital.
In today’s episode of Scale Your Sales podcast, Emma is telling us about social media for B2B businesses, featuring a social media expert. Exploring insightful strategies for not only building brand awareness but also leveraging personal branding across various platforms. The discussion will encompass the surprising relevance of TikTok for B2B companies, offering practical tips and reasons to establish a presence on this burgeoning platform. Get ready for a fascinating exploration of how B2B businesses can thrive in the social media landscape.
Welcome to Scale Your Sales Podcast, Emma York.
Timestamps:
00:00 - Enhancing B2B Social Media Engagement.
06:02 - LinkedIn and TikTok: Adapt your story for platforms.
08:29 - Corporate lifestyle now resembles that of entrepreneurs.
11:12 - Remote work increases productivity but faces resistance.
13:34 - Elevate personal brand on social media platforms.
18:59 - Content creators should clearly communicate their goals.
22:37 - Utilize TikTok to raise brand awareness.
26:30 - Engage actively and listen to your audience.
29:34 - Grateful for knowledge, will connect again. Thank you.
https://www.linkedin.com/in/emmayorkuk/
https://www.instagram.com/freshapproachdigital/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website to watch or listen.
In this weeks’ Scale Your Sales Podcast episode, my guest is Pete Crosby.
Pete is the CEO & Co-founder of Revelesco. He is behind the strategies and frameworks of countless successful startups & scaleups. He is a 4x CRO with an IPO Under his belt and currently coaches more than 40 SaaS CEOs around the world.
In today's episode of Scale Your Sales podcast, Pete Crosby talks about the heart of good revenue strategy. The discussion explored a four-part framework for understanding the concept we were previously examining. This framework prioritizes desirability at the outset. Desirability is measured using a two-dimensional matrix, with criticality on the vertical axis and rarity on the horizontal axis. Connected this concept to a previously discussed framework element, priority, by demonstrating how it aligns with the criticality dimension within the desirability matrix.
Welcome to Scale Your Sales Podcast, Pete Crosby.
Timestamps:
00:00 – Desirability and rarity customer-centric approaches
04:55 – Team of 12 highly skilled individuals aiding organizations.
07:38 – 4 key elements of successful revenue strategy.
13:45 – Risk is deeper than pain, it's terrifying.
15:32 – Identifying criticality and rarity for product desirability.
18:58 – Prioritizing data influences consumer decisions and understanding.
21:10 – Creating and selling unique product innovations, transformative.
24:27 – Understanding customer urgency and value through pain.
28:45 – Reprieve co-founder freed 69, fought injustice.
31:21 – Listen, watch, subscribe, leave a positive review.
https://www.linkedin.com/in/peterdcrosby/
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSales
And more!
Visit our podcast website to watch or listen.
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
Facebook: https://www.facebook.com/ScaleYourSal...
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
Facebook: https://www.facebook.com/ScaleYourSal...
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
Facebook: https://www.facebook.com/ScaleYourSal...
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
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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...
In this week’s Scale Your Sales Podcast episode, my guest is Cassi Roper, the Chief Revenue Officer of Redgate Software. Cassi is a senior hands-on sales leader who delivers a passionate, systematic approach to building teams and sales culture, generating results via customer centric techniques. A big advocate of hiring women into sales roles and embedding a culture of ethical selling. In this episode, Cassi shares her insights on sales success and effective leadership within the context of Redgate Software's customer-centric approach. She emphasizes the importance of truly understanding customers' problems and pain points, underlining the value of listening and curiosity in sales. Cassi discusses Redgate's low turnover, attributing it to the company's private ownership, customer-centric focus, and embedded company values, including transparency, reasonableness, and collaboration. Additionally, we delve into Redgate's approach to enabling buyers through product testing, the challenges of promoting top performers to leadership roles, and the significance of identifying and nurturing individuals with the right traits for leadership. Join us for a journey into the heart of sales triumph and leadership mastery. Welcome to Scale Your Sales Podcast, Cassi Roper.
Timestamps:
03:09 – Navigating career in male-dominated industry, challenges of women.
08:09 – Assess for passion and fit in leadership roles.
12:45 – Identifying diverse skills and leadership potential in hires.
17:37 – Efficient sales process reduces turnover and costs.
24:48 – The Importance of Immediate Value in Business
26:39 – Customers shape strategy by sharing their needs.
https://www.linkedin.com/in/cassi-roper/
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 Derek Roberts.
Derek has built, trained, and coached sales teams and sales leaders for nearly thirty years. Although he is an executive coach, consultant, and professional speaker, he is quick to proudly identify himself first and foremost as a sales professional. An executive partner with Integrity Solutions since 1999, Roberts also owns the consulting and training firm Roberts Business Group, which sells and distributes Integrity Solutions’ products. He is co-author of the new book, Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance.
In this episode, Derek shares the inspiring journey behind the creation of their book "Listen to Sell." We explore the intricate interplay between mindset and skill set, emphasizing their pivotal role in unlocking optimal sales performance. Additionally, we tackle the profound impact of coaching on sales success, the transformative power of being coachable, and the significance of developing buyer and customer centricity as a driving force for triumph in the realm of sales. Tune in for a riveting exploration of the dynamic relationship between personal growth, coaching, and achieving unparalleled success in the world of sales.
Welcome to Scale Your Sales Podcast, Derek Roberts.
Timestamps:
04:54 – Listen and be open to coaching advice.
08:27 – Understanding and adapting to others for success.
10:54 – Fabulous relationship, successful business, shared values.
15:43 – Belief in adaptability and emotional intelligence habits.
18:34 – Ensure organizations understand and meet customer needs.
20:25 – Sales focus on customer's customer for success.
https://www.linkedin.com/in/derekroberts1/
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 Barrett King.
Barrett King is the Senior Director of Revenue at New Breed, HubSpot's top partner and he is the host of the Outcomes Podcast - a show about Partnerships in SaaS.
In this episode, Barrett shares profound insights on servant leadership, cultivating a customer-centric sales culture, and the transformative power of partnerships in driving scalable growth. Discover key takeaways, including the importance of humility in leadership, the shift towards value-driven B2B SaaS sales, and actionable strategies for fostering long-term customer relationships. This episode is a valuable resource for sales leaders and professionals looking to elevate their go-to-market strategies and organizational culture.
Welcome to Scale Your Sales Podcast, Barrett King.
Timestamps:
04:48 – Foster culture, partnership, and customer-centered mindset.
09:46 – Humanity and humility are key for effective scaling.
15:44 – Best salespeople enter work with open mindset.
18:43 – Sales industry struggles with recruiting and leadership.
20:16 – Staff member learns management lesson during rush.
30:22 – Leveraging partnerships, sharing value, and kindness.
https://www.linkedin.com/in/barrettjking/
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 Blake Hudson.
Blake is an experienced revenue leader and holistic career coach with diverse experiences in politics, academia, and tech sales. His career brings powerful insights, whether running for State Senate at 24 or generating more than $10 Million in revenue. He recently launched launched Story Selling: The Interview Course.
In this episode, Blake unveils the secrets behind his recently launched interview course, designed to guide individuals through the challenging process of reentering the workforce post-layoffs. From crafting killer emails and embracing video prospecting to advocating for quality messaging and 360-degree learning within sales teams, Blake shares a wealth of knowledge. The episode delves into the nuances of building meaningful stakeholder relationships, adopting a buyer-centric sales approach, and harnessing the power of impactful video messaging. Get ready for an engaging discussion filled with insights that span personal growth, career resilience, and refined sales strategies.
Welcome to Scale Your Sales Podcast, Blake Hudson.
Timestamps:
03:48 – Empathy, struggle, and overcoming obstacles to fulfill potential.
08:08 – Stats guide quality improvements for email success.
11:15 – Sales managers need peer learning.
14:04 – Establish channels, understand stakeholders, create recurring meetings.
22:22 – Video prospecting during pandemic emphasized human connection.
25:11 – Embrace your unique energy, don't compare.
https://www.linkedin.com/in/onebrightblake/
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 James Ski, CEO and Founder of Sales Confidence.
Sales Confidence is the UK and Europe's #1 Community for SaaS sales & revenue leaders and teams. Their vision is to build the world's most valuable B2B Sales community, elevate the sales profession and help sales professionals, at each stage of their career, be the best they can be through achieving peak performance, mindset awareness and positive wellbeing.
In this episode, James opens about his transformative journey, sharing his personal diagnosis of bipolar disorder and the invaluable insights gained while navigating a flourishing career in sales. From overcoming personal challenges to strategically growing his business, the experience has become the bedrock of his entrepreneurial success. James takes center stage as he unveils the secrets behind building the world's most valuable B2B sales community. With an unwavering focus on elevating the well-being and performance of sales professionals, he has pioneered an exclusive learning and development membership platform, shaping the mindset and success trajectory of salespeople and leaders at every career stage. Join us for an inspiring exploration into the intersection of personal well-being, professional performance, and the art of scaling sales success.
Welcome to Scale Your Sales Podcast, James Ski.
Timestamps:
03:47 – Researched US market, brought new sales tech.
10:00 – Lack of support in workplace sales experience.
10:50 – The stigma of mental health.
15:22 – Improving sales productivity, guaranteeing results, confident support.
20:09 – Professional speaking, diversity, and representation on stage.
22:50 – Back yourself, give back, introduce, create opportunities.
28:56 – Holistic well-being is vital for sustainable success.
https://www.facebook.com/james.ski https://www.linkedin.com/in/jamesski/ https://www.instagram.com/james.ski/ https://twitter.com/jamesas
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 Joe Marcoux.
Joe, also known as the Sales Sensei, is the founder of the Sales Dojo where entrepreneurs, business professionals and sales leaders go to practice their skills LIVE in an interactive and safe environment.
In this episode, Joe shares insights on mastering the art of objection prevention and building robust client relationships. Emphasizing emotional resilience and rigorous practice, Joe unveils effective strategies for skillfully navigating the complex terrain of sales. His approach transcends the traditional transactional mindset, focusing on genuine connections that go beyond a mere sales pitch. Joe not only shares valuable tips on handling objections but also sheds light on the two pivotal elements crucial for propelling buyers forward in the sales journey. For further exploration of these concepts, be sure to check out Joe's book, "Business Evolution," where he delves deeper into the evolution of successful business practices.
Welcome to Scale Your Sales Podcast, Joe Marcoux.
Timestamps:
05:13 – Make decision easy, focus on buyer's process.
06:23 – Alignment is key for creating trust and inclusion.
09:42 – Overcoming objections requires practice and composure.
22:20 – Align, inspire, motivate, and empower for success.
24:33 – Consistency is key for physical and mental well-being.
29:58 – Earn the right before presenting your bait.
https://sosdojo.com/free-sos-book-jbg https://www.facebook.com/realjoemarcoux/ https://www.linkedin.com/in/joemarcoux/ https://www.instagram.com/sosdojo/ https://twitter.com/joemarcoux
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/ScaleYourSalesJBG
In this week’s Scale Your Sales Podcast episode, my guest is Victor Antonio. Victor is a globally sought after sales trainer and consultant who earned a B.S. Electrical Engineering, an MBA and built a 20-year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company. He's the author of 16 books on sales and motivation and recently launched the Sales Velocity Academy learning platform with 600+ video courses. In 2018, he was the first to publish AI's impact on Sales in his book, "Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling".
In this episode, Victor shares a compelling journey from electrical engineering to sales, driven by a realistic and capitalist mindset. The conversation delves into the nuances of selling in the US versus the UK, highlighting valuable insights for sales professionals. He emphasizes the importance of reducing anxiety and uncertainty in sales, advocating for a step-by-step plan to navigate challenges. These lessons extend beyond the realm of sales, offering valuable takeaways for personal and professional growth. Tune in to gain profound insights that can positively impact your sales strategies and life's journey. Welcome to Scale Your Sales Podcast, Victor Antonio.
Timestamps:
05:42 – True capitalism involves a value for value exchange, so selling with integrity is essential.
15:01 – Focus on building relationships, not quick sales.
18:57 – The lack of conversations on moral values in sales training.
25:39 – Victor shares a versatile and reassuring tool for communication in various aspects of life.
32:24 – Cut out unsupportable team members to succeed. 47:48 – What the reality show "Life or Debt” is all about.
http://www.victorantonio.com
http://www.linkedin/in/victorantonio
http://www.instagram/victorantonio
http://www.twitter.com/victorantonio
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 Michelle Accardi, the CEO of Liongard.
Liongard is the global leader in configuration change detection and response, providing MSPs and IT executives with the most effective way to provide IT Governance and Cyber risk mitigation. Michelle Accardi is an innovative leader with over two decades of experience growing MSPs and technology companies with an excellent track record of success. Previously to joining Liongard, Michelle was CEO of the nation's largest cybersecurity-focused MSPs, Logically. She also spent roughly nine years leading Star2Star Communications and ultimately selling that business to Sangoma Technologies in 2021.
In this episode, Michelle shares her journey from sales to CEO, emphasizing the importance of relationship selling in cybersecurity. She discusses the value of being customer-centric, channel sales strategies, and the role of customer feedback in shaping business strategies. Michelle also touches on the concept of enhanced security posture, stressing the vital role of understanding customer needs in effective sales strategies. Tune in for concise insights into the cybersecurity landscape and strategic considerations for success.
Welcome to Scale Your Sales Podcast, Michelle Accardi.
Timestamps:
03:06 – Transactional sales for quick solutions; relationship sales essential for tailored customer needs.
09:07 – Mapping security controls to get cyber insurance.
11:54 – Tech industry journey: from startup to CEO.
15:33 – Establishing parameters, priority explanation, ongoing training, dynamic conversations.
19:28 – Key to success: customer-centric approach and product-led growth.
21:13 – Understanding customer needs, community involvement as foundation of Liongard.
https://www.instagram.com/liongardhq/ https://www.facebook.com/liongardhq/ https://www.linkedin.com/in/michelleaccardi/
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 Virginia Chere Lucett, a Revenue Growth Expert.
Virginia is a seasoned Growth leader in vertical SaaS, with a remarkable focus on Construction Technology spanning the last 9 years. Spending 20-year in Marketing, Chere has seamlessly transitioned into leading revenue teams for seed to series B stage companies. Her passion for growth and innate problem-solving skills defines her approach. Notably, Chere thrives in challenging the status quo, demonstrating a knack for breaking through conventional rules.
In this episode, Virginia discusses her experience and expertise in leading revenue teams for startup organizations, from seed stage to series B funding. She shares insights on the challenges and rewards of the early-stage startup environment, the importance of being customer-centric, and the strategies she uses to optimize salespeople and sales operations. Additionally, she discusses her upcoming ventures in advising, consulting, and launching a go-to-market fund. Join the conversation and gain valuable insights on sales operations and growth leadership from our amazing guest.
Welcome to Scale Your Sales Podcast, Virginia Chere Lucett.
Timestamps:
05:24 – Your technical expertise is invaluable for startups.
06:45 – Focus on product, customer, and solving problems.
09:55 – Efficiency, risk, and uncertainty in business growth.
13:30 – Recognize limitations and practice honesty for success.
21:22 – Customer success drives early sales process success.
24:51 – Building relationships requires trust and prioritizing customers.
https://www.linkedin.com/in/virginialucett/
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 Kate Norton, the Founder of High Peak Growth.
Kate has over two decades of experience in building relationships and serving clients across a variety of industries. She has experience driving revenue in both Fortune 100 organizations as well as growing entrepreneurial companies. Her sales success is attributed to quickly gaining trust, uncovering needs and offering a simplified message. Kate has found the secret to increase the bottom line is to serve versus sell and currently works as a sales coach to help teams break through the next revenue growth ceiling. Her niche is entrepreneurial companies running on business operating systems like EOS. Kate has been a guest speaker and panelist at a variety of venues, including the Strategic Coach Podcast, the EOS® Conference, Pinnacle Business Guides Summit, Female Integrator Mastermind Summit (emcee & presenter), True Fractional Integrator Community, and the likes.
In this episode, Kate discusses how to communicate the sales process internally within the organization, ensuring that everyone understands their roles in elevating the customer experience. Her insights are a goldmine for anyone looking to enhance their sales strategy. She also shares her tried and tested strategies for scaling your sales. If you're ready to simplify your sales process, align with your customers, and elevate your revenue growth, you won't want to miss this inspiring conversation.
Welcome to Scale Your Sales Podcast, Kate Norton.
Timestamps:
04:54 – Visual tools streamline sales process for entrepreneurs.
05:28 – “A map grounds us in space, where we are and where we're going.”
06:29 – Advocating for coordinated client experience and training.
07:51 – The Power of Storytelling in Branding.
11:15 – Understand customer pain points, create ideal client.
13:05 – Excitement for future and what's to come.
https://highpeakgrowth.com/ https://www.linkedin.com/in/kate-norton-50764858/
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
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In this Christmas special episode of Scale Your Sales Podcast, I'm excited to reflect on the highlights of 2023 and share insights on visualizing and planning for 2024. Join me as I discuss the importance of human connections in sales, recount personal highlights, and delve into the significance of living the life you're meant to have.
This episode is not just about looking back; it's a sneak peek into what lies ahead in 2024. As I gear up for the coming year, my focus remains on working with revenue-generating organizations and visionary CEOs to craft sales-efficient teams and foster customer-centric sales operations. Let us fill this festive journey with gratitude for the past and excitement for the future. 🌟 Wishing you all a joyful and Merry Christmas! 🎅 #ScaleYourSales #ChristmasSpecial #2023Highlights #2024goals
How about you, what are your highlights from 2023?
Time stamps:
03:25 Reflect on human experiences in business in 2023.
08:58 Northern lights viewed as symbol of aging.
12:11 Normal people might invest in yacht charter.
16:07 Year-end reflection: cold indoors, looking ahead to 2024.
18:47 Target: Reach CEOs, improve content, increase following.
21:14 "Use it as your compass in life."
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 Usman Sheikh.
Usman is the Founder and CEO of xiQ, an award-winning B2B sales and marketing platform. He aims to humanize B2B sales and marketing by leveraging generative AI and psychology. He's a graduate of the University of Michigan and before xiQ, Usman held various global roles at SAP, including Vice President of Corporate Development, Product Management, Sales Enablement, and Digital Commerce.
In this episode, Usman unravels the intricate distinctions between AI and generative AI. He discusses their game-changing platform that not only saves ten times the time in researching your prospects but propels us into a future-focused paradigm, and sheds light on the transformative power of identifying opportunities for unique individuals within distinct organisations. Learn how their innovative approach enables the generation of personalised content that captivates the interest of each individual or organisation, setting the stage for unparalleled engagement and success.
Welcome to Scale Your Sales Podcast, Usman Sheikh.
Timestamps:
05:52 – B2B sales and marketing practices need upgrading.
09:46 – XiQ predicts 4 key personality types accurately.
13:19 – Sales perspective: focus on future opportunities.
15:44 – Utilise digital breadcrumbs to personalise responses effectively.
17:46 – Future relationships, small companies using AI efficiently.
22:15 – Use tools for their intended purpose; be honest.
https://www.linkedin.com/in/usmanmsheikh/ https://twitter.com/xiqinc https://www.instagram.com/xiq_inc/
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 Andy Champion, the Vice President and General Manager of Highspot.
Andy is an ex-British army officer who excels in leading SaaS go-to-market teams in EMEA and ANZ, guiding them through IPOs and market expansion. He's passionate about mentoring diverse talent in dynamic, accountable autonomous environments to achieve outstanding outcomes.
In this episode, we dive into Andy's journey in sales leadership, exploring the profound impact of technology on sales strategy. We discuss the pivotal role of investing in people and coaching in driving successful sales teams, touching on recruitment challenges and the key behaviors indicative of future success. From leveraging sales-specific data sets to the game-changing potential of generative AI in personalized coaching, our conversation offers insights for sales professionals and leaders alike. Join us as we unravel the dynamics of sales, leadership, and technology, providing valuable strategies to scale your sales. Get ready to immerse yourself in the depth of our discussion—you're sure to love every moment of this episode.
Welcome to Scale Your Sales Podcast, Andy Champion.
Timestamps:
01:46 – Why did Andy join Highspot?
07:54 – Success strategies start from the people.
11:08 – How do you make sure that you do have the right people for the job?
14:55 – As salespeople, we are responsible for our own success.
22:20 – Coaching cost time, and time is the most valuable.
26:06 – Generative AI can analyze and summarize calls for personalized coaching.
https://www.highspot.com/ https://www.linkedin.com/in/andychampion/
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 Ali Cudby.
Ali is the Founder and CEO of Alignmint Growth Strategies, where companies learn how to prevent customer churn before it starts. Ali’s expertise has served Fortune 500 corporations and startups alike. She is also the author of the #1 best-selling book on customer retention, Keep Your Customers.
In this episode, Ali shares her insights on the phrase "The customer is always right." and how it impacts businesses, as well as the strategies she uses to prevent customer churn. The discussion touches on the importance of customer satisfaction, upselling, and cross-selling as key metrics for customer success. Ali outlines effective strategies for optimizing salespeople and emphasizes the value of celebrating moments that matter most to customers. Plus, she shares a tried and tested strategy for scaling sales and concludes with a fascinating take on what she would bring to a desert island. Tune in to gain valuable insights on customer retention and growth strategies from this engaging conversation.
Welcome to Scale Your Sales Podcast, Ali Cudby.
Timestamps:
05:55 – Create clear assistant processes for excellent customer experience.
09:03 – Focus on retention to grow revenue effectively.
12:32 – Key factors: customer satisfaction, churn prevention, upsells.
15:56 – Identify unique moments for meaningful customer celebration.
17:55 – Developing cross-functional playbooks for customer experience success.
21:10 – Leverage existing strengths to enhance performance.
https://www.linkedin.com/in/alicudby/ https://twitter.com/alicudby/ https://alignmintforgrowth.com/
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 Mark Gallagher, the Founder of Performance Insights Ltd.
Mark is the Founder and Managing Director of Performance Insights, a former Senior Executive with Jordan Grand Prix, Red Bull Racing, and Cosworth Formula 1 racing organizations. A public speaker, broadcaster, and an author who has worked in the high-performance world of F1 racing for over 40 years.
In this episode, Mark shares his experience in selling commercial sponsorship in the fast-paced and ever-evolving world of Formula One. He discusses how the business model has shifted from solely selling commercial sponsorship to now diversifying into selling technology across various industries such as service, aerospace, healthcare, defense, space, and energy. This expansion has opened exciting opportunities and created additional revenue streams. He also discusses the impact of influential figures like Lewis Hamilton and initiatives like Accelerate 2025 at Mercedes Benz F1 team, which have promoted diversity within the industry. Don't miss this opportunity to gain a competitive edge and stay ahead in the ever-evolving world of business.
Welcome to Scale Your Sales Podcast, Mark Gallagher. Timestamps:
04:40 – Diversity and inclusion initiative for underrepresented demographics in Formula One.
07:43 – Diverse perspective fosters innovation, success, and satisfaction.
12:53 – Sales success relies on customer-centric decisions.
15:39 – McLaren's CEO emphasizes customer-focused business approach.
20:59 – Transitioning from media to commercial operations successfully.
23:18 – Passion led to unconventional but successful career.
26:36 – Online gaming targets young generations, expands sponsorships.
https://www.facebook.com/PerformanceInsightsF1
https://www.instagram.com/_markgallagher
https://twitter.com/_markgallagher
https://www.linkedin.com/in/markgallagherf1/
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 episode of the Scale Your Sales podcast, my guest is Gina Stracuzzi, the Co-Founder and Director of the Women in Sales Leadership Center at the Institute for Excellence in Sales (IES).
IES Women in Sales Leadership (WISL) helps women in the industry to take on increasing leadership roles with courage, conviction, and creativity by giving them the career tools, techniques and strategies to succeed.
In this episode, Gina highlighted the IES Women in Sales Leadership Program, addressing the awareness of generational differences among women in sales. We discussed the unique opportunities and challenges each generation faces, emphasizing the program's role in mentoring new entrants to the sales industry. The conversation delved into the profound impact of multiple generations in sales, particularly focusing on the challenge of effectively expressing and communicating value, especially among younger women. Notably, we explored the industry's reception of different communication styles, reflecting a generational gap. Additionally, the discussion touched on the broader effects on sales, industry dynamics, and the influence of remote work, providing a comprehensive view of the factors shaping the sales landscape.
Welcome to Scale Your Sales Podcast, Gina Stracuzzi.
Time stamps:
03:34 – New women managers now are embracing empowerment and constructive leadership.
09:56 – Generation diversity also impacts the workforce.
13:46 – Adapting to remote work, technology still catching up.
15:30 – Generations will blend towards a new norm.
19:58 – Pros and cons of remote work. What will the new generation be missing out on?
25:27 – Know your buyer, understand their options, adapt.
27:14 – New technologies are criticized, but change is natural and leads to innovation.
https://www.i4esbd.com/
https://www.linkedin.com/in/ginastracuzzi/
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-...
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 episode of the Scale Your Sales podcast, my guest is Alyson Baber, the VP of Commercial Sales at Outreach.
Alyson is a mom, wife, and tenured sales leader with a non-linear career path. Her background spans across chemical engineering, medical sales, tech sales, and advisory roles. Previously, she helped Zoom scale from $50M to $4B in revenue. She's also served as the Head of Sales at Melio, led new business and expansion sales at SendGrid (now Twilio) and various startup teams within Intuit.
In this episode, Alyson shares insights from her journey, emphasizing the value of continuous learning and challenges, and the impact of supportive relationships in shaping her career. The episode resonates with the idea that every experience has something to teach us, and challenging times can lead to more effective outcomes. The conversation delves into the significance of customer experience throughout the buyer journey, with Alyson stressing the need for empathetic customer interaction and the responsibility of the entire organization in delivering exceptional customer experience. We also touch on the trends in the tech industry, highlighting the importance of communicating value to customers and the cross-functional nature of customer experience.
We discuss:
05:12 – Love growth, learning, and change to expand your skills.
10:16 – Pay it forward, take chances in different roles.
13:18 – Growth is uncomfortable but rewarding; leadership is guiding, not knowing all the answers.
16:04 – Mistakes are opportunities.
25:16 – Customer experience impacts entire sales process.
28:33 – Parents instilled work ethic and resilience.
30:30 – My family time is my family time and I'm there for them.
https://www.linkedin.com/in/alysonbaber/
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-...
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 episode of the Scale Your Sales podcast, my guest is Roheel Ahmad.
Roheel is the Co-founder of Forsyth Barnes, one of the fastest growing, global, bootstrapped, talent partners. They headhunt middle to senior executives across eTail, Sports & Entertainment, and Fintech. Forsyth Barnes is committed to enhancing diversity within client organizations.
In this episode, Roheel delves into his unwavering mindset of resilience and growth, even in challenging times like the COVID-19 pandemic. We discuss his company's decision to invest in a larger office space and maintain ambitious targets, along with the value of continuous training to prepare for future opportunities Our discussion centers on the pivotal need for optimizing the recruitment process and driving innovation in the industry. He emphasizes the urgency and efficiency required in hiring, shedding light on the risks of lengthy recruitment processes that can lead to losing top talent to more agile competitors. We also explore the integration of diversity within Forsyth Barnes' recruitment methodology, known as FB way, and how it positively impacts the industry.
Welcome to Scale Your Sales Podcast, Roheel Ahmad.
Timestamps:
01:26 – The FB way: Control, influence, and urgency explained.
07:39 – Frustration with sector drives desire for innovation.
11:38 – Early success in field sales, fearless in job applications, transitioned into recruitment.
17:43 – Confidence in ourselves amidst uncertainty and targets.
28:01 – Underestimating speed, financials, evaluating culture in recruitment.
30:27 – Longer recruitment process leads to lower-quality talent.
https://linkedin.com/in/roheelahmad
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-...
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 episode of the Scale Your Sales podcast, I'm delighted to take you on a transformative journey to explore the essence of sales greatness in 2024. Drawing from real-life examples, she challenges common perceptions of successful salespeople and shares valuable lessons. Discover the costly consequences of poor sales hires, the power of optimism in sales success, and the top challenges faced by sales leaders today. Janice also discusses the future of sales teams, emphasizing the need for smaller, more focused teams aligned with marketing and customer success.
In this thought-provoking episode, you'll gain insights into what makes a successful salesperson, the importance of strategic planning in sales training, and how to adapt to rapidly changing market dynamics. Don't miss our upcoming LinkedIn Live sessions and resources to help you transform your sales approach for 2024. It's time to rethink your sales strategy and make 2024 a year of sales success.
Timestamps:
02:44 – Stop holding on to mediocre salespeople.
04:10 – Optimism leads to greater success in insurance.
07:35 – Adapt to buyer preferences with flexible leadership.
12:28 – Hybrid selling, AI, automation drive sales efficiency.
14:49 – Upcoming LinkedIn lives in November.
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-...
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 episode of the Scale Your Sales podcast, I'm thrilled to share my incredible journey, an evolution into version 6.0 of myself and the extraordinary life I now embrace. From witnessing the awe-inspiring Northern Lights in Norway to thoughtfully planned adventures to iconic destinations like the Grand Canyon and Japan, my life has been a fearless odyssey, marked by boundary-pushing, triumph over challenges, and a rich tapestry of achievements, both in my professional and personal spheres.
Join me as I impart my wisdom on the importance of investing in one's mindset and physical well-being, the significance of trusting your instincts, and the exhilaration of embracing the boundless possibilities that await. This episode serves as a jubilant celebration of personal growth and stands as a powerful reminder that it's never too late to step into the person you're destined to become.
Timestamps:
0 1:54 – Soaring above hurdles and putting myself forward.
05:10 – Embracing life's essence and taking the leap into the unknown.
05:54 – What's my secret superpower?
09:37 – Your mindset serves a vital role in success.
10:23 – Trust your instincts, ignore doubt, and push your own boundaries.
11:30 – Are you living the life you're meant to have?
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-...
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 Lauren Bailey, the Founder and President Factor 8, The Sales Bar, and #GirlsClub.
“LB” is the Founder and President of three successful brands: Factor 8, providing front-line job training for inside sellers and managers, The Sales Bar, a subscription-based virtual sales training platform, and #GirlsClub, a community and development program helping more women earn leadership positions in sales. She is on a mission to change lives by helping all levels of sales feel more confident and more successful at work.
In this episode, Lauren delves into the smart strategies revenue leaders employ to harness the potential of customer success teams, recognizing their role in long-term revenue growth. We touch on the importance of authenticity, especially in the context of evolving gender and racial dynamics within the sales environment and business landscape. This insightful discussion is sure to inspire and provoke your thoughts. She is a dynamic leader with a mission to boost confidence and success at all levels of the sales profession.
Welcome to Scale Your Sales Podcast, Lauren Bailey. Timestamps:
08:28: – The unwritten rule- What is the Girl Code format?
14:37 – Women have silently endured the gender gap's injustices.
16:30 – Perfectionism and Confidence cannot coexist.
19:30 – When is the right time to seek a promotion?
23:31 – Sales is a misunderstood gem, a service-driven quest to solve problems.
27:27 – Top salespeople don't always make top managers.
37:12 – Find the Others.
https://factor8.com/ https://wearegirlsclub.com/ https://twitter.com/factor8sales https://www.linkedin.com/in/insidesalesadvisor/
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 Julie Thomas, the President and CEO of ValueSelling Associates.
Julie is the author of "The Power of Value Selling: The Gold Standard to Drive Revenue to Create Customers for Life," and works with revenue leaders across many industries to help them realize results they never thought possible. She is passionate about guiding revenue organizations through uncertainty and helping them build resilient, engaged teams that drive predictable, sustainable results and create customers for life.
In this episode, we delve into the world of value selling and its transformative potential for businesses in the digital age. Our guest introduces her recently launched book, "The Power of Value Selling," which serves as a contemporary guide to driving revenue and cultivating lifelong customer relationships. We explore the shift from her previous work in 2006, highlighting the profound changes in technology and communication strategies that have reshaped the value selling landscape. She also discussed the intricacies of conveying value through both extrinsic and intrinsic approaches, and the pivotal role value-based selling plays in fostering customer loyalty and retention. We also dissect the shortcomings of traditional sales processes, shedding light on the symbiotic relationship between customer success and sales effectiveness.
Welcome to Scale Your Sales Podcast, Julie Thomas.
Timestamps:
04:43 – Value selling is about understanding what someone values and motivating them to choose you.
07:49 – Teach buyers business value, understand their personal motivation.
12:19 – In today's world, it's about reselling continually.
15:05 – Clients integrate resources for customer-centered approach.
18:58 – Sales leaders focus too much on salesperson, instead of buyer outcomes.
25:51 – Sales reps often waste time on unwinnable opportunities.
https://twitter.com/ValuSelling https://www.facebook.com/ValueSellingAssociates https://www.linkedin.com/in/julieathomas/
Purchase her book through this link! https://www.amazon.com/Power-Value-Selling-Standard-Customers/dp/1394182562/
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 Dr Jeremy Noad, the Global Director for Growth Productivity of Linde Group
Dr Jeremy Noad is a multi-award-winning sales and marketing professional. Since 2010, he has been working with sales organisations in over 50 countries to grow revenue, increase profitability and improve personal productivity. He is co-author of the best-selling " Selling Professionally”. He advocates for improving sales professional status and supports individuals and organisations to improve their sales success.
In this episode, Dr Noad shares his expertise on modernizing the sales process. He emphasizes the importance of understanding the evolving buyer's journey in the digital age and highlights how sales professionals need to adapt their mindset to effectively engage with buyers at various stages of their journey. With over two decades of experience working with sales organizations globally, he offers valuable insights on growing revenue, enhancing profitability, and boosting personal productivity in sales. If you're seeking to modernize your approach to selling and gain a deeper understanding of the changing dynamics in sales, this episode is a must-listen.
Welcome to Scale Your Sales Podcast, Dr Jeremy Noad.
Timestamps:
05:25 – New technology can hinder salesperson productivity.
10:05 – Digital journey must be customer-centric and meeting their needs.
14:48 – Switching training to align with buyer expectations.
18:01 – Setting standards in sales, writing a textbook, mentoring.
22:19 – Benchmarking for improvement using digital tools.
25:57 – Data-driven professionalism, diverse skills, clear career paths for market success.
30:12 – Journey of resilience in Homer's Odyssey.
https://www.linkedin.com/in/jeremynoad/
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 Roei Samuel, the founder and CEO of Connectd.
Roei is a serial entrepreneur and investor. His platform, Connectd, has helped over 1,000 organisations and individuals find each other through a data-driven approach and cutting out the middlemen in the investment cycle.
In this episode, Roei delves into his personal journey while exploring the tangible advantages of joining his ecosystem and community. We also talk about the concept of neurodiversity and its significance, as well as contemplate the future landscape of the workforce. Throughout this discussion, we explore strategies to entice Generation Z into the job market and devise ways to enhance both flexibility and productivity within it, all while recognizing that by accommodating different working styles and needs, such as flexible work schedules and quiet areas, businesses create an environment where all employees can thrive. This approach has notably contributed to an impressive 96% staff retention rate over the course of four years at Connectd.
Welcome to Scale Your Sales Podcasts, Roei Samuel.
Timestamps:
08:26 Market gap in advisors for early-stage founders. 11:08 Championing Inclusivity: Embracing Neurodiversity in Education and Work. 15:46 Diversity and inclusion, start early and be willing to make changes. 21:58 The Impact of AI on recruitment and diversifying the workplace. 24:09 Addressing the inequalities in education and funding opportunities for entrepreneurs. 28:48 Transparency and unwavering commitment are the linchpins of our success.
30:54 If founders are not able to sell it, it's not gonna sell.
https://www.linkedin.com/in/roei-samuel/
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 John Ashton, the Vice President of the EMEA Sales team for Braze.
Braze is a comprehensive customer engagement platform that powers meaningful and relevant interactions between customers and brands. Prior to Braze, he was an Infantry Officer in the British Army and served on operations around the world. Outside of work he is an adventure enthusiast and is currently preparing to row across the Atlantic this December of 2023.
In this episode, John talks about the shift in focus from pre-2022 business strategies centered on personalized and optimized cross-channel messaging to the current importance of streamlining tech infrastructure in enterprise organizations. He discussed the need for users to quickly onboard and upskill in this reduced tech environment, highlighting the significance of human resource optimization. He shares their focus on product expertise, effective utilization of technology, and the vital role they play in customer retention and growth. Additionally, we learn how Braze differentiates itself in the competitive market through customer advocacy and a positive post-signing experience.
Welcome to Scale Your Sales Podcasts, John Ashton.
Timestamps:
03:56 – In today’s competitive market, high-frequency data analysis, personalized engagement, and flawless execution define Braze.
08:28 – Success lies in quantifying and reducing wasted resources.
12:54 – Talent is key, and so are intellectual curiosity and effective communication.
16:55 – Feudal exercises with vague briefs foster curiosity. 23:49 – His role in in account management, prioritizing advocacy and clear communication 26:34 – Interdepartmental synergy fuels sales success, anchoring in value-driven projects.
https://www.linkedin.com/in/jecashton/
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 Tara Ryan, the founder of InfiniDEI.
Tara's organization, InfiniDEI, is built on understanding energy. She is a sales leader, executive coach and activist. Through her work she helps others become more conscious of the energy they bring to the world so they can wake up to the potential that is possible inside of them.
In this episode, Tara talks about making it about them, choose curiosity over judgment, and through every step of the selling process. She said, you've got to truly listen and shut off your own assumption. According to her, there are too many assumptions in the sales process and we must test and prove whether it's true and focus on what is versus “what if”. Through her work, she helps others become more conscious of the energy they bring to the world so that they can make up the potential that is possible inside of them.
Welcome to Scale Your Sales Podcasts, Tara Ryan.
Timestamps:
04:27 – We owe leaders more than we are giving them.
11:45 – We don't give men the space.
15:10 – Vulnerability depends on the culture of your organization.
19:40 – People in sales, for a long time, are filled with assumptions.
22:25 – Connection and opportunity is going to not only benefit the culture, but life.
25:20 – Human-centric conversations with customers are important.
https://www.instagram.com/infinidei/?hl=en
https://www.facebook.com/infinidei
https://www.linkedin.com/in/tara-ryan-cpc-bb147a20/
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 Carole Mahoney, the author of Buyer First: Grow Your Business with Collaborative Selling.
Carole is changing how the sales industry sees itself — and how buyers see it as well. She has been named as a top sales influencer by LinkedIn and Sales Hacker, and is also a sales coach for the Harvard Entrepreneurial MBA Program.
In this episode, Carole discusses the concept of "buyer first" and how it can revolutionise the way we approach sales. Her recently launched her book, Buyer First: Grow Your Business with Collaborative Selling, is specifically tailored to business owners, founders, entrepreneurs, and salespeople who have tried various techniques but are not seeing the desired results. Drawing from a database of 2.3 million salespeople, Carol's book is grounded in extensive research and offers practical advice for success. She shares her insights on self-awareness, mindset shifts, and the importance of collaborative selling. Stay tuned as we delve into how her book can transform your sales approach and help you achieve unprecedented success.
Welcome to Scale Your Sales Podcasts, Carole Mahoney. Timestamps: 03:33 — Selling yourself as a business owner is a whole different ballgame.
08:51 — First step is self-awareness, next is personalised strategy.
13:25 — Fear of rejection hinders progress.
16:00 — Accept, be curious, change, manage emotions, sell better.
18:37 — Mindset is contagious. Prioritise and document buyer's process to adapt and succeed.
20:53 — The IKEA effect and how it can impact your sales game.
and more!
https://carolemahoney.com/ https://www.unboundgrowth.com https://www.instagram.com/carolemahoney/ https://twitter.com/icarolemahoney https://www.facebook.com/carole.mahoney https://www.linkedin.com/in/carolemah...
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 Debbie Allen, the World’s #1 Authority on Expert Positioning.
Debbie Allen is an internationally recognized business growth and market positioning expert. She has been a professional speaker and business mentor for over 25 years and presented before thousands of people in 28 countries. She is also the bestselling author of 10 books, including The Highly Paid Expert, Success Is Easy and Expert Positioning. She mentors clients from around the globe who want to position themselves for more influence and credibility to highly monetize from their expertise.
In this episode, Debbie delves deep into the concept of breaking out of the flip-flop zone and instead, making quality decisions. Her book, "Success is Easy," is a true testament to how she's harnessed her life experiences to understand one thing: tackling success head-on is a breeze. She does not hold back on sharing incredible strategies that can turn your failures into fuel for growth and advancement. Tune in to revamp your perspective and get ready to stride towards success with confidence. Visit her website https://debbieallen.com and get a free gift at https://expertpositioningsuccess.com.
Welcome to Scale Your Sales podcasts, Debbie Allen.
Timestamps:
01:50 Selling should only be done if you truly believe in what you're offering.
12:40 The foundation is your expert brand.
16:00 Sales is when you see a problem and you have the right solution.
18:20 You sell your enthusiasm for what you have.
20:50 Anybody can go down at any time.
22:08 Things change, and you got to be on top of your game.
www.facebook.com/debbiealleninternational
https://www.linkedin.com/in/debbieallenspeaker/
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 David Bentham, the Vice President in Global Sales Development at Cognism. He leads a team of 100 Inbound and Outbound SDRs across Europe and the US.
Cognism is the leading global contact data provider. They had a record-breaking First Quarter– signing its biggest ever deal in that time and has continued to see growth through 2022 and 2023 despite the economic climate.
In this episode, David gave a lot of insight into his background in the early days starting off in sales and door to door sales and how the B2C experiences in the team now as VP of sales and managing a large team of SDRs.
Welcome to Scale Your Sales podcasts, David Bentham.
Timestamps:
03:00 – Who is Cognism for?
08:51 – The shift in availability of online information affected the change in sales game today.
11:04 – SDRs are more than just entry level, but very highly qualified sales individuals.
13:58 – One of the biggest inefficiencies is decision making.
21:20 – Going into the job as a resilient person is NOT necessary.
27:19 – The mentality “Every no-leads you closer to yes”, can be incredibly dangerous.
https://www.linkedin.com/in/davebentham/
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-...
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 Tetiana Gorbunova, the Head of Sales of Jooble, a top 10 global job search website used daily by millions of people in 67 countries.
With over 11 years of experience, Tetiana has successfully transformed the Sales team and implemented cross-team processes. Leading sales in 67 countries, Tetiana is also a board member at Jooble.
In this episode, Tetiana shares how the company navigated through unexpected adversities and maintained exceptional customer service, even during times of war. She discusses the importance of a focused approach, the role of customer success, and the significance of adapting to provide optimal support through technology. Despite facing the challenges of being headquartered in Kiev, Ukraine, amidst a turbulent environment, Tetiana and her team showcase remarkable resilience and determination.
Welcome to Scale Your Sales podcasts, Tetiana Gorbunova.
Timestamps:
08:00 – How Adversity Transformed Our Team Culture - A Journey of Strength and Collaboration
11:20 – Simplifying Job Search: How Jooble Revolutionized the Job Aggregation Experience
17:10 – Cost Per Click and Cost Per Action models, how do they help customers?
19:40 – Once jobseekers are sent to the website, that is when optimization occurs
21:10 – We have to share information, not only about the market, but also of instruments.
24:00 – When you know the product and have great communication skills, you will have great sales.
27:00 – Efficiency of our performance reflects on how happy the customer is with the service.
https://www.instagram.com/tania.gorbunowa/
https://www.facebook.com/tania.gorbunowa
https://www.linkedin.com/in/tetianagorbunova
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 Jon Nicholson, the Group Sales Director for Royal Mail & Parcelforce, which is the largest delivery company in the UK, representing over 250,000 business customers with an annual revenue of approximately £4 Billion.
Jon has over 20 years of experience in the industry and has recently presented his research at the Institute of Sales Professionals, Future of Sales event.
In this episode, we talk about his research on the generation game. With four generations of salespeople coexisting in the workforce, Jon sheds light on the challenges and opportunities of navigating their diverse preferences and differences. We delve into how Jon is proactively future-proofing his sales team through innovative apprenticeship programs and recruitment strategies. As the sales landscape continues to evolve, Jon's forward-thinking approach stands as a beacon of inspiration for sales leaders seeking to embrace and adapt to the multigenerational dynamics within their organizations.
Welcome to Scale Your Sales podcasts, Jon Nicholson.
Timestamps:
2:16 - From Baby Boomers to Gen Z: Navigating Generational Differences in the Modern Workplace
6:35 - The Rise of Women Buyers and the Generational Shift in Sales
9:08 - Diversity-Driven Utopia: Unleashing fresh perspectives for continuous success.
14:52 - Maintain relationships, connections, and rebuild on them.
17: 15 - What hasn't moved on as a society, is our education approach.
24:50 - Leaders need to create an environment where people can be nurtured.
37:50 - To scale your sales, do the right thing by the customer and it will pay back in space.
https://www.linkedin.com/in/jon-nicholson/
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-...
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...
This episode is the monumental 200th episode of Scale Your Sales Podcast! Over the past four years, Janice B Gordon has been your trusted host, bringing you insightful interviews with industry experts, influencers, founders, CEOs, CROs, and self-leaders. This celebration highlights the transformative journey we've undertaken to modernize sales and embrace customer-centric strategies.
In this milestone episode, we reflect on the last 15 interviews that have shaped our understanding of the evolving sales landscape. Our exceptional guests have fearlessly shared their experiences, offering invaluable insights into scaling sales and nurturing diverse sales teams. From mastering deal management to understanding buyer psychology, we've unlocked the secrets to achieving sales excellence.
We are incredibly proud of the vibrant global community that Scale Your Sales Podcast has fostered. Together, we have challenged traditional sales approaches and advocated for a sales world that prioritizes customer experience. As we raise a toast to the next 200 episodes, we invite you to continue this journey with us. Let's shape the future of sales, driving growth, and success through customer-centricity and relentless innovation.
Timestamps:
6:09 - Sara Brooks, Consumers and companies need to work hand-in-hand to stop climate change.
7:43 - Mick Gosset, 80% of sales success is deal management and only 20 percent is sales methodology.
11:10 - Alper Yurder, Psychology unleashes the real problem in sales.
12:47 - Wissam Tabbara, Top of Funnel Optimisation to Drive Sales.
15:52 - Justin Leigh, coaching rather than directing can help translate into improvements and developments.
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-...
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 episode of Scale Your Sales podcast, we dive into a treasure trove of insights from the past 50 episodes! Join me as we review the highlights and glean valuable knowledge from some of the most brilliant minds in the sales industry.
In this episode, we revisit the discussions that helped us challenge norms, embrace diversity, and modernize sales strategies to keep pace with the ever-evolving sales landscape. Enjoy this look back at our experts and influencers as they share their vulnerabilities and experiences with their journey to modernize and scale their sales by putting customers first and delivering exceptional experiences that leave a lasting impact.
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-...
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 Matt Garman, the CEO and founder of SalesEnabla. SalesEnabla is a Sales Enablement platform that consolidates sales knowledge and reinforces best practices to elevate sales performance.
Matt is a sales expert, adventurer, and author. With a background in sales and business growth, he’s grown and sold 2 technology companies of his own. Outside of work, he’s equally driven, completed multiple endurance events including Ironman, and swam the English Channel most recently rowed across the Atlantic Ocean.
In this episode, we talk about his strategies to optimize team performance and the importance of probing questions in sales. He shares his founding experiences, especially his challenges as a business leader, exiting a business, the remorse you may feel for what has ended, and having to find yourself again and onto the next chapter.
Welcome to Scale Your Sales podcasts, Matt Garman.
Timestamps:
05:15 - To get to where you want to go, be a team player.
09:50 - When a business ends, what's next?
12:50 - Loss is about chapters.
15:11 - What's in the Playbooks? Optimizing Sales Team Performance.
21:45 - Unveiling client perspectives through probing questions.
28:40 - Mistakes in client engagements are lessons gained.
https://www.linkedin.com/in/matt-garman-the-corporate-adventurer-2807794/
https://twitter.com/mrmattgarman
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 episode of Scale Your Sales Podcast, my guest is Justin Leigh, the founder of Focus4Growth. Focus4Growth is a Sales & Leadership Training Company specialising in B2B markets that helps businesses achieve growth and create greater impact in the world.
Justin Leigh is an award-winning business leader with over 25 years of experience in sales and leadership. He is the bestselling Author of Inspire, Influence, Sell and the host of the Inspire Sales Podcast.
In this episode, we talk about his second book, Coaching Leaders. Justin discusses the gaps in leadership that made him recognise the importance of a more customer-focused approach to sales. He also shares his journey as a sales leader, talking about his failures and mistakes, and his light bulb moments. These led him to realise that coaching rather than directing translates into improvements, and eventually leads to higher team performances.
Welcome to Scale Your Sales Podcast, Justin Leigh.
Timestamps:
02:40 - Concept behind coaching sales leaders.
06:56 - A strategic view of sales conversations takes longer but comes with higher rewards.
10:24 – Why coaching is better than directing.
15:34 – Women sales leaders are better at empathy.
18:33 – New generations are transitioning the style of sales leadership.
22:25 - Impostor syndrome is a catalyst for growth.
24:16 – The benefits of being open about your failures, not only successes.
linkedin.com/in/justin-leigh-coach
justin-leigh.com
linktr.re/JustinLeigh
focus4growth.co.uk
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-...
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 episode of Scale Your Sales podcast, my guest is Wissam Tabbara, the founder of Truebase. Truebase is an intelligent search platform that has a unique search system that makes finding information easier and faster.
Wissam has over 20 years of experience as an entrepreneur. He has founded four startups, including Truebase. Throughout his career, he has helped start new companies and led them to success. Wissam has also been part of two startup exits. Besides being the CEO of Truebase, he is an advisor and mentor to several startups.
In this episode, we talk about their approach to campaigns being both scientific and experimental, in order to perfect the customer experience and rapidly discover the product value. This experience needs to be seamlessly embedded in every customer interaction. Once this foundation is established, it serves as a strong lever to positively drive sales.
Welcome to Scale Your Sales podcasts, Wissam Tabbara.
Timestamps
03:13 – Impact of the pandemic on companies' go-to-market strategies
08:24 – Stepping out of the engineering space
10:54 – Importance of effective communication in both building and selling
13:40 – What is unique and different about Truebase
19:08 – Working with both scientific and experimental approaches in sales campaign
25:22 – Benefits of using AI in sales prospecting journey
28:30 – Importance of pre-customer experience
https://www.linkedin.com/in/wissamtab...
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-...
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 episode of the Scale Your Sales podcast, my guest is the co-founder of Timberseed, Rupert Deering. Timberseed recruits Russell Group graduates and early-career professionals for client-facing positions at top-tier Executive Search firms and high-growth SaaS Scale-Ups.
Rupert Leads an elite team of talent specialists across our London and Warsaw offices, who consult, advise, and partner with VC-backed SaaS scale-ups and top tier Executive Search firms across Europe.
In this episode, we talk about the Partnerships and Personalities in particular and how important that is in Recruitment and a talent advisory role their specialist in supporting high growth SAAS businesses and executive Search funds to place graduates.
Welcome to Scale Your Sales podcast, Rupert Deering.
Timestamps:
2:30 – Gathering sales leaders in one room
3:53 – Spot the opportunity by knowing the gap in the market
5:54 – Challenges that Timberseed faces
8:55 – Be relatable to your audience
13:00 – Smashing the target
14:53 – Sell what the client wants and needs
17:45 – Personality is the most important thing in hiring
20:48 – KPIs are toxic
22:58 – Client experience plus
28:08 – Asking in-depth questions to know the candidate more
https://www.linkedin.com/in/rupertdeering/
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-...
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 episode of the Scale Your Sales podcast, my guest is Alper Yurder, the co-founder of Flowla. Flowla is a sales companion for modern revenue teams to keep those deals flowing.
Alper is an expert in enterprise sales with over a decade of experience under his belt. He advised the sales teams of MNEs like Pepsi and Mondelez as a consultant, then moved on to building revenue teams at series A, D, and pre-IPO companies. He builds Flowla from his own pain points in selling to reduce friction between buyer and seller and shed light on the complex buying process.
In this episode, we talk about his 15 years of experience in sales, building teams, SDR companies, closing complex enterprise deals, growing companies internationally from France to dominate in the UK to the U.S., insights into sales psychology, how he understands people and how curious he is about people, and more!
Welcome to Scale Your Sales Podcast, Alper Yurder.
Timestamps:
3:09 – First sales experience was with Ritz-Carlton
4:00 – Enjoy psychology and be curious about people
8:32 – Take a break and find yourself
10:20 – Your psychological state must be stable
12:53 – The gap in sales that Flowla fills
16: 38 – The buyer wants the 3 A’s
20:05 – No monopoly in the sales process anymore
22:24 – Client's happiness instead of client's success
25:15 – Focus and nail one thing
https://www.linkedin.com/in/alper-yurder/
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-...
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog https://scaleyoursales.co.uk/blog
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In this week’s episode of Scale Your Sales podcast, my guest is Eamonn O’Brien, Eamonn is the Founder and CEO of The Reluctant Speakers Club.
Eamonn is one of Europe’s leading experts on high-impact business storytelling skills, an author, a blogger, a podcaster, and a friend.
Eamonn is also the former president of PSA Ireland.
In this episode, we talk about the importance of storytelling in conveying sales stories whether to customers, investors, buyers, or within your team. He also gives some guidance on how you can collect stories and the fact that it is a personal connection in order to deliver the message.
Welcome to Scale Your Sales podcast, Eamonn O’ Brienn
Timestamps:
2:33 - What initiated Eamonn to start the reluctant speaker club?
5:06 - Be interesting and more engaging
6:32 - The story is the center of almost everything
8:25 - Always think about whether it is personally relatable
11:00 - How will you know if what you are saying has something?
16:00 - Pick only one or two key problems to solve
21:56 - Lead your story with emotion but back it up with logic
25:20 - Come with the customer’s perspective or leave
https://www.linkedin.com/in/eamonn-obrien/
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-...
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...
Introduction:
In this week’s Scale Your Sales podcast episode, my guest is Tonya Bjurstrom. Tonya is the voice of the customer at Dirby. Dirby uncovers the insight you wish you had all along.
Tonya is the voice of the customer for B2B, asking the right questions in the right way at the right time to uncover the insight her clients need. And not only does she understand how to uncover valuable insight, but her programs create a better customer experience.
In this episode, we talked about her program that helps software companies and SMEs improve their marketing messaging, her ways of interviewing clients, how to help organizations find their value, focusing on the voice of the customer, and many more!
Welcome to the Scale Your Sales podcast, Tonya Bjurstrom.
Timestamps:
3:10 - Collect data points by having a high-tech one-on-one interview
5:53 - Things to do for your customer to feel valued
8:58 - Take action using the data you have
11:55 - "The momentum of assumption"
15:31 - Culture that makes you a customer-driven business
18:11 - The best time to complete a customer survey
21:53 - What’s shocking about doing business?
23:30 - Speak about your product in the way you want your customer to speak of it
25:33 - Make sure you can train somebody with your unique methodology
https://www.linkedin.com/in/tonyabjurstrom/
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-...
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 Mick Gosset. Mick is the CEO of Jointflows. Jointflows provide a solution to both problems by streamlining the closing phase of the sales process, bringing alignment between go-to-market teams, and increasing visibility in deals and operations.
Mick was a professional gymnast who competed in events such as the World Cup Series, European Championship, World Games, World Championship, and more from 2008–2011.
In this week’s episode, we talk about how 80 percent of sales success is deal management and 20 percent is sales methodology, providing solutions to help streamline the closing phase of the sales process, the sales process and how it's become less relevant, and the focus he agrees with me is more on the buying process, the go-to-market strategies that tip-owners use, but focusing on how your buyers want to buy, and the whole project management relationship building process that you need behind that.
Welcome to Scale Your Sales podcast, Mick Gosset.
Timestamps:
2:49 - Two essential exercises within the forecasting world
5:34 - Give something new to your customer.
8:47 - The biggest struggle in sales
11:22 - It’s all about the management
14:22 - How does Jointflow work?
17:54 - Implement a process in sales
19:27 - Show your customers that you can solve their problems.
21:47 - Check all angles in sales to make the cycle faster.
24:19 - The unique thing about JointFlow’s process
https://www.linkedin.com/in/mickaelgosset/
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-...
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 episode of Scale Your Sales podcast, my guest is Paul Struthers. Paul is the EVP and managing director of the UK and Ireland at Sage. Sage knocks down barriers with information, insights, and tools to help your business flow.
Paul has a 20-year track record of outperforming personal and business unit objectives internationally for private and public companies.
Paul has a proven global sales, marketing, consulting, and general management background and consistently delivers results, breaking new ground and inspiring teams to drive positive change in complex environments spanning software, telecom, consulting, and distribution
In this episode, we talked about the guiding light of Sage and the way the organisation looks outside and in to ensure that it consistently listens to its customers, ensuring that all of its packages work well together to allow its customers to focus on their core competencies. Sage is a very human organisation. They're very human about what they do for their customers, whatever the way they want to interact with them, whether it's through online call centers or digitally.
Welcome to Scale Your Sales podcast, Paul Struthers.
Timestamps:
3:50: What's it like to live in London?
6:24- Make sure that your clients are taken care of
11:37 – The guiding light for Sage
15:40 – Communicate your company’s value(s).
18:09 – Grow the business the right way
19:50 – One thing that Paul is going to bring to a desert island
https://www.linkedin.com/in/paul-struthers-6798317/
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-...
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 Rob May. Rob is the Founder and Managing Director of the cybersecurity firm Ramsac. Ramsac helps its clients to get the best out of technology- implementing, managing, and supporting secure, resilient, flexible IT solutions.
Rob is also the president of PSA in the Southeast. He is also the UK ambassador for cybersecurity with the IoD.
Rob sits on the advisory board of the Cyber Resilience Centre in the Southeast and is a Leadership fellow at Windsor Castle.
In this episode, we talked about the recent Ramsac national awards. How they built their sales team as relationship builders, the culture within their organization, how they continued to nurture their customer relationships during covid and more.
Welcome to Scale Your Sales podcast, Rob May.
Timestamps:
3:10 - What initiated Rob to start Ramsac?
6:45 - Life and work pre Ramsac
8:50 - Ramsac achieves business and employee national awards
11:50 - Enabling employees to have a better life
16:16 - Proper communication will leave no one behind
19:05 - Always do the right thing
21:41 - Why the sales team is a relationship team?
26:30 - A players are hard to recruit without commission-based profit
28:50 - Launching an innovative product.
https://www.linkedin.com/in/rpvmay/
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-...
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 episode of Scale Your Sales podcast, My guest is Jamie Crosbie. Jamie is the founder and CEO of ProActivate. ProActivate helps companies globally find all-star talent to achieve revenue goals and peak performance.
Jamie has over 25 years of experience in sales leadership and the talent acquisition industry. Before ProActivate, Jamie served as a VP of sales at CareerBuilder for 5 years, and earlier than that she had various leadership positions within the traditional staffing industry for 10 years.
Jamie is the author of “The Power of 2, Exponential Sales Leadership” , “ How to Source Quality and Hire Elite Sales Talent” and “Journey to the Top: How to Reach your Peak Performance in Life.
In this week’s episode, we talked about the ProActivate advance revolutionary approach, focus on mindset over skills, Finding the A players in sales, and many more.
Welcome to Scale Your Sales podcast, Jamie Crosbie.
Timestamps:
3:05 - The start of ProActivate
5:15 - Solve the gap: 80% mindset 20% Skill Set
9:18 - The process of assessing a candidate’s profile
14:08 - One thing in common with successful people
17:08 - Help your people unleash their full potential
21:48 - What is needed to have a lasting impact on sales?
23:25 - Have a fixed mindset toward the goal
26:49 - Remodel a failed plan or behavior
27:57 - One tried and tested strategy to scale your sales
https://www.linkedin.com/in/jamiecrosbie/
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/ScaleYourSalesJBG
In this week’s episode of Scale Your Sales podcast, My guest is Sara Brooks. Sara is the Chief revenue officer of ZOA. Her company empowers the energy transition through brilliant consumer experiences, they believe that energy companies need to work hand-in-hand with consumers to stop climate change.
Sara is a commercial leader with 16 years of leadership experience from building and growing commercial teams through hypergrowth in B2B Saas & Fintech across Nordics, Europe, North America.
Sara is a fierce feminist and ambassador of women in sales and technology, Iranian born; She grew up in Sweden, and now live in London with husband and two daughters.
In this week's episode We talked about powering the energy transition through brilliant customer experiences, how energy companies need to work hand in hand with consumers to stop climate change, recruitment in sales, customer centricity and many more.
Welcome to Scale Your Sales podcast, Sara Brooks.
Timestamps:
02:25 – Process of entering a new work position
06:30 – Thoughts on the company’s seniority level
09:10 – Accumulate experience, knowledge, and skills
14:35 – Being hands-on in a business is a must
17:00 – The process of optimizing people
21:48 – CRO's first move
https://www.linkedin.com/in/saradbrooks/
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/ScaleYourSalesJBG
Welcome back to Scale Your Sales podcast takeover; this is the second part with my good friend Kym Hamer the CEO and Business Coach of Artemis Futures International Limited.
In this week’s episode we talk about Scale Your Sales Framework, What I offer to my clients, why did Smith work with me, Customers, Scale Your Sales centricity and more.
Thank you for taking over, Kym Hamer.
We discuss:
00:00 – Kym Hamer turns the table on Scale Your Sales podcast
03:11 – Understand the key people
05:10 – Is sales a team sport or an individual sport?
11:22 – Why is not every business customer-centric?
13:00 – Mentoring the C-suite people
17:18 – Janice's approach to shifting the C-suite
25:28 – How do you make buyers buy?
33:15 – Vision and Ambition 2023
https://www.linkedin.com/in/kymhamer/
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/ScaleYourSalesJBG
In this week's episode of Scale Your Sales podcast my good friend Kym Hamer took over Scale Your Sales podcast. Kym is the CEO and Business Coach of Artemis Futures International Limited.
Kym helps clients to get more visibility, opportunities, clients and revenue by unlocking their most significant asset, which is themselves.
In this episode Kym started off by asking me my story, followed by how I started off in sales, what my background is, My unique perspective and more.
Thank you for taking over, Kym Hamer.
We discuss:
00:00 – Kym Hamer takeover of Scale Your Sales podcast
2:58 – How did Janice B Gordon start?
12:43 – Realizing sales is for me
16:32 – Have a great purpose in doing the business
19:27 – Start of Scale Your Sales
21:25 – Where the sales industry is moving
24:15 – Takeover closing remarks part 1
https://www.linkedin.com/in/kymhamer/
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/ScaleYourSalesJBG
In this week’s episode of Scale Your Sales Podcast, my guest is Shawn Karol Sandy. Shawn is the Chief Revenue Officer of Sauce Agency.
Shawn Karol Sandy brings her sharp focus on identifying opportunities and coaching players to improve all facets of revenue growth.
Shawn’s signature sauce is her humor, She makes training sessions fun and memorable, Shawn is a change agent who constantly questions the status quo and helping organizations stretch beyond their comfort zones to reach excellence.
In this episode, we talk about building the foundation of people’s point of view, her company that approaches Revenue optimization, Necessary transformation, Retaining excellent customer relationship and more.
Welcome to Scale Your Sales Podcast, Shawn Karol Sandy.
We discuss:
3:07 – Lifting with a mantra
4:08 – Stay uncomfortable or make a new choice
5:55 – Approach that makes people see their potential
8:16 – Loop of thoughts, actions and behaviour
10:30 – Partner up with someone you look up to
14:38 – Unique ways of revenue optimization
17:28 – Transforming people’s behaviour
20:05 – Proven and tested strategy in scaling sales
https://www.linkedin.com/in/shawnsandy/
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/ScaleYourSalesJBG
In this week’s episode of Scale Your Sales Podcast, My guest is Deanna Ransom.
Deanna is the Founder and CEO of A.R.I.A Partners and former CMO, President and Executive Director of Women in Revenue.
Deanna is a leader on a mission to make a difference in driving revenue growth, empowering women, and supporting the development of inclusive business cultures and teams.
Deanna has 20 years of growth and leadership within both B2B and non-profit sectors. She also received the 2022 Titan Women in Business Gold Award for female executive of the year.
Ms. Ransom has authored by-lines and been featured in publications such as Business insider, Venture Beat, Fast Company, Fortune, Essence and MarTech360.
In this week’s episode we talk about Gender pay gap, How it is egregious to women in quota carrying revenue generating roles, optimizing the efficiency and transparency in relationships across marketing sales and customer success and many more.
Welcome to Scale Your Sales podcast, Deanna Ransom
We discuss:
3:33 – Women’s role in generating revenue
5:09 – Actions needed to close the gap
8:40 – The approach that has a direct impact on the role
10:59 – Disconnection between money relationship and your view of it
14:06 – Lack of confidence
19:03 – Accept the recognition
22:16 – The internal and external approach in scaling sales
https://www.linkedin.com/in/deeransom/
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
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 episode of Scale Your Sales Podcast, my guest is Jaime Diglio. Jaime is the founder of Infirst Coaching.
Jaime trains leaders and teams on how to win at work and in life. Jaime has a master’s degree in Industrial Organizational Psychology combined with 20+ years in sales leadership roles at Gartner, Microsoft, Slalom, and various high-growth start-ups.
Jaime Diglio’s proven coaching techniques are the secret weapon for her client’s success. Jaime as a skilled performance coach, is a master at helping people to “think about their thinking” which leads to immediate increases in performance. Currently she supports leaders and teams at high-growth organizations with future of work strategies to drive sales, engagement, and retention.
In this episode, we talk about the win room coaching program, as an organizational psychologist how did she came up with the needs of being foundational about thinking about how people think, thinking of “You can’t sell unless you’re able to sell yourself first, Her 20 years sales leadership role and many more.
Welcome to Scale Your Sales Podcast, Jaime Diglio.
We discuss:
4:16 – Working with the sales leader’s mind
5:32 – Understanding why people do what they do
7:10 – The impact of your way of thinking
9:22 – Win room coaching program
12:06 – Journey of an organizational psychologist
15:00 – How to become resilient
19:16 – The opportunity to reset what we think about sales
21:56 – Tried and tested sales strategy
25:14 – Knowing what you really want to do/ happen.
https://www.linkedin.com/in/jaimediglio/
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-
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 episode of the Scale Your Sales podcast, My guest is Lori Jones.
Lori Jones is the President and CEO of Avocet Communications, As President/CEO at Avocet, Lori have led the agency in working with various industries, which has allowed the agency unique versatility.
Lori Jones brings knowledge, experience and success in all aspects of scaling business through integrated marketing communications. Lori’s expertise in shifting perceptions enables her to contribute a strong understanding of the intricacies of today’s buyer needs.
Lori’s company Avocet Communications, represents consumer and business brands globally.
In this episode, we talk about bringing knowledge, experiences, success to all aspects of scaling business through integrated marketing communication, her expertise in shifting perception enabling her to contribute a strong understanding to the intricacies of today’s buyer’s needs, and how her company represents a consumer and business brands globally.
Welcome to Scale Your Sales podcast, Lori Jones.
We discuss:
3:29 – Knowing the next move
4:31 – Curiosity makes you grow
6:31 – Strengths, Influence and Roles
8:30 – Role’s Focus
10:08 – How do Avocet Communications beat their competitors
13:04 – The start of whale hunting and its development
19:19 – Getting the customers on track
23:20 – Having a great mentor can make you do great things
https://www.linkedin.com/in/lorisutoriusjones/
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-
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 episode of the Scale Your Sales podcast, My guest is Stephanie Valenti.
Stephanie Valenti is the Chief Revenue Officer of SmartBug Media, a digital agency- leading marketing, sales, client delivery, and product.
Stephanie Valenti has over 15 years of leadership experience, with over 12 of those years being in sales. Outside of Stephanie’s day job, Stephanie is very active in educating the executive community through Pavillion, and leading a cohort of over 2000 revenue executives globally.
In this episode, we talk about the three levels of Chief Revenue Officers, where does scalar needs to focus, her more than 10 years of experience in sales, and the recent changes to women in sales during the post-pandemic.
Welcome to Scale Your Sales podcast, Stephanie Valenti.
We discuss:
3:46 – Reasons why number of sales leaders has decreased
7:08 – Needed Changes
10:20 – Management of responsibilities
12:24 – Building a team
15:20 – Fit your people in the right role
21:35 – The next stage after identifying the pinch point
23:35 – Reason why the process has started
26:21 – Strategy that enables the buyer to buy
https://www.linkedin.com/in/valentis/
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-
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 episode of the Scale Your Sales Podcast, my guest is Lori Richardson.
Lori Richardson is a long time sales strategist who created the firm Score More Sales after 16 years in B2B sales and sales leadership.
Lori launched Women Sales Pros in 2015, after realizing how few women in sales and sales leadership she was seeing in her consulting work. Now there are more than a dozen "women in sales" groups and so Lori changed the vision of Women Sales Pros to champion them all.
Lori is also the host of She sells summit and the award winning podcast Conversations with Women in Sales.
Lori is a top sales influencer and author of the book “ She Sells: Attract, Promote, and Retain Great Women in B2B Sales”.
In this episode , we talk about the book “ She Sells”, On-going campaign on retaining women in sales, Culture and mindset, her views on International Women’s day, and many more.
Welcome to Scale Your Sales Podcast, Lori Richardson.
We discuss:
03:30 - Hidden endemic in sales
06:20 - The she sells book
10:03 - The evolution of culture
15:30 - Reasons why women sales pros is made
19:34 - Common denominator of the rich people
20:49 - How to make your life decisions
22:44 - International Women’s Day 2023
24:35 - Scorecard Evaluation
29:40 - Lori’s proven and tested strategy to scale sales
https://www.linkedin.com/in/scoremoresales/
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-
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 episode of the Scale Your Sales podcast, My guest is L’areal Lipkins.
L’areal Lipkins is the CEO of Lipkins Consulting Group; She helps sales teams to convert more prospects into paying clients by improving their sales process.
L’areal Lipkins is a B2B Sales Trainer, Keynote Speaker, Certified DISC Trainer and Sales process developer. L’areal is also the author of the book “What Top Performing Salespeople Do Different.”
In this episode, we talk about what salespeople do differently to become top sales performers, the process of converting potential clients into paying clients and the importance of the process to reach this goal.
Welcome to Scale Your Sales Podcast, L’areal Lipkins.
Timestamps:
2:28 – What top performing salespeople do differently?
4:15 – Having a process gives you flexibility
6:29 – Make the organization relevant to their buyers
10:16 – Shifting the mindset
14:52 - Defining the service that needs to be delivered
19:38 – Get the full details with limited number of questions
22:00 - Proven and tested sales strategy
https://www.linkedin.com/in/lareallipkins/
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-...
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
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In this week’s episode of the Scale Your Sales Podcast, My guest is Lisa Dennis.
Lisa Dennis is the Founder of Knowledgence Associates, her company helps businesses to “See the world through their customer’s eyes”.
Lisa Dennis is a Consultant, Global Marketing and Sales Strategist, her practice covers startups, mid-market organizations and enterprises such as Adobe, HP, IBM, and Microsoft.
Also, Lisa Dennis is the Author of the book “Value Propositions that Sell: Turning Your Message into a Magnet that Attracts Buyers” and Next is her upcoming book “Do You Speak “Buyer”?” The messaging playbook for Marketing and Sales.
Welcome to Scale Your Sales Podcast, Lisa Dennis.
https://www.linkedin.com/in/knowledgence/
Timestamps:
1:29- A.I Messaging Effects on Sales Industry
5:20- Knowing the Buyer’s Language
7:55- Marketing Companies as Source of Sales
11:51- Having a Structured Plan
15:24- Getting Started
18:37- Turning Messages as Buyer Magnet
24:35- Different Kinds of Value Proposition, Explained.
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/ScaleYourSalesJBG
In this week’s episode of Scale Your Sales Podcast, Janice B. Gordon wanted to talk about the changes that Scale Your Sales Podcast will be going to conduct.
Scale Your Sales Podcast has focused on promoting a diversity of views within the sales industry.
Now, here’s how the podcast will move forward...
Timestamps:
00:35- Why Make Some Changes?
1:29- Reasons Why Diversity is Important to Janice B. Gordon
2:05- Quality of Scale Your Sales Podcast
3:22- What is still, and What is New?
4:37- What We Discuss in the Podcast
5:45- Now, Let's hear from...
8:27- New Point of Views
10:56- Hello Leading Industries, Join us.
https://www.linkedin.com/in/janice-b-gordon
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 episode of the Scale Your Sales podcast, My guest is Barbara Weaver Smith Founder and CEO of The Whale Hunters. She helps midsize companies to do bigger deals with much bigger companies.
Barbara is the award winning Author of Whale Hunting and Whale Hunting with Global Accounts.
Barbara have landed a 300 million construction deal. Her work focuses on companies developing a cross-functional business development method that grows their revenue through large account sales and renewals.
Welcome to Scale Your Sales podcast, Barbara Weaver Smith.
https://www.linkedin.com/in/barbaraweaversmith/
Timestamps:
01:22 -Small Companies Landing Big Deals While Competing with Big Companies.
03:38 -How CEO’s think in Two Different Situations.
06:18 -Breaking Down the Barriers to Focus on a Deal.
08:08 -Landing the 300 Million Deal
14:37 -Approach & Methodology to Win Big Deals
17:23 -Customer Centric CEOs’
21:12 -How Does Vision and Purpose on Customers Works?
22:28 -Important Things to Consider When Working With Other Business
25:15-Breaking Through The Fear
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/ScaleYourSalesJBG
In this week’s episode of the Scale Your Sales Podcast, My guest is Samantha Mckenna, The Founder, and CEO of #Samsales Consulting.
Samantha has different experiences when it comes to sales, such as being a VP of sales, Head of Sales, Financial advisor, and Samantha herself as an investor and more.
Samantha loves to do Charity events and works.
Welcome to Scale Your Sales Podcast, Samantha Mckenna
https://www.linkedin.com/in/samsalesli/
Timestamps:
01:18 – What Made Women in Sales Summit Event Different?
02:16 - Importance of Charity Works To Samantha Mckenna
06:20 - Focus on the Buyer’s Needs
09:32 – Transition: From Working with Others to Working just by Yourself.
11:52 - Important Things on Doing the Business
15:42 - Insights on Sales process and Buying process
18:32- Speed up the Pace of Change
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/ScaleYourSalesJBG
In this week’s episode of the Scale Your Sales Podcast, My guest is Jen Allen. She is the Community Growth at Lavender and Co-Founder of Social Social.
Jen Allen was the Chief Evangelist of Challenger Inc for four years ., The company behind the best-selling books The Challenger Sales and The Challenger Customer.
Jen Allen also hosted the weekly podcast, Winning the Challenger Sale. Where they discuss approachable recommendations to break down the Theory of Challenger, The Podcast helps people refresh their selling skills and learn new sales strategies.
Welcome to Scale Your Sales Podcast, Jen Allen.
We discuss:
01:15 – Post-Pandemic: Adaptation of Companies in Changes Regarding Sales
04:07 – Redirection of No Decisions and Status Quo Buyers’ Mind
07:53 – Advice for Salespeople Who Can’t Get Out of the Hole
11:20 – The “Buyer” That Does Not Initiate
13:12 – Strategies That Enable Potential Clients to Buy
15:54 – Jen Allen’s Vision in Diversity
26:32 – Utopia for Sales Industry in 3-5 Years
Like and subscribe to captioned show on Youtube: bit.ly/3JilQvM
Rate and review on iTunes: bit.ly/3ZQWgnL
Visit my podcast website: bit.ly/3XOSIAv
https://www.linkedin.com/in/demandjen1/
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/ScaleYourSalesJBG
In this week’s episode of the Scale Your Sales Podcast, my guest is Leslie Greenwood the founder of Chief Evangelist Consulting and previously VP of Member Success and employee #5 of Pavillion.
Leslie Greenwood is passionate about customer success and the power of Creating evangelists to increase adoption, build community and drive growth.
Leslie Greenwood was also part of the Top 100 Powerful Women in Sales and has 20 years of Leadership experience in Community, Customer Success, Support, Client Services and Sales.
Welcome to Scale Your Sales Podcast, Leslie Greenwood.
https://www.linkedin.com/in/leslie-greenwood/
Timestamps
01:11- Importance of Customer Success
02:17- What Makes You a Great Connector
03:20 - How to Support Your Clients
04:45 - Balancing Early Stage Companies
07:20 - Maintaining The Essence of a Growing Company
13:30 - Perspective in Diversity
15:42 - Breaking Barriers in Sales
20:30 - Strategy that Can Help to Scale Sales
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/ScaleYourSalesJBG
In this week's episode of the Scale Your Sales podcast, my guest is Jennifer Ives. She is an award-winning business executive with deep experience crafting revenue-generating strategies and driving double-digit growth at technology companies around the world.
A self-described ‘data geek,’ Jennifer is often recognized by industry peers and analysts for her work, notably as a Business Transformation 150 honoree, and named two times by The Software Report to their Top 50 Women Leaders in SaaS list -- recently making their Top 5 list in 2022.
Jennifer Ives is a sought after board and advisory board member, including IES’ Women in Sales Leadership Forum.
We both recently co-authored the top selling book Heels to Deals how women are dominating in B2B sales which was published on International women's day March the 8th 2020.
Welcome to Scale Your Sales Podcast, Jennifer Ives.
https://www.linkedin.com/in/jenniferives1/
Timestamps:
00:00 - Approach Potential Customers With Your Perspective
04:55 - The Importance of Customer Experience
07:40 - Lack of Focus on Retention and Acceleration: A Critical Issue
09:05 - The Financial Implications of Customer Acquisition
11:20 - Maximizing Potential and Customer Perspective through Empathetic Approaches
14:40 - The Importance of Diversity in Sales
17:05 - Navigating the Sales Ladder: Personal Experiences and Insights
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/ScaleYourSalesJBG
In this week's episode of the Scale Your Sales podcast, My next guest is John Barrows, CEO of JB Sales.
John Barrows is the author of the best-selling children's book that he wrote with his daughter in mind, I Want To Be in Sales When I Grow Up.
Welcome to Scale Your Sales Podcast, John Barrows.
https://www.linkedin.com/in/johnbarrows/
Timestamps:
00:00 - To Sell Better Is For You, NOT The Sales Company
03:40 - Helping elevate the profession of sales
08:10 - Sales impacts every aspect of business
09:30 - How to sell yourself before you get the job
12:15 - Importance of equal opportunity in Sales
15:31 - Advice for women in sales
18:50 - Why you can't wait for your organization to invest in you
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 Scale Your Sales Podcast, I wanted to talk about the difficulties we confront as well as the benefits that result from those difficulties.
The week between Christmas and New Year's, when we can be visiting our relatives or relaxing, is crucial, in my opinion, for us to be aware of the circumstances we're in.
To start off strong, we must also think favorably about the chances that lie ahead.
Timestamps:
00:00 - The challenges of the post-pandemic economy and the importance of sales managers
01:40 - The need for sales managers to be data-savvy and mentally fit
02:20 - Importance of coaching skills in sales managers
03:30 - The role of data in evaluating and nurturing top talent in sales teams
05:55 -The potential for customer growth opportunities in the post-pandemic economy
06:40 - The need for diversity in sales teams, particularly in regards to generational changes
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/ScaleYourSalesJBG
In this week's episode of the Scale Your Sales Podcast, my guest, Helen Fanucci is an MIT-trained engineer. Helen Fanucci developed the love of your team management system over her 25-year career on the front line at top tech companies including Apple, Sun, Microsystems, IBM, and currently Microsoft.
Helen Fanucci currently serves as a transformational sales leader at Microsoft leading a team of cloud Solutions Architects and customer success managers.
Helen Fanucci is the author of the best-selling love your team, a survival guide for sales managers in a hybrid world, and hosts a love your team podcast that focuses on retaining top talent and building high-performing teams.
Welcome to Scale Your Sales Podcast, Helen Fanucci.
Timestamps:
00:00 - Transformational leadership
02:50 - Assisting your customers in getting more value
11:10 - Survivor's guide for managers
13:50 - Data Signals
19:35 - Executive and Customer Locations
21:35 - Move the needle beyond where we are now in Sales
25:05 - University Recruiting
https://www.linkedin.com/in/helenfanucci/
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 Scale Your Sales Podcast, my guest Tom Castley is an inspiring sales leader and an avid campaigner for diversity in sales.
Tom Castley recently led the launch of Outreach in Emir and is now leading sales for hook, an exciting UK startup focused on helping SaaS companies maximize Revenue to Renewal performance.
Welcome to Scale Your Sales Podcast, Tom Castley.
https://www.linkedin.com/in/tomcastley/
Timestamps:
00:00 - Revenue growth platform
03:20 - SAS environment
5:35 - The way we can Train and Organize our Salespeople
08:00 - Relationship with the Customer
12:05 - Customer and Buyer Experience
15:30 - Discovery stage of hypothesis
19:15 - Tom Castley’s view on diversity in sales
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 Scale Your Sales Podcast, my guest Leslie Venetz is a three-times head of sales, now the founder of a sales team Builder consulting company.
Leslie Venetz is passionate about transforming sales into an inclusive and respected profession.
Welcome to Scale Your Sales Podcast, Leslie Venetz.
Timestamps:
00:00 - Transforming Sales To Be More Inclusive
05:50 - Importance of Storytelling in Sales
09:10 - Normalizing open conversation and transparency about what is working and what is not working in Sales
12:35 - Attracting the younger generation into sales
14:15 - “Women belong here let's take up space”
https://www.linkedin.com/in/leslievenetz/
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, Douglas Cole is a sales leader at LinkedIn, an advisor with start-up accelerators in North America, and a part-time university lecturer at The Rotman School of Management and The Schulich Executive Education Centre in Toronto.
Douglas Cole is the Author of The Sales MBA: How to Influence Corporate Buyers.
Welcome to Scale Your Sales Podcast Douglas Cole.
https://www.linkedin.com/in/sholtodouglas/
Timestamps:
00:00 - 3 Ways to Influence Corporate Buyers
05:40 - The client's resistance to change is most effectively explained by situational factors.
06:55 - How you are affected by three separate dimensions at once.
09:20 - One of the overarching themes of the book
11:15 - To Sell as a Human
13:12 - The starting point to accelerate change
16:55 - How to foster and grow the business acumen of our salespeople.
19:30 - Integrating individuals from various backgrounds and skills to increase to expand awareness of the purchasing process
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, Jamie Shanks, ran Sales for Life, the largest Social Selling Training Program for Mid-market and Enterprise companies like Microsoft, Reuters, Oracle, American Airlines & Intel.
Jamie Shanks is now the CEO of Pipeline Signals which enables sales and customer success teams to find intelligent relationship signals in their accounts to drive pipeline growth.
Welcome to Scale Your Sales Podcast, Jamie Shanks.
Pipelinesignals.com
Timestamps:
00:00 - Intelligent Relationship Signals to Drive Pipeline Growth
03:30 - How to find the right customers for the product or service
05:30 - Why the main opportunities' triggers are the movers.
07:00 - Sweet spot of companies
08:30 - What strategy is Sphere Selling platforming?
10:20 - Since 2016, how has social selling mastery changed?
13:25 - What is going wrong when the skill level of those seeking to reach out is so low?
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, LJ Harries, a marketer turned sales leader and through her company, EQ sales use Behavioral Science as a tool to influence and inspire buyers and salespeople.
LJ Harries helps businesses improve their overall sales operation. She addresses the problem and provides a sustainable solution to it.
Welcome to Scale Your Sales Podcast LJ Harries.
Timestamps:
00:00 - Using Behavioural Science to Influence Customer
04:00 - Understanding behaviour because Sales is an interpersonal service and relationship
09:10 - Is the industry customer-centric?
12:20 - The problem with sales…
13:58 - The EQ Sales process of helping a company sales improve
15:10 - Culture of Independence
17:10 - Practical strategy that will enable salespeople to build the buyer engagement
22:00 - Becoming a Sales Leader
https://www.linkedin.com/in/ljeqsales/
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, I speak to the author of the upcoming book Buyer First, Carole Mahoney. This book is geared at entrepreneurs and solo sellers along with the sales team.
Carole Mahoney discusses how buyer behaviour has changed, why salespeople still don't understand the buyer's perspective, and how we should listen to and understand what customers actually want to hear from their sales representatives.
Carole Mahoney has been called the “Sales Therapist” by a Harvard Business School professor where she coaches on sales for their Entrepreneurial MBA program. Carole is also the President of the AA-ISP Boston Chapter, been named as a top sales influencer by LinkedIn and Sales Hacker, and voted a top sales coach by Ambition.
Welcome to Scale Your Sales Podcast, Carole Mahoney.
Timestamps:
00:00 - Coaching Sellers For Effective Conversations With Potential Buyers
02:54 - Getting to know Buyer First and the Author
07:03 - The Wee-wee Factor
10:00 - What Buyers Would Want to Know
14:03 - Neuroscience of Buying
22:09 - The Importance of Selling and Buying
https://www.linkedin.com/in/carolemahoney/
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 Timothy Hughes who I interviewed in episode one, talks about the second edition of his book “Social Selling: Techniques to Influence Buyers and Changemakers”. Timothy also discusses the 3 things that every sales professional needs to do to have a great social profile.
Tim Hughes is universally recognised as the world leading pioneer and exponents of Social Selling and he is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. In 2021, Linkedin said he was one of the top 8 sales experts globally to follow.
He is also Co-Founder and CEO of DLA Ignite and co-author of the bestselling books “Social Selling - Techniques to Influence Buyers and Changemakers” and “Smarketing - How To Achieve Competitive Advantage through Blended Sales and Marketing”. Both published by Kogan Page.
Welcome back to Scale Your Sales Podcast, Timothy Hughes.
Timestamps:
00:00 - Social Techniques to Influence Buyers and Changemakers
04:40 - What is being digital today all about? What is social selling?
8:00 - Importance of having the right digital conversations
12:35 - The reason for the resistance of sellers to understand that buyers are now going digital
16:40 - Timothy Hughes discusses the second edition of his book “Social Selling: Techniques to Influence Buyers and Changemakers”
20:00 - Importance of reassessing the sales and marketing process
27:00 - The Golden age of the B2B Sales
https://www.linkedin.com/in/timothyhughessocialselling/
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 Timothy Hughes who I interviewed in episode one, talks about the second edition of his book “Social Selling: Techniques to Influence Buyers and Changemakers”. Timothy also discusses the 3 things that every sales professional needs to do to have a great social profile.
Tim Hughes is universally recognised as the world leading pioneer and exponents of Social Selling and he is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. In 2021, Linkedin said he was one of the top 8 sales experts globally to follow.
He is also Co-Founder and CEO of DLA Ignite and co-author of the bestselling books “Social Selling - Techniques to Influence Buyers and Changemakers” and “Smarketing - How To Achieve Competitive Advantage through Blended Sales and Marketing”. Both published by Kogan Page.
Welcome back to Scale Your Sales Podcast, Timothy Hughes.
Timestamps:
00:00 - Social Techniques to Influence Buyers and Changemakers
04:40 - What is being digital today all about? What is social selling?
8:00 - Importance of having the right digital conversations
12:35 - The reason for the resistance of sellers to understand that buyers are now going digital
16:40 - Timothy Hughes discusses the second edition of his book “Social Selling: Techniques to Influence Buyers and Changemakers”
20:00 - Importance of reassessing the sales and marketing process
27:00 - The Golden age of the B2B Sales
https://www.linkedin.com/in/timothyhughessocialselling/
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, Janice B Gordon founder of Scale Your Sales Podcast and Framework that Reimagines Revenue Growth Through Customer Excellence and Sales, discusses how to grow your sales in a challenging economy with 3 tips and points.
Scale Your Sales helps organisations close the gaps to growing key customers, accelerating sales results, and increasing value to customer outcomes, giving companies a competitive edge.
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, Janice B Gordon founder of Scale Your Sales Podcast and Framework that Reimagines Revenue Growth Through Customer Excellence and Sales, discusses how to grow your sales in a challenging economy with 3 tips and points.
Scale Your Sales helps organisations close the gaps to growing key customers, accelerating sales results, and increasing value to customer outcomes, giving companies a competitive edge.
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 Kevin Gaither helps early startup tech companies. He discusses how his 25+ years of experience accounts for more than strategy and tactics. We discussed the single most crucial step to take in order to truly acquire traction, which is what early-stage firms need the most.
Kevin Gaither loves Helping Leaders Build or Scale Inside Sales Teams in the US at Early Stage Tech Companies. He’s the former SVP of Sales at ZipRecruiter where he led over 550 Inside and Enterprise Salespeople.
Kevin Gaither is a recognised Inside Sales expert and hands-on technology sales leader with a 25+ year track record of growing early-stage and multi-million dollar businesses and helped grow three businesses into Inc 500/Deloitte Fast 500 companies.
Welcome to Scale Your Sales Podcast, Kevin Gaither.
Timestamps:
00:00 - Develop Your Sales Team - Grow Your Sales Company
2:50 - Kevin Gaither's three-word revolution: "Experience not opinions"
5:30 - The one most important thing you can do to create the biggest impact...
10:00 - Knowing the real financial or personal impact of your product on your buyer
18:00 - Allowing customers to experience the product for themselves
20:30 - The best sales process mirrors the best buying process
22:00 - Buyer journey and relationship stem from trust
23:09 - The importance of designing the sales process to guide the buyer
26:00 - Kevin Gaither's promotion and demotion path system
Twitter: @KevinSGaither
LinkedIn: https://www.linkedin.com/in/kevingaither/
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 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
Facebook: https://www.facebook.com/ScaleYourSalesJBG
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, 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 - Scale Your Sales #118 : Jeff Davis – A Unified Sales and Marketing Leverages Sales Effectiveness
2:03 - Scale Your Sales #119 Jonathan Hawkins - Interpret Data to Predict Behaviours & Empathize with Buyers
3:07 – Scale Your Sales #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 guest, master storyteller Ravi Rajani discusses how you can use stories to engage your customers and lead them to the next stage of the sales process. This was very enlightening.
Keynote speaker and storyteller consultant Ravi Rajani works with B2B sales teams to use storytelling to increase sales.
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. 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, Jarod Greene discussed the context of content and how crucial it is to deliver the appropriate content to your buyers at the precise time when they need it, depending on what stage of the process they are in. I believe that the status 70 of content is that it is not used, but that it is not used because it is not good and it is not given at the appropriate point.
Highspot is one of those companies that places a strong emphasis on ensuring content delivers through metrics as well as training that is delivered just in time to provide your sales staff with the information they require at the appropriate time.
The Highspot Vice President of product and customer marketing is my next guest. He is passionate about helping people find resources and finding solutions to challenging issues. Welcome to Scale Your Sales podcast, Jarod Greene.
Welcome to Scale Your Sales podcast, Jarod Greene.
Timestamps:
00:00 - Right Content at the Right Time of the Sales Journey
04:19 – Meeting the Buyers Where They Are In Their Sales Journey
10:20 – Prioritizing the Notion of Enablement with Empathy
12:20 – Aligning Entire Organization With Goals 17:20 – Being Buyer Empathetic
20:04 – Getting Rid of Biases for Diversity in Sales
linkedin.com/in/jarodgreene
jarod.greene@gmail.com
Twitter: jarodgreene
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-...
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/ScaleYourSal...
In this week's episode of the Scale Your Sales podcast, I'm joined by Laura Valerio, a sales enablement expert who is more of a Jedi master than a mere expert. She discussed her experience as a senior sales leader, mentioning that she had worked in both the buyer's and seller's roles while also assisting organizations in the implementation of sales enablement programs.
She also touched on diversity, her hopes for diverse teams, and the reasons why it is so crucial.
One of Laura's three pillars, which she discussed, is basically about being focused on your consumer and using empathy to understand them as well as their future. When developing a sales enablement program, you should set objectives and concentrate on both your own and the customer's strategic goals.
She is a committed, enthusiastic, results-driven sales leader with a wealth of sales expertise, and there is a lot packed into that.
Laura Valerio has successfully led worldwide business sales enablement initiatives at companies including Expedia, Deliveroo, and Vodafone. She has expertise managing different sales teams internationally and was named the year's top enablement executive by Sales Enablement Pro in 2022.
Welcome to Scale Your Sales Podcast Laura Valerio.
Timestamps:
00:00 - Prioritize Strategic Goal When Implementing a Sales-Enablement Program
03:00 – The Pitfalls of Organizations & How to Avoid Them
08:10 – The Big Blocker of the Enablement Function
10:45 – Prioritize Providing a Consistent Experience For Customers
13:59 – How to Create A Great Customer Experience
15:00 – How Diversity Can Have Implications in Real Life
23:10 – Structuring a Clear and Repeatable Sales Process
www.linkedin.com/in/lauravalerio1/
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-...
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/ScaleYourSal...
In this week's episode of the Scale Your Sales podcast, Aaron Spencer discusses the distinctions between sales enablement and sales operations in this episode, but she also goes in-depth on the organizational aspects, level of complexity, and how it benefits the customers.
She is passionate about learning new things and coming up with innovative and augmentative solutions to problems in order to get things done quickly and effectively.
She transitioned from UK enterprise direct sales to worldwide sales enablement roles for two publicly traded businesses throughout her more than 20 years of expertise in the SaaS industry.
Please welcome to Scale Your Sales Podcast, Aaron Spencer.
Timestamps:
00:00 – The Shortest Route to the Best Sales Outcome
05:40 – Enable Sales Marketers to Deliver Messages Efficiently
10:30 – How to Build a Sales Process
13:35 – Identifying Goals for Sales Enablement
15:30 - The importance of After-Sales Customer Support
18:30 – Difference Between Equity and Equality
29:00 – Prioritizing open communication with your team
linkedin.com/in/aaron-spencer-5328b363
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-...
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/ScaleYourSal...
In this week's episode of the Scale Your Sales podcast, my guest Dr Stephen Timme discusses how they assist businesses in using their business and financial insights to increase the top line.
An Amazon best-seller of "Insight-led Selling," I read the book and would highly recommend it to every sales leader and sales professional. The book raises the bar for teaching salespeople the business skills they need to establish themselves as trusted advisors while simultaneously demonstrating the value of their solution to their clients.
As Founder and president of FinListics Solutions, which supports sales teams in leveraging business and financial data to boost top-line development.
Stephen also serves on the boards of various organizations that help children with disabilities live more satisfying lives.
Please welcome to Scale Your Sales Podcast Dr Stephen Timme.
Timestamps:
00:00 - Become Your Customer's Trusted Advisers
03:31 – Concept of Educating Sales Professionals
06:25 – Identifying Business Goals
08:25 – Prioritizing Being Buyer and Customer-Centric
12:30 – Three Takeaways from “Insight-led Selling”
16:10 – Making the Buyer Journey Easier
17:39 – Being Open and Representative of Diversity in Sales
linkedin.com/in/dr-stephen-timme-phd-finance-8177578
finlistics.com (Company)
stimme@finlistics.com
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-... 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/ScaleYourSal...
Making this episode was a lot of fun for us. We hope you'll find it fascinating as well.
In this week's episode of Scale Your Sales podcast, my guest Michelle Schifrin discusses the revenue operations function in a young, accelerating growth tech firm.
Michelle discusses how their nimbleness enabled Hubilo to break down the conventional silos of sales, marketing, and product development, and how crucial it was for the developing business.
Michelle says, without clients, you can not generate revenue, so it is important not to lose sight of why you're here. Additionally, customer-centricity helps to close the gaps within all sales organisations.
Michelle has led the new business customer success teams for SDRs and BDRs throughout her career as a sales professional, and she gets energized by the meeting of process and people.
Sharing her experiences newly in the role and how the organization had to immediately change directions; during the pandemic, so as not to perish. Now working in revenue operations, she helps the sales team expand and increase revenue.
Please welcome to Scale Your Sales Podcast Michelle Schifrin.
Timestamps:
00:00 - Leverage Technology to Matchmake Business Relationships
5:30 - How to create an engaging event
9:00 - Meeting the customer in their buying journey
12:30 - Importance of communication in a global environment
16:00 - How to train effectively in a remote world
18:30 - The Value of Curiosity and Tonality in Diversity in Sales
Michelle’s Profile linkedin.com/in/michelleschifri
https://www.hubilo.com/
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-...
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/ScaleYourSal...
In this episode, my guest talks about creating partners collaborators, and allies for women in sales. men are key to this. she's written a book to help men to support women in sales to help them to develop a better language and culture the genders fairness and understanding this not only supports women but it supports men as well in growing their confidence.
You will love this episode, born in Sweden she was co-founder of Sanbolic in 2000 which was acquired by Citrix in 2015. now the founder and CEO of eq inspiration. she is a board director and a successful entrepreneur. from her first-hand experiences, she aims to engage men in the conversation of gender equality and women's advancement. she is the author of women in tech a Book For Guys. Please welcome to Scale Your Sales Podcast Eva Helen.
Timestamps:
00:00: Collaborating for Gender Equality in Sales
04:48 - Leadership in Sales
07:00 - Importance of Supporting Men in Sales
10:30 - Supporting Organizations by Promoting Diversity in Sales
13:00 - Prioritize Empathy When in Sales
20:40 - The 7 Character Prototypes
26:00 - How “Women in Tech - A Book For the Guys” Helps People in Sales
Profile: linkedin.com/in/ehelen
Website: eqinspiration.com
Twitter: Ehelen
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-...
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/ScaleYourSal...
In this episode, my guest talks about sales coaching and why sales coaching is important in training within a month 87 of the skill is lost and coaching enables the sales leader not only to change what they do and how they do it but also to better transfer the behaviors the positive behaviors to their team.
There are lots you're going to learn about the alchemy of communication and personal development from this guest with a background in selling to large corporates of its solutions My next guest qualified as an NLP life coach a clinical hypnotherapist and an eft practitioner she is a mentor speaker and songwriter and founder of orate limited she believes that we must focus on nurturing salespeople and coaching effectively for sales success.
Timestamps:
00:00:00 - Maintain the Alchemy of Communication and Personal Development
00:06:50 - 4 Ways of Knowing
00:09:55 - Ancient Medicine Wheel / Different Levels of Consciousness and Developing that Awareness
00:12:06 - Why Empathy is Important in Sales
00:17:30 - Diversity in Sales / The Importance of Inclusivity in Sales
00:22:05 - How to Coach your Sales Team
Jacqueline Norton LinkedIn: linkedin.com/in/jacquelinenorton
Websites:
discovery.aurate.co.uk/discovery/ (Company Website)
authentic-artists (Company Website)
Twitter: AuArtistsaa1
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-...
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/ScaleYourSal...
In this episode of Scale Your Sales podcast, Leanne Chescoe, B2B marketing expert, talked about account-based marketing, and the next generation is performance-based experience.
You may know that I have a real preference for customer experience and its impact on sales, so hear my guest talk about how this helped to change the way we market and why it's so important to base everything you do on the customer's journey, is a delight.
Leanne has a proven track record in website development, campaign management, and lead generation. Her commitment and enthusiasm led her to specialize in account-based marketing growth, marketing demand generation sales, and marketing alignment. Welcome to Scale Yor Sales Podcast, Leanne Chescoe.
Timestamps:
0:00:00 How Account-Based Marketing Can Boost Customer Experience
0:03:00 - The relationship between B2B and B2C marketing
0:04:20 -Types of Buying Signals
0:06:10 & 0:18:00 - How Account Intelligence works
0:08:50 - Structuring an advertising campaign
0:11:40 - The Difference between ABM and Account-Based Experience ABX
0:14:00 - Using Journey-Stage Model
0:20:00 - Importance of Fragmenting Data
LinkedIn: linkedin.com/in/leannechescoe
Website: demandbase.com (Company Website)
Twitter: LeanneMoir84
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-...
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/ScaleYourSal...
In this episode, my guest gave so many great insights and actual know-how and practical tips on how to most efficiently use LinkedIn, how to create the conversations that you want, how to use LinkedIn with a LinkedIn sales navigator, and why you would like to be on LinkedIn cells navigator what it how to develop the nuances of what's working for your business.
You're going to love the conversation that we have the founder of pitch one to one a done for your LinkedIn profile marketing agency that, after four years, now has 35 team members. As a LinkedIn trainer. She blends her sales background in agencies and tech companies with her passion for content and helping to make LinkedIn work for sales.
Timestamps:
00:00 - The Value of Nurturing LinkedIn Conversations to Lead Generation
05:00 - How to tailor a connect message without it sounding like a sales pitch
08:30 - Importance of adding value to generate leads on LinkedIn
11:00 - Use Sales Navigator to target individuals you want to connect with.
15:30 - How the customers' experience impacts the sales outcome
18:30 - The importance of recommendations in a sales pitch
20:40 - 3 Pillars of conversation handling
26:20 - A way we can improve diversity in sales
30:10 - What is Pitch 1-to-1 "FAN"?
LinkedIn : linkedin.com/in/laurahannan-sales
Website: pitch121.com
LinkedIn Training: laurahannan-all.subscribemenow.com/
Twitter: laurajhannan
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-...
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/ScaleYourSal...
In today's episode, my guest talks about aligning the revenue organisation to accelerate growth through the buyer's journey and goes into great detail about why this is of critical importance today.
My next guest is a fractional Chief Revenue Officer, helping organisations of all sizes fix revenue problems by aligning teams to their buyers' profiles. He has spent his career inside all areas of the revenue organisation, from marketing to sales, operations, and customer experience, and now he helps companies accelerate growth. Welcome to Scale Your Sales podcast, Ed Porter.
0:00 Align your revenue organization to accelerate growth through the buyer's journey.
1:50 Alignment is a crucial part of the buyer's journey.
5:40 The collaboration between customer success and marketing.
9:56 Why Execution is worth everything in sales success.
16:06 The pressures of being VC or PE backed.
20:02 How to identify the focus of an organization.
24:06 The best ideas are created in diverse groups of people.
LinkedIn: linkedin.com/in/edporter
https://bluechipcro.com
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 around the world 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
In today's episode, my guest talks about her newly released book: 9 Ways to Develop Highly Effective Salespeople. This is based on research she did for her PhD that uncovered that most successful salespeople are self-directed learners.
No matter how big or small your personal desires may be, my next guest's sales process will teach you how to position yourself as the solution for others so you can get what you want. She is a sales and marketing professor at Bryant University and co-founder of RNMKRS. She loves to help people to grow and see their potential. Welcome to Scale Your Sales Podcast, Stefanie Boyer PhD.
0:00 Adopt self-directed learning to enhance your sales skills.
2:31 The best sales practice method is practising sales conversation.
6:30 How to train on unconscious bias.
10:36 Self-directed people are the higher performers.
14:45 The importance of investing in your people.
19:06 Why we need to ensure people are getting the training and support they need.
22:37 Following up on a conversation is essential.
26:07 How to quickly build rapport and show value.
LinkedIn: linkedin.com/in/drstefanieboyer
Twitter: DrSBoyer
https://www.rnmkrs.org
Soon to publish her book: 9 Ways to Develop Highly Effective Salespeople
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 around the world 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
In this episode, my guest talks about how to scale your sales by leveraging the PVC Sales Method. He goes into detail about what each of them means. We also talk about the company's diverse representation being as high as 72%, what this means, and the importance of this in sales.
You're gonna love listening to my next guest, the CEO and founder of Vengreso; he spent 96 consecutive quarters in B2B sales leadership. In 2021, he earnt the number 1 spot of the top 10 most influential business leaders by "Beyond" magazine. He was selected as 1 of 20 sales influencers invited to appear in the salesforce.com documentary film: The Story of Sales. Mario Martinez Jr. is the host of the Modern-Selling podcast and co-founder of Vengreso.
Timestamp:
00:00 - How the PVC Method Leverages Sales
06:00 - How to get leverage with the PVC Sales Methodology
11:00 - What to expect when assimilating to a larger organization
13:50 - The reason behind career decent
15:00 - Importance of the "intentional change" approach
17:45 - How to consciously bring diversity on a large organization
20:50 - What happens when you hire people of diverse background
23:11 - Importance of having a unique conversation starter - "The big fish in the wall"
LinkedIn : linkedin.com/in/mthreejr
Website: vengreso.com
Blog: vengreso.com/blog
Twitter: M_3jr
Youtube: FollowOnYouTube.com
https://vengreso.com/flymsg
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 around the world 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
In today's episode, my guest talks about picking up the phone, but also about the importance of tonality to engage in conversations. Cold calling, she says, is an important marketing channel and if you don't do it, then you're leaving money on the table.
My next guest is the founder and CEO of One of a Kind Sales. In 2011, she saw the need for better quality, highly specialised lead generation. Using consultative selling skills, One of a Kind Sales proudly delivers unique lead generation, setting qualified appointments and providing top of the line sales training for their clients and their employees. Her team are highly trained sales professionals that excel at what most people hate doing. They love cold calling.
0:00 – Prioritize your tonality to have more engaging conversations.
02:45 - The significance of a pre-sales procedure.
05:30 - Why Tonality is important when cold-calling.
09:40 - Why is it essential to train your sales team in communications.
12:00 - Why communication style is crucial.
15:00 - The Value of discovery Conversation and Understanding Communication Styles
18:45 – Knowing who can add value to your business is critical.
22:38 - Nancy explains YAVIS and how it adds value to the company and your personal development?
LinkedIn: linkedin.com/in/ncalabrese
Website: oneofakindsales.com
Twitter: oneofakindsales
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-...
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/ScaleYourSal...
In this episode, my guest talks about sales enablement and how companies must create an ecosystem around sales enablement. It's not about having an SDR or a sales stack that does it. It's actually about integrating sales enablement across all relevant interfaces within organisations to ensure that the whole organisation is revenue-generating.
Over the last 15 years, my next guest worked as a sales enabler, a seller, a buyer and a marketer for some of the globally most recognised names in B2B technology and online media. Today, he is the host of The State of Sales Enablement podcast and the CEO of FFWD, a sales enablement consultancy firm specialised in optimising the revenue performance of SaaS, IT and media companies. Welcome to Scale Your Sales podcast, Felix Krueger.
0:00 Create a sales enablement ecosystem & become a revenue-generating organisation.
3:27 Increase communication efficiency to gain traction with buyers.
6:20 Why buyer acumen is the next big frontier for sales enablement.
16:28 How time difference is the only limitation in today's global sales world.
20:12 Sales enablement is an ecosystem that you create across the entire organisation.
24:54 The most crucial exercise businesses go through is mapping out the buyer journey.
LinkedIn: linkedin.com/in/hfkrueger
Website: www.goffwd.com
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 around the world 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
In today's episode, my guest talks about the importance of selling with love. Jason Marc Campbell mentions the four levels of emotions in sales, and I love the way he explains the five loves in selling. The Impact you make, the Buyer, the Product, the Process and the Self.
As the author of Selling With Love, and host of the Selling With Love podcast, he is an international public speaker and trainer on sales and online marketing. Welcome to Scale Your Sales podcast, Jason Marc Campbell.
0:00 Selling with love to create value for customers.
2:05 Understanding the four major emotions that people typically sell from.
6:27 The five different levels of love, when selling with love.
12:49 Selling from the heart is a new way of selling that must be embraced.
17:49 Be careful not to fall into the trap of thinking that the person you're selling to is exactly like you.
21:54 Why you need to have a personal brand and social presence.
LinkedIn: linkedin.com/in/jasonmarccampbell
Website: mindvalley.com
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 around the world 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
Today's guest talks about Side B. The title of her book is Side B: Remix your Leadership Style. In this episode, we go through the differences between Side A, the predominant leadership style, and Side B. These are the leadership traits that are really important not only now, but going forward. These are the leadership behaviours that are required, not only from our employees but also from our buyers and customers.
My next guest is a Leadership Coach, Author, Speaker and Music Enthusiast. She uses the power of music, both metaphorically and literally to transform the next generation of leaders in her workshops and corporate programs. I am interested to find out more. Welcome to Scale Your Sales Podcast Paul White.
5:12 Not everybody can feel empathy, authenticity and vulnerability.
8:00 Being a sales leader is about being a leader with your customers.
10:01 Why you need to balance your Side A and Side B.
16:31 Perceive each human as a person and find out what their Side B is.
21:18 Play good music to motivate and recharge to increase sales.
LinkedIn: linkedin.com/in/paula-s-white
Website: paulaswhite.com
Twitter: pswhite00
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 around the world 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
In this episode, we talk about the challenges and changes emerging from executives who are now responsible for the entire customer life cycle, and my guest talks about the air gaps, failure points and the overall experience, spanning sales, marketing and service.
You have got to get and read the latest book by Stephen Diorio, Revenue Operations: A New Way to Align Sales and Marketing, Monetize Data, and Ignite Growth; it will change your perspective on modernising revenue generation systems
0:00 Evaluate your responsibilities to grow customer lifetime value.
2:24 Why you need to lead the conversation at the ownership, board and CEO level.
6:33 Moving in the direction of business model transformation.
10:30 How selling has become more capital-intensive and data-driven.
17:38 How the customer experience has changed over the past 50 years.
24:42 Why you need to measure all conversations happening in your sales funnel.
LinkedIn: linkedin.com/in/stephen-diorio-1339011
Website: revenueenablement.com
Twitter: Dioriostephen
Revenue Operations: A New Way to Align Sales and Marketing, Monetize Data, and Ignite Growth published April 2022. https://buff.ly/37FRNxj.
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 around the world 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
In this episode, my guest talks about how we need to drive customers down the path to mutual value co-creation. We talked about Strategic Account, or as we call it here in the UK, Key Account Management.
Harvey Dunham is the Managing Director and has led for 6 years the Strategic Account Management Association SAMA. Prior to this, he worked at Schneider Electric for 35 years, starting as a Sales Engineer and retiring as a Global Solutions VP for the Life Sciences and Retail segments.
0:00 Drive customers down the path to co-creation.
2:26 How to become essential to your largest and most important customers.
9:53 The main objective is to become the customer’s trusted advisor.
17:47 The effect of market share winners and losses last for 7-10 years, so partner with your key customers carefully and invest in them.
19:55 The pandemic has forced everyone in the key account management sector to learn new skills and connect with their customers virtually.
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 around the world 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
In this episode, my guest has launched her first book, Connect, Convince, Convert. It talks about the strategies and gives practical tips for effective communication. She has 30 years of experience working in the tech sector up to senior leadership and sales. She shares her experience of being often the only woman in the room, and her experience of talking to other tech companies and seeing where they're going wrong in their communication, hence the book.
0:00 Communicate your value to effectively win sales.
1:52 Be really precise about understanding who your audience is when building a message strategy.
4:49 In order to communicate, you need to be able to see with your customers’ eyes.
6:28 Customer experience has a significant impact on sales.
11:57 The higher the level of aspiration, the less competition there is in the sale process.
15:47 After completing the strategy, build an implementation plan.
18:06 Conversion happens by itself if you've done a good job connecting and convincing.
LinkedIn: linkedin.com/in/carolbenton
Website: words2win.com.au
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
In this episode, my guest, Judy Frank, talks about her experience of being in tech sales over 30 years ago, and how the pandemic has changed our skills to the extent that we are better equipped for insightful and focused conversations, whether that be in the face to face, offline, or the online world.
0:00 Evolve your skillset for insightful conversations.
2:14 Understand what works and what doesn’t in the world of virtual sales from the buyers’ perspective.
5:18 Why 82% of buyers are saying they’re never going back to face-to-face.
9:15 You have to be 100% focused on the buyer and customer experience.
12:05 The number one strategy to enable buyers to buy is building rapport.
17:33 Women in sales have become more represented over the past 40 years.
LinkedIn: linkedin.com/in/judyfrank
Twitter: twitter.com/frankjudy
Email: JFrank@raingroup.com
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
My next guest is an authentic selling crusader, helping sales founders, women business owners and sales leaders around the globe empower their people to develop high-performance resilience and unstoppable confidence. Welcome to Scale Your Sales Podcast Meshell Baker.
0:00 Develop unstoppable confidence to create sales success.
2:43 Focus on how you show up as a human rather than the process.
5:08 In order to get an outcome in sales, you need to focus on the input.
8:21 Why diversity in sales has slowed down and there is a huge disconnect in leadership.
14:15 Success in sales is an all-around mindset.
Linkedin: linkedin.com/in/meshellrbaker
Email: meshell@meshellbaker.com
Twitter: MeshellRBaker
You can purchase Heels to deals on Amazon and wherever books are sold! https://buff.ly/3w8L1dL
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
Selling is the oldest profession. People must trade to live. It touches everyone and everywhere. What would happen if, through this profession of sales, we lifted up every human with full access to equality? If we served with great dignity and unbiased humility? I want to live in a world like that. Let us all break the bias. This is my quote for International Women's Day. This is on March the 8th and break the bias describes a gender equal world. A world free of bias and stereotypes and discrimination. A world that is diverse, equitable, and inclusive. A world that difference is valued and celebrated. Today we can forge women's equality and collectively, we can all break the bias. 0:00 #BreakTheBias in Today's Sales World
2:54 The importance of campaigning for parity.
6:50 The future of sales success hinges on attracting and retaining more women into sales roles.
10:25 Customer expectations of salespeople are changing.
12:19 International Women's Day, 8th of March, and Heels To Deals
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
Let me introduce my guests. Heidi Solomon Orlick. She is an award-winning BPO industry veteran of over 30 years of global sales, executive leadership experience. She is VP of global sales of VXI Global Solutions. 625 million dollars, a multinational outsourcing company. She is also the founder and CEO of Girlz Who Sell. Bridgett McGowen Hawkins, founder of BMcTALKS LLC, the parent company of BMcTALKS Press. In 2016, she was inspired, after being laid off, to make it her focus to help go-getters use their voice and internal stories to impact the world. 0:00 Heels to Deals inspires female sales professionals. 4:00 Girlz Who Sell LLC is creating opportunities for women to consider sales as a viable career choice.
12:11 Why girls can not only be in sales and how they are dominating sales.
17:28 How the book talks about personal stories that have a lesson behind them.
24:28 Post-pandemic, people have started to think differently about opportunities in sales.
30:41 The book, Heels to Deals, will reignite your passion for sales.
Heidi’s LinkedIn: linkedin.com/in/heidisolomon1
Bridgett’s LinkedIn: linkedin.com/in/bmcgowen
Twitter: 1BMcTALKS
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 of 150 Women B2B Thought Leader You Should Follow in 2021 Janice helps companies around the world 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
In this episode, my guest, my honored guest, is John Smibert. He has invested 38 years as a successful sales leader in 4 large I.T corperations. Since 2004, he has assisted B2B selling organisations to transform the way they sell. He's passionate about enhancing professionalism in sales. Welcome to Scale Your Sales Podcast, John Smibert.
0:00 Focus your buying journey on the process, not the product.
5:52 Edvance is a methodology designed to create value for customers, not sell a product.
9:37 The perception of value is in the eyes of the customer.
11:07 Business is won or lost on customer engagement and experience.
12:20 The pandemic has accelerated the use of sales technology.
16:03 Develop a customer first mindset, helping them to achieve the outcomes.
16:58 Why you need a process that supports a buying journey.
22:45 Focus on addressing your client’s problems and issues first rather than selling your product.
LinkedIn: linkedin.com/in/smibert
Website: salesleaderforums.com
Twitter: johnsmibert
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 of 150 Women B2B Thought Leader You Should Follow in 2021.
Janice helps companies around the world 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
My next guest is a digital sales transformation expert and is often described as the bridge between application, technology and the sales team. With the length of the sales stack in the thousands of applications, he is in demand. Welcome to Scale Your Sales Podcast, Alexander Low.
0:00 Transform your CRM system to maximize success.
2:40 Salespeople must open their minds to different ways of selling.
4:02 Why adoption is the biggest challenge for CRM system success.
6:48 We scratch the surface of the capability of technology platforms.
13:14 The sales tech stack is following what the martech stack did in the last 10 years.
18:26 Why reward the seller for creating long-term customer value.
25:08 Understand what you want the customer to achieve and work backwards.
LinkedIn: linkedin.com/in/alexanderlow
Website: paconsulting.com
Website: linktr.ee/alexanderlow
Twitter: alexander_low
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
My next guest is CEO of Experience Investigators, a certified customer experience professional, a LinkedIn learning instructor, and a TedX speaker. Hello and welcome to Scale Your Sales podcast, Jeannie Walters.
0:00 How to create an excellent buyer experience.
1:56 How to create fewer ruined days for customers.
5:18 The easiest sale to make are the ones we believe in.
10:00 You must understand emotional nuances to get customers.
12:34 Why understanding our customers and their journey is critical.
16:11 How different generations have different communication preferences.
19:16 Why we need to check in with our customers to figure out what they really need.
21:28 Ways to provide more diversity in the workplace
26:50 Customer journey mapping is a powerful tool for scaling sales.
LinkedIn: linkedin.com/in/jeanniewalters
Website: experienceinvestigators.com
Twitter: jeanniecw
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
My next guest is Managing Director of Executive Sales Coaching Australia and is Australia's leading authority in selling to C-Level. Listed in Top Sales World as the top 50 keynote speakers in 2020. Welcome to Scale Your Sales podcast, Steve Hall.
0:00 Rework the Sales System to Make Sales Simpler and More Effective.
2:19 How the great resignation is affecting all professions around the world.
6:38 How sales technology can be misused.
8:39 Start the process with the end in mind.
10:47 Why marketing personas are a step in the right direction.
14:51 How to stand out when talking to people in the C-Suite.
17:30 Outsource research to someone who is good at it.
20:41 What is the best way to get in touch with the right people in a company?
25:46 The more diversity you have, the better.
linkedin.com/in/stevehallsydney
executivesalescoaching.com.au
stevehallsydney
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
My next guest is a customer growth strategist. He also calls himself a ruckus maker and a customer advocate. He helps organizations eliminate customer challenges, and creates market-beating customer results, predictably, at scale, in any environment. Welcome to Scale Your Sales podcast, Jermaine Edwards.
0:00 Consume Information Effectively to Provide Insight and Enhance the Value Service.
4:51 A platform is designed to connect other platforms and quickly create customer reports.
6:42 Transparency is key to developing the customer and buyer relationship.
8:30 The number one KPI to demonstrate on reports is the Impact Quotient looking at 7 areas of specific impact.
12:51 Clients demand a higher expectation of value and impact.
15:28 Key accounts is now a strategy rather than just a function.
22:06 If we just opened up and asked, where else can we get the best possible talent? We will be surprised by the diverse outcomes.
Jermaineedwards.com
linkedin.com/in/jermaineedwards
jsaedwards
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
My next guest is a partner of the PDA group. Founder of the DAC chapter of women in sales enablement, and a board member of trust enablement. She brings her executive coaching skills to the world of enablement to bring sales and marketing closer together so creating a fantastic customer experience, driving business growth. Welcome to Scale Your Sales podcast, Britta Lorenz.
0:00 Support the Customer's Needs to Co-Create and Innovate.
1:52 Enable sales performance through design thinking methodology.
4:06 Make sales more effective and efficient by putting on a customer-first mindset.
8:41 Don't apply methods on the customer, always go with and together.
11:25 The first step to customer relationships is to be curious and listen.
15:03 Coaching questioning techniques help uncover unique potential.
20:45 It’s better to release a finished product rather than a perfect one.
21:40 Why communication between all departments is key for excellent sales enablement.
https://www.linkedin.com/in/brittalorenz/
Britta.Lorenz@pdagroup.net
pdagroup.net
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
My next guest has a long history in B2B sales. He lectures at University of Buckingham on Strategy and Proposition Development, and is a board member for 2 SaaS companies. He is CEO of Anthrolytics, a company that combines data and behavioural science to predict what customer will do next and why. Welcome to Scale Your Sales Podcast, Jonathan Hawkins.
0:00 Interpret data to predict behaviors and empathize with buyers.
1:47 Anthrolitics is about predicting what a customer is going to do and why.
4:51 How we identify the moments that matter to the customer and link their emotions to what matters.
10:13 The alignment between B2B customer experience and sales/customer success.
14:23 Quarterly targets drives bad behaviors in sales teams and also teaches your customers a way of operating.
18:25 Why you should be picking up the phone more.
20:44 Why you need to look at the insights that each individual needs at different levels of the organization.
26:15 Why diversity of thinking and background is absolutely critical.
linkedin.com/in/jonathan-anthrolytics
jonathan@anthrolitics.io
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
My next guest says in his LinkedIn profile: "I am a marketer with the soul of a sales guy. Musically inclined engineer, and data-driven storyteller." He is the award-winning author of Create Togetherness. Welcome to Scale Your Sales Podcast, Jeff Davis.
0:00 Why unified sales and marketing leverages sales effectiveness.
03:09 Create Togetherness is about building a high performing revenue engine.
06:42 How redundant tools slow down sales-marketing alignment.
08:42 Look at your buyers as individuals, not a company.
12:12 Why reach out to people early on in their buying journey.
16:25 Align with marketing to effectively scale your sales.
21:42 Why you should have a team of diverse perspectives.
25:25 Why we need to fundamentally shift from information inequality.
linkedin.com/in/meetjeffdavis
meetjeffdavis.com
CreateTogethernessBook.com
jeffdavis2.com/thealignmentpodcast
twitter.com/meetjeffdavis
instagram.com/meetjeffdavis/
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
Hello and welcome to Scale Your Sales podcast! This is my review and reflection to create a successful 2022. What a wonderful time, now, to carve out headspace to reflect on the past year and plan for the year ahead. This is a process to help develop greater awareness, gratitude, insights and intention of who you, need to be in order to achieve your goals.
0:00 Reflections For a Successful 2022.
2:04 Don’t carry any negativity over to a new year. Let it go!
3:32 Write down your goals as if they are already achieved.
4:50 Write down the things you are grateful for.
6:13 Re-ground yourself to avoid getting overwhelmed with negativity.
9:34 Understand how the B2B buyer’s experience and the journey have shifted.
10:41 More on Scale Your Sales Framework.
10:55 Our mission is to access the most incredible guests to share their experience with you.
11:25 Connect with me, Janice B Gordon, and comment on your most favourite episode of Scale Your Sales podcast.
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
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Welcome to the review of the last 20 episodes of Scale Your Sales Podcast! The show was created for B2B founders, executives, sales leaders, key account managers and customer serving professionals to engage with the 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 20.
0:00 Review of the last 20 episodes on Scale Your Sales podcast.
1:50 Episode 96: Hang Black – Build a consolidated engagement engine.
3:41 Episode 100: Kate Bradley Chernis – AI-powered social media content creation.
5:47 Episode 101: Jon Ferrara – Reimagine CRM for incredible social engagement.
7:20 Episode 102: Cynthia Barnes – Overcome the unique challenges women face in sales, while amplifying their innate strengths.
8:33 Episode 103: Joanna Black – Build a referral culture.
9:46 Episode 104: Marcus Cauchi – Businesses should serve their customers rather than exist solely to make money.
11:47 Episode 105: Brynne Tillman – Social selling is about building relationships, providing value and insights.
12:56 Episode 107: Heidi Solomon-Orlick – Diversity is key to closing the gap in B2B sales.
14:42 Episode 109: David Meerman Scott – In social selling, you must educate and inform instead of interrupt and sell.
16:43 Episode 110: Andrea Waltz – If you’re not getting rejected, you’re not making enough attempts.
18:22 Episode 114: Mark Schenkius – How to bridge the gap between sales and procurement.
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
My next guest helps salespeople use video to build relationships on video. She is the author of Look Me in the Eye, the founder of Selling on Video masterclass. She has a background as a professional actor, having appeared in over 50 commercials, films and tv shows, including HBO Sex and the City. Welcome to Scale Your Sales Podcast, Julie Hansen.
0:00 Develop relationships with an inviting virtual presence on camera.
2:06 How the pandemic caused people to struggle when going on video.
5:13 Why being on camera magnifies certain characteristics.
8:32 Relationships aren’t built on logic but on emotion.
12:08 Why you must bring more energy when being on camera.
16:07 Being natural on camera doesn’t mean being comfortable.
20:33 Why you must approach a sale in your own authentic way to be successful.
24:51 How to effectively communicate with only 20% of your body.
linkedin.com/in/juliehansensalestraining
Author of: Look Me In the Eye: Using Video to Build Relationships with Customers, Partners and Teams
juliehansen.live
youtube.com/channel/UC0SWJl0A1z-1fMr52Le_nxA
acting4sales
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of Top 100 Global Business Influencer 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining and growing their most valued customer relationships for long term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest is founder of ROI-10, focusing on negotiations, procurement and sales. He has worked for Mars inc. For over 17 years in a variety of procurement functions. He is also lecturer of Business Economics at Fontys University of Applied Sciences and author of, and this is a brilliant book you all need to get a hold of, The Other Side of Sales. Welcome to Scale Your Sales Podcast, Mark Schenkius.
0:00 Motivating the buyer is the key objective in procurement.
3:06 How listening to what a customer wants gets you good value and information.
5:49 What the blue chair/red chair concept means for negotiation.
11:17 Focus on the buyer’s interests to successfully negotiate.
17:51 Why having a good relationship with buyers creates positive conflict.
21:52 How to show the buyer your added value
23:55 Finding out about competitors will help with decision-making during a negotiation.
26:23 Why diversity is great for maximizing your results.
linkedin.com/in/markschenkius
roi-10.com
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
My next guest is the Sales Call Reluctance coach. She helps salespeople get their ask in gear! I love this phrase! Welcome to Scale Your Sales podcast, Connie Kadansky.
0:00 Initiate Telephone Contact with a Strong Value Proposition
2:36 How the Pandemic Has Created a Call Reluctance Epidemic
6:07 How to Attract Prospects in a Professional and Ethical Way
11:20 The Importance of a Good Value Proposition and Credibility
17:18 Why are Salespeople Afraid of Business Development?
19:11 The One Core Quality to Every Good Salesperson
23:28 Why Savvy Salespeople Need 3 Different Lead Channels
26:40 What Do You Care About in Order to Scale Your Sales?
linkedin.com/in/conniekadansky
exceptionalsales.com
salesassessmenttesting.com
@ckadansky
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
My next guest is Bill McCormick. Bill is the Chief Sales Officer of Social Sales Link. As a LinkedIn sales and social selling trainer, Bill shows sales professionals how to start more sales conversation by leveraging the power of LinkedIn. Welcome to Scale Your Sales podcast, Bill McCormick.
0:00 Authenticity and Credibility is Key in Social Sales
2:24 How Virtual Social Selling Can Help You
5:53 Why Should We Take the Online Conversation Offline?
12:14 The Importance of Authentic Interactions
13:15 Branding Yourself the Right Way
19:01 The Shift in Sales Mindset Starts at the Top
22:23 What is True Customer-centric Sales?
LinkedIn: linkedin.com/in/billmccormicksocialsaleslink
Social Sales Link: socialsaleslink.com
Email: bill@socialsaleslink.com
Twitter: BillTeamCC
Making Sales Social Podcast: https://podcasts.bcast.fm/making-sales-social
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest is Gert Scholts. Gert helps salespeople identify more sales opportunity to win more deals. He transforms sales teams from good to great. Welcome to Scale Your Sales podcast, Gert Scholts.
0:00 Know Your Customer to Succeed in a Challenging B2B World
1:58 Why The Focus Has to Be On the Customer
7:23 How to Accommodate Every Client’s Different Needs
9:37 The Difference Between the Buying and Selling Cycle
12:42 Salespeople Need to Reach Out to Customers Proactively
16:00 How to Systematically Nurture Relationships
18:51 Being On the Customer’s Side Enables Buying
20:06 Engaging Emotions Enable Successful Decision Making
linkedin.com/in/sales-transformation-b2b-sales-training-london-gertscholts
thebestsalescoach.co.uk
gert.scholts@thebestsalescoach.co.uk
_BestSalesCoach
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Andrea Waltz. She is the co-founder of Courage Crafters INC, co-author of the best-selling book Go For No, Andrea teaches people in virtually every business, and industry. The Book Go For No is about how to think, feel differently about failure rejection, the word No to help them achieve their goals and dreams. Welcome to Scale Your Sales Podcast Andrea Waltz
00:00 Overcome Fear of Rejection to Better Serve Customers.
3:26 Sales is a Numbers Game, but Remember Customers are not, Don’t Treat them like Numbers.
7:02 Andrea says, if you're not getting Rejected, you're not making enough Attempts Growing Business.
9:58 Salespeople must Educate Customers and give them Opportunity to say No to Better Leverage Customer-Centric.
14:31 Salespeople must Detach from Results to Focus on what can Control to Create Customer Success.
16:46 Why Andrea says, being Specialized helps Speak the Language of Customers and their Problem.
21:52 LinkedIn helps get Customers’ actual Stories, Voices, and Comments to Leverage Diversity.
25:00 End
linkedin.com/in/goforno
gofornokeynote.com
goforno.com
facebook.com/Goforno
GoforNo
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is David Meerman Scott. he is the author of 12 books including New Rules of Marketing and PR, the Wall Street Journal Bestseller Fanocracy. David is a marketing and business growth strategist, an entrepreneur and an advisor to emerging companies. Welcome to Scale Your Sales Podcast David Meerman Scott
00:00 Why Salespeople Cannot Use Same Skillsets for Selling Online as Offline
3:53 David says, Sales Managers forget Selling Virtually is Different than Face-to-Face
5:32 Salespeople must Present to Camera Lens, not the Person when Selling Online
10:39 Why Virtual Selling is more Intimate than a Face-to-Face
12:53 Understand Personal Space is where the most Powerful Human Connections Happen to Leverage Virtual Selling
16:30 David says, Humans don't like being Coerced, giving Gifts with no Expectation of Return is a Fundamental Human Quality.
19:58 Why David says, Many Companies don’t Provide Value, it's all about Coercion
23:29 It’s not Sellers, Buyers are in Charge now in the Sales Cycle
26:22 Huge Disconnect between Salesperson and Customer Support, Maintain Relationship with Potential Clients to become Paying Client
35:00 End
linkedin.com/in/davidmeermanscott
davidmeermanscott.com
davidmeermanscott.com/blog
davidmeermanscott.com/books
dmscott
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 of 150 Women B2B Thought Leader You Should Follow in 2021
Janice helps companies around the world 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
My next guest of Scale Your Sales Podcast is David J.P. Fisher. He is also known as D.Fish
D.Fish is a speaker coach, best-selling author of 12 books. David helps salespeople business owners, entrepreneurs understand the sales Sherpa path, where social media networking traditional sales skills are the key to providing value, and staying relevant. Welcome to Scale Your Sales Podcast D.Fish
00:00 How Sales Professionals Must Change Their Success Mindset
4:55 Why Salespeople must become the Trusted Resources for Prospects and Customers before they need them.
10:28 There's an ability to Leverage Time, Energy and Money by using Digital Tools, and then add in Offline Elements.
13:46 Salespeople need to know that Different Channels require Different Skills, Meeting in Person is very Different than Meeting over Zoom
17:03 Both on Individual Sales Level and Organizational, they need to be very Open with How to Train Salespeople for working Online and Offline.
19:20 The more you can Focus on the Buyer that you're Serving, the more you got Long-term Success.
21:41 Why David says, the Process of Relationship Building is to start Building the Relationships before You Need Them.
28:38 David quotes Professor Steven Drought saying “It is Not about What You want to say, it's about What they Need to Hear”
31:00 End
https://davidjpfisher.com/podcast/scaleyoursales
linkedin.com/in/iamdfish
davidjpfisher.com (Hyper-Connected Selling)
amazon.com/David-J.P.-Fisher/e/B00SF5CXQQ/ (Buy My Books on Amazon)
dfishrockstar
https://www.linkedin.com/in/iamdfish/
My next guest of Scale Your Sales Podcast is Heidi Solomon, she is award-winning BPO industry veteran with over 30 years of global sales, executive leadership experience. Heidi currently serves as VP of global sales for VXI global solutions, a 625-million-dollar multinational outsourcing company. She's also the founder, CEO of Girlz Who Sell.
Girlz Who Sell is a non-profit organization help close the gender gap in B2B sales to build the largest pipeline of diverse early-stage talents, to offer training scholarships mentoring, career placement for college, and high school-aged young women interested in Sales Career
00:00 Focus on College Entry-level Education helps Companies gain more Diversity in their Salesforce
3:46 Why Women are the Future of B2B Sales?
5:11 Heidi's mission is to Close the Gender Gap, get more Diverse Representation in Sales, and focus on the College Entry level?
10:26 Why Heidi says, Sales is the Lifeblood of an Organization, without it a Company is not going to Survive.
15:11 The Explore Sales Program that helps position Sales as a Viable and Intentional Career Choice for Young Women.
17:46 Identify the Six Sales Personality Archetypes to Understand what are the Traits that Salespeople can Leverage to be Successful in Sales
23:13 Grow with a Client based on trying to Build Trust and Relationships
29:00 End
https://www.linkedin.com/in/heidisolomon1/
https://girlzwhosell.com/
https://vxi.com/
Sales Personality Archetypes: What's Your Superpower event: https://www.linkedin.com/events/6838918928245252096/
https://www.eventbrite.com/e/virtual-empower-hour-sales-personality-archetypes-whats-your-superpower-tickets-168987966557
GirlzWhoSell #exploresales Bootcamp (Virtual)
https://girlzwhosell.com/what-we-do/
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest on Scale Your Sales Podcast is Gopalakrishna. He has over 20 years of global experience with startup scale-ups and mid-market vendors, named one of the top 100 sales influencers to follow globally by Sellizer. He describes himself as a humble human being committed to elevating B2B via experience and enabling B2B sales success. He is an advisor, an investor, an entrepreneur, a speaker, an author, and a lifelong learner. Welcome to Scale Your Scales Podcast Gopalakrishna. 00:00 Why Salespeople Must be at the very Early Stage of their Buyers’ Journeys
4:38 What happens when Salespeople Become part of the Buyer's Journey on the very Early of the Sales Cycle
7:22 Why Kris says, Most of the Organizations do not have a true Platform that can enable Multiple Aspects such as Account-based Engagement at Scale
12:43 Kris says, there is Empathy, Authority, and Credibility that Salespeople should align to Customer at a Multiple Levels to Leverage Sales
18:08 Why Diversity should not only Demography, but also the Psychography
22:12 Kris says, where is Diversity, when all the hiring Managers want the Homogeneity of their new Hires
26:00 End
linkedin.com/in/sgcrishna
WINsights.Co
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Brynne Tillman. She is a real star on LinkedIn. Brynne is CEO of Social Sales Link and LinkedIn whisperer, she has been in sales and sales training for three decades. She has a 100% focused on helping professionals convert their LinkedIn connections to sales conversations. Welcome to Scale Your Scales Podcast Brynne Tillman
00:00 Why Slow Down Your Outreach to Speed Up The Sales Outcome.
2:07 Social selling is about Building Relationships, providing Value and Insights, and Understanding the Sale will come when the Time is Right.
4:47 Salespeople must detach what a prospect is worth to them and attach to what value they can bring.
6:12 Don’t ask buyers questions, without doing research, giving information that you should already know destroys your reputation.
14:38 No Cold Calling, it's all about leveraging your existing network to re-engage with customers.
21:15 Online customers have longer to absorb the value you bring them.
23:26 LinkedIn helps leverage your network, connect with the right customers, and reduces the sales cycle.
29:00 End
linkedin.com/in/brynnetillman
@SocialSalesLink
@BrynneTillman
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Marcus Cauchi. He is a chairman board director and fractional chief revenue officer to technology scale-ups in the 10 to 50 million range, an author, and host of inquisitor podcast. Welcome to scale your sales podcast Marcus Cauchi
00:00 Sales Management Increases Customer Churn Rate
4:12 Why it's Essential to Improve your Investors’ Loyalty
7:29 No Sales Growth when Recruitment is Treated as a Numbers Game.
10:20 Coaching is the Superpower; the Problem is most Sales Managers don't know How to do it.
14:02 Why Ensure Salespeople are always Engaging with Customers.
17:26 50-60% of Sales Jobs will Disappear.
22:22 A Diverse Sales Teams give more Creative Solutions that Help Customers.
27:00 End
Linkedin.com/in/fractionalcrotechscaleups
Twitter: The_Inquisitor
Check out podcast: theinquisitor
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Joanne Black. She is America's leading authority on referral selling referrals work whether you are looking for a job client, a promotion, or a date. She is an author speaker consultant sells trainer. She is known in the sales community as a contrarian. Welcome to Scale Your Sales Podcast Joanne Black
00:00 The Power of a Referral Culture helps Sales Leaders Grow Revenue
5:47 Joanne talks about How to Build Referral Culture
8:18 Joanne says, your Clients are your Outsourced Sales Team, if they Love you, they're willing to Help you Gain more Referrals
10:36 You can't Automate Relationships, Business is Built on the Strong Relationship.
12:11 Companies needs to have a Referral System Strategy, to communicate to Sales Team that is Transparent.
16:49 Diversity in Sales Recruitment, Companies can get a Referral from Candidates to Hire the right Salesperson
22:44 To get Referrals from Existing Clients, Salespeople Should start with the Best Relationships.
27:00 End
linkedin.com/in/joanneblackreferralsales
Nomorecoldcalling.com
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest on Scale Your Sales podcast is a woman in Sales Influencer, Founder and CEO of the National Association of Women Sales Professionals.org. She is a LinkedIn Top Sales Influencer Creator of Thrive Strategies for Women in Sales and the Author of Reach the Top 1, a Strategic Game Plan for Warrior Women in Sales. She is known for motivating others to feel confident empowered and brave. Welcome to Scale Your Sales Podcast Cynthia Barnes
00:00 Why its Essential that Salespeople Lead with Authentic Personality to Better Serve Customers
02:54 Cynthia says, to reach the Top 1%, Salespeople should show up their True Selves with the Empathy to build customer Relationships.
5:42 Why it’s Important to Connect with People who Know your Challenges, Empathize with your Struggle, and can Help you Through it.
11:06 You got to have the Balance, Mary Kay said God first, Family second, Career third, anything out of that order will lead to Destruction.
13:30 Companies need to embrace Diversity as it is the Right thing to do, rather than it leads to Greater Revenue or Customers Expect it.
16:57 On diversity, Cynthia says, we Attract on Similarities but we Grow on Differences
21:05 Three types of people in the world, those Make Things Happen, those Wait for Things to happen, those Wonder What Happened. Which are you?
23:37 To Build Trust, Salespeople must know your Prospects and Customers like Best Friend, you Can't get them to Trust you until you Get to Know them
26:46 End
linkedin.com/in/cynthiabarnes
nawsp.org (NAWSP)
Check out her podcast: podcasts.apple.com/us/podcast/unstoppable-with-cynthia-barnes/id1575599319
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Jon Ferrara. He is a serial entrepreneur and noted speaker about social sales and marketing. He has re-imagined CRM by building Nimble, the simple CRM for office 365 and G suite, best known as the co-founder of Gold Software Corp, one of the early pioneers of Sierra CRM for small-medium businesses. Welcome to Scale Your Sales Podcast Jon Ferrara
00:00 Why Education is Key for Companies to Stay Top of mind with Customers
03:44 Why Jon says, Customers Don’t Buy Great Products, They Buy Better Versions of Themselves
05:55 Service is the New Sales, don't just spew Knowledge, Companies need to Listen and Engage Customers to Serve them and Help them Grow
11:57 Jon says, if you're not Managing your Network effectively, you Cannot Turn Contacts into Customers
15:07 Why Nimble works in Building your own Personal CRM and Leverage AI to Grow your Business
21:03 Follow up is Key to Business Success, if you don't Engage with Customers, you'll Never Find them again
25:12 Jon says, Relationships aren't Business Cards or LinkedIn Connections, they are People you take Time to get to Know
28:00 End
Linkedin.com/in/jonvferrara
Nimble.com
Try Nimble use the code Jon40 to get 40% off for your first three months.
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Kate Bradley Chernis. She is co-founder, CEO of lately is the only social media management platform that creates content for you with the power of AI. Welcome to Scale Your Sales Podcast Kate Bradley Chernis
00:00 Why leveraging AI with Human Elements to Engage with Customers
3:30 Why Kate says, TV is for the Mindless and Radio is for the Imagination.
8:18 Kate says, Consistency is what Rules in Marketing.
10:18 How AI helps Improve your Social Media Content to Engage with Customers
16:55 How to Create the right Conversation to Engage with your Sales Team
21:10 Kate says, everything feels Canned and Robotic, because we Missed Human Connection.
25:20 Companies need to Add Human Elements into the AI to Improve the Conversation with Customers
29:00 End
Linkedin.com/in/katebradley
lately.ai
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
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Welcome to Scale Your Sales Podcast, This is Janice B Gordon Reviews Many of the 99 Episodes of Multi-Award-Winning Scale Your Sales Podcast
00:00 Janice B Gordon Reviews Many of the 99 Episodes of Multi-Award-Winning Scale Your Sales Podcast
2:35 Timothy Hughes say, People who adapt Best are those Understand the Concept of Networks
3:00 Stephen Kelly talking about Why Companies must be Customer Obsessed
4:14 Tiffani Bova advises to "Go ask your Customers, What is the one thing that you are Not doing or what you can do More off?"
6:34 Adrian Swinscoe says, Sales is a Massive Part of what Happens that makes your Customer Experience.
7:04 Lori Richardson works to literally Change the face of B2B Sales as President of Women Sales Pro.
11:39 Jill Konrath says, Top Sales Leaders right now must Focus on their Culture, and be more in Touch with their people regularly, talking a Human Talk.
13:46 Jennifer Warawa says, The Heartbeat of our Business is the Factories, if we can't Manufacture then we can't Deliver a Product, so Safety has been a Key Priority.
15:25 Julie Mann said that almost Opportunities should be 40% of your Sales Revenue if you Systemise it.
19:25 Malcolm McDonald says, If you don’t know the Basics of Marketing, Social Media is not going to Work! Only 5% of Organisation have got financially qualified Value Propositions. Sales are Made by the way you Relate to your Customers and your Market.
20:51 Bryan Mattimore talked about the Creative Techniques that help to Improve the Chances of Making a Sale
22:36 Anita Nielsen talks about Why we must not Leave the Humanity out of the Sales Role, we are Humans Buying from Humans, Selling to Humans, Teaching Humans.
24:19 Meridith Elliott Powell with her book THRIVE: Turning Uncertainty to Competitive Advantage.
27:32 Zafer Karaca says, You Can’t Run a Global Organization, unless you Bring Diversity at All Levels
30:00 End
Listen, rate and review Scale Your Sales Podcast on Apple iTunes podcast platform https://podcasts.apple.com/gb/podcast/scale-your-sales-podcast/id1480686554?ls=1
Or you can subscribe to and watch the captioned videos on my YouTube channels https://www.youtube.com/playlist?list=PL8DMnLfkC_IfPvXhWkIAVdJAYbFphI2Rl
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Hang Black. She is the VP of revenue enablement in Juniper Networks, beyond being a seasoned technology executive. She is a dedicated mother global speaker and author of Embrace Your Edge - Pave Your Own Path as an Immigrant Woman in the Workplace, her nickname is Black Ops. Hang inspires evolution unhindered by this status quo. Welcome to Scale Your Sales Podcast Hang Black
00:00 Why Embrace your Difference and Raise Awareness of Unconscious Bias
4:06 Hang’s book: Embrace your Edge and Bring Awareness Unconscious Bias in the Workplace
8:48 Why Hang says, Diversity is Not just What We Can See on the Outside, we need Cognitive Diversity.
12:10 Why Hang Says, Networking and Branding is a Bad Rap
14:40 Why Immigrants come with a Tenacity and Encourage Evolution Not Perfection
Saigon fell, April 30th 1975: how Hang’s journey has shaped how she think about life, and taking the opportunities when you can.
22:07 Diversity Begets Diversity, people Don't Leave Companies, they Leave Managers.
26:28 The Best Way to Understand How the Sales Engine Work is to be in Sales.
30:00 End
https://www.linkedin.com/in/hangwithhang/
Instagram: Hang_With_Hang.com
Website: www.HangWithHang.com/book
Book Teaser: https://www.linkedin.com/pulse/embrace-your-edge-hang-black-1c/
YouTube: https://www.youtube.com/channel/UChTiakFX0P2KwackAdxFxhg
Sharing her story: https://youtu.be/eeI1fVIBjH0
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://Janicebgordon.com
LinkedIn: https://www.linkedin.com/in/Janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/Janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Morgan J Ingram. He is the director of execution, evolution at JB sales training, they focus on delivering to sales development teams to enhance their skill set and performance. Morgan has been named one of the top 50 sales leaders to follow by LinkedIn, a top 25 sales development thought leader by inside sales, LinkedIn's top sales voices 2018 2019 2020. Welcome to Scale Your Sales Podcast Morgan J Ingram
00:00 Why Leverage Video Content to Engage with Customers on a Human Level
4:02 Why Morgan says, Video Proposal can Help Close Multiple Deals?
7:38 Why Video is another way to Connect with Customers on a Human Level?
10:38 Gary Vee’s advice on don’t be the Expert, start Documenting your journey to be Relatable to Audiences.
15:27 Salespeople need to Focus on Solving Customers’ Problems, instead of the Number or Quotas
19:37 Organization needs to have an Alignment in Sales Team and Revenue Team to Leverage Customer Success
23:47 Why companies need to Build Up a Safe Place for Salespeople to Share their Journey and Help Solve their Problems.
29:00 End
https://www.Instagram.com/morganjingram/
https://www.Linkedin.com/in/morganjingram/
https://salesfortheculture.com/
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://Janicebgordon.com
LinkedIn: https://www.linkedin.com/in/Janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/Janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Jennifer Hicks. She originally began her career looking after the crown jewels at the Tower of London. After a career shift, she moved into sales, discovered a passion for coaching. She has been working for a number of SaaS technologies, coaching and scaling the SDR teams to success. Welcome to Scale Your Sales Podcast Jennifer Hicks
00:00 What Happens When Companies Do Not Have a Customer-centric Focus?
2:15 Why Jennifer says, Companies in B2B industry can learn from a lot from B2C?
3:40 Learn how Gearset, keeps their ear to the ground for customers’ feedback.
6:49 Why Leverage non-traditional platforms to engage with Customers.
10:07 Build up Trust with Customer by having a Conversation as a Human Being level.
15:06 Coaching your Team Not just about being Successful at the company now, but for their Future career success.
18:02 What are the Varying Perspective That You Can Bring to an Organization through Diversity?
24:00 End
https://www.linkedin.com/in/jenniferhickssalesmanager/
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://Janicebgordon.com
LinkedIn: https://www.linkedin.com/in/Janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/Janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest on Scale Your Sales Podcast is Donald C Kelly. He is the founder and chief sales evangelist at the sales evangelist training organization. I've been wanting to get Donald on the podcast for a while because I listened to his podcast, The Sales Evangelist, and absolutely love it. Welcome to Scale Your Sales Podcast Donald C Kelly
00:00 Why a Negative Mindset will Affect Your Whole Sales Performance
4:10 Donald talks about the Challenge of How to Develop Opportunities in a Negative economy or in the Pandemic?
7:06 Donald says, it is Catastrophic if Salespeople do not have a Personal Belief mindset
10:03 You only have Bad Moments, not a Bad Day.
16:05 How Selling in Color podcast was brewed.
18:04 Why A Diverse Sales Team makes more Money than Teams that are Not Diverse
21:43 How to Utilizing Omnichannel and LinkedIn to connect with Customers on a Human Level.
27:00 End
linkedin.com/in/donaldckelly
thesalesevangelist.com
https://twitter.com/DonaldCKelly
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Wesleyne Greer. She marries her love of sales, her passion for coaching at transformed sales with a strong track record for driving revenue through sales marketing and ongoing customer support. Through her process, she understands that sales leaders require both coaching to develop their leadership skills with outside-the-box strategies to ensure everyone on the team becomes a sales superstar. She is singly focused on clients and more repeatable sales. Welcome to Scale Your Sales Podcast Wesleyne Greer
00:00 Why B2B Salespeople Need to Focus on their Customers, rather than Themselves
4:15 Wesleyne talks about How she Learned to Become a Sales Leader
09:14 Why Wesleyne says, Buyers Don't Care about Salespeople, but their own Problem
12:50 To Develop Strong Sales Team, Leaders need to Understand their Personal Goals
15:10 Companies need to Listen to Customers’ Needs and Address their Problems
18:29 The First Step to Diversify SalesForce is truly Assessing and Hiring them
23:00 End
https://transformedsales.com
https://www.linkedin.com/in/wesleynegreer
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest on Scale Your Sales Podcast is Zafer Karaca. He is VP of Cloud Red Hat synergy at IBM. He is leading key growth initiatives across the US with a primary focus to optimize IBM's go-to-market strategies, and to enable clients to accelerate their Cloud journey to drive business transformation with open Hybrid Cloud solutions and AI. Welcome to Scale Your Sales Podcast Zafer Karaca.
00:00 Why Diversity in Sales Drives Understanding of Customers’ Pain Points
04:24 Zafer says, The Moment we say we’re going to Control the Innovation, it means we’re Killing it!
07:51 The Real Value of Salespeople is Help Customers Understand their Pain Points from a Business Perspective.
11.36 The Advantage of Being in a Virtual World is the ability to better Understand the Customers’ Culture
15:53 Why IBM Program Removed College Degree Pre-Requirement for Many entry Jobs.
20:44 Zafer says, You Can’t Run a Global Organization, Unless you Bring Diversity at All Levels
24:30 For Long-term Growth Create an Ecosystem that is Open for Partnerships.
27:00 End.
https://www.linkedin.com/in/karacazafer/
https://twitter.com/zfrkaraca
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Steven Benson. He had joined Google and became Google's enterprises' top sales global executive in 2009. He is the president of the sales hall of fame, and host of outside sales, talk a podcast specifically for outside salespeople. He is the CEO and founder of Badger Maps, the Number One App in the Appstore for outside salespeople to upgrade existing CRMs with mapping routing and scheduling. Welcome to Scale Your Sales Podcast Steven Benson.
00:00 Why Companies Must Keep Salespeople Aligned with Customers Rather than Revenue
1:57 Badger Maps Application Help Field Salespeople Focus on their Right Customers
5:37 Why Traditional CRMs Haven't Really Been Focused on Solving Problems That Field Salespeople Have
8:37 Steven says it is more Effective to Switch Sales Reps Compensation from Revenue to Profitability.
12:02 Companies Need to Leverage Sponsorships for Better Decision Making in Complex Sales Cycles
15:56 Why the Buyers and Customer Focus must be both Short Term and Long Term in Sales Cycle?
20:06 Companies Need to Change Messaging to Better Help Customers Do More with Less.
26:55 End
2-months free trial: https://www.badgermapping.com/podcasts/
https://www.Linkedin.com/in/stevenbenson/
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
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.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Melinda Emerson. She is known as Small Biz Lady. She helps fortune 500 companies effectively target, and retain small business customers as the CEO of a quintessential group, she is America's number one small business expert. Welcome to Scale Your Sales Podcast Melinda Emerson
00:00 Automation is Great but Companies Must Focus on Human Elements?
6:19 Focus on the End Users Experience Helps Companies to Sell More
11:32 Melinda says, There’re Problems that Chat Bot can’t Fix, But Humans Can!
16: 04 Why it's Difficult to Change Vendors, unless they have a Catastrophic Customer Service Experience?
19:08 One of the Biggest Failures the Large Corporations Have Is the Follow-up After the Sale
21:47 Melinda Says, Look for Sales Trainers of Color and Women, people Have Different Perspectives and One Size Fits All Oriented Training Doesn't Really Work.
24:28 Why Melinda says, B2B Selling is Never Going to be an Impulse Buy.
27:30 End
linkedin.com/in/melindaemerson
Succeedasyourownboss.com
Smallbizladyuniversity.com
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest on Scale Your Sales Podcast is Meridith Elliott Powell . She named the top 15 business growth expert to watch and the top 41 motivational sales speakers. She is passionate about helping her clients learn the strategies, they need to turn uncertainty into a competitive advantage. Welcome Scale Your Sales Podcast Meridith Elliott Powell
00:00 Why Companies Need to Leverage the Uncertainty to Thrive
01:54 Why isn’t Uncertainty always a Negative?
5:44 Meridith says, if You're Not Focused on The Vision, Then You Will Always be Pulled into the Obstacles.
7:45 Why Meridith says, Competition Need to Become Collaboration.
9:27 Rather than chasing new business, You Should Focus on Your Existing Customers.
13:31 Why Use your Core Values in the Decision-making Process?
17:22 Revenue was Doubled Down, because Company pays Attention to Stockholders, instead of Customers in the pandemic.
21:36 One of the Powers of Diversifying your Sales team is it opens up new target markets for you.
29:00 End
https://www.linkedin.com/in/meridithelliottpowell/
https://meridithelliottpowell.com/product/thrive-turning-uncertainty-to-competitive-advantage
THRIVE book: https://meridithelliottpowell.com/free-thrive-chapter-download/?fbclid=IwAR12tqGwPQl6i0iE9pMV2tYP2Px1UFZz6JrclzPxFMul7Iuy7My_KeL6N28
Thrive: Strategies to Turn Uncertainty into Competitive Advantage https://www.amazon.com/Thrive-Strategies-Uncertainty-Competitive-Advantage/dp/164052829/ref=sr_1_1
www.valuespeaker.com
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://Janicebgordon.com
LinkedIn: https://www.linkedin.com/in/Janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/Janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Geoff Burch. He is a rip-roaring keynote speaker, author of six books, and TV presenter. He has been described by the press as the alternative business Guru and is one of the winners of the business communicator of the year award, also voted as one of the world's top 10 business motivational speakers. Welcome to Scale Your Sales Podcast Geoff Burch
00:00 Why Customers Must Be the Heart of Business
03:06 Talking about Geoff’s book - The Way of the Dog story, the character Derek Stubbins
9:34 Geoff likes that Smaller Businesses Working at 1% can easily Get A Hundred Percent Improvement.
16:08 Why Geoff Says, People sometimes Gets Stuck in Their Heads.
20.01 Finding and Keeping Customers is the Only Activity that can Generate Revenue.
22:54 Companies Should be Aware of their Own Business to Offer the Best Service for the Customers
25:31 There are Skills that Salespeople could Acquire to be More Persuasive towards the Customers
29:19 The Whole Business Need to be Sales Aware, Otherwise, They could Make False Promises
33:00 End
Geoffburch.com
Https://www.linkedin.com/in/geoff-burch-73754821/
https://www.amazon.co.uk/Geoff-Burch/e/B001K8EYLC?ref\_=dbs\_p\_pbk\_r00\_abau\_000000
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Gabrielle Blackwell. She is known as the Sales Development SaaStress. She is an SDR manager at Gong.io and co-host of the women in sales club on Clubhouse. Welcome to scales yourselves podcast Gabrielle Blackwell
00:00 Why Use Your Authentic Personality to Engage with Customers.
08:42Gong.io, Helps you Rethink the way that you do Business and Deliver Better Customer Experience?
10:11 Organizations That Have a Culture of Peer-to-Peer Learning and Coaching Generate More Revenue.
12:51 When Actually Engaging with a Prospect, Be Meaningful, Be Intentional and Have Your Own Authentic Voice.
16:33 Gabrielle says, Let's Be Upset and Let's Also Channel That into Productivity.
21:28 If You are Not Compassionate and Understanding, Your Team’s Performance Will Dip
25:36 Why Gabrielle says, Don’t Talk to Me About Diversity Equity and Inclusion?
29:34 We will Interpret the Same Picture, Differently, and Nobody's Right and Wrong, They Can Co-Exist Harmoniously.
32:00 End.
https://www.linkedin.com/in/gabrielleblackwell/
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencers in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
You are going to love this conversation!
Heads Up - VanillaSoft is hiring!
My next guest of Scale Your Sales Podcast is Darryl Praill - the CRO of VanillaSoft. He is a top 50 sales keynote speaker a 2020 top 10 branding expert, a social media influencer, and a category-leading podcaster and serial entrepreneur. He has raised almost a hundred million dollars in funding as has been an acquirer and acquired and gone public. Welcome to Scale Your Sales Podcast Darryl Praill
00:00 Leveraging Your Personal Band Creates Awareness and Customers for the Company
07:10 Darryl says The World Had Changed, Sales and Marketing Has Really Grayed Out
09:54 Marketing and Sales Start to Cross-pollinate
11:52 How Do You Get Notoriety and Visibility While Not Having a Lot Less Money?
15:58 Darryl says Ignore the Vanity Metrics, Your Reputation Will Establish Yourself.
18:30 Why the Onboarding Process Gets the Right Team that Reflects the Culture of the Company
23:04 The Whole George Floyd Thing in the States Has That Changed Behaviors? Maybe A Little! The Sales World Is Far More Aware Now Because Of Advocacy Groups like Women in Sales and That's Great.
26:38 Darryl says Be Exclusive, Be Diverse to Make the Company a Better Place.
33:52 End.
Go to https://outboundconference.com/ click on the VanillaSoft logo and see all the social content that the speakers are putting out - this is the insides view.
Connect with Darryl Praill on https://www.linkedin.com/in/darrylpraill/ or find all his content by putting his name on Google.
Darryl has a great show on the Sales Experts Channel called DRIVE it is on Friday and you do not want to miss this. https://www.brighttalk.com/webcast/14877/458173
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of the Top 100 Global Business Influencer in 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://Janicebgordon.com
Linkedin: https://www.linkedin.com/in/Janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/janicebgordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/Janicebgordon
Facebook: https://www.facebook.com/scaleyoursalesjbg
My next guest of Scale Your Sales Podcast is Liz Heiman. She is a national sales expert, founder, and CEO of Regarding Sales. Her company focuses on building B2B sales operating systems that drive extraordinary growth. Her strategy and processes create a roadmap for success that focuses on her clients and on growing their business.
Welcome to Scale Your Sales Podcast Liz Heiman
00:00 Why Focus on Systems and Processes to Efficiently Manage Salespeople
04:00 In The Process, We Were Able to Work Together and Grow the Division
06:25 Liz Says Building Relationships, Understanding Solving the Problems Help Close the Deal
09:18 Providing Technology to Eliminate Any Obstacle that Gets Between the Salesperson and Selling
13:00 Liz Says Investors and Startups’ expectations are Unrealistic, Which Would Kill Their Startups
19:09 Liz says You Should Set Up the Processes and Systems as Salespeople Are Not Great Organizers
23:22 End
https://www.linkedin.com/in/lizheiman/
www.regardingsales.com
https://twitter.com/LizRHeiman
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of Top 100 Global Business Influencer 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest is Anita Nielsen of Scale Your Sales Podcast. She works with visionary Senior Sales Leaders to develop high-performance sales teams with the knowledge, skill, and will to drive profitable growth. She is a Sales Sensei, (in martial arts) a teacher Author of Beat the Bot & Sales Enablement Consultant.
Welcome to Scale Your Sales Podcast Anita Nielsen.
00:00 Why you must not leave the humanity out of the sales role.
06:06 At the end of the day, we are humans buying from humans, selling to humans, teaching humans.
06:45 As a coach, I have a unique perspective on salespeople when they come to me.
10:26 Salespeople, we have challenges, we don't love CRM, we don't like paperwork.
14:41 Anita says that's the thing about difference! You have to speak their language.
18:14 How are you going to be successful being personal with the diverse buyers?
19:29 Teenagers have zero patients for a lack of diversity.
21:40 Anita says you have to own part of your own deficiencies in coaching others.
33:00 End
https://www.linkedin.com/in/anitanielsen
@ANielsenLDK
www.ldkadvisory.com
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of Top 100 Global Business Influencer 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining, and growing their most valued customer relationships for long-term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest of Scale Your Sales Podcast is Cofounder and Chief Idea Guy of Growth Engine, a 20-year old innovation agency based in Westport, America. He has adapted a wide variety of creative thinking techniques to improve the selling experience and ultimately the success rates. He has personally led over 1,000 ideation and sales training sessions. He is also the author of three seminal works in the field of creative thinking including Idea Stormers, and 21 Days to a Big Idea. Welcome to Bryan Mattimore.
00:00 How Creative Thinking Techniques Improve The Sales Experience
01:20 How creative techniques help to improve the chances of making a sale.
03:54 Why Bryan's creative techniques come from growing up in an entrepreneurial family.
06:20 First, create a collage that represents what you are selling and then creates one with the customer's needs.
08:00 Discover Bryan gives us a language technique.
09:57 Discover what Bryan means, language creates empathy, identification, and relationships.
11:12 Why are clients part of the creative process?
13:54 Why during the pandemic we saw a pullback in creativity?
16:28 Why and how data help the sales?
19:22 There are two types of research: general research and trend research.
21:22 When you go in with a unique idea you are unique.
22:33 Bryan would take his kindle on a Desert Island, find out who is Bryan’s hero and why?
24:30 End
www.growth-engine.com
https://www.linkedin.com/in/bryan-mattimore-2aa04b1/
https://twitter.com/BryanMattimore1
https://www.fastcompany.com/3003484/promote-new-idea-forget-powerpoint-try-billboard
My next guest on Scale Your Sales podcast has helped Fortune 500 clients as a global sales executive for 20+ years. She is Chief Learning Officer with Sistas In Sales, which empowers women of colour across the sales sector. She prides herself on changing mindsets as well as inspiring others into action. Author of What is in the C.A.R.D.S.?: 5 Post-Pandemic Sales Strategies. Welcome to Cherilynn Castleman.
00:00 Collaboration Building Relationships and Finding Hidden Solutions with the Client.
01:31 Why you need to connect with people who are different from you.
06:17 Treat everyone as you want your family to treat you and they will treat you that way.
07:47 Empathic listening is truly listening to people, this is the most important thing you can do.
09:52 More about Cherilynn’s book called “What is in the C.A.R.D.S.? 5 Post-Pandemic Sales Strategies“
15:47 Discover what are the four questions Cherilynn encourages people to ask?
19:25 Think about what your superpower is and leverage that with your vulnerability.
21:06 Find out why Cherilynn’s shero is Ursula Burns?
24:49 End
www.postpandemicselling.com
www.masterfulselling.com
https://www.linkedin.com/in/cherilynn-castleman/
https://twitter.com/masterfulgrowth
www.sistasinsales.com
My next guest of Scale Your Sales Podcast says, in a world of empty suits, he is leading a revolution of authenticity, integrity, and substance in the sales profession. He is the author of the Best Selling Book, Selling From the Heart and the Co-Host of the Selling From the Heart Podcast. Welcome to Scale Your Sales Podcast Larry Levine.
00:00 Why Authenticity is a Lifestyle and Is Not a Life Switch.
04:09 Why Larry is helping businesses adapt to the pandemic, working on mindset, heart set and skill set.
06:51 Why not many people can truly engage in a normal conversation that transitions to a sale conversation?
11:15 Hear why authenticity is a lifestyle, it's not a life switch.
13:55 More about Larry's book: Selling from the Heart, and the phrase “empty suits”.
16:45 Why Larry's advice is “care about things that you really care about”.
20:27 why asking the question: we've identified a problem; what have we done internally to discover it?
23:58 Why Larry encourages everybody to think about what’s your relationship looks like.
27:41 End
https://www.linkedin.com/in/larrylevine1992/
https://www.sellingfromtheheart.net/larry-levine
My next guest on Scale Your Sales Podcast is an attorney and family game night aficionado; turned entrepreneur, founder, digital transformation expert, coach, and CEO. He trains sellers to accelerate pipeline with meaningful virtual conversations using social media. He focuses on helping professionals overcome the barriers to successful virtual selling. As well as helping enterprises with more than 50 sales and marketing professionals, manage global sales transformation at scale.
00:00 Turn Your Social Media Activities into Sales Without Selling on Social Media.
01:15 Why focus on social selling and virtual training during the pandemic.
03:34 More about virtual training, retention, interaction and learning in the job.
06:15 Why experiences help people to know what is expected of them in a given context.
09:53 Never forget that sales have two sides: Technology and People.
15:05 Why creating the right first impression on social media is critical?
23:26 Why we need more diversity in our leaders?
27:56 Why Lenwood would take his iPhone on his Desert Island?
29:44 End
https://twitter.com/lenwood_ross
https://www.linkedin.com/in/lenwoodmross
https://www.accelery.com
My next guest on the Scale You Sales Podcast show is Lisa Magnuson has walked in the shoes of sales leaders. She was an award-winning sales manager and led the charge as a Sales VP for several Fortune 50 companies. Totalling over 35 years of experience, she has worked with large, medium and small corporate clients across a broad spectrum of industries.
00:00 Why complexity means doing things simply.
01:08 Why salespeople need to pay attention to the changes?
04:30 Why as a sales professional, it is important to understand what the prospect's priorities are?
06:36 Why value also means outcomes?
09:50 Are you thinking from the customer's point of view?
13:32 Why you must ask yourself - what is good for the customer?
16:58 Clients only care about how you can help them!
21:29 Why doing things in a practical way, like pre-call planning, is critical to your success.
25:42 End
Get your Pre-Call Planning Tool https://toplinesales.com/resources/
https://www.linkedin.com/in/toplinesales/
https://twitter.com/Lisa_magnuson
My next guest of Scale Your Sales Podcast works internationally as a sales transformation consultant, conference speaker and seminar leader in the areas of sales and negotiation performance. He’s the bestselling author of five books, has worked in over thirty countries with a client list that includes some of the world’s largest and most successful companies. He is also the co-founder of the UK’s leading sales podcast “The Sales Chat Show”. Welcome to Scale Your Sales podcast, Simon Hazeldine.
00:00 Why you must redefine the sales profession in the post-pandemic.
01:44 Why with the pandemic we have to adapt to the new reality of the virtual environment?
04:49 What are the advantages of the virtual environment.
07:17 Why in virtual negotiations, negotiators that conduct five minutes of small talk achieved better business results.
09:51 Why we need to redefine the notion of professional?
11:10 How starting with the customer then talk about how you may be able to help them is critical.
15:19 Why some people think that salespeople do not add value.
16:20 Why it is much easier to sell to customers who know you, trust you and are comfortable with your value.
19:47 Find out the 3 options are available to facilitate the decision-making process.
22:06 Do you show respect for the buyer’s and Customer’s time?
25:30 End
http://simonhazeldine.com/
https://www.linkedin.com/in/simonhazeldinesalestransformationsalesperformance/
https://twitter.com/SimonHazeldine
My next guest of Scale Your Sales Podcast, was my Marketing Professor when I did my EMBA at Cranfield School of Management. Before he becoming a Professor at six of the UK's top Business Schools, he was Marketing and Sales Director of Canada Dry, with a sales force of 150. He is the author of 46 books, one of which has sold half a million copies. Welcome, Malcolm McDonald.
00:00 If you don’t know the Basics of Marketing, Social Media is not going to Work!
01:37 Why during the pandemic, Malcolm captured all his knowledge into online courses.
05:58 Why success in business requires new knowledge and skills.
09:29 Cranfield prepare Students and Managers to acquire the knowledge needed to become marketing specialists.
13:50 If you don’t know the basics of marketing, social media is not going to work.
19:22 How Malcolm McDonald's books come from deep understanding of the real-world issues.
22:29 Critically, only 5% of organisation have got financially qualified value propositions.
28:10 Why sales are made by the way you relate to your customers and your market.
30:38 Why you must ensure you focus on the right part of the market.
34:05 Discover what Malcolm McDonald would take on a Desert Island?
36:14 End
https://www.linkedin.com/in/professormalcolmmcdonald/
https://the-mmacademy.teachable.com/
My next guest is Amy Franko, her sales career at IBM and Lenovo, and continued when she took the leap into entrepreneurship, starting her sales training firm. She is a LinkedIn Top Sales Voice. Not only am I jealous I am a fan of Amy Franko.
00:00 Why Your Energy is Important in the Sales Process.
01:28 With the pandemic, it is necessary to adapt to virtual.
04:33 Why maintaining your positivity and energy are important in the sales process.
05:56 Amy’s book: The Modern Seller, and the entrepreneurial idea behind this book.
09:51 Why as an entrepreneur, the company's growth is based on your ability to build customer relationships.
11:44 Why there is more awareness, more action, and more pressure to get women into a Sales Career.
13:23 Why take the time to focus on the 20% of clients that represents your current budget.
16:00 Why you need to get out into your community to succeed.
17:40 More about the World Association of Girl Guides and Scouts.
21:43 End
https://www.linkedin.com/in/amyfranko/
https://twitter.com/AmyFranko
https://amyfranko.com/
https://buff.ly/3lHwn5S The Modern Seller
My next guest is Kia Puhm, a trailblazer in the field of Customer Success with 26 years of experience in the tech industry, is the founder and CEO of DesiredPath. Obsessively passionate about aligning the interests of customers, vendors and employees, Kia created the Intelligent Framework™ to help companies be customer-centric to achieve smarter, faster revenue growth.
00:00 Why You Must Be Agile to Support Your Clients' Path and Desires?
02:36 Companies that organize their business around customers drive revenue more effectively.
05:07 How Kia helps companies create analogous metrics in the post-sales funnel to measure customer progress.
08:14 Why it is important to observe the paths of desire that your customers take repeatedly.
11:26 Why Kia starts with a customer-centric approach and only then look at the activities.
14:26 Consider the whole customer company with all the different stakeholders and personalities.
19:23 Why focus on individual customers’ needs.
23:14 End.
https://www.linkedin.com/in/kiapuhm/
https://twitter.com/kiapuhm
https://www.thedesiredpath.com/
My next guest of Scale Your Sales Podcast is Blaire G Hervey, a Business + Career Coach and Sales Enablement Leader at Amazon Web Services. She’s an inspirational Maverick, making her mark with start-ups + tech giants experiencing rapid growth. Her true passion lies in innovating for women of colour, helping them to navigate the complexities of corporates and to become change agents in their communities.
00:00 Why sales organisations need to change and hire more people of colour.
01:26 More about Amazon Web services
02:35 How can we lift women of colour up and give them an opportunity to grow?
03:56 Why it’s really important to have a support system for women of colour.
06:35 Diversity is natural, we are all different, we all exist.
08:40 Why organisation need to create employee resource/support/affinity groups.
13:20 Why Blaire opening the doors for these other gritty people who have non-conventional background.
16:09 You need to know the people you are going to serve in order to know what to serve them.
16:55 To enable buyers to buy, take a moment to hear what they have to say and answer the questions.
20:11 Blaire shero is Stacy Abrams, find out why?
22:09 End
https://www.linkedin.com/in/blairehervey/
https://twitter.com/mystrategyslays
My next guest of Scale Your Sales Podcast is Dan Pfister, a partner at The Business Source Corp. They’ve generated over 50k customers and have worked with brands like American Express and Tony Robbins.
Dan built a customer win-back process they’ve used since 2016, and based on the success of it, he founded Strategic Winback Services.
00:00 Why Win-Back is one of the Most Effective Customer Growth Strategies
01:27 The origins of the Customer Win Back Process.
03:47 The elements of the Customer Win Back process.
07:24 Why in many companies you are not rewarded for winning back a client.
10:42 The win rate of a past customer is 8X versus a new customer.
13:30 Dan’s metaphor: "getting married is one thing but staying married and being happy is a lot of work", it’s the same with clients.
16:01 Once you have honed your win-back strategy you can then apply this to win others.
17:12 Why it is necessary to establish a relationship of trust when winning back a customer.
21:15 Find out what is Dan's Desert Island pick, and why?
24:25 End
https://strategicwinback.com/calculator/
https://www.linkedin.com/in/danmpfister/
My next guest on Scale Your Sales Podcast Show is Nikki Rausch. After 25 years of experience selling to such prestigious organizations as The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA, Nikki Rausch decided to trade in her road warrior status so she could help entrepreneurs sell in a way that builds relationships, creates true connection, and results in more closed deals and long-term client.
00:00 Being Authentic and Selling with Integrity.
01:21 Sales should be buyer-centric, that's how buyers want to buy.
03:33 As a seller, speak the language of your buyer's brain.
05:40 It is not your job to convince people to buy from you.
07:37 More on Nikki Rausch’s book and methodology - The Selling Staircase: Mastering the Art of Relationship Selling.
10:17 In the sales conversation you must follow this 5-step process.
11:41 Why you need to know the language that encourages the brain to give an answer?
13:30 Nobody should ever feel trapped into buying and how this happens.
15:41 Having the right conversations in the right way.
17:50 Why asking the buyer for their decision-making criteria is essential?
20:47 Desert Island, Nikki would take a Kindle.
22:14 End
https://yoursalesmaven.com/ https://www.facebook.com/yoursalesmaven/ https://www.instagram.com/your_sales_maven/ https://yoursalesmaven.com/podcast/ https://www.linkedin.com/in/nicolerausch/ https://twitter.com/yoursalesmaven https://www.youtube.com/channel/UCG_fQKDlfI9bOk621GtKW9w?view_as=subscriber
My next guest on Scale Your Sales Podcast Show is Tripp Braden, an executive coach who works with clients on their go-to-market strategies leveraging their teams' strengths to create a unique position in the market.
We talk about business growth, building teams and emotional intelligence, sales and diversity.
00:00 Selling is a team sport.
01:05 More about building diverse supplier networks.
02:01 In times of COVID we need to provide leadership initiatives.
04:40 Why Government and education have a role to play in business?
06:13 How diversity offers a true benefit to organizations?
08:23 How do we incorporate customers into the discussion?
09:30 B2B sales are a team sport.
11:09 Tripp Braden comes from a world where everything is about whatever you kill, you get.
12:45 How do we change the inherent structures that limit us?
15:02 Emotional intelligence is an essential element to cope with this pandemic.
19:54 Why employers must get their teams involved in employee advocacy?
23:00 Tripp’s hero is Marc Benioff, find out why?
25:38 End
https://www.linkedin.com/in/trippbraden/
https://twitter.com/TrippBraden
https://trippbraden.com/
My next guest on Scale Your Sales Podcast Show is George Brontén. George is a life-long entrepreneur with 25 years of experience in the software space. With the life motto “Don’t settle for mainstream,”
George seeks new ways to improve sales effectiveness using innovative software, skills, and processes. He is the author of Stop Killing Deals and shares his thoughts on the award-winning blog “Art & Science of Complex Sales.”
Highlights of the discussion:
00:00 Understand Your Customer's Needs to Create Long-Term Relationships.
03:00 Adapt in the pandemic by creating new technologies to manage customers.
04:02 Why everyone should know who their best partners and customers are?
06:01 Why you must sell a product with a clearly defined outcome?
06:52 More about George Bronten's book entitled “Stop Killing Deals”.
09:53 Understand your customers and their problem to create a relationship of trust.
13:01 Why the customers’ needs are like the needs hierarchy?
14:05 Understand the important customer milestones on their decision-making journey.
16:13 Identify the problem in the management of the customer business.
19:29 End
https://www.linkedin.com/in/georgebronten/
https://twitter.com/georgebronten
https://www.membrain.com/
https://www.amazon.co.uk/Stop-Killing-Deals-assumptions-excellence/dp/9151941821
I would normally have a guest on the Scale Your Sales podcast Show. I have decided that once every other month I will talk to you so you can get to know more about me and what I do. I am really excited because I have come off the sales Kick-off presentation that I did with a colleague of mine Bev Hancock. I wanted to share some of the things that came out of the Kick-off meeting and talk a little more about the Scale Your Sales framework.
Sales leaders and sales teams coming off the back of 2020, which has been a challenging year, let's not forget for some sales teams have hit record sales, but for a lot, it's been a real struggle. Having to adapt to the virtual world and certainly the team that I have just been working with they were talking about how not being able to physically see customers is a struggle. This company was based in South Africa and I had 87 colleagues participating on Zoom, their challenges are similar to many others I have worked with.
00:00 Why Having a Partnership Mentality in Sales is Essential?
01:19 87 colleagues got on Zoom Kick-off presentation talking about the current challenges, more Kick-off is required now not less.
01.45 Changes that have only been accelerated by COVID, like Omnichannel selling.
03:57 Why moving more to be a trusted advisor to become more of a coach to your customer?
05:12 Why talking to your customer on a human to human level creates the required emotion and experience?
07:02 In this Kick-off presentation we worked through a tool that scales the customer relationship's strength and breadth.
08:24 Scale Your Sales Framework is Attraction, helps you to Engage Educate Elevate relationships.
09:08 Scale Your Sales Framework is Retention, Productivity, Attraction and is circular.
10:19 Why co-creating the solution and not just selling the next product or service is key?
10:44 On the Scale Your Sales Podcast I get to talk to lots of fantastic experts who share their knowledge.
11:37 The Kick-off presentation we went through the 5 Steps to Becoming a Trusted Advisor.
13:25 Please ensure you rate and subscribe to stay tuned to Scale Yours Sales Podcasts.
13:26 End.
Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales, listed 25 of Top 100 Global Business Influencer 2017. Janice helps companies around the world adopt the Scale Your Sales framework to develop their leading-edge capabilities in securing, maintaining and growing their most valued customer relationships for long term value and partnership.
Book Janice to speak virtually at your next event https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: http://scaleyoursales.libsyn.com
More on the blog https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSalesJBG
My next guest on Scale Your Sales Podcast is Larry Long Jr the Director of Collegiate Sales at Teamworks. He is also the Founder and CEO of Larry Long Jr LLC, which focuses on sales motivation, inspiration, training & coaching.
00:00 Seize The Business Opportunities Now or Someone Else Will!
02:09 There are two ways of continuing to connect with virtual work: listening and get creative.
05:20 The B2B environment is improving but there is still a long way to go.
06:30 Larry shares how his Mother got him into sales and how his Sister increased his sales.
07:22 Larry loves serving others and ‘the great thing about sales is, we get to serve as a profession.
08:36 What is the impact of Black Lives Matter in America and in the sales industry?
12:42 A little more about Teamworks, and why is it essential to empower and engage elite athletes.
15:25 The strategy to scale your sales is to make sure you ask the best questions to get the best answers.
17:00 Larry says - If you are not going to seize the opportunity, there is someone who will.
19:58 Getting close to your current client that is also a great referral source.
20:55 Larry's shero is his Mother and his late Father is his hero, find out why?
23:09 End
https://twitter.com/larrylongjr
https://www.linkedin.com/in/longjr7/
My next guest is Sonia Dumas, the founder of the Unstoppable Sales Community, she is the Payday Conversations Expert on the Sales Expert Channel She helps small business leaders grow their business to maximum capacity.
00:00 Sellers that best educate their buyers will win more buyers.
02:09 The pandemic has reset expectations that customer success is a critical factor towards conversions and retention.
03:19 Time is money, every dime count.
05:05 What practical strategy could you offer that has enabled buyers to buy?
05:47 The best things businesses small, medium, large can do is educate people about your service.
06:42 Payday conversation: sales strategy with 3 things: confidence, curiosity, and conversion.
10:15 Woman in business: diversity has improved.
15:20 We live in a time where it is easy to create a business.
16:15 You don’t need hundreds and thousands of clients.
17:03 Start by changing a small niche and not think about changing the world.
18:14 COVID is a window of time where you can build you company.
20:02 Make sure you’re dealing with your emotional stuff because it’s going to get projected on your business.
20:35 The shero of Sonia would be Maya Angelou and here is why.
End 22:55
https://www.linkedin.com/in/soniadumas
http://streetsmarts.curiohaus.com
My next guest on Scale Your sales Show is Peri Shawn the award-winning author Sell More with Sales Coaching. You may have read some of her articles in Selling Power, Salesforce.com, Entrepreneur, Inc., and Forbes. Peri teaches and coaches sales VPs and their teams on how to leverage the neuroscience of buying to increase sales and improve the client experience.
00:00 Referrals Get Short Term Results and Long Term Exponential Growth.
02:49 Rather that pivot: Being responsive means there is a dynamic in which you are doing it.
06:06 How stressed an individual is, impacts their buying choices.
07:13 Multiple studies indicate that people have a good portion of their buying decision already complete.
08:39 Assess how far along will they be in their buying-decision, by the time you have that conversation?
10:35 Salespeople are stepping on buyer decision and convincing them in some ways not to buy.
13:06 Knowing what is important to buyers - gives you a starting point.
15:42 Giving buyers space to think.
16:24 Most salespeople go into the meeting thinking they need to be talking.
17:00 Sales presence: understanding what's going on for the client and their decision making that's happening in their brain.
18:20 We can only deal with 4 sentences and one question at a time.
18:58 Incremental improvement: getting better day by day.
19:40 Referral will get you results in the short term and it has exponential growth in the business.
20:45 Every referral you get, you get two more referrals.
23:00 Desert island, Peri would take a computer.
End 24:16
Facebook Group Selling with Science and Soul! https://www.linkedin.com/in/perishawn
My next guest is on Scale Your Sales podcast is Fred Copestake, the Sales trainer and consultant, and author of 'Selling Through Partnering Skills'. Fred believes that people can get better through learning and sharing, and with better collaboration, we can all really make a difference.
Fred and I talk about his book and why partnering, and collaboration is more important in sales today. Fred expresses why listening is critical and balancing long term and short-term demands between the buyer and supplier along with customer success.
00:00 Fred Copestake - Not Gamification but Realification Deliberate Practice in Real Life.
03:53 Why gamification does not excite Fred, but realification does?
08:47 What is the highest praise given to a salesperson by the customer or buyer?
09:32 What is a good sign to salespeople should look for?
11:44 What the consequence of product selling?
12:26 Summary of what I love about the book, Selling Through Partnering Skills.
13:41 The book builds on the good foundation of sales methodology.
16:32 Pain and gain at the same time achieve more.
19:00 Long-term relationships scale your sales.
21:54 Talk about the deal and the plan.
22:37 We are still talking about Customer Success.
23:20 Hero is Dad
fred@brindis.co.uk
https://www.linkedin.com/in/fredcopestake
I thought it would be good to give a spotlight to some of the amazing guest and insights they shared on Scale Your Sales Podcast review of 2020
For those that do not know me, I am Janice B Gordon, the Customer Growth Expert, and founder of the Scale Your Sales podcast.
My clients are mid-cap companies that love to solve client problems but hate that existing customer revenue is flat, or that new incumbents are beating them to deals.
I help solve this problem of flat-lining revenues through the Scale Your Sales Framework that connects leading-edge capabilities to secure, retain, and grow key client relationships for long-term value and partnership.
Unfortunately, I cannot mention all 50 guests of Scale Your Sales podcast. However, I can spotlight those episodes that received the highest viewers and mention a few of my favourites guest and memorable lessons.
First, I would like to thank all the viewers that tuned in to listen on iTunes or Spotify, Stitcher and other platforms or watched the video version on my YouTube channel, which you can find with search terms Janice B Gordon and YouTube.
It has been a memorable year and like others, I must adapt to the changing circumstances, so first I would like to mention the February pre-recorded guest that had their episodes held back to a publish date in September. It was important to ensure what we were discussing was relevant and the impact of COVID was the most compelling subject.
#051: Kristie Jones - It is Disrespectful to Ask Buyers a Question That is on the Internet
Kristie builds Customer Health Scorecard to help SaaS start-ups instil that customer success starts at day one, people think of it as post-sale, says Kristie.
How you treat customers and what they can expect from you and the trust level, starts at that first prospecting call, establishing how your company and culture operate.
#050: Leigh Ashton – Why Growth Mindset makes a difference
Salespeople who naturally has a growth mindset they account for the 10% top performers in every company, says Leigh. Rather than say 'I can't do that' - it is 'I can't do that yet', then you keep trying all different angles to find a way through.
#052: Bev Hancock - Shift the Trust Needle and Make it About Them
The companies who are going for good to great are the companies who are focusing in on loyalty and retention. It is just so much easier to keep your clients when they are part of your family. When you have a trusted relationship with your client, eventually the conversations are no longer a sales call, it is how are we going to work together.
#048: Colleen Stanley - Demonstrates Empathy with Emotional Intelligence for Sales Leadership
Everybody is looking down all the time at their smartphones, Colleen says, empathy is a paying attention skill, which means you got to lookup around and be perfectly present.
#049: Tom Williams - Why Buyer Centred Selling is How Modern Sellers Engage & Collaborate with Buyers
Tom is big on preparation for sales calls; it comes across that you are ready, you are confident, you ask better questions. No sports team goes and plays a game without preparation. Surgeons or a Pilot has a checklist, sales must be no different.
#060: David Priemer – the author of Sell the Way You Buy, says Salespeople Get the Idea of Selling Value All Wrong
Emotion is the quickest way to get that value to create that rapport and Emotions help the customer understand how they will benefit from working with you.
#055: Liz J Simpson - Who Best Understands Their Buyer Will Accelerate Results
Digital gives you a direct line to your buyers said Liz and it gives you ways to build thought leadership. When you have the sales foundations, and then you layer on a digital strategy, to accelerates results.
I love her, Big Money Movement that focuses on shattering the revenue disparity facing women in business.
Jill Konrath is a shero of mine and many others, she has led the way for many women in Sales.
#053 Jill Konrath - Why Sales Leaders Must Learn to Lean Back
Some top leaders who are really doing well in sales leadership always focused on their people. The top leaders have loyalty and connection with their people, their people know that they were being supported throughout these tough times as well as in good times.
#040: Rakhi Voria - Passionate About Retaining Women in Sales
Women in sales have barely increased in the last decade, Rakhi quotes gender bias in sales with only 1 in 5 women VP of sales. There are some genuine issues that women in sales experience, in what is a male-dominated industry. Rakhi talks about the importance of mentors and developing your network.
031: Adrian Swinscoe - How COVID19 Exposes What Excellent CX is and its Impact on Sales
The difference between customer experience and the customers' experience is a country mile, say Adrian. Customer experience could be a thing that gets done in organisations, while the customers' experience has got nothing to do with the organisation, it is about what the customer experiences when they deal with the brand. Sales is an intrinsic part of the whole customer journey with a particular brand and therefore, it is a massive part of what happens that makes up your customers’ experience.
021 - Sam Robinson: Sales Enablement Supports the Drive to Business Performance
Sam said that their programme in Sage has helped their salespeople see that social selling is a route to market. Sellers runs away from feedback, but feedback is essential information, that feeds the three things salespeople must get in balance - Skillset, Mindset and Structure.
016 Elinor Stutz - Trusted Relationships is the Differentiator for Selling Well
You must build trust upfront, grooming a professional personal relationship and understanding what is important to the customer first. Elinor says if there is another preferred partner that the buyer is considering, then suggest being the backup supplier and ask them to test one of your smaller services upfront so you prove you can deliver outstanding service.
This last popular spotlight episode achieved double the downloads of any other.
Episode 018 Deb Calvert: Buyers Want Sellers to Show-up As Leaders
Deb Calvert is co-author of, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen, was named the #3 top sales book of 2018.
Deb Calvert is founder of The Sales Experts Channel, a platform I am joining in 2021, and she is president of People First Productivity Solutions.
Deb Calvert is also the author of DISCOVER Questions Great questions turn on the buyers' euphoria and open the possibilities for having a different kind of conversation that is engaging and bonding and become a game-changing competitive advantage.
Scale Your Sales weekly podcast in October achieved the listing of No 8. of 42 Best Podcast for Every Sales Professional 2020.
The podcast is dedicated to learning from amazing experts and influencers to help you with your journey to Scale Your Sales. It is a show created for B2B executives, sales leaders, key account managers and customer serving professionals, who want to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.
I believe Sales is not a function of the business; sales are the primary outcome of the business. Marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale.
The more focused you are on the customer outcome, the more productive your sales process. More on Scale Your Sales website
There is so much more great insight from the guests in all the 65 published episodes of Scale Your Sales podcast. Please do catch up on the episodes you may have missed.
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My next guest is Christine Schlonski the Queen of the Sales-Success-Mindset. She is a multi-talented leader in the field of Sales, Mindset, Motivation, and Strategies. Christine Schlonski is the Host of Heart Sells Podcast and the Founder of Heart Sells Academy. She shows heart-centred, impact-driven entrepreneurs how to sell with ease, grace, confidence, and authenticity.
Christine says, no matter what happens, to stay positive and focused is so important in challenging times. if you are all over the place and if you are worried all the time for things that you cannot influence, then it is not going to help you as a person, and it is not going to help the business. Stating, I have supported my clients more than ever in maintaining a great attitude and knowing they are the leaders in their fields. As leaders sometimes we do not know what is going to happen next, but a leader shows up for their tribe and helps them to focus, to think positive, to understand what they can change and what they cannot. They do not go into fear or run around like headless chickens, and they focus on what they can do at that moment, I coach my clients was important, to keep the focus and the positive attitude.
Talking about Heart Sells, Christine said, I love this topic because I was in corporate sales for such a long time, cold calling, picking up the phone calling people who have never heard our name before and trying to sell a high ticket event. I discovered that the moment where I connected my heart with my sales changed, I had the opportunity to relax more into the sale. We all know sales is a numbers game, and if we are in the corporate sector, there is a lot of pressure. The higher you raise an organization with sales, the more pressure you probably have. Just connecting my heart, it changed everything. It changed the way I was able to lead the sales teams I built, it changed the conversations with the clients, and at the end of the day, it changed my paycheck as well which is important. If you are thinking like, I have so much pressure I need to call so many people, and I need to do my little pitch, and at the end of the day, I must ask. The more people I call, the more money I will make. Instead, why don't you take a moment for yourself, take a deep breath and think about it? How would you love to have a sales conversation, when you can bring your heart to the table as well as your head? How would that change the conversation, by being aware and by setting an intention that every client you are calling from now on or potential client? You come from that place of love first, and you care. I can promise said Christine, you that mid-term and long term you will sell even more when you go into relationship building and caring for whom you call, even though you might not know them yet.
I asked Christine to give an example of setting intentions. It is what I started doing, and it felt so strange at the beginning. I was like oh this is a lot of woo woo stuff. When I stopped, and I felt into the call, and I imagined that person, so I have a name and the numbers. You are just calling and imagining that person that is another human being; it is not just your next commission, you connect. I said in my heart, I love you, and it felt so weird at the beginning, I was like what am I doing here but being open and going deep in the emotion feeling that I am already connected with the person. If it were not a fit, I made that clear to myself first before I approached from the heart. When you go deep into that feeling when you at the end of the day would love to investigate the mirror and know you had a great day, you made a new friend, you have got a new customer that you deeply care for and that you have delivered value, it changes everything. It was so weird at the beginning, but the more I practised, the easier it became, the better where my conversations, the more authentic I became. I stopped worrying about myself; I stopped worrying about how they perceive the call what they might be thinking about me or if I did show up professionally. I was good enough to have the conversation with this customer, and I just connected with the person from a place of love, understanding and compassion and being opened to having a conversation. If it is a fit, make an invitation, and it just changed. Permitting myself to be authentic and only to speak what was on my mind and that was something I had to train myself to practice because it felt so unnatural as I had never done it before. I had so much more fun. I was able to go so much deeper with clients connecting not just about the product but finding out what are their worries how do they feel what is important to them. This gave me a different position when they had various offers for the same product; they would always choose my offer over other offers because I was connected differently.
I feel in the corporate world there are many lies, and many people say something like they have this product, it delivers this, and then it does not. When people do not approach it from the heart centred space, they take the money and run, and that is how everyone listening has gotten burned at some point. We all have made a sales experience that was not good, and many might even avoid sales. Many of my clients going into entrepreneurship have something unique to offer. But when it comes to selling, they block themselves because they do not want to be that sleazy, slimy salesperson that they encountered at some point in their life or that person that took their money and did not deliver. When you are different in how you show up, you get noticed, and when you care, people will feel that you care. I still have contact with the people that were my clients years ago because we established that excellent relationship. It just makes your life so much easier because you do not need to pretend that you are someone that you are not, you feel like I felt, I had to be professional and that was my definition of what I thought a professional salesperson had to be. When I was able to drop that and identify it as not being true, these things changed, and it was so much more fun. I made a lot of more money because people could identify because people could connect and they felt I cared, and when I said I am going to go back in two weeks, I called back in two weeks.
Christine and I talk about the poor perceptions of salespeople from the likes of Glengarry Glen Ross and Wolf of Wall Street and Christine recommends the book The Go-giver and talks about the impact it had on her and her hero, Bob Burg its author.
https://Christineschlonski.com
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Welcome to Scale Your Sales Podcast Julie Mann a 4x Sales Leader, known for building and scaling top-performing sales teams in rapid growth environments. Julie has built and led award-winning teams at many of the top Austin tech companies like Vrbo/HomeAway, Spredfast, Optimizely, and now Upland Software.
You are going to love this episode, Julie shares fantastic tips on the best growth strategy, which is your nurture campaign. She said that almost opportunities should be 40% of your sales revenue if you systemise it. Listen and find out how and let us know what you think?
We were talking about the elections plus we've got black lives matters and in London, we've gone back into the second lockdown so there's a lot going on. You've got these high growth companies that are really all primed and ready to go, how are you managing your sales team to stay relevant to their customers, to stay motivated and to keep the company growing? Yeah, it's definitely a challenge in a pandemic for sure. I think there are two things that I think about; one is we've got to change the way we communicate to our customers and our prospects when we're not face to face. We have to be able to be engaging in the small amounts of times that we have in front of them and be relevant and focused on what they care about/. Two, and where I probably have spent most of my time as an SDR leader, is making sure that we're connected as a team. People feel emotionally supported and people are engaged and able to learn and be educated on products and selling knowledge throughout all the crazy things going on in the world. As well as just having a space to talk and vent and be supported. I would say one of the things that we do on our team to just help the connection with the team make sure people feel supported. We do a couple fun happy hours a month where we'll do a costume contest or we'll do pets and babies get to come and people just get to share about their life and vent and have that human connection in such a weird time. Then from a training and learning perspective, something that I’ve realized, the attention span of humans is now I think lower than that of a goldfish. We can't just put a deck in front of people and say hey, learn this their eyes glaze over and it becomes really hard for people to retain info. What we've done is we've really gamified most of our training so I use a tool called Kahoot where you can have people voting, you can set up teams and matches. We do a lot of prizes and fun things to keep people engaged. Those two things I think have helped let the team feel we're all in this together, we're going to get through this together, there's a safe place to talk about relevant issues and unwind a little bit with the group you work with every day. We can still hone our craft and get better at things, we just have to do it in a little bit of a different way.
Have you changed the targets in light of the environment we're in? I will say we had our best quarter ever during the pandemic. In the first quarter of the pandemic which was really challenging for most people and there wasn't really a need at Optimizely to change the targets. We did have to get really scrappy and we did have to meet people where they were because just trying to roll over and throw out a sales pitch to people who have some pretty real concerns on their mind now is just not the way to go. We tried to meet our buyers and our customers where they were and what they wanted to talk about. How can we just help you, how can we add some value or give you some advice, what you're trying to do whether you go with us or not? That tactic really worked.
It's interesting because you're having to do that with your team and then your team are having to do that with their customers. I wonder how much of this will continue after the pandemic?
I think some of it will change the way we do things. I think some of it is for the better. Sometimes you get wrapped up, I know for me personally I do in just quantity and volume of things and there's always that balance between quantity and quality. It's really important but you sometimes lose sight of, let me just think about this as this person as a human, like what do they care about? What do they need help with? Let me stop the process for a minute to just try to be a human who can help another human. I’m hoping this part stays I’ve seen some really great things come from people just offering help and resources without expecting a return. I’m hoping that stays for sure. I think we've also learned that you don't have to jump on a flight or fly out a million people to go meet somebody face to face, that there are efficient ways that we can use the time to get the same things accomplished. Allow people to also be at home with their family more and not be commuting back and forth all of the time. It's that real integration of personal and business that I think we're finding a sweet spot on during this, which is a silver lining in a tough time.
What practical strategies can you offer that has enabled buyers to buy more and for your sales team to build long-term relationships? I am a huge fan of really using nurture tactics to help your customers and help your business. I would say tangibly what that looks like is so many times we spend so much effort trying to figure out who a buyer is and we find that they're interested, we find we're talking to the decision-maker maybe and we have a meaningful conversation with them and for whatever reason, they don't end up buying. What do we do, we go back and we say okay, let's go find different people from different companies. We just isolated a needle from the haystack and we basically just throw it back in the pile of the haystack and go try to find a different needle. That tactic just isn't very effective and you spend a lot of money and waste a lot of time if you're not really thoughtful. About, let me collect this needle and I’m going to put it in a pile of a bunch of other needles that I can tap into at the right time so using nurture tactics where someone's an almost opportunity meaning you are talking to the right person they have a really big need they're looking at vendors and shopping for something that your solution also can help them with but maybe the timing just isn't right or budget isn't right. Instead of giving up on that whenever they fall out of the funnel and trying to go get something new, keeping that group together and just being human there. I totally understand that this wasn't a fit for you today just curious so that I can learn and get better, who did you go with? What were they doing better than what we did? You start to build a relationship and trust with somebody and then you check on them throughout, is it going like you thought? I thought of this because we talked about this very specific thing and I wanted to send it your way. People love to buy from people that not only they trust but that did take a genuine interest in trying to help them, as opposed to you've got a pain point I have a solution. It's deeper than that and so having really thoughtful nurture processes set up to help you facilitate that type of relationship, is huge and can be a really big part of a company's growth. It reminds me when I spoke to Alice Kemper, she was saying that she was the top salesperson and that was exactly her tactic she nurtured relationships and stuck with them, she said she won a huge portion of my business because of that that, they weren't ready now but they became her friends and even when they move companies she stuck with that relationship. So often they make a decision it's a big decision but they're not always happy with the decision they made and they're looking to get out of it. If you stay close to them then often you can win back and it seems crazy that salespeople don't do that, after nurturing that relationship you've got them to a peak level and then walk away from it so I think that's a great tactic. The reason why I found that most salespeople don't do that is not because they're not thinking this is a great idea or they're not smart enough to do that, or they don't know that there's value in it, it's because there aren't systematic processes in place to help them do that. Something as simple as, any time you have a meeting let's say an AE holds a meeting and there's something missing, there's timing or budget, something's missing, just having those clear criteria checked there and having an AE say this is an account we should nurture in checking a nurture box. Now you can run reports, you can have this visual of what was missing when was the time of this, is a high priority account for me to nurture and then you start to be able to do it in a systematic process-oriented way. Lori Richardson said to have a third list and that's the third list. Nurturing is where you win a lot of deals as well rather than the acquisition side.
Let's talk about diversity. You're at a senior level and there must have been some challenges that you found moving up the ranks and moving around companies? I think we've made progress, if I look over the time that I’ve been in sales over the last 12 years, seeing leadership groups that were solely men, to women creeping into different ethnic backgrounds being invited in a bit more, we've made some progress. I don't think we've made enough at all and I’ve certainly had those experiences especially younger in my career that really shaped my point of view on things and maybe not for the better. I saw environments where it was really all men making the decisions in leadership and in sales and it was a boys club where not only was it inside of the office it was outside of the office and at team events and team outings. You would see behaviour where it really from leadership people were setting the precedent of this behaviour is okay you can get wild and party. I feel like some of that has become unacceptable and people have said that out loud, others have adapted the way that they behave but we're not there yet. Where we're getting an equal amount of voices. Anytime I make a decision that's a big decision the first thing I do is, how do I get context about what exactly is going on from different types of people because that always shapes. Maybe they're a loud voice that wants me to go do something I’m not going to go do it but that will shape my judgment and my opinion of what's going on and inform my decision. There really isn't enough of that going on I think people there are a lot of allies in men and in people who are sort of that majority where they are now speaking out and inviting women, inviting people of culture and different backgrounds, a different diversity of thoughts, to come into the equation and the decision-making process but it's just not happening enough yet. It's interesting because our customers were all in a global economy and our customers, therefore, are very diverse and it seems crazy that knowing that the way e-commerce is moving forward and commerce is moving globally that we haven't thought about that, we are still kept it pretty linear and non-diverse. There are lots of barriers that are still in the way when it's the smart business decision.
I think for one, you have to start at the beginning what are the entry-level jobs that are being hired for today that in five years these folks will be in leadership positions. Like if we don't do the work early, I’m fortunate enough that I get to run an SDR team that is the entry to sales and I really pride myself on hiring people that will progress and maybe my boss one day. I think being really thoughtful about diversity from that point is super important. It is a natural tendency for anyone to decide to appoint somebody that relates to them in certain ways and we're used to thinking about they look like me, they sound like me, they act like me but there are other things that we can all relate to that have nothing to do with gender and race and we have to just be really intentional about doing that. I don't think people are really coming into the interview room coming into the decision-making process about a candidate with. what can we relate to and let's take these other biases aside and are they going to be able to give me an opinion that's totally different than mine? We're just not conscious enough about making that decision, so we've got to start from both ends when you're someone in the room hiring being really thoughtful about getting that diversity of thought and diversity. Then when you're somebody who is the feeder for lots of other roles that are re going to be influential in the company making that a priority.
What tried and tested strategy would you offer listeners to scale their sales? It's the nurture strategy and there are two ways to do it. a successful enterprise SAS company should have 40 percent of its revenue coming from an account that at one point was interested in buying, fell out of the funnel and then was captured back in. That's how you work smarter not harder and so I would say there are two things to think about to make you successful as an individual seller that will scale your organization. Really aid in tremendous growth, it's the almost opportunities, the almost sales funnel opportunities that come in but they're missing timing budget maybe it's authority you're just not quite high enough in the org, being able to isolate those and really workshopping them and building relationships there. The other one is the full-on close loss opportunity, the ones that were in the funnel had great conversations started progress really thought it was a close to becoming a deal and fell out because they went to a competitor or usually that's what happens or decided that the budget was too high. Trying to learn and not for the sake of pushing and peddling your number but for the sake of actually learning what is it that your product didn't have, what is it that made the customer go with someone else. If you can catch these, as well let it inform your process and your sales cycle. Then be sure that you're reaching out and building those relationships in a timely fashion, I guarantee those are the two keys to scale your sales.
How do you catch those when you say catch those what do you mean, what you need in place to make sure you don't lose them? You need some really good flags and identifiers in your salesforce process or whatever CRM that you're using. Whereas soon as an account executive is getting that signal that somebody isn't on board anymore they're going with a competitor that you are able to indicate on those fields this is what's happening the sale isn't going to go through, this is why and is as much detail as you can possibly have. There's an art to creating four or five fields that capture exactly what you need, the date of the contract that they are signing with, the new company, what competitor did they go for, what was the price, like get as granular and specific. People won't give you that information unless you've done your job and you're coming from that place of, listen I’m trying to be better and improve and I would love your help on that, tell me what I missed. Capture that information and then set up a view or a fuel line where you can see all of those at once. You start to see some correlations that you can deliver to decision-makers in your company, to either get better or to solve problems. Then you have a list of people that you will regularly connect with maybe in two, three or four months to just check on and genuinely say how's it going? Is there anything you still don't have not from a sales perspective but just from a human perspective and a developmental perspective where did I go wrong? I think you start to form some great relationships if you have a process that captures those three pieces and a way to view them all in front of you. When I say to catch the problem, we see an email come through that somebody fell out of the funnel or whatever but no one's just piling those emails and able to run a scalable process to make sure that you do the work so that there is a salesforce view of every single person that's happened to and there are reason codes that you're learning from.
I think about it in two ways, one is the process component which you need to see the history of everything that happened in one place, it needs to be your source of truth and you can't do that if emails and communication aren't logged. Ensure you have a really clean salesforce or whatever CRM you're using so that you can visually see the life cycle of sales and marketing there. We sent a million emails to somebody who is already signing a contract about have you heard about our product, that's not a good experience, so visually being able to map that out. I think getting the context is the other piece and being able to hear so tools like Gong.io that can record every single call so that you can coach in live time so that you can really understand where reps maybe didn't deliver the value they should have or didn't say the things that that customer needed to hear at the moment and went off the rail a little bit which we've all done. Those two pieces together they tell the full story. I wrote her a post about Gong.io, nothing personal but this is just sounding like salespeople are going to be robots and I can see the sense in it but actually, we're moving away from the relationship because we're so focused on the data and dehumanizing sales and I wonder how far is too far? Yeah, I hear you and I think you could overuse a tool like that and make it very check boxy and prescriptive and let's make sure somebody does this or that, but then I think you lose sight of what the tool is really designed for. My favourite thing about a tool like that is that I can create these libraries of what good looks like, what is a great value proposition and there's probably 30 flavours of it, it's not just one, everybody has their own style. Especially to somebody new in their career, to showcase this is what good sounds like and this is what bad sounds like. No finger-pointing or hard feelings but it's good for us to get context about what's resonating and what's not. The ability to curate that sort of library and have those sound bites I think is the most valuable part of a tool like that.
It's probably a popular answer but it is definitely true, I would say Brene Brown is my Shero. She is incredible I think just her point of view that she has about incorporating the human aspect of who you are and bringing that to work or anything you do. I can't tell you how many times when I started in sales it was there's personal and then there's the business side and like be sure that you're bringing your corporate side and for a long time I did and it was very buttoned up and I tried really hard to be this person that I thought I was supposed to be. There's a lot of strength in being vulnerable and being human and some of the things that people are fearful of letting out in the office place actually facilitate the biggest amount of growth. With my teams I’m transparent as I possibly could be, we call each other out very politely and appropriately. I want to live in a place where I can be vulnerable, where I can share things about my personal life like there are things to me that are way more important than work. I have a two-year-old daughter that is my life and it's important that people know that that's some of what drives me. That's a big part of my motivation and to get up every morning and be the best I can be. Without incorporating who I am authentically and the things that scare me and things that make me feel nervous, then you're only getting a flavour of me that I’m trying to curate just for someone else, not the real deal. I really encourage people that I work with to be their true selves and I think there's a huge place for that in the office and I’m seeing more and more people do that which I love. I feel like Brene Brown really inspired a lot of that change.
You can reach out to me on LinkedIn Julie Mann. I’m currently at upland software about to build out another SDR team and which I’m super excited about. I would love I meet with lots of people from all different types of sales and marketing and different types of backgrounds just to learn and to share best practices get better at our craft. Feel free to reach out to me on LinkedIn send me an email and I’m happy to have a conversation. So you're recruiting? I am recruiting if you're an SDR or want to be a part of a cool program also reach out on LinkedIn. I’ve loved talking to you, you have shared such great insights and been very full and frank, so thank you for being a guest on Scale Your Sales podcast Julie. Thank you Janice I really enjoyed it.
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Welcome to Scale Your Sales Podcast Barnaby Wynter, a brand creation expert with a catalogue of over 557 brands to his name. After a fast track career, he became the youngest MD of a UK Top 200 integrated advertising agency. Where he spent 7 years undertaking a rank and file analysis of how to make your marketing really work in the digital knowledge economy. In today’s podcast, we will be finding out what we should be doing right now.
What will hold you together is providing value to the people who buy from you, said Barnaby. The critical thing is you've got to nail where the value lies in what it is you're doing for people. Then you've got to translate that into everything you do so it's evident every time people interact with you that your value comes through everything you do. I often find businesses are not brilliant at communicating what the value is or what they do. The value can be from what you give what you deliver, or what the customers are receiving in the impact it's making on them and their customers.
Thirty-five years ago, I thought the brand owners ruled the rule the roost, and they told you what value you were going to get from them. Today, in the knowledge economy in the digital economy, we have so much more choice. You have to convey your value in terms of what the buyer is going to get from you at all times. What you give is kind of irrelevant in the sense that it is all about what the buyer gets there we only buy from a self, point of view. We do not buy from your point of view, so it is critical that you are walking in the shoes of your buyers all the time.
The brand bucket was created for SAAB in 1985. It has been used on over 4700 brands worldwide. I've only used it on the under 570 that we talked about earlier and it was a model that was created as a result of an 18-month piece of research and originated by a gentleman called Stuart Ball who was asked myself to define how people bought motor cars, and he ended up with a six-step engagement model which starts with creating awareness in the market.
The way you do that you get people to have heard of you, so you create brand properties and famous names and all that sort of thing but then what you build around that is an image dimension. The second step is the image dimension but what you have to do is you have to match the image of your buyers not to the image of your image which again was distinctive way back in the mid-80s. So, you manifest and that what that means, people have heard of you, and then they say I like you. But the critical thing we found when we were doing the research, that changed the game and not only did we buy from people we like, but we buy from people like us so, we have to be really in the style of our buyers not in our style. That's again very difficult particularly use designers or web guys or whatever they often design today what they think might look cool but actually what you've got to do is design to recover what the buyers are looking for. Then once they do that, they work out I have heard you; I like you. Then what you need to do is the third step, is tell people what you do but again when people are asked what do they often list out all the features of their business well, of course, nobody's buying features anymore. Because we are just using those to compare with each other, so what you must do is convert those into benefits. so, you have got to tell your benefit story at that point that then gets everybody going, I have heard if you are lucky and I know how you are going to benefit me. Then you say well you're buying something I said well actually what I know you're not the only one, so I'll tell you what I'm going to go and see what else is in the market so what you have to do is the fourth step. You have to give them a test drive; you have to say well look, why don't you come and have a go, why don't you find out what and immerse people in your value. Now, of course, you can't do that forever. Eventually, you say look I'm sorry the test drivers come to an end, and I have to remove this. They go no you can't do that I've integrated you into my life and you go well I'm sorry we can not afford to keep giving units for nothing so that's the point where you say I really can't help I can't give you this. I do have one idea and then what is that you give us money and we will carry on with this like oh that is a good idea, here have as much as you want right. At that point most marketing people say job done took the suspect turned them into a prospect took them from cold to warm to hot and all this other rubbish that people talk about and now they bought and they said because we've done that we're going to lunch. That's what most marketing people do but actually what we found through the research is this is when the value is nailed because people are giving you money they've given you time they've invested in the relationship you've done the same with your product or service. You've got to do the then what's then the fifth step, which makes the experience of being a buyer truly amazing and you'll know instinctively when you take part in a purchase process, and people look after you, and you feel like you're getting extra value and all that sort of thing and you feel much better about it.
If you get that the sixth step then is building loyalty which is making sure that you look after the people who buy from you, they'll a buy more stuff from you, which is critical. Still, secondly, they'll advocate the fact that you're brilliant and they'll tell other people how brilliant you are because you've made the whole experience amazing. The six steps we summarise those then to three sorts of sections which are the first two are about engaging people; the second two are about demonstrating your value. Hence, through facts match and the test drive, and the third one is delivering on that value through what we call usage and loyalty. Those are so six steps down into three now if you apply that strategy to everything you do, and you make those sort of almost titles of your marketing plan. You make sure you're always doing something along that journey people will effectively become part of your business and in our terms fill your brand bucket. I must say to listeners you need to get the book, the Brand Bucket. There are lots of examples in there to help you apply the six steps, and, interestingly, this was developed a while ago, and there are lots of use cases. Still, it's so relevant now when we're talking about the knowledge economy and customer experience.
There's the what we call the swear word in our business the F word so I'll only use it at once because I don't like to swear on these things. The funnel mindset what that is, of course, people the way the media industry is set up is it's trying to pour people into the top of your F word and then on the assumptions it's all going to pour out over the floor which is your job. The way the marketing industry the sales industry is all about pouring people in the top so what happens is business leaders getting hung up on the fact they've got to keep pouring people in the top rather than think on the basis it's a numbers game. I mean how many times have you heard that is a numbers game right it is a numbers game it is not about getting every tom dick and harry to come into the top of your F word. It is about finding the right people to go into your bucket and then look after them knowing you are going to lose a few along the way. The reason why it is shaped like a bucket is that we have a mathematic, we mathematically analyse the drop-off rates between everything.
Hence, what's happened is there's been a disconnect between sales and marketing and after-sales customer service. This is the way that we need to go forward and to service their customers in the way their customers want to be serviced is important. I think you're right about that; the big corporates need to wake up and smell the coffee and realise the power base has shifted away from them and into the bias and buyers are now actively scanning the marketplace for alternatives to them and over time they would. I find it very frustrating that I can't get through to these big organisations because of covid because they put everybody on furlough. Therefore they cut the number of people in the call centres which I am paying for with my taxes so I'm paying for them to put their teams on furlough so that I can't now get any service.
I think they need to believe we should focus now on how we deliver experiences that are second to none that are state-of-the-art. They must sit down and say we have a rule that nobody waits online for longer than five minutes and if we need to bring people in to answer the phones. Actually, in times of trouble, people have more need not less need. You're right I think everybody's short-term,
If you look at the rate of change, it is getting faster and faster. If you look at the brands that have emerged from nowhere whether it's the Just Eats or the Amazons; the Googles or the Airbnb or the Ubers. These brands have emerged from nowhere in the last five years. They've all got one thing that's consistent about them, and it's not that they're online which is what everybody says, they don't make the product or the service they have just created businesses that are about the experience of getting those products and services.
88 %of all buying decisions start online, so as a business now you are going to have a sales process it has got to start online. You've got to nurture people into your bucket all of the time because they're looking for you right now for all of us everything we need to satisfy a business person and probably people online right now looking for us. We've got to get found, and when they find us we're just going to look we've got to wrap big cuddly arms around them and say come with us it's going to be amazing from beginning to end, and that's what the bucket is just brilliant for doing that, and you're right it's much more powerful today than it was when it was even created originally.
What one tried and tested strategy would you offer listeners to Scale their sales? I think there are a number of things that you really you need to nail your value proposition you've got to do that and you've got to be able to convey what your value is very quickly you also need to identify the mindset of your prospect based so and we call this psychographic profiling so not their demographic not who they are what they are and where they live or that's all nonsense actually what's their mindset and then what you need to do is you need to go where those people go and it's once you've got the mindset it's actually very easy to do because they're not going to be in that place they're going to be in this place and when you're in that place what you've got to do is make sense of a confusing world for them because what's happened with the knowledge economy.
What you're doing to scale your sales is you're owning that journey at the top of the bucket and the really clever trick is to make sense in such a way that you're the only solution and if you can do that then what's going to happen is they're going to go actually do what every time I interact with you make sense and now I'm asking you can we pay you to help us on a permanent basis and you go yes, of course, you can and so the way to score your sales is to now take your expertise as a business leader why what how you benefit people and keep feeding that out into the places where your ideal prospect goes and you'll be amazed people go oh thank goodness somebody here is helping me understand a what I need they've identified things I hadn't thought of and they're the place to go to and you become a go-to brand.
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Joyce Johnson is an Author, Speaker, Sales Champion, and Business Coach, who has worked as a sales leader, business consultant and mentor for over 20 years. Joyce began her career in professional sports and later entered the telecommunications industry leading to a role as Sales Director in Global markets. Joyce finished at the Top (#1) for two consecutive years 2017 and 2018.
She is the black female founder behind Why Sales Network, which provides education and training tools for the success of college students, recent grads, sales professionals, and their supporting leadership teams.
Sells Network is an organization put together to further educate individuals about the sales profession, and provide them with tips and strategies, processes for success in their sales careers. Oval, we created to have something extra for our members, so the Oval is a free membership that we offer when they sign up they receive two free copies of my eBooks and then they also receive access to some of the other programming that we have. Because we do not send out everything publicly, so it is a portal to be able to educate further and train people. They have been asking me to do a master class, so it is a master class in a box, but it is inside the boxes of Oval.
How have things changed for you, we are all experiencing global pandemic we have had to adapt some of the things that we are doing, and our customers have had to do the same. Give us some idea of the way you have changed and then the way your customers have had to change?
Well, my customers have had to go from working into an office, in most cases, to a virtual space and it is on the student side been a challenge. Because now they are doing virtual learning, a lot of them must pack up without much notice and go home. I think they were feeling overwhelmed with a lot of uncertainty. What we decided to do is, I had to check and adjust. I asked myself what does the world need for me right now, and what am I able to give? So, with that, I said okay people are going to need resources and information. We were planning for an event that was going to take place on Bimini island in the Bahamas, and we had to redirect. We made that an online event, but we also made some changes to it, instead of it being your standard sales program that you go to a sales conference. We added things like meet the recruiter within the process, which allow people to get comfortable to talk to recruiters and ask questions about how do I engage you now virtually? What are you, recruiters expecting? How do I find you what should my resume look like? How should I prepare for a virtual interview and things of that nature? Now we have added on to meet the recruiter program, and we are having another one coming up, we are going to do them quarterly so there will be one in November and there will be another in January.
A whole new avenue, and opportunity?
Yes, I also had to realize some of the things that we were going to do online would not bring us the financial impact to the business that we were experiencing when we could do in-person and have events. But we still needed to do those things to support the individuals that were helping us right! We are also doing webinars every month for individuals, we are doing webinars like financial investing, doing covet real estate buy sales you buy or sell. Right now, I am structuring small business where we are having like the small business association and other groups on their franchising organization to educate you on franchises. Then we are doing mental health in December right because right now people are really struggling emotionally and mentally trying to get through this pandemic. We are steady fast with the programs that we initially had our conferences. We are doing whatever we can, as I always say, inform, educate, and engage our audience and give them what they need.
Tell me more about your sweet spot your audience for the services that you provide?
We have two target audiences, and the reason for that is because I mentor college students, and I have been mentoring college students for nearly 20 years now when I think about it. So, my initial college babies, they are now millennials, and they are moving into leadership, and they are in that sales spectre they're coming to me, and they're saying well, and this is the reason for Why Sales Network. Giving them what they need because they said we understand you're supporting college students but we're grown up now, and we need something else from you, so the millennial base that person it's 30 to 54 is for Why Sales Network who engage with us the most. But for our college podcast and my speaking engagements from my virtual speaking engagements and things we have the college students and individuals that are from 18 to 25. The college students are 18 to 25 are they the ones that have they have done sales courses and then they need that extra level coaching to get access into the industry or are you giving that sales education? I am giving them that sales education, my goal is to help people understand that no matter what your area of study is you can take those transferable skills and information and get a job in the sales profession. Before this call, a Mom and her con that I've been coaching called me because he interviewed for buyer position with academies so they called and they said how should this letter look right, we want to make sure this letter looks right Mrs Joyce. I am telling students, especially right now, it is so timely if you studied medicine and you cannot get a job in a medical field, sell medical supplies, medical equipment, pharmaceuticals. One of my sorority sisters nieces, working out for pharmaceutical companies sales if you're a political science major right now the government is so stressed with trying to provide services they aren't interviewing as much as they should be in some cases. Instead, go to companies that have a vertical market, a public sector government market. Speak the language and sell for them and while you are communicating and touching people whom you talk to. Shake hands well not covet maybe bump elbows but build rapport relationship with those people so that you can find the job in the industry you want and stay relevant. You continue to use that information and those tools and the language that you used in college.
It always amazes me that this is the sales profession, but there is not a sales standard for education. You cannot go to University and or do a Diploma or some formal education; it is spotty globally, there should be a global standard of what that means to be a sales professional. If you are a doctor or a lawyer, all these other professions have a formal education. Historically, many people have fallen into Sales they had not planned. But then loved it and had a great career and earned good money, so it just seems there's an opportunity here, there's a need, there's a demand, and there are good experiences of trade but why haven't we got the professional training to back that up to filter that through?
Absolutely and some of the colleges are now offering Sales Degree programs and some offering Sales Certificate programs but not nearly enough. You make an excellent point when students graduate, and this is what I try to share with them. The students that graduate they are going to move in jobs that are selling positions, they may not say sales. Still, you and I know if you are going to be a Recruiter, a Loan Officer or a Real Estate working in a real estate company most jobs even if they say Customer Service are sales. My favourite one, is the Enterprise Car Rental, they hire all these college students for customer service jobs, and when you go to the Airport you get a car they're upselling you, it is a sales job right! I am not sure that they all receive the training that they really should do that well.
Most of the jobs that are going to be available when they finish college whether they say Sales or not, they are going to be Sales jobs. If these employers, the colleges, and universities were more honest with the students about that and prepared them for those jobs, they would be more successful at it. That is why people get the lousy myth for sales because they were not adequately prepared when they went into that first job, they did not know that it was sales. In addition to that, no matter what position you have, you are going to have goals you must meet, you are going to have targets. Do not be afraid of it go into the one that is going to be most fulfilling; it has been a fantastic career. You are right if it was just an essential skill like everyone is going to have to do this, like math. We all have to negotiate, we always have to provide a service, all of these are sales attributes, so if it was just this is how business works, this is how to communicate with your customer, this is what is expected. The problem is as soon as you put sales into it then people go off on a tangent. That is my most significant challenge when I am trying to go out and talk to Universities and Colleges about sales. So everyone says well you should go in and talk about something else and I do have other programs like own your diversity, navigating a corporate pie that prepares them for the workforce but I don't want to sugar-coat it is sales. My most challenging sell is to those administrators and people responsible for careers, and they've been getting away with the fact that we have 97% placement, no you don't, you had 97% placement of the students who reported. The other 30 40 of students that did not report back because they do not have a job. If you train them in sales, they can take the transferable skills that you have taught them here at the University level and they can go and get a job. As I say get off their parents' couch because their rooms are no longer their rooms, their places have been converted to something else.
Was your access to this whole area that you cover?
The way I got into sales; I got a little exposed to it in college while working in the sports information department. I went to school. I wanted to be a journalist I was a journalist. I have always been a writer that lead to publishing my books finally. When I graduated from college, I was working in a department store selling shoes, but they did not name it sales. It was Customer Service Associate, and I was earning generous commissions and doing a great job, but you graduate from college you feel like you need to get that after-college job. My first job in sales was not great; it was commission only and not having the resources and people and development things that you need. I found my way back to sales, and I loved it, and I wanted, and I thrived in it, and I studied it, and there were people mentors there for me, and there were resources and what have you. So, I want to help other students as they graduate understand that even if you are going to get something else the best entry into a company is through the sales department. That is right people enter sales all the time with wanting to go to HR and Training and Development other careers eventually, but sales are a good entry into any organization. Sales are such a great skill; it will never be something you should regret because you will always take those skills forward with whatever you choose to do after that. If you decide to change absolutely and it changes you on how to navigate, how to build relationships, how to influence leadership decisions that are being taken.
Many years ago, USA school started requiring all students to take a speech class so that they can learn how to speak openly and get over their fear of speaking, at a minimum they should take a sales class. Talking about people going into sales as a career I'm interested in your view on diversity and how the sales industry has progressed because it's all very well students going into it but are they received well depending on that their backgrounds? It may be that you have got a personal story coming from a sales background or other experience you would like to share? Yes, well when I left corporate last year, I was vice president of the African-American business resource group, which is an employee resource group, the affinity group for those who are not aware of that. I was active with the Women's Resource group. I volunteered for community service with the Hispanic Resource group. I did some planning partnerships with the Veteran Resource groups because both my Dad and my Grandfather were Marines, I have a lot of experience. I think that the companies are focused on diversity and bringing in diversity hires the work needs to be done on the inclusiveness.
Diversity is one thing, but are people feeling included in the organization; then you decrease your turnover, you have longevity and people staying and feeling more committed to the organization.
I say to companies one thing that I got from one of my mentors in diversity before is that your video must look like your audio. Unfortunately in many cases that don't happen and especially around our African-American students which are why I'm thinking that we're going to do an hbcu tourI'm looking for a grant to do it so we can do it right. The reason for that is I see where companies will interview African-American graduates and put them in a call centre inside sales and give them $30,000 base plus commissions maybe $35,000 plus commissions, and it's oh you should be happy to have this type of theme right! Then they take the young white kids and other races, and they put them in outside sales, and they give them a $50 - $60,000 base salary, and they earn a hundred thousand dollars their first year, buy their first home. So, the work still needs to be done. I have companies reaching out to me, asking for help with their diversity and inclusion strategies because of the work I have done in diversity and inclusion. I'm saying to them if your plan is a one-year plan I'm not interested because someone has to be hired and trained within the 18 months first before you even know if you're doing a good job somewhat on keeping them. Then you need to go back to them and find out what is going to keep them there, how are they feeling about being with the organization right now? I am taking because I have always led diversity by what I say is my heart and common sense. I am taking a certificate program from Cornell University and diversity and inclusion because I wanted to get the foundational basis of diversity inclusion and understand the terminology. To make sure that the way that I am leading people is in the right direction. I do think that we still need to have some work done there has been many times, even last year where I was the only woman and person of colour in the room. I'm training the students that my female students and African-American students ask me about it, I'm candid with them and transparent and say, that's okay you're in the room make the best of being in the room, yeah make it count. People asked me one interview that I had, how was it a woman how did you go into these meeting? I never thought of the meetings of going in as a woman; I just thought of going in as Joyce Johnson. Whenever there was a challenge about my colour or me being a woman that did come up, I was ready for it, but I was not waiting on it. I just went in knowing that I was the best professional there and the best person to do the job. Your view on inclusivity it is all very well being diverse, but unless people feel comfortable, they are not going to stay any way you are not going to get the numbers.
I remember when I was doing my MBA, and I had this French Professor come in, it was the first time we were talking about diversity here. She was saying to the MBA group from her research her answer to it was, and I tell you, Joyce I got so mad. Honestly, this woman was saying that the answer was that the ethnic minorities within companies need training and mentoring so that they can cope with the situation. She has got this twisted. If you are welcoming as you have said, Joyce, a diverse audience it is about making them feel included not by separating them saying you have got the problem. It is the culture that needs to adapt and change for it to be inclusive.
Yes well, that has been the approach when you think about the employee resource groups, that is precisely what has been happening you guys get together and figure it out and support one another, mentor one another. We do that, and it makes me chuckle a little bit, when they say D E I right, because the equity piece, really came after the I. What they need to realize is either you get this right, or it's not going to be about D E I, it's going to be about D I E. the organization is going to die because it's not going to have the diverse thought and the diversity. The court systems have been doing this unknowingly when you have a jury; you have a jury of multiple people the conversation expands. Because you have that African-American on the jury, you have the Hispanic injury, you have the white male you have, and they sit there as jurors. They talk things out, and they all bring diverse views to get the outcome of what is needed. A great example I love DIE, I might borrow that from you Joyce. You can have it because I tell them do not put the E in the middle. After all, E came last, and E came last for a reason, but when you saw it you got afraid, and so you moved it to the middle no don't move it to the centre.
Everyone is looking for an acronym for everything else, but they were afraid of that acronym D I E.
Joyce, with all your years of experience what is the one tried and tested strategy you would offer listeners to help them to scale their sales?
Follow up, I say to my students and everyone all the time. Get up, show up and follow up and follow up again and follow up again. It is proven that the salesperson that is most successful follows up three to five times, and many do not because they get discouraged. It is okay if people say no, sometimes no means, not right now. No means that yes I'm busy or I don't have the funds, find out why the no, continue to ask to follow up and ask why not right now and they say no because I don't need your product service okay now you can move on. But if it is no because I do not have money right now, I know because I have not gotten the pros or things. Follow up yeah get up, show up and follow up, is essential and especially right now too. To believe in something greater than ourselves is something else I always tell my college students and get up every morning dust yourself off no matter what you're feeling go deep bring it up to get up show up and follow up every day.
Fantastic, so Joyce, if you are on a desert island on your own what is the one thing you would take with you?
I said water to that and I because I don't know I don't think they're going to have a lot of water in the desert and I want to be able I know if water hydrates me. Water hydrates you, it keeps you thinking, keeps your mind clear and keeps your body clear and cleanse, and so I feel that I would need some water. As long as I have water, I want to write a book I can write it in the sand; I can write it on write notes on a rock, I can take some stones and build a fire what have you there's probably something out there that I can fight with and kill and cook some food. But some water to keep my mind hydrated my body dehydrated so I can continue to think. What is the one way that listeners can get hold of you, I will put more show notes and references in? I am on LinkedIn quite often so Joycej on LinkedIn because I know there is a lot of Joyce Johnson's, but I have been on LinkedIn a very long time, so I have Joyce j which is pretty simple. Also, I have a personal website. I am Joyce Johnson. I am on all social media Twitter, Instagram, Facebook, and YouTube as I am Joyce Johnson. Then, of course, through our organization Why Sales Network. Excellent it has been a real pleasure thank you for sharing your experience and your knowledge, thank you for being a guest on Scale Your Sales podcast, Joyce Johnson. Thank you.
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Welcome to Scale Your Sales podcast, now my next guest is founder and chief sell scientist at cerebral selling former vice president of commercial sales at Salesforce and also to the best-selling book Sell The Way You Buy.
I had listened to David on another podcast that sells evangelist, and I was so impressed. I immediately brought the book and contacted him on LinkedIn and invited him onto the show you're in for a real treat welcome to Scale Your Sales podcast David Priemer. David, now I've got to say. First, I love the titles some of the titles in your book it's really enticing, trouble at the happiest place on earth. Brilliant love it. Yeah lots of people, especially you read on amazon, and you read like the table of contents they're like this sounds like a good book. It's funny how you say that people just like the titles. Surprisingly they didn't change very much during the editing process that I guess the editor liked them as well, so I'm looking forward to having you dive in. It really encompasses what you say. It has to be attractive to the customer. You have to add value but seduce them into it so well done.
They say you shouldn't judge a book by its cover, but apparently, people do so you gotta have a good cover. Not to unnecessarily get into this too quickly but for example, like a sales pitch, people think oftentimes the purpose of a sales pitch is to communicate the sum total of the value you can add. But it's just like a headline in a newspaper article, it's just to get you to read the first sentence, and the first sentence is to get you to read the second sentence and so everything is cumulative. The pitch the cold call tactic is just to draw you in to earn the right to continue the conversation.
Tell me a little bit more, there are various concepts that I haven't really heard from other people in the way that you explain it. One is the perception of value, and the other is emotional pathways. I'm going to dive right in so perhaps you can enlighten us?
For sure, well this concept of value as sales leaders and I understand there's a lot of sales leaders listening to this show. Oftentimes we go out, and we tell our sales teams to go out and sell value, and this was our battle cry working at Salesforce for five years. This is what we would tell our reps, but the problem is a lot of people confuse the idea of value with ROI or return on investment.When we say as leaders go out and sell value, it really means go ahead and tell the customer that they spend money with us but they will either make more money or they will save more than that money, and there's a business case to be made. That's what we mean by selling value, but the word value by definition, the former is an objective statistic, right? It's something we can calculate and put in a box, value proper is a subjective feeling and this, if you think it. You're sitting there listening to this podcast, and you ask yourself, what's something that you spend money on that another person would look at and say that's ridiculous I don't know why she's spending money on that thing, right? So that's the concept of value, it's discretionary. It's a subjective feeling even when people say well that doesn't apply in b2b customers don't buy based on feelings. First of all, I will go toe-to-toe with anyone, any day that says feelings don't play, real feelings have 100% a roll.
Have you ever heard the phrase Janice, no one ever got fired for buying IBM? Whatever the big gorilla in your space is. no one What does that mean? Does IBM have the best solution? Does that mean that IBM has the most return on investment for what we're spending? What does it mean when I say no one ever got fired for buying IBM "It's the perceived lowest risk." That's right! Now that's important if the risk is something you value, right? If you're saying well I don't want to buy a product from this startup which I've never heard of before the small company. There's a high perceiver of I'm not going to get fired if I buy it and it doesn't work. I'm going to get fired. No one ever got fired from buying IBM. It's saying I care about risk. We all know that a lot of these small startups and fledgeling companies do manage to attract buyers because those buyers align with the value of working with that company. They're more agile; they influence the product roadmap, the customer service, is better whatever it is because that's what they value. Value and ROI completely separate things. The idea is, if you want to be successful in sales, you have to sell to the things that your target customer values, not the ROI. The processes are understanding by discovery questions what that is and weighting it as well, so what is number one and why. You go into a lot about why. It's funny when we get on our discovery calls with our customers here's the problem because we see this all the time. You get on a call with your customer you have a lovely conversation you speak for a long time, you ask lots of questions, you take lots of notes, and then you go back to your CRM, and you try to figure out, okay where should I forecast this thing. Then your manager comes over and starts asking you questions about the opportunity, and you say to yourself oh man, I forgot to ask that. You don't know where to forecast it, so you had this lovely conversation, but you didn't go into the call really being clear about what you wanted to know in the first place, and you didn't target your discovery process around that. That's step one thing you need to do step two. This goes back to your first question of selling emotions and feelings the idea is like I said, we all buy feelings in our everyday lives but oftentimes the way we execute our sales motions whether it's how we describe what we do or discovery we're not really leveraging feelings. We're almost like computers, it's like a polite interrogation, here's the list of questions, I would like to you to answer to put you in a box, here's what my product does we're a platform that does a b and c and can help you. No one cares because we live in a world of infinite numbers of solutions so much choice a million salespeople who by the way customers don't like talking to and then you smoosh that all together. You need to use tactics that are far different today to connect with modern buyers than what we've traditionally done. Emotion is the quickest way to get that value to create that rapport and help the customer understand how they will benefit by working with us.
So what do you mean by emotion?
How can a salesperson utilize that to better ascertain the value? Because I've seen that you have these questions, but it's almost like, I need to ask this question to match them up to this solution whatever happens. I need to get them to that solution, so all of these questions are leading them to the one solution, so there is no emotion involved. Still, it's very targeted, so how does a salesperson negotiate the emotional field? What you just described there is a tactic we really need to stamp out in the sales profession, which I refer to as leading questions. Let's say I'm a purveyor of sales training, and I say Janice wouldn't be better if your team were better equipped to connect with modern customers. They executed with science and empathy, and you had better revenue, and better customer reviews wouldn't that be good, Janice. That's a logic trap, because if you say yes, then it's almost like you're compliant to allow me to do whatever it is I want to do in my little sales world here. So the idea behind emotional awareness is to realize that you shouldn't be asking these leading questions one of the easiest ways so I'll give you a couple of examples in terms of how do you use emotion. When I ask you what you do be honest what do you do, or you ask me what I do I might say oh I train salespeople or you sell widgets, or we have a platform that allows it providers to do whatever, right? No one cares because there are a million people that do what we do when we answer that way. One of the quickest ways now when people ask you what you do that's almost evolved, what people will say is to say well we can help you increase your revenues by 30 percent right. We talk about not what we do but the benefits like the outcome. I would take it a step further and say you shouldn't be talking about what you do in terms of the content or the benefits; you should be talking about the problem that you solve for the customer the pain that they have. If you ask me what is it that I do and I say I train salespeople not so exciting. If you ask me what I do and I say well I've been in sales for 20 years, and I've realized that people love to buy things, but they hate talking to salespeople right now you're thinking to yourself my gosh I have a sales team, and people probably don't like talking to them. I don't like talking to salespeople even as a sales leader. Now you're leaning in, and you're saying
David tell me more about what it is that you do?
I'm leading with the pain, and there are lots of different ways you can lead with the pain. In my third startup, we had an online feedback coaching and performance solution for people at work, and we led with this message of people love feedback. Still, they hate performance reviews right, or men love to dress well, but they hate to shop, and so you can use all of these very emotionally pain problem-driven statements to describe what you do, and that's a much quicker way to get into the mind of your buyer. Because people are attuned to avert losses to avert pain. If you can speak to those pains, especially if those pains are hidden, you're going to have a much better chance of converting and engaging that customer. Interesting, What's your view we're talking about the buyer the seller customer world but let's talk about the whole sales industry and then more specifically b2b.
What's your view on diversity? Has it changed? Has it progressed enough or do you feel there's a lot more work to be done? Having worked at Salesforce a large organization and I'm sure they have lots of policies and programs but like when we look at the whole industry has it evolved enough to be a diverse sales industry because certainly, the buyers are very diverse?
It's getting there. we're not totally there yet. I think, and it's interesting actually, to see how many companies are out there trying to tackle this problem. One of my clients today works in the recruiting space to try to stamp out confirmation bias and diversity bias in interview processes because we unwittingly do that. I had a friend of mine who works at Shopify the other day posted something to LinkedIn saying hey look I'd like to increase the diversity of my sales team but when I look at my network they're all people that look like me, how do I get beyond that? We are doing better. It also depends on the organization you work for. I love organizations like Salesforce that are absolutely leading the way in creating diversity that have a chief diversity inclusion officer trying to stamp that out in their recruiting processes also just creating an environment where for example, if you're a mother who needs to bring their children to work having daycare at the office like just simple things like that. It's all very well and good to say oh yes we want to be more diverse and inclusive, but if you're not creating the environment to do that and you're not making those behaviours visible, then it becomes very difficult. I feel like we are doing a better job. I'm excited to see more organizations trying to tackle this problem systemically both on the operational side and the technology side. I still think we have more to go definitely. We talk a lot about the customer's experience. Although we have a way to go in terms of a diverse workforce how do you bridge that gap in that you're trying to deliver an experience to a customer you're trying to understand the customer's perception of value. However, your workforce, your sales force has a limited view of the world, not their fault, simply because they all look pretty similar, but how do you bridge that gap? It's interesting, one of the challenges that exist and I talk about this a lot of my book as well; it's this concept I refer to as experience asymmetry. Because diversity can be, let's say physical socioeconomic whatever it is, but it can also be in terms of experience and skill set. One of the biggest challenges that exist in sales, and it's a very deep hidden enemy that took me a while to uncover. The symptom is this you have sales reps especially a lot of young sales reps, your business development reps your younger sales reps who are trying to call on older more experienced buyers whose job they've never done. You have these like very young enthusiastic sales are trying to call these experienced buyers, and that creates a gap. I call that gap experience asymmetry, and it could be all sorts of diversity metrics, years of experience industry and what happens is this becomes a very difficult thing to diagnose because you say well I have this wonderful sales team and they're making lots of calls, and they're calling the right people at the right time, and they have the right script, but then there's no pipeline production. I actually had this problem at Salesforce, and so I started to look at it. I'm Canadian, but I ran small business sales for the Eastern USA, my sales reps in New York City and a big shout out to them, they would always hustle the most, the most calls and I would have reps from time to time that would have lots of activity but actually very little pipeline to show for it, and I wouldn't understand why until I started listening to their sales calls. What I heard, imagine you're listening to the young enthusiastic sales rep trying to call on a more older, more experienced buyer whose job they've never done. I'm just closing my eyes, and I don't even care about the words, I'm just listening as though I'm an innocent bystander here and I'm like, it just sounds to me like you're bothering this customer. It sounds to me like you're afraid, it sounds to me like you're don't think you're adding enough value and I can hear it in your voice. The same way I have three kids, when my one of my kids comes to me and is about to hit me up for something, a lift somewhere, to download an app or a snack I can tell immediately, just by the way they approach me. In sales, it's the same thing, for whatever reason, I feel that there's an emotional barrier, meaning I don't feel like I'm adding value. I don't have the same background as you or the set of experience, and yet I'm being tasked with calling you and trying to convert you. I can feel that because those buyers are saying who the hell is this person and why are they calling me to talk about this thing so there's actually a very real problem and there's a lot of different ways to solve that problem, but it's very real. Oftentimes, organizations don't think of it in terms of the diversity gap. There are lots of ways that we can overcome that one of the ways is just simple, and I say video calls is like this where people can see you; it removes this psychological concept of abstraction. Like someone cuts you off in traffic and you start swearing and shaking your fist, and you do these things that would be inconsistent with how you would be in normal everyday life. Because you're a lovely person, but you wouldn't do that if you knew who that person was yeah you get to do that because of this veil of anonymity. So part of it is just doing more video calls is a great example of just getting closer to our customers to break down those barriers. Especially when we meet people that we can see in their eyes how much they care about us and our business and how we can help it has a tremendous impact on your ability to convert them.
That reminds me when I work for a customer experience consultancy, and I remember for AOL, this was so many years ago. I set up in Germany, Paris and London so the various people in the organizations from the designers, the technical team, marketing and sales, we had to set up customer experiences with their customers. If a customer sat in their bedroom on their bed and did the experience the technician, the designer had to sit with them, and they could not say anything because if designers designed a certain path, customers always find the shortcuts. These ways haven't been designed into the system. Customers are the best designers; they couldn't say anything they had to watch them do it. When they came back after doing the customer experience trials, they were completely changed people. Because they had newfound respect being in the customer's shoes in their environment understanding their language, understanding how they found those shortcuts. They came back refreshed, and they designed better products, they made a better sale, all of these things about being in the customer shoes. Sometimes you need to lift them up to take them out and put them in the customer's environment. Because it's a revelation and their level of respect went high for the customers, it's really powerful.
I totally agree, and you can create some of that magic certainly the ride-along, and we would do a lot of those, and I totally understand what you mean by the user experience it's almost in my third startup. We were encumbered by the fact that as founders, we were sales and marketing people, so we were very comfortable talking to customers. Still, then we didn't design a product that from the get-go didn't require any discussion. I think what you want to do. One of the tactics that we would often do a lot in my sales organizations brought customers in. Sometimes I refer to this funny term the CEO petting zoo and what I mean by that is when you see CEOs in the wild. I'm glad you're explaining that because my mind is going in another direction.
Well now here's the thing, everyone's told to call high, call the CEO, try to get the deal. What happens is when you see CEOs in the wild they'll bite your hand off, right! I called it the CEO petting zoo, where I would bring in CEOs, customers to talk about their business and tell my team how decisions are made in your company and especially if you've already used my product. It doesn't have to be the CEO. It could be whatever your target buyer is; I want customers to tell my team the value you've gotten from the product. Because we all have slides and case studies, but for most people, it's an academic exercise. they're reading these things on a piece of paper and then recounting that to someone else, but when you hear it from someone in person you are absolutely able to communicate that value with tons more conviction than when you read it.
An experiment that Adam Grant who's a professor at the Wharton School of Business did with the alumni department at the University of Pennsylvania. He had the alumni BDRs who traditionally call up alumni, and they ask them for donations, and those donations are used to fund scholarships for underprivileged people. What happened was he had a recipient of these scholarships come in to talk to the BDRs about how the scholarship changed his life, and because they told that story one on one the revenue from that BDR team increased 400 percent. They could have read the story, and there's a case study, but it hears it first-hand, that's the power of emotional connection.
What one tried and tested strategy would you offer listeners to Scale their Sales?
The title of my book is called Sell The Way You Buy and the reason I called it this way because that was just the thing I kept saying over and over. When people ask me this question and what does sell the way by mean it means first two things don't use tactics that wouldn't work on you. A little bit of the golden rule, frequently, in sales we feel that we got to go out and treat people in a different way than we would like to be treated because oh it's okay we're in sales. The second part of it is really to commit yourself to understand the pathways and mechanisms by which human beings make purchasing decisions of any kind, right! So you can align your sales motion that way so if you want to be good at sales the overarching statements of sell the way you buy, use the science and the pathways and don't do stuff that wouldn't work on you is the best advice I can give.
So why the science bit, this seems to be your thing why the science bit?
Well, because for so long the way we learned how to make sales was just from the person that taught us our managers right, and none of those things is necessarily scientifically proven to work. Some of the tactics that over the course of time, people have been taught have actually been shown to decrease their sales effectiveness. Now for me, we all got into sales in a different way no one ever grows up and says you know what, I want to be in sales. I started my career as a research scientist, so this was 20 years ago and not even in psychology, I was in engineering. I was building computer models. When I got into sales by accident at the turn of the dot com boom, I started to realize that sales like anything else is a system and there are variables and all sorts of forces. I started to unpack that there's the nuance of human behaviour, which is a very big wild card and a big source of error but that's where I got into the science of selling and what are the pathways mechanisms, how do people make purchasing decisions. Even down to things like tone and emotional intelligence. The great thing is, I don't fault our ancestors who used to sell in the old school methods because we've actually through research and science and studies have learned things biochemically hormone release all these things in the last 5, 10, 15, 20 years. Especially since the world of buying has changed so much, it's not like math or medicine or accounting where these small increments the world of buying changes so quickly you need to arm yourself with tactics that have been signed, not hearsay, just do this because that's what I did. Tactics, where you can understand from first principles why they work and the beauty, is if you arm yourself with these tactics you'll be able to execute them with more conviction because you know why you're doing them. Part of the challenge that exists in modern selling is oftentimes people do things without knowing why they do them; they do them because someone told them to. It's funny we talked about business schools, I also teach at a business school here, and actually, there's a business school here in Canada that uses my book as the textbook for their course. I zoomed into the class a couple of days ago, and there was a young lady there who said hey look I worked at this company and they gave me a script to read, and I just said this doesn't feel like words that another human being would say to someone else. She said I changed it to suit more of my style, and I found that my conversion rate just went through the roof. So this idea of being a human being who's armed with the understanding of how human beings communicate and buy will make you an unstoppable sales force. The science came from my background, combined with this is just the way the world is going.
Excellent so will write a review; I absolutely have loved talking to you so who is your hero or shero?
Yes, my wife, we've been married for 18 years and I together for 24, I should get that right. We started dating when I was in the science lab, and she's been through four startups through the whole journey, I'm a cancer survivor as well, so what I think you need to have is someone who stands by your side and encourages you to do what you love, reminds you of what you love and why you're doing it. She is mine, and she teaches me so much, she is my absolute shero.
Thank you for sharing this. How can listeners get hold of you, David?
I like to give away a lot of things for free mostly I mean the book. Unfortunately, you got to pay for that, but everything else I give away for free and you can find it on cerebral selling dot com which is my website, and the book Sell The Way You Buy, you can find that on Amazon or anywhere you buy books.
Thank you so much for coming on to Scale Your Sales podcast David. My pleasure Janice thanks so much for having me.
https://cerebralselling.com/blog YouTube channel: https://www.youtube.com/c/CerebralSelling Book: https://cerebralselling.com/book/ LinkedIn: https://www.linkedin.com/in/dpriemer
Welcome to Scale Your Sales now my next guest is, me!
I decided that I would monthly, speak straight to the podcast audience rather than have guests all the time. It has been brilliant, I absolutely love talking to the expert influencers, and I learned so much, and I hope you do too? I thought I would start first with my book Business Evolution: Creating Growth in a Rapidly Changing World, I wrote this nearly six years ago. So much of my experiences are wrapped up in this book and the strategies I live by. I thought it would be good for me to talk a bit more about it so that you can get to know me, maybe you might even buy the book, Business Evolution by Janice B Gordon.
The book brings together a lot of my experiences and history and things that I've done; I often say that absolutely everything that you do, whether it's good or bad, is meant to teach you something, meant to move you on. It is often when you come later in life you realise, oh had I not done this at that point then I will not be able to do this at this point. Even though that was not necessarily a good experience, it challenges you, so you learn a lot.
I had worked in financial services in sales in the 80s. I did my MBA at Cranford School of Management and then worked with a construction company where I systemised the operations and managed everything for them. It enabled them to grow with all the policies and the accounting system. Then I worked with a customer experience innovation consultancy, and this embedded the customer experience because they introduced it to me, customer experience. It was a revelation to me. I understood through many of the customer journeys that I did for the companies I worked with HSBC, AOL, and so forth. Lots of the projects, I understood that customers are the best inventors and creators. I mention this in the book, the engineers or the designers would sit there. During customer journeys, experiences and customers always found the shortcuts, and so that was quite a revelation.
The importance of asking your customers because they are usually right, they have a valid voice, and they are often not at the table. Now when I talk to my clients about this and say, do you have the customer sitting at the table, literally have a seat that says customer on it? Often, we are so wrapped up in our world, and I certainly understand that running a small business working with other colleagues and even though I talk to many medium-sized and larger businesses it is precisely the same. We all are so focused on what is going on in our own lives, in our own business. We forget about all of that out there, and all of that out there, are your customers; the people that put food on your table. That is why it is important to have like a physical aspect of a customer in the business to remind you always. Is this the right message for that customer? Is this something that they would buy and approve of? To even get the focus groups of customers, your top customers, take them out to lunch, talk to them. Ask them questions, get them to test trial; they are your best inventors and creators. You need to keep them close to your company. I talk about all this in the book. But let me start at the beginning of the book. It all about what I call the 'Essential 4Ps'. The 'Essential 4Ps' is Personality, Purpose, Pleasure and Process.
I wrote Business Evolution: Creating, to explain the relevant principles of the ‘Essential 4Ps’. Modern business has fundamentally changed, it is not about selling in fact selling has become a dirty word. It is about Attracting and Building business relationships, but how do we do this?
The people we are naturally attracted to you are more like you than unlike you. Essential 4Ps taps into being, finding, attracting, communicating, and pleasing more ‘people like you’. In business you must magnetically attract your customers, to do this you need to magnetise our personality.
The ‘Essential 4Ps’ are your guiding business principles to gain business alignment and give your business that personality that will attract more like you.
- Personality asks, ‘who are you and what is great about you?’ How can people identify with you until they know who you are, Personality helps you to uncover your values and character that you want to be identifiable. It is the underlying currency in a global economy to help customers identify and engage with you and your business. Personality determines your core values that become your authentic promise to your customers.
- Purpose enables you to clarify what you do that no one else does in the way you do it (for your customers). We are all unique and different. This is your WHY, your reason for being and doing. It is your existential purpose and answers the question “what business are you in?” It is our unique view that you offer the world. Some people will be attracted to our unique view and others will not, not everyone is our customer and rather than have a scattergun you want people to self-select you. You do not want anyone; you want the right one because the wrong one only cost you money.
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Pleasure prepares you to understand and to serve your customers desires, wants and needs. This is establishing the relationship. Ask and you shall receive, many companies do not enquire their reason for being, how they are doing and how they can do better – it is crazy! The aim of Pleasure is to involve your customers (and employees) to align the strategic goals with your customer’s specific needs and expectations.
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Process positions your customer’s central to your business, so they get what they want, when they want it and how they want it. Your business processes must align with your company purpose and your strategic goals; Process must be made ready to consistently deliver. The process must meet your customer expectations and very occasionally WOW or surprise your customer.
Why the Essential 4Ps?
Your company competes in a crowded global market and as the representative; you are the first presentation of your business that customers, suppliers, and stakeholder meet, judge, and buy. Tom Peters said in Fast Company magazine, “All of us need to understand the importance of branding. We are CEOs of our own companies: Me Inc. To be in business today, our most important job is to be head marketer for the brand called you.”
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Being You – personality
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Being your best you – purpose
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Being your best you for your customer – pleasure
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Being your best you for your best customer consistently – process.
In a socially connected global economy, you must engage with your customer and your business process must align with your purpose. Essential 4Ps will reduce complexity and improve transparency. The 4Ps will give you the confidence in presenting your declared purpose making you accountable to your purpose, your customers, and your business. Essential 4Ps gives you the freedom to operate within a framework of your authentic business purpose and achieve higher goals for your customers.
The are many examples and exercises in the book Business Evolution, available on Amazon.
Next time I will introduce you to the Scale Your Sales Framework.
Praise for "Business Evolution “This book is for businesses wanting to grow their business by giving practical insights relevant in this rapidly changing global economy. It is clear Janice knows her stuff; I would highly recommend you Buy it, Read it, Apply it & Evolve it!” Lara Morgan Entrepreneur and Investor
“Wow! Business Evolution is the most enjoyable book about how to grow your business I have ever read. Through quite challenging, and always credible, exercises, Janice explains her 'Essential 4Ps', which will keep your business growing and give plenty of 'wows' to your customers. This business book is the real deal on how to grow your business. It is a five star 'wow' for me which I will return to, time after time. “Tony Robinson OBE Entrepreneur, Business Advisory Board & Enterprise Rockers
https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert
My next guest The Outbound Sales Guy, has a unique history which I'm sure he won't mind talking about. What attracted me to him was his LinkedIn about page, and you must all go and read it. He says "I have over ten years experience filling the top of funnel activities in sales development manage service space digital marketing and technology. I'm not hunting for new business; I can be found in the gym or on my 40-foot sea ray boat enjoying a cold craft beer or fine scotch." I thought I need to speak to this guy I loved it, and I'm sure he'll talk about the importance of LinkedIn and showing your personality um because he certainly does that for companies and much more he's known as the Outbound Sells Guy. Welcome to Scale Your Sales podcast Martin MacArthur.
Let's talk about what happened to you at seven years of age. As I said in the introduction, you've got quite a unique history you were diagnosed with retinitis pigmentosa, pretty devastating so tell us about that.
It was, at seven years old you're still kind of navigating life, and your brain doesn't understand the severity of that aspect while transitioning. Fortunately, I have incredible parents and sisters that provided an extremely strong support system to help me navigate those early years of figuring how do you cope with such traumatic life-altering events such as going blind. Before I was diagnosed, I did have a bit of vision, and I could see somewhat, but it was very difficult. Then it got to the point where my parents said we need to go and have you checked out because something is going on here. It snowballed from test to test to doctors, and specialists and they diagnosed that I have a hereditary disease called retinitis pigmentosa. It affects the retina, and there are two stages. There's a juvenile, and there's adult RP, and so I was diagnosed with a juvenile at an early age. Gradually my site decreased from having a bit of vision to I guess it was around 18, 19 maybe 20 somewhere around there, where I got to the point where I am today of only being able to see the difference between very dark and light. If it's bright in a room or right outside I can determine that or if it's dark, I can determine that other than that I'm not able to see anything.
Technology must be your godsend?
Early on, it was a challenge because the technology wasn't quite as advanced or as rapid as it is today. When I was going through school and in college, I had to purchase expensive pieces of software and technology. There wasn't the boom of software as a service where you could subscribe to a monthly service you had to go out and spend thousands of dollars on adaptive software because it's a very limited market so early on it was very expensive. Then when the dot com era happened and Apple arrived on the scene for whatever reason they included in all their operating system whether it's ios or mac os an accessibility feature called voiceover that reads everything. It's a screen reader that reads everything on the screen back to me, and so that meant that I could be like a regular consumer go to Best buy, go to the Apple store, purchase a MacBook or an iPad out of the box set it up in two hours and I'm able to navigate and go on my way. I give immense kudos to the developers at Apple for whatever the reasoning was for them to develop and be such an inclusive company. It's a shame that this isn't across the board with all companies thinking about how they can make all of their technology adaptive to all people even from left and right scissors, really simple things that we've had to live with for a long time it's so simple. If you do it at the beginning, it's a lot less of an investment if it's something that companies have as part of their whole ecosystem. Exactly and to address that point when we're talking about sales and I'm sure we'll dive deeper into this later in the episode. Still, the sales tech stack there's so many tools out there that unfortunately, and this is not anything negative towards those organizations because they're well-respected organizations. A lot of the companies I deeply value and respect, but there are only a few of those platforms that I'm able to use because their platforms work with my accessibility, not every platform out there will work with my accessibility. I understand that because it's a limited space of how many sales professionals are blind or have some type of disability?
If you had a wish list what companies what platforms or stack would you like to use that you cannot currently use because you never know they might be listening they might be wanting someone to test this out for them?
That's a great question; I don't know there's are a lot of the similar technologies out there. If you're talking about the sales engagement space, a platform that is the behemoth in the space is Outreach. Unfortunately, Outreach is not accessible with my technology, but the other players like SalesLoft and Vanillasoft those platforms are. When I'm investing in that type of technology I don't consider Outreach, and that's not anything negative towards Outreach, it's just if I'm going to be frustrated day in day out. It's a platform I need to be using 100% of the time. Why would I go and invest in that technology be frustrated and not be very productive?
I was hoping to say well I know that person in the company and can put you in contact with them.
Fortunately, when I was in the process of selecting different vendors for my company a few companies that I've worked in the past, I knew they worked. A couple of others were gracious enough to allow me to perform some test trials and in sandbox type environments so we could figure out if it is going to be a good or bad investment or do I need to move on.
Let's delve into sales perhaps talk more about the service that you offer your customers and your ideal customers?
Outsource sales development as a service everything from working with founders or CEO of a pre-seed up to series A company, including the head of sales revenue marketing depending on those different personas. We'll run through the entire gambit of identifying and mapping the total addressable market. Who is it that you want to reach out to and have conversations? What's the messaging that needs to be created to resonate with those prospects and to break through the crowded, noisy landscape? Then the tech provides the tech stack to be able to automate or accelerate getting in front of these individuals. Then basically contacting and following up and booking a qualified sales meeting for those individuals. So that Founders can continue to do what they do best whether that's working on their product or service, meeting with investors, preparing for funding. Whatever those priorities are that they need to focus on and not have to worry about the heavy lifting of filling their pipeline and generating revenue.
Martin, you should listen to the podcast that I did with Kristie Jones, who works with series A founders and accelerates their growth, you both have a lot in common.
What's your view in the b2b sales, do you think it shifted enough to be buyer-centric? Is that something you talk to many of your series founders and entrepreneurs about focusing in on what value you offer their particular customers and so that you can develop the messaging that's right for the customer to get them into the top of the funnel?
When I'm speaking with a founder co-founder of a company, and we're discussing what type of message do you work on to craft that it's going to be compelling enough and resonate with the prospects like to take more of a problem-centric selling view. What are the problems that your prospects are facing what like what's frustrating them daily? How can you help alleviate and remove those bottlenecks that frustration? How are you going to do this why are you doing it like what makes your product your service your platform whatever what makes it so great that it's going to capture this individual's attention to be able to say? I need your help right now.
What one practical strategy would you choose to help business owners seriously growth companies to enable their buyers to buy and enable them to build long-term relationships?
That's a great question, so when I'm meeting with these individuals, I like to take them through how to prioritize their prospects. Because a lot of the time, people will spend countless hours wasted on non-selling activities right because they're either afraid or don't want to pick up the phone or send out that email face rejection a whole host of reluctance issues there right. I like to work with the prospect to identify the prospects based on priorities, so what are those priorities look like so is this a prospect that's going to say yes not you know today is it someone that's saying no, and if they're saying no can we find out why that's no is the prospect saying hey no I'm not the right person, but you need to speak to sally over in HR because she's the right person to talk to, or no you know we just signed an agreement with this software company last month we're in a six-month agreement with them you know we just spent a bunch of money maybe follow up with us in five months. When you start to prioritize each prospect then you can you'll begin to focus in and accelerate which prospects you can start to follow up and have conversations with and which ones you shouldn't be wasting time and energy on today.
Some would say that the 'F-word' funnel, and the way that we're pouring these people in that you lose some of the personality. You lose value in the relationship because it's very systematic. It's a numbers game, and there isn't that real personal connection, what would you say to that?
I would say that you need to continue to accelerate some of the processes right the process of putting people into the funnel right. At the top of the funnel also though you should be incorporating LinkedIn as a part of your outbound mix. I know many people use it for inbound as well. However, if you're using LinkedIn as a part of your outbound sales process, your prospects start to get to know you as an individual. They get to know and understand your personality. If you are authentic, you're transparent, you're honest, vulnerable, demonstrating some humility and by doing that over time. It's not going to materialize today or maybe next week but in possibly you know 30 days and three months, six months down the line by continue to be engaged in and relevant. Your prospects will start to follow you back. Then they'll begin to be like okay this is someone that I want to learn more about and want to do you know potentially do business with because they've been putting out this great content they know what they're talking about they seem to have a lot of great recommendations.
Okay, all right let's switch it up a little bit and talk about your view on diversity in the b2b selling industry do you think it's progressed. What's your personal view?
I like to try and stay away from challenging topics such as diversity. However, I do feel that slowly the landscape of sales is changing from the old school ways of selling and doing business. The typical stereotypes of you know Wolf of Wall Street and Glengarry Glen Ross, those types of scenarios I think we're slowly transitioning away from. You're starting to see a lot of a lot more female leaders who are awesome we need more. We need male and female champions for these you know for these incredible women to rise and help them level up, so I do you feel that it's slowly changing, but it needs to increase.
How do people viewed you because obviously, you use technologies that enable you to do a great job, but people have various perceptions about your abilities because of your sight, so how do you think you have been viewed?
Overall, I from people that I've heard from and comments that I read and so forth I feel that I'm viewed very positively. I don't think I think my blindness is something that people either they admire, or they look past those; it's not an issue for them. Unfortunately, there are a few that it is an issue for them and you know that that's fair enough if it's an issue for them then quite frankly that's someone I don't want to do business with, so I'll give you a great example. I think it was July. I reached out to a sales leader at a company, and they referred me to someone else in their organization the correct person. I sent them a one-to-one video using Vidyard, in an email and the person responded to my email saying we're not interested blah blah blah. Perhaps next time if you look directly into the camera then you'd maybe be able to connect a little more personal to me, it was a little maybe a little harsher than that. I quickly responded and said FYI I'm totally blind, so thanks for the response have a great day. Because frankly, it's someone that I don't want to do business with. If you can't be respectful and I understand you may not know I'm blind or not although they should have because they viewed my profile on LinkedIn. It says right there in my bio that I am blind so either you're too lazy to read the bio but that's just someone I don't want to do business with.
I had another individual last year tell me something along the same lines; they claimed to be a LinkedIn expert or guru. They said that you know you need to change your bio because you know if I'm a business professional and I see that you're blind I don't know if I have the trust in your ability. Okay, that's fine then have a great day we don't need to do business together.
I'm astounded, certainly by the second one, the LinkedIn guru. I was attracted to your bio because of your forthright straight up honestly it is what it is and the fact that you showed your personality that's why I wanted you on so yeah it just amazes me.
I often say to clients that you want to know as early as possible the people that are not in your tribe. You want to know the people that don't like you, but because we spend so much time trying to do business. They're never going to buy from you, they're never going to like you for whatever reason, and it's often nothing to do with you it's what's going on in their own heads, but you want to find them out as early as possible. That's a great story and an excellent story for everyone to listen to.
You don't have to like each other to do business; it helps if you do and it helps if you have similar personalities or if your personalities are aligned, however, as you say, you need to know. For me, I want to know early on are you someone that I can do business with are you someone that I can get along with or are you going to be difficult. A real big pain to deal with because if you tell me now so we can save each other a lot of time and that energy and we go on our own way.
If you were on a desert island on your own what one thing would you take with you?
That's tough because it always changes, I'd want to take my iPhone so I can have music, I find I always have some sort of music on in the background just whether I'm at home, I'm out wherever I always have music.
Tell me why your Dad is your hero?
He's a huge champion of mine; he gives me honest feedback when I want it or don't want it. He's always been there to support me, so that's definitely why he's my hero. He's owned many businesses, and he has been in different leadership and executive roles. Hence, he's someone that I can also lean on from a business and professional standpoint and a personal standpoint.
How can listeners get hold of you, Martin?
The best way to connect and reach out is either on LinkedIn you can search the outbound sales guide, or you can email me martin m-a-r-t-i-n at the outbound sales guy.com. Lovely well it's been a pleasure having you on Scale Your Sales podcast. Thank you for being so honest and forthright, I knew I'd get that having read your LinkedIn profile, so it's been a real honour thank you, Martin. Thank you very much, Janice, for having me, and it has been a real pleasure.
Https://www.linkedin.com/in/the-outbound-sales-guy
Jennifer Warawa is a repeat recipient of the 25 Most Powerful Women in Accounting award, named Thought Leader of the Year, and globally pursued public speaker. An executive with deep experience in partner management, sales and marketing, Jennifer is currently the Chief Commercial Officer at DIRTT Environmental Solutions.
Tell me more about the product range because it's very different to accounting product range? Yeah thank you so much, so we do custom prefabricated manufactured construction for interior construction, so we focus on commercial, healthcare, government and education and so we're building out essentially interior environments and so it's very different from the industry I was in before with software. We are powered by technology, so all of our manufacturing process and our design process is all done by our proprietary software, it's a lot of technology used but a very different industry. You've been in the role for a year, six months of that time has been in COVID lockdown. There's been a change, especially in your role of Chief Commercial Officer. What are some of the things that you've had to adapt within the organization to continue to service your customers? Sure, well I think obviously from a sales perspective, all of our sales team is out in the field, so they're out there meeting with clients meeting with partners visiting with architects and designers, so that's what they do every day they're out on the road they're not working from an office. Having that transition going to work from home is a massive transition, and I think safety initially is a huge priority and we were concerned first of all about physical safety. so everybody locks down. We had no one in our offices, and everyone's working from home. But very quickly, the topic went from just focused on physical safety to mental safety and mental health. Some people are used to being out and about they're extroverts, they're doing a lot of interaction out in the field.
Now all of a sudden they're not leaving their house. It's a very very different environment, and so you've had to balance moving the business forward with continually checking in and seeing where people are at. You can have two people that are down the street from each other that have very different experiences. I mean one person can say my life is the same as it was before. Still, now I wear a mask, and someone else says everything is turned upside down. I've missed family events; my kids are driving me crazy. There are these dichotomies of how people are thinking about the quarantine, and you have to meet everyone where they're at, so it's been fascinating. What about in the factories how have you adapted the production side of your manufacturing? That's the heartbeat of our business if we can't manufacture then we can't deliver a product. Making sure that the folks in our factories are safe has been a key priority everyone's safety is a key priority but you know we used to have a lot of interaction between the offices and the factories with people going back and forth. We did factory tours all the time we'd have clients in and partners in, we'd have people flying in, and we've had to stop all of that. We don't have people going back and forth between the office and the factory we're not doing any factory tours we've taken them all virtual and so it's a very different environment. We're not risking anything as far as their health and the safety of our people, so it's just been a very different experience, a different environment.
You say you're taking it all virtual so are there things that you've had to create from the ground up that you didn't have before or were there things already in the pipeline that you've just accelerated?
Yeah, we've had to take experiences and flip those online. So a good example of that is Calgary, Alberta, Canada is our headquarters, I'm based in Dallas, and we have offices throughout the US. But with Calgary being our headquarters we would bring prospective clients and partners up to Calgary all the time every week. We had people flying from all over the world to come and see our solutions and experience the tour of our factory. They'd meet our people, they'd look at our DIRTT experience centre like our showroom, and we'd spend a couple of days with them, and you build some relationship, and you get to know them, and they get to experience our business, and all of that stopped. Right now if you go to Canada from the US, you have to quarantine for two weeks. and so we can't do any of that right now. We had to take an experience that is very personal and very interactive and very tailored to whoever is visiting and flip that to online, which is tough to do. It's like visiting a zoo, I mean you can do it online, but that's very different from actually being right there with the animals, right! We moved that to online, and it was it's a big transition because for salespeople bringing their prospects up to Calgary was a special thing. Hence, they were like I don't know if I want to do this online and so you're bringing them along for the journey and figuring out how that's going to work. Things like factory tours we went and did a whole recording of the factory tour which is a part of visiting our office and then we said okay it doesn't work if you have someone recording the narrative so what we need is we need the video recorded. Still, we need someone live to be talking them through and pausing and taking questions. We had to navigate how to create that experience even though you're not there in person. That's been a challenge, but all that stuff had to get built from the ground up. Same as our onboarding for our employees and our partners that's always done in Calgary, so we bring people in, and we have something that we call DIRTT experience which is a completely immersive experience you get right in there. You're building solutions and seeing how it comes together and learning about the company, our mission, our values previously delivered in person. We have to move all of that to virtual, and I think you're also moving everything's virtual when people are kind of tired of virtual having done a whole day or weeks or months in front of their computer. You have to make it interesting to get them excited and to keep them engaged, so flipping all of that to online has been an experience. It's been good in some ways, I mean we have an office at DIRTT experience centre in New York. We're just about to open a new one in Chicago. Now through all of the virtual things that we've set up any sales rep can offer a tour of any of our DIRTT experience centres from anywhere. They don't need to fly them to New York to tour New York because we've created all these virtual experiences so even post-pandemic whenever that is, they can still go and tour all of our spaces, so there are some positive lasting outcomes from it. Off-camera you told me what DIRTT stands for and I loved it, can you share that again. Yeah, absolutely DIRTT stands for, doing it right this time. Typically when we think about what that means to us, we think about conventional construction and the amount of waste that conventional construction has built-in, we think about drywall all of the waste that's created and how when you build something it is not flexible it's there. When you want to change it, you need to rip it down, throw it out and start over. When we talk about doing it right this time, we think about sustainability and flexibility and being able to have a workspace that changes as your business needs change. Today that's more important than ever because people are trying to figure out what is my office going to need, to look like in six months, no one has any idea, and so they need something that can be flexible with their needs, so it's timely right now. It sounds like DIRTT has always focused on and been customer-centric. Focused on the needs of the customers from the meaning of the name, to the way that they deliver the product to the customer. Was that something that attracted you to the company?
I love the focus on the customer, and I love working with partners, those are two things that I liked, in addition to the culture and so when you put all those things together it creates something magical. I think the part that attracted me as well as how do you take that magical client focus and client experience and scale it, and that's where it gets exciting. Because you've created something that grows in size and it's very hands-on and very personal, and you don't want to lose any of that personal touch or that customized experience, but you want to double and triple the size of the company. That's always the challenge; how do you make everybody feel special and unique while you're scaling your business? that's a fun challenge; I think that the timing now having to do everything virtual allows you to scale as well so two things are running together in experimenting how this would work but also not losing the personality and the personability of it.
Absolutely, what practical strategy would you offer listeners to enable them to scale to build long-term relationships? I know your key area is the partner side of businesses, so tell us more about that.
Yeah, I always think that you want this magic bullet or the silver bullet on what's the one thing, it's not one thing it's many things, but I'll share a few with you. For most companies and us, when you're looking to scale, it's how do you unlock those memorable, magical client experiences in a scalable way? That's where you start to lean on digital strategies. How do you leverage digital nurture, for example, to help clients feel like they're truly your only client like they feel incredibly special? I think that is a huge piece; if you don't have digital, you're not going to be able to scale to a huge extent.
As we're scaling our business, how do you put in all of those structures and systems to make sure that everybody's ready for the next phase of growth?
From making sure that you have all of your sales tools ready and scalable, tools like your CRM, is it ready for your next phase of growth? And the structure, in early days of any business everybody can do things differently, and that's okay but once you start to scale and you're hiring at scale. You're growing your business you want everybody to be doing things consistently. You always want to be refining it based on what delivers the best results and so having that consistency is important. One of the things that are critically important as you're looking to scale your business is to tap into the people that already work with you and love what you do. Sometimes our people are hesitant to ask for referrals or say you had a great experience, but who else do you know that this could apply? I always say of course people in sales say this, but everybody's in sales. It's like, is the sales team going to do this, it's like everybody in this company is in sales, and I say the same thing about marketing. They're like, when is the brand team going to do that, I'm like you're part of the brand team you need to do that. You want to turn everyone into a salesperson and a brand ambassador and so to get people to make referrals and recommendations and provide testimonials and get out there and spread the word on their networks, on their channels about the experience that they've had with you is a great way to scale. You're not going to get any better lead than a lead that's been referred by somebody that is trusted by that lead source! Jennifer is brilliant on social media; everyone, check out Jennifer's Twitter account. because she's always doing selfies, but you know with teams of people and whom she's coming into contact with, some of that must have dried up now because we also see zoom pictures. It's fewer selfies for sure, at the end of this I'll have to take a selfie with you and me on the screen but yeah what you're taking pictures of it's pretty much the same environment every day other than who's on the screen that's the only thing that changes. Hence, I guess I'll have to start taking pictures of who's on the screen. I can't wait to get back out and start seeing people. I think we're all feeling that at the moment.
Let’s talk a little bit about diversity you're at the senior level and the higher up you go often, the fewer women you see in your position and above and I wonder what you feel in the b2b environment how it has progressed what you have seen that's made a difference?
Well I think back you know 15 years ago I had my own business and my largest client was a general construction company. So it was there were very few women on the job site and very few women in the construction industry overall. When I fast-forwarding to today, being a woman in construction, there's a lot more diversity and more women in this industry. We have several partners that are women-owned businesses which is fantastic. I see a lot more diversity. People are starting to realize that diversity is not just about gender. It's critically important for people to realize because some of the magic of diversity is when you get someone who's just out of school and someone who's a few years away from retirement that has a great experience. You put them in a room, and you can figure out to unlock ideas and solutions that you would never have been able to do if everybody had the same level of experience. You get people of racial diversity or diversity from different backgrounds or cultural diversity, and so all that experience coming together provides a different lens on the opportunity ahead. People are starting to see that it has a tangible business outcome. In my career, I experienced there are several years where it was just the right thing to do like people were like it's good to have diversity; we should we want to focus on that. Still, I think people realize now it's not only the right thing to do, but it also creates better outcomes. There's a focus on what does a diverse business look like and how much better can you run and how many different ideas can you come up with and how can you tackle problems differently. Diversity itself is becoming more diverse; it's great to see the emphasis on companies as they as they look to diversify their leadership teams or executive teams and their workforce in general.
Is that's a discussion that DIRTT has in terms of ensuring that there is a diverse balance at all levels of the business?
Absolutely, our CHRO Lindsey Gusso that's at the top of her agenda, diversity and we talk about it in all of our town hall meetings, with our teams and what we're doing there, but it is a topic that we're looking to put more focus on. Naturally, we've had a pretty diverse workforce just this organically that's happened. Now, it's about making sure that we've got focus at all levels when we're hiring and interviewing that we're just keeping that in mind and that we're open. We're making sure that we're deliberately creating diverse environments. It's great to see that become a focus here at DIRTT.
Tell me more about your the partner network at DIRTT and where you want to take it because I know that this is a big area for you, what your plans are from where it was to where you want to see it?
Yeah, I think we talked a little bit earlier about how the client focus has always been our main focus at DIRTT, and the client is the heart of our business. We've always gone to market through our partners, and so we were so focused on clients since inception the last 15 years that we hadn't put a deliberate strategy around how are we going to help our partners grow. How are we going to make sure that we have some diversity in our partner channel? I think about backgrounds and experience and the types of businesses, most of our partners have another business that they're running alongside this that has to do with interior construction or building out interiors and so how do we start to diversify the types of partners that we have? For us it's never a numbers game, it's never about can we get more so when people say to me how many partners do you want to have in five years? I'm like I hope we have the same number; I'm not looking to go and get several new partners. What I want to do is continue to build strength and scale and with the partners that we have, so how do we build into their businesses, how do we help them scale. They're amazing, and we learn a lot from them already but what can we do to add value and help them drive more successful outcomes so that's where we'll be focused for the next number of years. In strengthening the relationship and helping them grow because that's ultimately what's going to lead to our growth as well.
I remember reading you saying about speaking to your partners, particularly now why it's important?
Yeah, when you go to these virtual environments, there are many opportunities when you're sending emails or digital electronic communication for the message to get lost or for people to misunderstand or misinterpret and it's like is that what you meant or is that what you said. Nothing replaces a face-to-face visit; I love to sit down with someone in person, I love to visit a business, I love to see how they do business and see their warehouse and visit their job sites, I love to do that. But in the absence of that, it can't go from that to just emails, and so I'm calling partners. I think the other day I had four different partner meetings and just finding out what's going on in their business, what's working, where do they need some help, how do they think about their future, where do our Partners see risk, where do they see opportunity? Because they're out there in the field every day and we have partners that are fully back in the office, and we have other partners that are still completely locked down working remote, and so you're trying to meet them where they're at, and it all needs to be done through conversation. what's interesting now is previously you'd see them in person and in between then when you talk you call them, well now it's so weird because when you call someone, it's so weird to be talking to someone and not see them, as the cell phone has almost become weird. Because you build relationship lots of times over dinner, you have a long day of meetings you do a bunch of planning, and then you build relationship and trust and that part I'm missing for sure.
Tell me more about the next growth phase you were talking about leadership and systems?
As we're looking and setting our sites around accelerated growth. You want to build that foundation for the next phase of growth we organically have sales methodologies or systems some homegrown some not; you get to a point where you're like okay to continue to grow we need to build that next foundation. So right now we're looking at what is that next foundation looks like and going back to diversity we've got people that have been with the company since day one and then we're hiring people that have just started they're in their first weeks or the first months. So you bring in different perspectives from different industries and combine that with people who have the expertise and the experience in this industry with this company. The leadership mix is helping challenge the status quo and help us think about what the future looks like and what we need to do differently. Hence, there's a lot of investment in leadership, making sure that we have the right people in the right roles at the right time driving the business. Systems, of course, are important and systems have changed even over the last six months as everything has become virtual because of all of our sales presentations. For the most part, have moved online. So people need to get good at new tools and new ways of telling a captivating story. Taking into consideration that someone's sitting in front of their computer for so long in a day that if you don't do something different, you're not going to get their attention. So, making sure that you have the right systems in play. The structure has been another area of focus for us, so just making sure that we have the right structure. You want to make sure that you're doing things in a consistent, repeatable way, not reinventing the wheel every time that you've got a proper onboarding process and so all of those things build that foundation for that next phase of growth.
In terms of amplifying that do you do that very much through the DIRTT experience and you as you say everyone's in sales everyone's you know a brand marketer and ambassador how does that work?
We always want to make sure that our partners have all the tools that they need to be able to tell the DIRTT story, and their story and the difference that we're making in this industry and so empowering the. The best thing you can do to empower someone to be a brand ambassador or to go and tell your story is to provide a great experience. I think about some of the brands that I'm a loyal advocate for, they've never asked me to refer, and I do love doing business with them. So, how do you create an experience where everybody so they're running around raving about the great experience that they had with you. Because that's going to be the best of all, so you know continuing to deliver excellence consistently provides us with brand ambassadors or natural salespeople that are out telling our story.
If you're on a desert island, what's the one thing you take with you?
I suppose the right answer is probably like your spouse. They're not listening so they'll never know. I think this is a bad answer, but I would probably take some device like an iPad because it's like it's a window into the world. It's like a connection to everything, probably not on a deserted island you're probably not allowed to have that there's probably no wi-fi connection. You can't have what you want. Okay, well because it's like a window into the world and right now especially as we're going through these times. You've got family all over the world as well, those devices keep you connected when you can't get there in person, so being able to stay connected to what's going on and to your friends and family I think that's probably what I would take.
It's interesting because many people do say their phone, their iPad, or Audible. Don't you think how much we have changed in that this is the first thing that we go for? Also, the fact that we're in a pandemic had we not had the technology that was available sitting there ready that we weren't fully utilizing, how different our experience would have been? I can't even imagine, I think about even when I started at Sage, there were no video meetings I worked remotely, and I was on the phone I was in conference calls most of the day and you're just sitting there on the phone looking at your computer. Go back another ten years, before that I think there are several businesses that we're able to survive because of technology and if we wouldn't have been able to do this, I think it would have been a very different outcome.
Jennifer, how can the listeners get hold of you?
I'm always available on Twitter, so I'm uh at Jennifer Warawa, and I love social media and love to connect on LinkedIn and love to meet new people and get connected to the folks out there. Thank you so much for being a guest on Scale Your Sales podcast Jennifer. Thank you so much been great.
https://twitter.com/jenniferwarawa
https://www.linkedin.com/in/jenniferwarawa
https://www.dirtt.com
My next guest is Jeroen Corthout co-founder and CEO of Salesflare an intelligent CRM built for SMBs selling to b2b most popular with agencies and fast-growing startup companies it's a CRM that fills itself which is excellent. It's a top-rated on platforms like g2 because it's easy to use with its automation features.
Jeroen talks about how they have adapted working and serving customers in the global pandemic. For Salesflare, it's mostly an internal thing and for our customers very much an external thing. We've always done remote selling, since like when we were a year into Salesflare. I think because our customers come from all over the world they're not just in Belgium where we are, but they're mainly in the US, in the UK, that's our second market all over Europe, Australia. We covered a whole globe. For us, it was mostly not being together with the team that made a big difference. We had to work a lot on streamlining our internal communication. Before more heavily relying on being in the same room, that's always something we found important. We believe that if we were close to each other, that would make us communicate better, and it's when we moved to the remote setting that we understood that it wasn't so. We started organizing ourselves more for actually having the communication flow properly through the organization. We made changes to how we do meetings how we take notes in meetings, how we spread the conclusions of meetings. What kind of meetings we do, with how many people, all these kind of things. For our customers, the difference is mostly a lot of them were still doing meetings with people like actual live meetings which is a bit hard to imagine, after being almost six months in this pandemic, at least in the western world. Jeroen goes on to talk bout what he thinks is essential in the pandemic world.
Jeroen told me more about the unique features of Salesflare.
When you look at it purely in terms of features, you might not immediately see it, but you need to look at the thing as a whole because the software is built in such a way that it sits on top of the existing data you already have. For a salesperson or somebody who's making sales, most CRMs require a whole lot of manual data input. They are dependent successfully filling out the CRM correctly like you're this sort of perfect data input robot. Then the system will work for you because all the information is there you can find it and use it to follow up with your customers. The reality is that nobody is that disciplined. It's mostly a matter of discipline and obviously, time and energy investment and CRMs almost always fail. It might not be in the exact beginning, but it might be that in the beginning, you are very enthusiastic against keeping track of everything perfectly. Then your sales start rolling in, and you begin feeling successful, and then you're like I don't really need to fill this in and then so things start going wrong and the system crashes. That's what we felt six years ago when we were following up leads for a software company of ours and when we started thinking like this is stupid and nobody ever thought of fixing the software? So, we build software that sits on top of the data that you already have. Data like your emails, their email signatures, whom you're emailing, with whom you're meeting, within your calendar, in your phone, stuff in social media, company databases, email tracking, web tracking and it pulls that all together. So that if you say I want to sell to that company that sells phones. It says, oh I see you know this person and this person there do you want to add them? You say yes. I say we know that you exchanged these emails, had these meetings and these phone calls on your phone. We found that phone number in the email signature, and we added that for you with the LinkedIn profile. We actively help people to follow up based on that data, so there's an automation layer that looks at when was the last contact with that company? When did you say you wanted to follow up? Customers in a particular stage so that you never forget to follow up. You also never forget to respond to emails and all that software helps with that.
As we know, CRM systems are not always good at integrating all of the information, and we all know salespeople are not as good at updating it so if it overcomes that these problems then that's excellent. I asked Jeroen, what are the features that they are looking to develop?
We started very much with the data input automation because we thought that's where the main issue is like if people don't fill that out, then the whole system falls apart. Now we're building sort of automation on top of that, making sure that you can use all the data that is available. For instance, last year we built this advanced filtering thing with which you can go through your data with all the attributes you have across don't only filter accounts by stuff on accounts but also by the fields on opportunities. Now we are building on top of that, the last big thing we released a few months ago, is workflows. You can use these filters to say, okay, if this and this and this is true then this person needs to get that email and then if they respond, it stop emailing them if they don't answer it sends another email and then maybe another one and then or if they click that's all things you can define. You can set up the sort of automated flow of emails, for instance, when somebody signs up for your software or if somebody signs up for your list or when a customer reaches a particular stage or what we use it a lot for outreach purposes. For instance, reaching out to potential partners in a personalized way because it sends from your inbox and it ultimately looks like an email you would have sent yourself. We are expanding more and more in that direction.
Jeroen offers practical strategies to enable buyers to buy that built builds long-term, trusted relationships. Try to get as close to your customers as you can many companies nowadays try to do the exact opposite. They try to build many barriers between them and the customer. which is unnecessary; I assure you that if you do the opposite and try to stay as close as possible, it won't be that overwhelming. Customers nowadays want a lot of independence, but they still appreciate when you build a close relationship. Do things like helping them in a personal way, interviewing them on how and why they are using your product or service, how you can improve these things, follow up with them consistently, which is something you can automate. You could say I want to reach out every three months to my existing customers and you set up something that does that can be automated but then of course if they respond you pick up the phone yourself, you don't let a robot talk to them. Which is probably my second point, try to automate things in your sales process that doesn't need you as a human being. Try to automate things a way that you're spending a lot of time on, but that doesn't feel like you're adding a super amount of value. If you automate them away, that doesn't make you less human if that makes sense. So easy wins, for instance, starting to use uh like uh calendar scheduling links, nobody likes to email back and forth anymore like ten times to book a meeting. Automate quick follow-up emails that you're sending make templates for this kind of things. There's a whole lot of things where you're spending time now where the computer can better take over. Automating your data with a CRM automating follow-up reminders, but always try to do it in such a way that it doesn't automate you away from the prospect will feel like this doesn't make sense or is disrespectful. Try to choose these things where it makes you more human instead of less human.
Jeroen says, the most significant opportunity is probably in the middle of the pipeline. People like to focus either on creating new leads and or closing deals. He advises keeping a balance on the whole process from a lead that we're not closing them yet. There's this whole follow-up process in between so work very much on that as many companies lose a lot of potential there. It's just in setting up a system that works for you so if you have to strip everything out as you said and then look like okay so this is our customer their preferred buying process works like this they would like to do this then talk about us with this and do that and then get there.
Map and see what the steps are, see where all your prospects are in that process and then start trying to make that as frictionless as possible. Building reminders for yourself to make sure that nobody gets get stuck in that process. It is essential to make sure that every step that you've lined up in the process is super clear in terms of the next step. So within a sales pipeline is always very important to take people at each stage to the next step. If the next step is not 100% clear to you as a salesperson, then it is hard to get a customer to move to the next step. Jeroen says, a lot of value nowadays is lost in the sales pipeline.
When asked, who is your hero or shero? Jeroen says, a bit cliche but um Jeroen is an engineer by background who likes technology and like entrepreneurship, so Elon Musk. He does all these not only like technology and entrepreneurship, but he works on these things that matter, which he believes at least in his worldview. "I guess it's pretty close to what is needed like how can we move this world forward and I admire that."
https://www.linkedin.com/in/jeroencorthout
https://salesflare.com
Businesses struggling to be buyer-centric are being challenged and often deal with inconsistent revenue growth vs. the businesses that embrace digital strategies.
According to Liz J. Simpson, recognized by LinkedIn as one of the 15 sales influencers to follow. She has been featured in NBC, CBS, SXSW, 40 under 40, and as a HubSpot Inbound Fellow. Liz helps B2B clients close millions of dollars in new business through digital strategies, listen to Scale Your Sales Podcast.
During the pandemic, Liz has been focused on digital strategies from the beginning of my entrepreneurial journey, which has only been about seven or eight years. When she started with digital transformation was that some innovative, forward-thinking companies wanted to get ahead of it, they saw it as a nicety a way to get an edge. Companies are seeing that it is a necessity right; it is mandatory now for them to adjust and adopt digital strategies quickly. Now that they have business development team members and sales team members who do not have the luxury of meeting face-to-face anymore. It has been the paradigm shift that has now created an influx of need for clients. So, in some respects, despite the many challenges that are enduring in these times. It has been an excellent opportunity for innovation because individuals who were stuck in the status quo and may not have been as open to new ways of growing business, says Liz. She found it has been a fun and dynamic time from the perspective of new ideas. There are no bad ideas. How can we better leverage digital? How can we better build relationships? Her business has just been trying to adjust to the demand despite all the lifestyle changes. It has been an exciting business time. I agree it is a hard sell. We will always do what we have always done because we think it is still going to work.
For most industries Liz has worked with, we have seen the decrease in performance with traditional methods for some time just that resistant to change there is a learning curve right. If you have been accustomed to selling in the same way for 10 or 20 years. Some have been resistant to just jumping in with both feet and so now has just been the perfect storm. They have been forced to jump in and see results. Like you, I get the most excited because the foundations are still the same right. If you do not have foundational selling practices skillset, role-playing buyer psychology, consultative skillset you are going to struggle regardless of what tactic we use. I am always the most excited about sales individuals who have the foundations perform well with traditional practices. Still, digital gives them a direct line to their buyers. It gives them ways to build thought leadership. When you have the foundations, and then you layer on a digital strategy, it only accelerates results.
Liz advises that most have not gone deep enough into their positioning strategy. Everything from what we consider simple questions, but they are the foundations that most skip over. Stating, you want to do common things, uncommonly well right. It is going back to your buyer personas, being noticeably clear about niching and structuring your buyer persona. Who are my different buyers, what is the problem that we solve, what is the status quo for my buyer? What is the business impact, what are the solutions that we create, what are the jobs to be done? What are the triggering events that create a need for our solution? Going back to those foundations, we know that over 67% of the buyer's journey is done digitally. They are looking for messaging that resonates with them in their time of need, so that means we need to go back to marketing and sales need to be aligned. We need to look at are we doing the voice of the customer interviews, are we doing client validation interviews so that we are using the language that they use that they articulate that they're searching in their time of need? We are making sure that our digital footprint mirrors that, so our messaging on LinkedIn. LinkedIn is one of the top five indexing sites, so regardless of if someone searches you, your LinkedIn profile is going to be one of the top results. Making sure your website mirrors that messaging, your white papers, your sales assets because to your point, the buyer self-educates. They control most of the buying process, so we must make sure that how we show up digitally mirrors what they are looking for in their time of need. Typically, when I am working with salespeople, the tactics are a dime a dozen right it is like a recipe directly you will get the result eventually. You can do LinkedIn messaging; you could do email prospecting; you can do face-to-face. My agency for years we were done for you prospecting, so she has done everything from mastering contact campaigns, LinkedIn messaging campaigns. Many different tactics will work, However, what is tried and true is whoever understands their buyer the best, whoever has the best messaging for their buyer that resonates, those are the individuals who typically see accelerated results. I think it is going back and putting yourself in the shoes of the buyer. Making sure you have sales teams doing buyers interviews with them. I think that is the pertinent piece if I were to say a second piece, then make sure your digital presence reflects that.
Sometimes there's a bit of ego that comes with sales success, it's just humble enough to ask questions and what I found as a consultant a benefit when I'm going into new industries is I'm asking what some may consider as simple apparent questions, but then the competitive advantage comes because I'm asking simple questions most aren't.
This is quite topical with black lives matters and all the things that have happened not only in the UK but in the USA, what is your view? Liz says she is inspired by leaders who are striving to make sales more diverse and more inclusive. In her experience, in her corporate career was most of the times as a black woman whose melanin is popping, she always looked younger than her age. Liz has always been cognizant of the fact that most of the around her did not look like her. They did not share her map of the world. Liz shared a story on Cynthia Barnes, the founder of the women and sales organization, The National Association of Women Sales Professionals. The interesting dynamic for those in sales is that your job is to connect with our buyers and to bring in revenue. Liz has always felt wedged in the middle with situations with prospective buyers that might have been discriminatory or harassing in nature and the double-edged sword that if you bring it up and ring this bell. If you speak too much about the buyer challenges, then that is interrupted as you cannot convert buyers. It has been an interesting dynamic. Sales being in somewhat survival mode and not knowing that she had options. Liz said she spent most of her career assimilating, learning how to play the game, learning how to fit in and assimilate. Yet Liz is inspired because now she sees an increase. As an example, tech sales they are making outstanding salaries that excites her. Liz says she is bolder now, as an entrepreneur, so when she looks at individuals and corporates, Liz is encouraged. Although as an entrepreneur, Liz says she wears the hoops and feels more comfortable being authentic. I am excited we are moving forward in a way people can bring their full self to the workforce. In the USA, we know the decision-makers are becoming increasingly more diverse.
Liz tells me about the Big Money Movement that is focused on shattering the revenue disparity facing women. Liz became disillusioned for a while by the speed with which change was happening and so looked at economies and understood particularly in the USA, how small businesses drive economies. She saw that women in businesses average 67% less revenue than male-owned firms. When you look at the disparity for women who own businesses like black women in the USA average about $24000 a year versus white women-owned companies average over $211000 per year. If we level, just the parity within women in businesses that creates trillions of dollars in the USA economy. It creates hundreds of thousands of jobs. Liz said, when she speaks with most women entrepreneurs, there is a lack of a sales skillset right. There is an aversion to sales. She heard someone said if good people knew how to do good business, the world would be a better place. My thought was if I can empower women of colour to grow profitable, scalable companies. If I can help level the parity for women, then hopefully, as we see more diversity in business leadership, we will then by nature see more diverse. Liz believes that if we empower these women entrepreneurs, they will have the overflow to create social change and to create jobs for their communities.
Liz said, when she is speaking to women and, if there was ever a time that their natural skillset was more paramount in sales, it is now. Now that buyers can empower themselves and self-educate what they are looking at studies show that one of the top things a buyer an executive buyer is looking for its specialized expertise. Consultative skillsets advisory right empathy, those things that you talked about and those tend to be skillsets studies found more in a women's natural skill set. The basics, done well still outperform, such as listening, putting yourself in someone else's shoes, empathy having the emotional intelligence. Where I see we can grow when I am working with most women are two areas, executive presence, and business acumen. Because what happens is negotiation always comes from understanding value. You must understand the business impact of what you do, both the tangible and intangible outcomes. Typically, when salespeople in general but with women, because we have an aversion to sales. The power of being in a sales role is you understand the business model of a business; you know where revenue comes from, you know where clients come from, so you essentially are the engine of the business right. As salespeople, often, we do not get credit for touching every division and understanding how business flows. The challenge with many women having an aversion to sales is that we miss the profit, which is what drives the business. Understanding where that profit comes from in the clients. The most significant opportunity has been helping to understand the business impact vis the business value that you bring. How it impacts the business for your clients; then taking up space and being comfortable with executive presence and being confident.
I asked Liz if she was on a desert island on your own what the one thing you would take with you is. An aeroplane to get off! I have got to move around in the world.
Then I asked who your hero or shero is? Liz answered her Mother grew up in the Jim crow Mississippi South. She lost her Mother by age two and her Father by age nine due to racism. She was raised by her grandparents and endured tremendous racism and discrimination. She is just fearless courageous strong bold and yet one of the most generous loving individuals, her circumstances never created a barrier where she could not love and listen and be helpful. Liz says she was raised by a woman who gave Liz all the mothering she could.
https://www.linkedin.com/in/lizjsimpson
https://www.thebigmoneymovement.com/accelerator
Trust is right now is at a somewhat strange level, and the detail nuances around why your company versus any alternative provider, will give insight for those in-depth meaningful discussions.
My next guest is a B2B customer marketing strategy advisor his passion and focus are empowering SMEs with buyer-driven approaches to acquire and retain business customers and drive business growth. Michael Haynes has over 23 years' experience and has advised SMEs, and start-ups in Australia, Canada, Asia, and the Middle East.
Michael works mainly with small, medium enterprises, helping them get into larger organisations. Hence, your mid-market and your large corporates which he has much experience coming from large corporate. Michael is all about assisting them to really to understand the dynamics of selling to business clients and customers helping companies take a buyer-driven approach to understand who those decision-makers are what are their priorities.
Often SMEs looking to get into larger organisations may not be aware of those dynamics of B2B, in terms of there being multiple decision-makers. Let us say we're dealing with a Martech agency, looking to sell into one of your larger corporates must recognise that dealing with the chief marketing officer and prepare for also the CFO involvement and people from operations and risk and compliance. They will all have specific criteria and individual priorities. They have certain content that they like to look at as part of their decision process, be it white papers, case studies, performance stats or specific regulatory requirements that you need to meet. SMEs must understand each individual, their priorities of what are they looking for and making sure they are providing those tools and information to meet the needs of these decision-makers and stakeholders.
Many organisations are moving to the online environment. Still, it is a lot more than just simply moving to the likes of zoom. It is understanding where buyers are at right now, your business buyers and customers right now. They are looking for decision confidence to get confidence in themselves to know what they need to do to take their current business to where they want it to go. They are looking for actionable solutions they are looking for insight and advice to identify opportunities to understand what is it that they are going to have to do within their organisations and or delivering to their customers.
It is really about your sellers being that trusted advisor and partner providing those insights around market opportunities. Providing that road map of how are you going to use your this Martech solution, how will it be implemented and how are we going to help them meet their requirements around the market share, retaining certain kinds of customers growing customers. It is being that advice and providing that implementation and execution support to work with your customers. You must incorporate these elements into those discussions that you are having online. This focus is on how you are going to succeed in today's business environment, so it is a lot more than the virtual medium. It is what you are doing on those virtual meetings, and how you are approaching them, that is where there is still some work to be done.
When adapting to your customer environment, Michael says, you need to recognise that in terms of language, and how you dress, that it can be quite different to what you know—using the right language and terminologies that you wouldn't use SME to SME.
Looking across markets like Australia and Canada, although similar, Australians are probably a little bit more relaxed than his fellow Canadian counterparts. Overall, the same principles apply about instilling trust and demonstrating value. In the Australian context, they are excellent and tremendous at letting you know good people and giving them a go. So, authentic and having that transparency is especially important.
Michael talks about trust being strange right now and quotes the Edelman Group research on the B2B space to understand how our buyers and sellers perceive trust. There is a high degree of scepticism amongst business buyers in terms of the trust, amongst product and service providers. It's why you need to be building those relationships, delivering value and showing that you're understanding your customers, and stakeholders and what it is that they need, where they're at and trying to work with them. In this environment, everyone is under a lot of stress and constraints; they want people that can work with them and understands them.
Having the privilege of working globally, Michael says, B2B sales tend to be a very male-dominated environment, sectors such as technology, your biotech, is heavily male-dominated. There is a lot more room for diversity both in terms of women and people of colour. Some markets in the USA, you will see more black males in sales roles, but there is still in my view room for improvement to see more a female and people of senior colour leaders in the B2B space. Michael says being involved in a few talks on equality and diversity, that he feels firm and is deeply passionate about this area.
All people need to be represented, giving an example that on many occasions, particularly in his previous corporate life. He would go to presentations, and the executives were talking about all people, yet their PowerPoint slide presentations would be only one demographic group. Michael says when his agency gets his brief, they know that we must have that representation of all people. It is not currently widespread today, we are not all having the same voice, the same representation at the same level of influence, and this needs to change.
Michael reminded me that growing up in the UK, I did not see myself represented positively, and it is still the case today. It is important you see it, and it is relatable, to know that it is possible, and it exists. Michael agrees that it is so important to have that inclusivity, diversity of thought, experience, perspective. To see the empowerment of people of colour and women so that they can aspire to roles within entrepreneurship, within executive functions to be our leaders in the community, in business. Michael says, it is crucial and necessary, and it must happen.
Michaels, one tried and tested strategy is talking to your current customers that should be the first part of any growth and scaling strategy. Talk to your existing customers and having in-depth conversations to understand their priorities, their motivators, their drivers, what are they trying to achieve. Understand where are the gaps in where they are now, where they are trying to go and why they chose you as a product or service provider? Really getting into the detail nuances around why your company, you as that product or service provider versus other alternatives. You will get great insight for having some of those in-depth, meaningful discussions, which will then help you pave the way to determine where are the opportunities both amongst similar customers that you can replicate and roll out excellent.
Refocus Reignite and Rise, is an executive coaching program aimed at SMEs CEOs and their senior leadership team. It comprises of two phases there is a three-month strategy intensive where we go through the three modules the nine months follow up. Refocus, which is all about understanding who your key target customers and buyers what is it that they want and get a clear understanding of what you are going to need. The Reignite based on knowledge of our industry markets and customers what are the things that we're going to have to be delivering and providing to them to meet their requirements so that could be around products, it could be around service and support. Then the Rise is about how we develop your growth strategy so that you can have that long-term sustainable growth.
Michelle Obama ranks extremely high up on Michaels list of shero, she is just fantastic in terms of her whole story of just how she is risen, from Chicago to the leading schools and first lady where she's made such an impact. His is quite a big fan of Barack as well.
Michaels website www.listeninnovategrow.com you will find a whole array of articles and videos.
LinkedIn: https://www.linkedin.com/in/michael-haynes-lig/
Twitter: @2Excellyourbiz
You will love this conversation. We talked about what sales leaders need to do now. Jill gave survival strategies and we talk about how diversity in sales sucks. It is an honour to have Jill Konrath on Scale Your Sales podcast.
She is the International speaker and author of 4 bestselling sales books—Selling to Big Companies, SNAP Selling, Agile Selling and More Sales Less Time. With over 1/3 million followers. LinkedIn named Jill as their #1 B2B Sales Expert in 2019. And Salesforce recently selected her as one of Top 7 Sales Influencers of the 21st Century.
The legacy that Jill has created is outstanding because people are continually naming her as their Shero. She says 20 years ago she looked around and saw that all the sales experts out there were bald white men. As a woman in sales, Jill was tired of seeing this and realised she was the most bothered by it and so stepped up and has continued to champion women in sales.
In these challenging times to come out strong, Jill advises number one, to learn how to control your fear, the minute you go into fear mode, which can happen because nobody's buying anything. You can't get out and see people the way that you used to or have meetings, and everything's different. Fear can overtake, it stops your brain from working, giving you fewer options, in terms of what can be done. She says to grab a hold of our fear and take a look at what is it that we could do to calm ourselves down.
Second, you need to open yourselves up to learning new skills.
Some people have been doing the same old, for a long time, and it's worked for a while. But what happens when you run into a recessionary period being average is no longer enough.
Everybody has to figure out a way to step up their game and turn yourself into a learner and somebody who is focused on improving all aspects of your sales process. Take a look at it from the front end and say, "where am I not doing well? Where am I running into resistance?" She says get comfortable with the virtual world and become cognizant of people's reaction to everything that you're doing.
Only one out of seven salespeople take a serious look at what happens in their sales calls and evaluate post calls for:
What they do well,
What worked,
What was highly-effective,
Where they ran into problems and
What they could change.
and that those people who
Research shows that those willing to be brutally honest with themselves are the ones who discovered better ways and succeed because they are continually evaluating and testing to improve.
Jill recalls when she first moved into a sales leadership role at Xerox at the time. She remembers as a salesperson's that thinking, 'how can I make fewer calls and be more effective?' You significantly enhance your chances of success. You learn who they are and what their issues and concerns are, you become very focused on what are they currently doing today - without your solution, your service or your products or technology.
Well, they are getting their work done, said Jill, but with some cost and inefficiencies and maybe some opportunities that they're missing. The more familiar you become with your customers, the greater your success rate is because you will speak their language, you will focus on what matters to them.
You will be able to ask questions that are highly relevant and of interest to them. The goal is to increase your effectiveness, which means you are always learners.
As a sales leader, you have people; your sales team will be afraid. They're scared they're not going to make their quota. They're afraid that if they don't make their numbers, that they will be terminated, that they won't have enough money to feed their themselves or pay for their rent. It's a scary time.
Top sales leaders right now must focus on their culture, their people and be more in touch with their people regularly, talking a human talk. As opposed to saying, how many calls did you make last week, let's talk about your numbers and where you are at?
Focus on the person 'so tell me about how are you doing right now? Be interested as a human being because you want them to be successful and ask, 'how can I help you?' The best sales leaders are very focused on helping their people improve what they're doing and very conscious of the culture, concerned and catching up as a human being and focusing on we're here to help you. The whole team is here to help you; let's work together. Jill says this is now part of being successful and that they're in a different job right now, that require other skills.
When Jill worked with reps, you could see the ones who were aggressive. And the result of this was the prospect would put up barriers. If you're leaning forward and intense with your people, you are scaring them away. So what a sales leader must do is lean back and focus on the human being in front of them, to see what could make them better.
The fact that we can't meet us human beings makes all of us out there alone in these challenging times. It's more important now than ever before because everybody spread out around the world, and we are not getting what we need from a human perspective.
Some top leaders who are really doing well in sales leadership always focused on their people. The top leaders have loyalty and connection with their people, who know that they were being supported throughout these tough times as well as in good times.
Talking about diversity in sales, Jill acknowledged that there are some industries that are doing well with diversity, but for the most part, "they pretty much suck. Let me be real honest with that." They say we can't find female candidates. Well, are you looking? And you think people wanna be like the slimy people that are trying to shove things down peoples throat and manipulate them. And have you read your job descriptions,
looking for ah hunter, go-getter. Jill says everything is all screwed up, and this does not appeal to women. Women are highly effective in sales.
Gartner research states that women perform at higher levels than their male counterparts; they stay in a job longer, is a huge factor. You have two people you can hire about the same in terms of capacity. But the women tend to perform at higher levels, they stay longer, so you don't have to recruit as often and train and on-board and hope that they work out. There is a huge business case for women in sales. Then the research also shows that from a business perspective, having a diverse group of people allows for faster decisions and better decisions.
So why don't people do that? Because people hire people who look and sound like them, Jill says, something has to be done about it.
She recalls that she was a diversity hire and not brought on board because of her great potential. Jill was a high school teacher when she decided to go into sales. Xerox had a mandate from the federal government of the United States that they had to have a workforce that represented their communities. Each city had its own diversity numbers that they had to hire.
Xerox, didn't think women could sell technical things like copiers. They just didn't think that we were capable of doing that, said Jill. But within a couple of years of hiring women, they learned how to look for characteristics that were totally different from man. The guys answered they were motivated by money
But women said, they want to do a good job, or focus on my customers, or that they wanted to make a difference. Within a few years at Xerox, eight out of the top 10 reps were minority and female.
Diversity is a smart business decision. Jill and I agree that it would be really good if companies would set quotas and committed to diversity.
We talked about overcoming isolation, and Jill recommended to get on a phone call, not a zoom and stay in touch with human beings. Jill has personally called friends from high school that I haven't talked to in years just to get out of the business world. Having a wonderful conversation makes you feel connected to the world.
Jill also suggests getting out for a walk. Our bodies need the outdoors; we connect better. Put in your headphones and call your friends and have a good meaningful conversation. The isolation is overwhelming to so many people.
If Jill was on a desert island on her own, she said she would take her cell phone because she could learn things find new ways to be engaged, read books, learn new ways to build fires, be more effective and just keep sharp. That little thing gives her connection to everything she needs including 101 ways to make coconut for dinner tonight:-)
Thank you, Jill Konrath
https://www.jillkonrath.com/sales-books
https://www.linkedin.com/in/jillkonrath
Welcome to Scale Your Sales Podcast. Bev Hancock is a conversational catalyst who believes in leading through conversation. She facilitates vital conversations for the new world of work that result in high trust, relationship, and collaboration. With 20 plus years in Leadership and life-long learning, she passionately believes that our greatest power lies in the conversations we have every day - she brings the science and magic of conversation to transform lives, teams, and businesses.
Bev has been in leadership for a long time. A few years ago, she realised that leadership has got very heavy, sending our leaders on executive courses to universities and giving them all kinds of strategy. Instead of focusing on what leaders every day and that is talking to people, whether customers, stakeholders or talking their teams. Bev was intrigued, how the conversation is a strategic driver of success in business. She, fortunately, studied with Judith Glaser, the world's expert in conversational intelligence. Bev was bloom away by how the quality of your conversations to transform a culture to transform your client relationships, to transform the experience that you are creating for your customers.
Bev retold a conversation that one of her executive coaching clients had when working through this process with him. He took over a region where there was a toxic fear-based culture with a lot of resistance in the system to change. By going through these conversational tools and techniques, he was able to see a shift in the process of the conversation, moving people to be more open, willing to listen. Such that, he said within the first two minutes of the conversation he could see exactly what strategy he needed to put in place to move it forward. After a period of six weeks, there was such a definitive difference in the culture that the head office wanted to know what they were doing differently.
Bev says she has seen a lot of sales methodologies come and go, it is not only sales have changed, but customers have also changed. They are looking for something completely different, they are looking for an experience and a relationship, not a transaction. The companies who are going for good to great are the companies who are focusing in on loyalty and retention, it is just so much easier to keep your clients when they are part of your family. These conversations can transform that sales conversation. When you have a relationship with a client, eventually it is no longer a sales call, it is how are we going to work together.
The real power of building that relationship through every single interaction that you have the salesperson becomes part of the chain to create the greater value because on the other side of the salesperson, there's also a conversation with inside the seller organisation to ensure that there is a seamless experience customer receive.
Bev said a diverse group changes the type of conversations because context is everything. You have always got to work within the context that you are having the conversation in, there are so many nuances that diversity brings. They are a lot of biases, some we know about others we do not and so many of these things shut down the conversation. The question is, how do we open up space for people to step from difference and diversity into a space of being fully human. A place where we meet each other to get the best possible result from everybody. When you listen to people, you allow multiple perspectives and you allow the rich diversity. In South Africa, the Rainbow Nation, because there are so many colours in so many different perspectives and so many different cultural influences, it makes a richer conversation. Bev says, what diversity does for us is it invites us to embrace the full richness of what everybody in the group must bring.
Bev said, anybody going into a sales conversation is going to meet a certain level of resistance because they think, you obviously want to sell me something those barriers tend to be up Perhaps the real start of the conversation is. Are we doing less talking and more listening? And are we tuning in? Are we asking questions? Are we finding out who our customer really is? And that the problem that we might perceive to be is not necessarily the problem they have, and just spending some time in that conversation you can uncover so much more. What we call, the shifting of the trust needle starts when you make it about them and not about you. And I think this is a big shift for salespeople. Salespeople are generally are better talking than they are listening. That is what they have been trained to do, all this now must change, salespeople must be better at listening.
Bev said, what she loves about the science is that you can literally re-engineer and rewire the brain in the way that you have the conversation. You can create different chemical makeup. If you have a group who is probably dealing with change, feeling anxious, and threatened. You are dealing with stress hormones and stress chemicals in the brain. Calming conversations help make people feel more receptive, the brain opens up. Bev said when she realised that this was as much a biological process, it becomes less about soft skills. It just made sense that you could change the chemistry of a conversation by the way that you choose to have it. So, your Mother was right when she said: “it's not what you say it's how you said it.” This can make such a monumental shift in how you start moving this process from resistance to collaboration. When people are resistant, it does not matter what you put in place, they will not collaborate unless they feel that they are cared for.
An example of what you should not do say Bev so normally when you get pushed, what is your normal reaction? Your normal reaction is to push back, generally, when there's resistance, the listener is either doesn't like you, although that's not generally the problem is normally a feeling like you're coming and asking me to change what I know, all right, and that's taking me into a scary space. I am comfortable where I am now, and how do I move that?
So, what we tend to do is if we tend to use one of two processes. Either we say to them, let me tell you because I know to trust me. I am an expert. Number one, that is one of the first worst things that you could do. The second thing that you shouldn't be doing at this stage and this sometimes goes against some of the sales training you might have received is that this is not the time for influence, all right, to try and persuade and to get them to do something. If I go back to a conversation that I've had with a colleague who is now having to shift the way that they are looking at the world of speaking for, for instance, and they were very convinced that they were right, and this is how you were doing it. So, all I did was I tuned-in and I listened, and I ask questions and I allowed them to shift. In coaching the power comes through the question. The question opened up his own thinking, and eventually, the response was, Well, yes, Maybe if I shifted like this, or maybe if I shifted like that and straight away you can see the resistance starting to diminish. So, it is counter-intuitive Your natural response is to push. The best thing you could do is hold back and provide space. That would be the first strategy that you would use to overcome resistance and know that it does not normally only happen in one conversation that might take two or three
A great example is when you are not the entrenched provider and you are having to go in and say, pick me, pick me. There will be resistance because they have an existing relationship with a provider unless they are extremely unhappy with existing provided, they have no reason to change. Tune-in and allow that natural resistance to something new to get them excited about it and to start drawing them in. You have achieved it when they start telling you what you could do for them.
The most powerful thing Bev recommends in sales is to find the one thing that you have in common because before you go to any technical conversation, people want to know there is a connection. Look for the common ground because straight away that creates connection and connection is the heart of trust. From that start creating a trusted connection. Bev says, do not underestimate the power of caring connection. People will listen so much deeper and they will connect with you on a completely different level if they think that you care about them. Which means that you do not only speak to a client when you want something from them.
Bev was very privileged to work with our previous public protector at magnificent lady by the name of Thulisile Nomkhosi "Thuli" Madonsela. For her Shero, Bev says Thuli is the absolute epitome of grace and trust under fire. Probably the most difficult communication environment where she took on what was a very toxic government environment, her beauty and her grace and her thought processes and her attention to detail and her caring came through so strongly. Bev did an exercise in the room where she held up a picture of Hillary Clinton and Thulisile Nomkhosi "Thuli" Madonsela, this was during the time of the Clinton and Trump presidential elections. Bev asked the audience for their instinctive response in terms of trust from 1 to 5. Thulisile Nomkhosi "Thuli" Madonsela was fives completely across the board. Hillary Clinton's were variable.
Bev said one of the reasons why she is her shero is that she made such a difference in the work that she did with such incredible grace and maturity.
http://www.bevhancock.com
https://www.linkedin.com/in/bevhancock
My next guest is the go-to expert for founders wanting to build or scale their sales teams. After 15 years as a sales leader in the SaaS space, she founded Sales Acceleration Group to help other SaaS companies improve their sales, process, strategy, and people to increase their sales revenue and scale more quickly. Welcome to Scale Your Sales Podcast Kristie Jones
Having an early stage start-up is a high-risk probability. Most of her clients have gotten some Venture Capital (VC) funding. Anytime you get to take money from someone else, some expectations go along with that. Kristie says she does zero and improvement. $2 to $5 million in VC backing, many times don't have a sales team at all the founder has been playing sales rep, and so with VC company funding, they're looking for two things, to build a sales team, and they want to improve the product through development.
Kristie's favourite founder story is someone who was working for the man; they went out into the universe to find a software programme or something to help them solve a business problem that they had. They could not find it, so they built it. Many founders are more technical or mechanical in background and developers themselves and do not have a sales and marketing background. Kristie starts at zero, everything from purchasing a CRM system and implementing that for them. To help clients, figure out what sales process and discovery questions and what the sales cycle looks-like, and hiring, training, and onboarding and continuing to coach and mentor sales reps and founders as we build out the team.
Kristie says she has a straightforward communication style, and so she is not for everyone. She understands that for founders they product is their baby they give birth to it, and, caring for it every day. Rejection is hard, and sometimes the go-to-market strategy is off. When founders build the product, they have a specific use case in mind and industry, person, or a particular company. Kristie helps to open their mind and possibilities to other vertical or industry sector use cases. Founders must be willing in the first 18 to 24 months to pivot. Kristie has worked with plenty of founders where the version two or version three looks nothing like version one. As they go to market, they get feedback such as, 'it would be great if we could do these other four things.' Kristie says you have got to have some discipline around customisation the product, and you must be more Willow than Oak in the start-up space.
Kristie introductions come from SaaS start-up founders and venture capital companies and PE companies. 99.9% is word-of-mouth and referral, in particular those that invest in series A and early-stage company.
Kristie tenures typically six to nine months saying she likes to get out before she starts to tarnish. She aims to train the trainer, Kristie is happy to be the therapist, but within 12 months, she wants them off the couch with the tools to be self-sufficient.
More companies are comfortable using consultants coming in and filling a knowledge gap or get a process improved or built. Kristie says if she finds there is some resistance, to VCs bringing her in like a double agent spy, she says there should not be any secrets between the start-up and the VC. Many managing partners at venture capital companies were prior business owners themselves, and we are all here to help, and that is the attitude. If you can reduce your time to revenue, you hit that revenue goal that the VC has placed on you, and that is her role is.
SaaS has a little bit of an advantage over some other industries; the concept of customer success was born in SaaS. When she uses the words customer health, many companies are not sure what she is talking about. Kristie builds Customer Health Scorecard to help with to instil with her clients that customer success starts at day one, people think of it as post-sale. Kristie spent a few years at Gainsight, which is customer success, global leader. How you treat customers and what they can expect from you and the trust level starts at that first prospecting call. It establishes with the client, future client, or prospect, to see how your company and culture operates. I agree with Kristie that we need to spend more time thinking about the impact that salespeople have on customers who often think it is a one and done or sell it and forget it. You are the impression that you leave the client with that is probably going to stay with them for after you have disappeared from their lives.
Kristie spends a lot of time talking with her customers talking about NPS, SaaS is all wrapped up in NPS. Like CSAT scores, it is one indicator of customer success. It is not hard to do, right and in early-stage, you do not have that many customers, says Kristie. Companies have an excellent product, and they give somewhat she calls White Glove service. They go, we have a 98% retention rate, well sure in the first 12 months! But that may not be a valid subset of what may be coming down the pipe, they do get lulled. A lot of those early customers are quid pro quo, or they came out of the personal Rolodex. Founders reach out to people that they already have a business relationship with, but it is not necessarily the right indication of what future churn could be.
Trust is earned and not given and starts at day one. Are you showing up for appointments on time? Are you prepared? It is disrespectful to ask a question that you can find on the internet, it is a waste of people's time, instead spend our time asking more strategic questions. Walk your talk, is hashtag own your sh-t. Mistakes happen, things that you do not intend, how quickly are you falling on that sword and apologising and doing what you need to do to make it better. Does your organisation have an accountability culture that starts at the top and goes down? The goal is for a customer to reach out to you and say, 'I know this is not exactly your area of expertise, but I have got this business problem, and I thought you could help.' This is when you know you have become a trusted advisor.
Kristie goes on to recall how she worked with a SaaS start-up, and 18 months after she had started with them, they were purchased by Cisco.
If Kristie was on a desert island on her own, as a voracious listener, Kristie is addicted to her audible and powers through four books a month as a knowledge junkie. Frankly, nobody really wants to be on the desert island by themselves.😊
Offer Founders/Owners a free 20 min consultation on the topic of sales process and strategy, go to https://salesaccelerationgroup.com/sys
https://www.linkedin.com/in/kristiekjones
https://twitter.com/kristiekjones
We welcome to Scale Your Sales Podcast, Leigh Ashton. Author of iSell and founder of The Sales Consultancy. Leigh Ashton develops Sales Leaders and their teams to think and perform at a higher level to meet and exceed multimillion targets.
I read the book, iSell, many years ago. I did not make the connection when I met Leigh. We were both speakers on the panel for International Women of Power in 2015.
Leigh explains more about sales growth mindset her sweet spot.
Many years ago, as a sales leader, she realised that skills and capabilities were only a tiny part of what made people successful. The primary catalyst for sales success is the sales growth mindset.
Now not everybody has a growth mindset naturally, and it is relatively easy to spot the people that do have it. Because they are the ones that fall and get up again and keep trying different things all the time.
Rather than 'I can't do that' it is 'I can't do that yet', they keep trying all different angles. Someone who's naturally growth mindset they account for the 10% top performers in every company.
It does not matter how good the sales leadership is for them because they are going to do it anyway. Many people have a fixed mindset and some that will be a growth mindset in one context and fixed in another.
Leigh hears people saying, 'I can't draw' or 'I'm not creative' because somebody laughed a picture they drew when they were a child, and that is left a lasting impression. But she says, if you did a bit of drawing every day, you would soon get better.
Leigh was a successful salesperson with a growth mindset, and it was straightforward as a salesperson to be successful because I did not rely on anyone. She just did it.
Then she got promoted to sales manager and honestly, Janice, I felt like a failure.
Some of her team would go, that is amazing, 'I'm going to go and try that' and would go and do it. The second group would go, Lee, that is amazing, I will try that and then carry on doing what they were doing before. Then the third group would say that will not work for me, my clients, or my territory.
Her manager said, 'you were so good at what you did as a salesperson, now you have to find a way of teaching it to others'. So, Leigh consumed so many books on sales and leadership and through her quest to try and figure it out, she realised that it was all about the way people think. As soon as she focused on the human being instead of what behaviours she wanted them to do. When Leigh concentrated on what was going on in their head just before they were going to do a specific sales activity, that is when the magic happened. Growth mindset so resonated with Leigh and she noticed that it had a positive impact on other areas of their life.
If you think positively in one area, it is going to respect all the aspects, says Leigh, because the way you are doing one thing is the way you do everything. People get more confident in themselves generally and happier and more resilient. They give things a go and step out of their comfort zone.
It was like a magic bit of fairy dust says Leigh who decided she wanted to spread that fairy dust everywhere and started her business in 1995. Leigh came from the sales context because fundamentally Leigh is a salesperson. She loves the whole arena or sales, sales leadership she does not think there is anything quite like it on the planet. Leigh believes it is what she was meant to do, helping people and get paid for it, is amazing she says.
It is a ripple effect says Leigh and the good thing is when sales teams work with her on mindset once she has changed the way they think, they do not need as much ongoing training because they think differently. All the sales leader needs to do is to maintain it and notice when they are team is not their best and say, how is it going?
She hears salespeople say that their sales manager would say, how are you doing? But they do not care about the answer.
How are you doing? And jump to - How's your pipeline? It is a segue to get to the question of the numbers.
Leigh says to focus on the client's map of the world. You must go at your prospects or your customer's pace because the minute it feels like pushing, they will back off.
It is about how do you join, bringing an issue to the table that they want to resolve and how can the sum of the parts be greater than the whole? Working together makes it better for everybody. Buyers do not call you in for a conversation wanting you to fail. Buyers call you in because their thinking, is this organisational or person, the person who is going to take this problem away, take this pain away or stop us having the pain, resolved this issue, get buyers where we want to get to. Both sides do want the same thing. It needs to be win-win. And if you communicate with the buyer in a way that works of them. You cannot communicate with another human being in a way that works for you.
You must be a bit like a detective and find out through excellent discovery questions what is going on for that person and what is important not just in work but how that would impact on there was a human being. When Leigh first got into sales, she would say to the buyer, what is it you want? And then the people would tell her what they wanted, and Leigh would say, that is great because 'I'd love to do that for you'.
Leigh was good at asking questions, and she would chat with people. She would repeat what the buyer said even that was before she knew about matching and mirroring. It gave her a few minutes to collect my thoughts to listen and think, OK, based on that, what am I going to say next?
Leigh says it always starts with sales leader. She was delivering training for an organisation recently, and some of the sales leaders said, 'I wish I could get my people to do X'. Other agreed they had the same problem. Leigh replied, if this is a global problem, then you need to look in the mirror because if lots of people are not doing X, what is the reason they are not doing it? Are you focusing their attention on it? Are you finding out why they are not doing it? What is the thinking behind that?
Most sales leaders are successful salespeople, and leadership in sales is always about numbers. Leigh believes that salespeople are more like athletes. They must be in their best state of mind to be good at what they do in the same way that athlete not in the best state of mind will not win that race or they will not score that goal.
What she believes is missing, and it is the same in most of the countries she has worked in, they always focus on the numbers. Sales leaders need training in is how to support a human being, and how to make them the best that they can be. Sale leaders need coaching skills so that they know how to coach. Leigh says, many sales leaders think they are coaching and there not, they are all telling. Have you done this? Have you done that? Well, this what I would do. You do not have to train sales leaders in managing numbers; they know how to handle numbers; what they do not know is how to manage human beings. It is vastly different.
If you are on a desert island on your own, Leigh will take her audible app because she is constantly listening to something. Leigh is always an avid reader but my audible app because you can listen again and again to a book and get something new each time you listen, and you get energy off the author.
When she is listening to two of her favourites, Simon Sinek and Brene Brown, she gets an energetic download almost of the way they feel about what they have written.
www.sales-consultancy.com
https://www.linkedin.com/in/leighashton1
My next guest, is Tom Williams, the founder and Chairman of Strategic Dynamics Inc. The firm helps organisations accelerate revenue generation by improving sales effectiveness. He is the co-author of The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales and Buyer Centred Selling: How Modern Sellers Engage & Collaborate with Buyers.
Talking about the Sellers Challenge the book you wrote with Tom Sane, which focuses on specific 10 Deal Killing Obstacles in B2B salespeople face that aligns the sells process with the buyer’s complex decision making. Tom explains the evolution of the book culmination of discussions with Tom Sane. They
were both selling a sales methodology that did a variety of things such as call planning, execution, how to win a complex sale. Clients would ask, can you help me with this specific problem?
And they would come up with, a variety of things that were not taught in the typical methodology program. So, we listed about 21 of those challenges, and we covered ten in the first Book Sellers Challenge. And then in the second book, buyer-centred selling. We picked up the rest of those and made buyer centre selling more around looking at not only what's the challenge from the seller's point of view, but what's the buyers' dilemma.
In the second book, looks at what is going on with what Tom calls today's modern buyer. Everybody understands buyers have more knowledge today than ever had before. There is a plethora of information on the Web and other areas that buyers can go. Users spend a lot more time in the research phase because they do not want to make a poor decision or a wrong decision. There is a tremendously increasing number of buyers that are involved because again; it is about risking about making a change. What used to be one decision-maker is now often trying to get consensus around a specific transition from one product or solution to another. There is a greater reliance on self-diagnosis, more and more customers come to you sellers today and say, I know what I want. Here is what I want, what your price and we are also faced with an expanding, subscription economy. Things like Netflix have changed the way people buy. We do not need physically own something we can subscribe to it. Uber and Lift are an offshoot of that are what we do not subscribe to it, as we need it purchased. There are larger groups of people who are coming together to make a decision that comes from a wide variety of disciplines. They can be cross-divisions, they can be domestic and international folks in a large multinational company. Lastly, there is a generational shift. We are seeing more, younger people in the middle and senior management roles that have a different philosophy in another way, in which they want to learn or approach, making a change. And then finally, buyers today are looking for trusted sources of information. And when you weigh with how they feel about salespeople often time, and it is extremely low in the pyramid. They were looking for other sources of trusted information with this material that it comes from research analysis from their peers. They are looking for other sources of trusted information until that sales professional has earned their trust and respect. These are some of the trends that we have seen.
Talking about how the sales professional earn the buyer trust in respect. Tom offers, one of the ways to do it is by preparation; he is big on preparing for sales calls; it comes across that you are ready? You are confident, you ask better questions. Preparation is just crucial; no sports team goes and plays a game without preparation. Surgeons that operate on patients in operating rooms walk through a surgical checklist to make sure they got the right patient the right procedure that they are going to do etcetera. Airline pilots walk around the plane before they take off; they also have a checklist that they go through. There are countless numbers of people in professions that have checklists.
Tom said sales reps can differentiate themselves and earn trust by the types of questions that they ask.
Tom always says to Salespeople a great question is when somebody says to you; 'Wow, that's a great question' or 'I have to stop and think about that for a minute' or 'nobody's ever asked me that before'. It is those questions that give you pause to say, wait a minute. It says to the buyer, that this individual is thinking about my problem, opportunity, or threat in a different way, and they might be able to help me. That is what we are trying to do to differentiate yourselves from other people. Buyers may see ten or twelve salespeople in a day, depending upon their role, at the end of that day, are you memorable? Did you do something that stood out from everybody else or are you forgettable? And I know when I look back in my early days of, being a manager and a leader in a company, said Tom. There was always one sales rep that I said to my admin, 'every time they come to town, I want to see them'. because they always taught me something.
On likeability, Tom said, you want to be respected more than you want to be liked. There is that edginess with great sales professional, that can kind of challenge you in a positive, professional way. You might not want to go out and have a drink with them after work.
One of the things is that we talk about a lot about is insights that educate. Are you providing insights to get people to think differently about their situation? Because for people to change, they must look at what is their situation today? What might it look like in the future if they, did something different? And what is that cost of inaction? Or that gap that is in between the two? Because if it is not big enough to drive a truck through, it is not a priority, said Tom. If there is no priority, there is no need and there is no sale. Can you create insights that educate? It does not just occur at the beginning to get the sale; it is through the buying process to get somebody out of the status quo.
Those insights continue through the buying process as you are talking to different stakeholders at different portions of their pathway to decide. I think a good sales rep provides what we call prescriptive guidance. They show what would help the buyer to buy. Often buyers are buying for the very first time. When you think about buying, three things happen. One is, I am replacing or substituting one product for another. In another case, I am buying a product because of the enhancements or improvements has more features, more benefits, etcetera, more value. So, it costs me to change. And the third reason is disruption. And so, by providing that prescriptive guidance to help people decide that they want to go on a process with you. It maps the sales process with how people buy and often people do not know how they are going to buy. They do not know the process in their organisation for a variety of reasons.
Good modern sales professionals are spending more time on discovery. They thoroughly understanding all the needs and wants desires of the organisation. And what is going on within it before they offer, potential solutions? They say you must earn the right to talk to you about your product or service because you have done a great discovery. It is around executing the right messaging to the right person at the right time. It is about helping that buyer build consensus around a common problem that they can all engage around. Because they have all got their own individual wants and desires from a personal or emotional point of view. But can you grab their attention and get them to agree on a common goal that makes sense for the organisation. That is how you can affect change, and then mitigating the risk is crucial.
One tried and tested strategy is our collaboration plan mentioned in the book. A document that we have developed, that asked the perspective stakeholder buying influence, to go on process sand says. If we are going to potentially where to work together here, thee things we need to. We need some commitment from you, at certain stages, we need to collaborate, and we need to think about building consensus.
We talk the current state, the future state and the cost of inaction. Then we develop a plan of how we are going to work together to solve that problem, opportunity, or threat that they have. We talk upfront, that we were going to use this plan, and if I do not have the right solution for them, we will say but you will have a comprehensive plan for other suppliers. It is helping them think through the process. You also mitigate some of the problems that we talk about the two books.
TWilliams@strategicdynamicsfirm.com
Twitter: @SD_Firm
http://www.linkedin.com/in/thomasjwilliams
https://www.facebook.com/StrategicDynamicsFirm
Colleen Stanley Welcome to Scale Your Sales Podcast. An expert on emotional intelligence and sales leadership. She has been named by Salesforce as one of the top eight influential sales experts of the 21st century. Published in six languages, Colleen is the author of Emotional Intelligence for Sales Success and Emotional Intelligence for Sales Leadership.
I had just finished reading the book Emotional Intelligence for Sales Success and it resonated with my experience in sales. I found Colleen's phrase fascinating ‘Change your emotion, changes your story.’
I was fascinated to know Colleen made the link between emotional intelligence and sales? Colleen recalled how fortunate that a colleague brought the idea of incorporating emotional intelligence, sales, and leadership training. When she did not know what emotional intelligence was, the more she studied it, like an epiphany she saw the missing link. Like many of her colleagues in consultative sales training and speaking, however, Colleen saw salespeople execute role plays in a workshop or a coaching session, and then they get in front of that more difficult and demanding prospect and all those good skills just took a right turn. The emotions started running the meeting rather than good selling and influencing skills. We do teach a lot of the hard skills, says Colleen, it is the soft skills that help you execute the hard selling behaviours consistently and effectively.
There was a study done by the University of Michigan in 2010 and this is not to bash the 20 something-year-olds and the young professionals, but it did show clearly that empathy the which is a major influence skill, has decreased as much as 40% in the younger generation. Part of that has been linked to the onset of technology.
Everybody is looking down all the time of their smartphones, and empathy is a paying attention skill, which you got to lookup around and be perfectly present. This study was around 20-year-olds. But Colleen said she is seeing the same with 40 or 50 age group. Nobody is paying attention. We are in these meetings and we cannot pay attention long enough because we have never paid attention for more than five minutes without checking some type of electronic. Colleen talks to a lot of sales leaders about modelling the behaviour of focus, paying attention and being present because that is how you read and relate to people.
Colleen explains more about using neuroscience to manage your emotions and build a mutually beneficial relationship? We found is that people do not really understand how they can leverage this immensely powerful thing sitting on our shoulders. The brain. The term is called neural plasticity and comes from heads law, the cells that fire together wire together. If you desire to change thoughts, negative thoughts, negative emotion, negative responses, you absolutely can do it. Part of that is true visualization, carving out quiet time so what you think, say, do and repeat can become a new, more positive neuro pathway. Often referred to its hard-wiring. For example, Janice “what makes your company different? I got 100 calls from people like you” If you don't rehearse that statement coming from a prospect and rehearse your statement verbally and mentally, you don't have the new neural pathway that when you hear that question that statement becomes your automatic response. Mastery is absolutely within your control, but it takes repetition says, Colleen. It takes carving out quiet time to figure out what situations trigger and cause you to respond in a manner you regret.
I meditate every morning and I find that the days I miss it, the day just does not flow quite so well. I am slowing down to speed up Colleen encourage her clients to start with carving out quiet time. You will find you develop a new addiction because if you start with gratitude and how you want to show up, your brain releases the hormone of dopamine that feel-good hormone. So, you get addicted to your quiet time setting good intentions. Meditation practice is a game-changer.
Colleen talks through the difference in her just-published 9th July Emotional Intelligence for Sales Leadership book? The first section of the book Janice was written on How do you hire emotionally intelligent salespeople. Because often we hire for the hard skills, industry experience, the number of years and sales, but if you say, What's the worst higher you have ever had? You hear not a good team player, bad attitude, did not care about working with other departments, and those are all the soft skills. So, the first part of the book is dedicated to How do you interview for assertiveness, Impulse control, Emotion management etc.
The second section of the book, then is devoted to helping sales managers teach these soft skills, it sounds good, but then how do I do it? For example, empathy, we give them a framework for teaching their sale of people how to be truly empathetic on a call. The third section we turn the mirror back on the Sales leader and say, how are you showing up from an emotion management piece being assertive rather than aggressive? How is your empathy in coaching conversation? One of the chapter titles is ‘What they don't teach you at traditional sales management school’ If your salesperson isn't doing something, there might be a lack of a soft skill that you need to know how to teach and develop to improve the outcome.
Colleen shares what her participants have said, about the gender differences. The men always raised their hand and say, I am not good at empathy just asked my partner or spouse. Everybody can learn it. Women might have to work on the assertive more because of their self-limiting belief, that if you are assertive, you are going to be labelled something. And the fact is, the old adage is on assertiveness is that a man is strong, and a woman is something else that negative. Colleen recalls been in meetings where men get called, ‘a jerk’ or worse, the guys just do not care. Women you must get comfortable speaking up, if someone says ‘you are coming on a little strong’ be comfortable with it, test yourself, get comfortable being assertive and get comfortable with the response.
Both genders in sales are big fixers, I talk about in the book, these great problem-solving skills.
The buyer brings you an issue and you immediately start solving the problem, and you didn't show a lick of empathy like, ‘Wow, that must be discouraging, or you must be feeling like nothing you do matters.’ It is empathy first, and then apply your good problem-solving skills so that all requires self-awareness.
Know thy self, because that what you are not aware of, you are bound to repeat covered in the book on becoming aware of how you are showing up.
Asking do you think B2B Sellers have shifted enough to be more empathetic of the buyer’s world and more customer-centric?
Colleen said, No.
Well, done with that question.
Empathy again is paying attention skills. So, I think what gets in the way is you have got this quota over your head and you have a hard time slowing down to think about Okay. What is the day in the life of my customer?
What problems are they experiencing? But the thing and writing, I would say good copy. I call it sales copies. Whether It is a voicemail. You are leaving an email, your crafting or a LinkedIn outreach the copy is a skillset, and both sellers have not been taught that skillset, so they tend to, without knowing it defaults to, what they do. Messaging and generic messaging has changed is your buyer absolutely expects you to know my business. So, when we go in and work with company value propositions, you got to customize this by the industry, the buyer, the life cycle, the trigger events, perhaps their competitors. And so, you can just have one size fits all approach.
And I still see too many generic prospecting. So, these poor sellers are working hard. it was the funniest statement. She said I love all the technology tools we have. We are just speeding up the amount of crap we are sending out.
The one size fits all prospecting. You have one value proposition and sell into four different verticals. If you have not customized nuancing the language to the person. The buyer gets the voicemail or reads the email and immediately say, they do not get us. That is empathy when you write good sales, copy the buyer listens to the message and say this person gets me and that is the first thing in building rapport and trust. The IQ is learning how to write good sales copy, the EQ is slowing down and thinking, thinking is getting to be a lost art. You must work harder on focusing than we did 25 years ago because 25 years ago you did not have technology all over your home. The brain needs a natural reprieve. If you are not very intentional about manager your environment, your brain gets overloaded, it gets tired, and it is not that creative. Then the more stressed you get, the less empathetic you get, this is some of the physiology of sales and plays into being a successful seller.
Colleen advises asking the question. ‘Am I talking about a problem that my service can solve? Where am I talking about what I do? Then when you sit down with your good customers and ask, ‘What's the number one reason you purchase from us? What problems did we solve? What goals did we help you achieve?
Not achieving goals is simply a pain in disguise. A lot of fast-growth companies, the pain is growing fast they cannot on-board people fast enough and know they are leaving money on the table. The fear of not being relevant is alive and well. Understand their personal pressure points? The pressure points that come from competitors. Another pressure point is how do we keep up with everything?
Colleen says diversity is the number one diversity and thought, which can come from obviously having a diverse team. And the research is clear, having a diverse team, whether its ethnic race gender is positive because everyone brings their background and perspectives. However, diversity needs to start before you get into the workplace. So, I believe we need to be reaching out to universities, and many of them have good sales programs, a lot of people do not even know sales is a great profession. University of Denver, Metro State University. They both have sales minors. I want the students to know, this is something you should seriously consider Sales as a profession. My parents and God bless them, they never did know what I did for a living. I grew up on a farm in Iowa, they did not even know that sales were a possibility. Not to complain about what we don't have but to focus on how do we get more of what we want, which is more people in sales, more women, race, colour, gender, backgrounds because it's a wonderful profession.
Colleen one item she will have on a desert island is an inflatable lifeboat. She said ‘I will do my meditation but I'm not Tom Hanks in Castaway, I want to get out as fastest as possible.
Go is the website https://www.salesleadershipdevelopment.com for the free resource good tips for sellers and sales managers and become part of our emotionally intelligent sales community.
https://www.linkedin.com/in/colleenstanleysli
https://www.amazon.co.uk/Emotional-Intelligence-Leadership-Colleen-Stanley/dp/1400217725
Welcome to Scale Your Sales Podcast. Nikki Finucan my next guest is all about transformation. Taking something that exists for a company are making it more beautiful. She specializes in creating synergies between people processes on technology. So, she is got a lot to offer us with her background in transformation Sells, transformation CRM.
We met at the American Association of Inside Sells professionals, Nikki, you ran the Women's Connect chapter, it is always lovely to see many young women in sales.
Nikki advises that when selling, more than anything, be empathetic, do not go in with the hard sell. Build your pipeline through building the relationships. As old school is that may or may not sound she said, it is important because when people come out the other side, the world is going to be different and people may not be in the same position But what they will remember is that you were kind to them, people do remember the people showing humanity.
Quotes and KPIs are important but take a moment because you do not know what that person who picks up the phone who reads your email or LinkedIn message is going through. They could have lost a family member to COVID. They could have been made redundant or furlough so, the human be empathetic and build your pipeline through building relationships.
It is interesting because I have heard a lot about being empathetic. we should be doing this anyway. it should not take a pandemic because sales are about relationships about people and so it is really understanding other people's perspective, which is what empathetic is being. I wonder. I do not know your view. If we get you to feel, that in Sells we are going to come out of this different, there is going to be a different focus going forward. So that empathy that should have existed before is the thing that leads the way going forward, even without a pandemic.
Nikki says the worry is that coming out the other side of the pandemic, the quotas will be tougher and KPIs will be harder. That is where we are losing empathy, the relationship building.
Nikki gave an example of her husband who is extremely good at what he does he meet people at different events or reach out to them starts a conversation, and they may not have been ready right then and he can identify that. He still talks to them because why wouldn't you, in twelve or eighteen months, what happens is they come back saying we have been talking about this or I have been seeing your post. He is not worried about things like KPIs, he is looked at objectives, and the objective should be customer experience, customer journey, building relationships.
The thing that they need to take forward that should have been there already, and it is like you said earlier about the empathy. It should already be that. I really think it must be about the customer going forward. How are they going to buy post-COVID and how are they going to buy tomorrow? How do you become agile enough to adapt, to self-reflect and keep customers at the forefront of the mind, because they are doing it differently and so should we? As opposed to, we have done this way for 25 years and we are going to keep doing it the same way. We see that all the time. It is about being different, being unique, personalizing it, but personalizing to your customers buying journey and that looks different.
How many times have you had picked up the phone or looked at an email or a LinkedIn message, and they haven't even looked at your profile? Research and understanding go back to the empathy part and the customer journey.
That whole digital seller thing becomes important, one of the big changes that come out of this. Gone are the days where you go and lunch and wine and dine people. You can build strong relationships online by a video, you do not need to be face to face anymore. Plenty of deals when they have multi-million Pound or Dollar deals are done like this.
It is interesting what we still hear people say, ‘it is not the same’ Of course, it is not the same, because needs must, people are relaxing and getting comfortable with it. And after a will forget that they are on video. The way that we communicate, the channels that we are using is changing. There is no reason why big deals cannot be done through this medium. Now because we are having to do it, we can conceive it as possible. We are going to go back to where we were pre COVID so those people that have been resisting these transformations, digital transformation, have got no choice because they are going to become derelict and defunct.
The catalyst to what Nikki does is often technology, but we all know that you cannot go to that platform if everyone is not going to use it. The key is about people. Take the people on a journey with you and it is a bit the same with selling. You have got to take the buyer on the right journey, but you now must go on their journey. The key thing that I helped companies within this transformation spaces, let us understand what your customer transformation journey looks like. How does that fit into the process and fit that to a solution? How do we get the people to do this the whole way along? We facilitate, helping customers to get there one step at a time, asking bizarre questions that are how the transformation must happen. It is taking the people on the journey first, let them be part of it, let them drive it, let them own it because they are the best resource in any company, they know your customers and organisation so well. When they are engaged in that journey, the change becomes a lot easier. But you have got to get them over that hump first. And the key is always, let them be the driver.
A lot of transformations failed, Janice because people do not adopt the tools because they have not been the ones to input into it. Yes, obviously you create guidelines, but make them part of that piece is well, so make them part of the whole piece. The structure of how you manage transformation is critical. Do you have the right stakeholders? Do you have the right subject matter experts? How agile with that how you reflect and be retrospective on it. That helps the process. We go on this big journey together and we constantly reflect on ourselves and where we must change course. So, we redirect which is the same as the sales journey. You reflect on how your meeting went with your client or potential client and then you course adjust. If it did not go so well, you look at what they want and keep it moving in the right direction.
The diversity stats are a little terrifying, diversity is not as prominent as we would like it to be in the sales space. Interestingly, because of COVID, naturally, people relate to and want to see something of yourself, whether it is leadership level or, the sales or buying journey, you want to see someone that is relatable to you. Characteristics, personality traits, every aspect of that spectrum, there is a lot more to be done in the sales space to achieve this with COVID19. Women by nature are more nurturing, we have a different outlook in a different way than men do which is quite a controversial statement. We can really shine in this space because we are more empathetic. We are more looking at how someone feels versus trying to get the deal and hit the KPIs. My Mom was in sales, said Nikki, she was so successful because she was not KPI driven, and yet she exceeded quota every year for 30 years in a male-dominated industry, which is steel. She did not go out and see clients it was all on the phone. We have a real opportunity with the pandemic to make our sales teams more diverse. The medium and the forums that we use now take away a lot of different things can level out the disparity. Sometimes hearing a soft voice or a different voice is a good thing.
Asking what her view is on quotas, Nikki responds, ‘You want a controversial question’. As a qualified accountant, her accountant's brain says, of course, quotas are an important part of the process. Every company needs to balance everything out and make sure they are profitable. But then the quotas and the KPIs, all the metrics, have a tendency, depending on your personality, to take away some of the human aspects. And that is where I think it is risky. Yes, you do need quotas, but I think you need a combination of objectives that are around the customer and even actually that are around the individual seller an internal retrospective that you do on yourself, how you tracking against your personal objectives that are right for you, agreed with your manager, your team, your company. You need a balance of KPIs, quota and objectives.
People behaviours track the way they are measured. If the underlying measurement is on numbers, then they tend to treat people and we want. People to have human relationships, but they tend to treat.
How a company is structured for the aftercare of customers as well plays a big factor because sales could do a great job handoff to aftercare and aftercare perhaps don't build on those relationships. Nikki says, the objectives aspect alongside your quotas or targets becomes quite important. And some of those objectives are around retention. I mean actual relevance and alignment to a customer journey. What is the right thing for the customers? One of the right touchpoints. How does that work? I was reading, one of your blogs, said Nikki, talking about, checking in with customers at various points in a year cycle, right? And I think they agreed with their customer what works best for them. This is important as an objective. It is also the relationship-building aspect and you are retaining the revenue and potentially selling more because you build a strong relationship. It is the correlation and the linkage the is most powerful.
Listen to what Nikki has to say about her Mother😊
https://www.linkedin.com/in/nikkifinucan
https://www.protelosgroup.com
My next guest has worked in 47 countries and travelled to many more to gain an understanding of the cultural differences. Her clients have included, BT, Travis Perkins and she is currently working with an Indian university and a global stockbroker. Carole Railton talks on Sexes in the Boardroom and is noted as the UK No 1 Global Business Body Language Guru.
Carole said in the global pandemic you must understand the media, and virtual behaviours and how they are different from face to face behaviours. We were looking at a screen, and we absolutely must focus on that screen. We cannot look away. Whereas in an office talking to somebody, we have other things that catch our attention. For instance, you might see a picture or something on the client's desk that you can include in your proposal or conversation with them. But where were online and just this little box, it is just a face, and we must concentrate about 98% of the time on that. It is tiring so Carole advises practising this because you need to know how to do it. The second thing is not to beat yourself up if you feel tired after the call; it is because you are so focused you cannot do anything else.
We might think we are focused, but we get easily distracted, or people distract us. This is a great time because people need to learn these new skills. All the old body language skills are developing,
for instance, people folding their arms. It no longer necessarily means that you are repelling someone. It could mean but does not always, that you are thinking.
It is interesting how people have had to gravitate working online, but, interestingly, they do not see that they must adapt. They think they can throw their hands about and do all this business. Your hands are only two and a half times the size of your face.
If you are using your hands, then you need to keep them reasonably low, and you need to keep them to the side because this is your hands at this level. It is where you start to fight. It requires you to move your arm slightly further back and have them at a somewhat lower level so that you do not initiate this fighting pose. Energetic people, who walk up and down the stage, as it seems you and I do, Janice.
Since COVID19 we must adapt. We must be quicker in our thought processes. Well, because people want answers straight away, they are in a hurry to get onto the next call. In a sales scenario, the client is more informed and will require results and reactions much more quickly.
I asked Carole how did she go from selling encyclopaedias to the little on UK body language expert? “I sold encyclopaedia’s when I was a young hippie living and travelling in South Africa. Selling encyclopaedia is in Africans speaking area because I did not even speak the language and there were no TVs in South Africa as in the UK. Everyone is interested in their children, so I was asking questions when I knocked on doors. Have you got any Children? Would you like them to know more? It was quite simple when I hit on that. I got serious, got jobs, and did a marketing diploma.” Carole worked with Reed Employment, becoming the general manager of London managing seven branches then got head-hunted to go back to South Africa and set up an agency. She joined Xerox, and was there for 11 years, working in sales, then on running the Middle East sells and marketing. You can imagine what that is like not securing the Ultra in a contract. Carole wanted to understand why they did not get that business. Her interpreter was telling her something different from what she was reading the body language. Carole set herself a task to learn body language. She asked her boss when she told him they did not get a business; if she could go on a body language course, he thought she had gone crazy. She needed to know the body language, not speaking the language. Carole knew that she could get more information from the body language, so she studied away. Carole said she put her neck on the block because she started 20 years ago talking about the breath as an indicator of body language. And the breath is an indicator of life, and it changes at different occasions in your life-breath changes when you meet someone. When you are excited, says Carole, when you are nervous, it is got sexual changes, everything revolves around the breath, you can only live for three minutes without breathing. Carole started writing about breath that, and this got her name known.
The difference between men and women in the Boardroom is of interest to Carole, and there is a difference said Carole, that we need to address. One thing is that women make more moves than
men. People in senior positions make fewer moves. Even when women are in senior positions, they are not seen as senior because of their agile movements. Carole said, she does not stop women making those moves. She changes them to regal movements, much like the queen, she moves very slowly. So, it is about moving regally rather than stopping the body movements.
Telling me about her book, the future of body language: How to perform effectively on multimedia. It is important to say it is written for baby boomers, Generation X and Generation Y because all the generations behave differently.
Carole segregated into different types of multimedia podcast and conference calls, where you might be able to see more of a person than you can now. It gives you tips and exercises that you can practice before you go online. For instance, if you imagine a crown on your head, it means your back straightens and your lungs open as a result. So, you have more breath, more energy, and more control about what is going on. You could walk to your desk, walk to your chair, imagining the crowns on your head, which will get you very straight, or you can do it when you sit down.
There is a misconception about mimicking someone, said Carole. It is the breath that you need to mimic, not the movement. If you get in sync with someone breath you are really inside their body; you are really inside the head, said, Carole. If you can follow the breath and you do it by looking at this area of someone's collar bone, and it takes practice, but it works every time. If you can follow the pauses of the person, you are communicating with on want to influence, then you are running at the same level, the same vibration, and they don't necessarily know what's going on. So, you have control.
The thing about sells, said Carole, it is still human interaction, you need to be trusted, believable and have a connection with your client. You want to gain the trust of your client early on so that the client becomes a buyer on-going and for as long as you have products or services that they would use. It is about being stable, having both feet on the ground. Try on the crown before you meet them or before you go online. This takes your anxiety down, and your breathing becomes rhythmic and regular. And when you understand yourself, then you could go forward to the client. And only when you can control yourself and understand what is going on in your body and your mind. Can you aid a potential client? It will not happen if your thoughts still screwed up about different things. Carole calls this, Humpty-dumpty. You must open yourself up and explore lots of different areas of yourselves, including your breath. And then you can put yourself back together, and you will be whole and confident for new clients and to existing clients.
To Sell is very much about your emotional status. It is tough to sell and get in the zone of things. If you are, for whatever reason, much going on in your head. So, you have got to be greatly confident, and comfortable with yourself and be able to deal with whatever comes at you.
Please go to https://www.paypal.me/FutureofBodyLanguage/9.99 for the Body Language book.
Carol, if you are on a desert island, what was the one thing would you take with you apart from Brad Pitt? “I would take a knife. You could also start a fire with a mirror. We learned how to do that, as well. I was a student in Indonesia. In Java, I studied Gaman, which is Indonesia music. I volunteered for the Indonesian rainforest, and I used to lead a tour and through the Indonesian rainforest and they are walking what to do with snake bites and things like that. 70% of people, for instance, that die from snake bites died from shock, not from the venom.” Carole completed a fascinating survival course, so, having an opportunity practice, is an exciting lesson in understanding your yourself she said. In a real-life situation, when something happens, you do not know how you are going to react.
https://www.linkedin.com/in/carolerailton
Lori Richardson is working literally to change the face of B2B sales. She is CEO of Score More Sales. A sales strategy company. Also, the president of Women Sales Pro, promoting more women in sales and sales leadership. Lori is a popular keynote speaker on Sales and Women in Sales and is recognised by LinkedIn as a top voice in B2B sales.
Advising on how to ride out this pandemic, Lori said, the most important things is a mindset, it is everything. The people who have been consultative sellers - keep doing what they are doing because we are all about adding value, we are all about listening to our buyers, were about understanding who our buyers and customers are. Keep doing that. Be more consultative and how more than ever be of more value as sellers. If you can get away from that vendor status, that is the dream.
Sales leader need to re-orientate what they are doing and do it better, not like a micro-manager. Setting a tone for every day they need to get on a group call and maybe an end of the day call to see, what their teams are working on, what they are excited about and let people know that we are all in this together. Folks are accessible now so; it is a great time to set up appointments, set up meetings and then talk to people when perhaps you can get their whole buying team on a conversation.
Talking about her book, She Sells, which will be available August September, Lori said, the inspiration came to her at a pivotal moment. She was consulting with a company, looking out at a room full of sales leaders and realising in this entire room of 70 people had only four women. She realised she needed to find out why, after so many years since she started in sales, little had changed. Over time, Lori collected stories and interviewed both men and women. Since Covid-19 looking at the state of diversity and inclusion and sales, there are still companies in crisis right now, companies are changing their messaging and how they do business, and where they do business. More than ever, it is critical that we have diverse sales teams because women bring so much to the table. When it comes to more empathy, more communication, strong listening skills, and just having diverse opinions,
women handle risk differently than men. These are the critical things that we need going into post-COVID unchartered waters, a time we have never dealt with before. The book, She Sells has pivoted and rewrote a couple of chapters to reflect why it is an imperative rather than a nice to have.
Biases are changing, for example, higher-level sales executives have massive amounts of travel, in fact, said Lori, we call them road warriors, right. This does not have to be the case anymore. It will be interesting whether companies adapt and the company leadership view of how things could change. I am curious to see whether some women get out of sales because of the quota, and having fewer customers or maybe it is chaotic at their company, who knows? And it will be interesting to see how all these things kind of shakeout.
Gartner recently updated their women and sales research, that chief revenue officers and companies think that the balance of gender is okay, and that goes against what we show in in the statistics. It shows that people still need to have compelling reasons to make an effort for more women and sales. And I do talk about the fact that it does take some extra effort because as women generally work extremely hard in a role and accomplish many things, but we will not shout it out to everyone.
There are some great male allies that support women; we need leadership to very clearly set out what the mission and the vision of the company what they stand for and then walk the talk. Women more than men care about working for a company whose ethics match their own and who will walk.
You can pre-order She Sells Attract, Promote, and Retain Great Women in B2B Sales, from Women Sales Pro https://womensalespros.com/shesells website.
I am a privilege white woman and share her experiences stating it is hard to say speak of other people experiences, who is not like me. This book is about gender, and she believes the next step, and she wants to enrol more people in helping share their story. Lori wants to see more extensive ethnicity and inclusion, noting ageism is a big issue, particularly in technology in companies. Those with less able and mental health, and more folks for the military.
Lori offered her tried and tested to scale. One of the most underused, opportunities is to build what she calls the third list of strategic referral partners. It is a great time to do this during the pandemic because you have a list of your customers, you have a list of your prospects. But do you have a formal record of people who could refer your multiple times on an ongoing basis, and do you have a consistent process for how and when you contact them?
Building a strategic refer network and having a process that you methodically work your extended network.
When asked, who is your Shero? Jill Konrath, she is a good friend now she is written four books on sales. They are all excellent, and they are all relevant, and I reached out to her and us over time, we built an extraordinarily strong friendship. Ultimately, Women's Sales Pro was created because of Jill's inspiration. Jill is standing up and wanting to see more women on the main stages in sales conferences and at company events.
https://www.linkedin.com/in/scoremoresales/
https://womensalespros.com/shesells/
https://twitter.com/scoremoresales
My next guest works in B2B, serving universities throughout England with an award-winning primary resource collection and leading technology. Tom English has a wonderful philosophy in his approach to sales.
Talking about coping with the challenges of COVID19, Tom offer this advice:
To focus on the things that that you can control yourself, within yourself. It all starts in your head and what thoughts you are going to give time and space to what you're going to provide energy to because there are so many movable parts in relationships, not just a pandemic, but the global situation in general. We live in a time of turmoil and turbulence. Practice self-governance on what it is that we think about what it is that we give energy to, what it is that we give focused and how it is that we spend our time, how we behave and how we act. COVID19 was a massive opportunity because we are forced to slow down and, in some respects, had a mirror put up to ourselves and to reflect on our lives. These moments when the music stops, so to speak, can be empowering. So, Tom doesn't think that it's all doom and gloom by any means, moving forward and moving on from lockdown, focus on what it is that we can do. The change that we want to make within ourselves, then we can affect real change and can have a more significant impact outside of ourselves as well as we get our own house in order.
Tom, through Three Stewardships, transformational mentoring, talks about the pursuit of pleasure as an end in itself can lead to a life of chaos, disconnection, and despair, and I wanted Tom to explain more:
It is an interesting paradox, said Tom, because you would think at first glance that if somebody is pursuing pleasure, that would be a good thing. He said if that's all we think about is our pleasure. We can get pulled about in all different directions, and we can be very easily manipulated by so many external forces, whether they are distractions, temptations or just the challenges of life.
If you think about marketing and advertising, for example, they're trying to get us to take action in a way that makes somebody money, and they are going to tap into for your emotions. So, if your mindset is focused on getting the instant gratification and pleasure without really thinking about the bigger purpose, then you could be pulled about all over the place, and you find yourself in a chaotic situation. Whom are we serving?
Success only comes through serving other people, whether me, as an individual or an organisation, company or a movement. People and organisations are only successful through serving others effectively those that can do that consistently and have rock-solid foundations in place to do so continuously, they achieve sustainable success. Success is wholesome, that is lasting and sustainable.
I asked Tom, how he take his philosophy through to selling to other people?
Tom’s company name is Three Stewardship, and the principle of stewardship is caring for the others based on self-governance. So, it is not that you care because somebody else is telling you to, you voluntarily want to do it because it's the right thing to do.
In sales, there are so many extrinsic motivators because selling relates to money. If you make sales, you get bonuses, you get paid, which is good for you. Achieving sustainable success comes back to those principles. If you can integrate stewardship and care not by trotting it out on a website saying it is one of our core values, but through lived habits practised at every interaction, and conversation with the customer.
How can we help? You know X Y and Z is going on in relations Covid19. Are you struggling? How can we help?
Not just thinking about what the highest ticket item is that you can sell, but genuinely listening to your customer and understanding their needs and how you can serve them. If you adopt the approach as salespeople of serving, then sales success comes quite naturally.
You don't have to force things. You don't have to manipulate people. You don't have to backslide on our agreements. You don't have to do all the bad stuff that has given sales such a bad reputation, which is unfair to good salespeople that deliver the best value. It's really about taking those principles but integrating them into habits that are acted on a daily and a weekly basis.
Gale is an interesting company People like you, for instance, with your MBA, or anybody that has used the Times Digital Archive will have used the Gale products. Gale gathers primary source materials from across the globe.
Whether it's historical newspapers like the Times, and we've recently got the mirror, the Economist, the Financial Times, etc.… We digitised these materials putting them on platforms cutting edge, which gives excellent user experience. Technology plays a massive part in Gale in terms of what we do to serve our customers. I work customers, for example, what the librarians care about their user's needs, their customers.
Recently Gale released Digital Scholar Lab, which enables mass analysis off historical newspapers and historical documents. Going back to the early modern period, it's just incredible, said Tom. It can find trends in language, sentiment analysis, topic modelling and dig into these millions of pages of primary sources that we've digitised.
Tom says it's essential to understand the sales process and how it directly relates to the buyers buying process. It's all very well having a sales process that you devised internally with sales and marketing. But if it doesn't relate to how buyers buy and how they want to buy, it is not very effective. So Always make sure that you understand how your buyers want to buy and what their processes are.
Always ask the question, why? Get a deeper understanding of what their situations are and what their particular needs are, and then you can serve those needs accordingly.
As well as engaging with the customer, I also engage with the customer's customer— the academics and students. However, there is a potential grey area; they don't want me as a salesperson, going along making big promises to end-users about what they might be able to have and what's on trial. It is crucial in serving customers to build trust by stating your intentions. Such as, I'm happy to talk to academics to determine what the case is. It's not by looking at what the biggest ticket items or thinking we need to sell more of that this week, so I'm going to double down on that and not tell them about some other thing which can add value. It's about genuinely trying to get the information and genuinely trying to find out what the needs are and when we are genuine in showing the empathy and care in terms of what it is that they need and how we can meet those needs. Then we will build trust.
The second that we instead start to prioritise the things that are good for us. Then trust is destroyed. When trust is gone, it's tough to rebuild. If you show somebody that you the self-interested and you are sorry because you were caught. Then are you really sorry? If you do it again, how does the customer know that you're doing it again?
It is vital to act with the best intentions and to state those intentions and then act in a way that genuinely intends to serve the needs of the customers and in this particular case, the end-users as well.
Adopt a collaborative approach. It is not about sitting on the opposite side of the table from each other. It is moving the table around so that you are sitting next to each other, sharing notes and ideas, rather than competing against each other for value. All of a sudden, you are trying to find a solution together and genuinely trying to find win-win.
Please make sure you listen to what Tom would take on a desert island with him, and he talks about the benefit of journaling.
https://www.linkedin.com/in/tomenglish3s
I met my next guest, Enza Burgio, at AAISP UK, the American Association for Inside Sales Professionals the chapter President, Kevin Kelly, introduced us. An experienced professional trainer, she has developed her knowledge over the 28 years working with Pitney Bowes in field sales. She eventually moved into training, and her focus is to enhance latent capabilities in new sales recruits and to hone the skills of experienced sells professionals.
Talking about COVID19, Enza said, every day you should take something from that day, take it and put it into your new experiences, harness it and then make it your new way of being. There was much activity at the start; it was okay to be a little bit in shock. It is useful if you put your energy into learning something every day and move forward with a plan to take to your clients.
In COVID you either had to keep your client's going and keep yourself going. Enza advises channelling a vision for yourself, to be up working every day, whether working with clients or working on yourself. Keep the momentum going, have rest periods, keep a robust structure, learn something, and implement it because, she said, that is how we grow. It does depend on your mindset a little bit, but structure, plan and activities keep most people going, especially in a pandemic.
All companies are restructuring, reshaping, re-analysing themselves, which has given them a different view of how they want to be or how they are. Now, we now must put the customer at the front of everything we do. Pitney Bowes was my breeding ground, a great corporate experience where Enza learned everything from field sales through go-to-market strategies into telly-sales. It was very much about the product being the solution, that was the context. Now, it is what is the client context, and how can we dovetail into it? I think you must be much customer-centric. There must be the return on investment, stating what can you do for their business rather than just helping them get things done. It has gone from tactical or a service implementation into being part of their support services and partners.
A LinkedIn survey stated buyers want active listening by 42% then problem-solving was number two by 38%, and 3rd was relationship building. In contrast, sales managers hired recruits more for problem-solving and less on active. There is a gap between what buyer want and seller deliver.
You must have a plan when onboarding based on what your customer wants from day one. Enza said of her customers; the business development or sales manager wants a person who can pick up the phone, craft an email, do some social interaction with their network, what they need is the capability to do it. Enza has a roadmap the sales cycle, and the sales framework, and these are the behaviours you need. It is the behaviours that are dovetailed into the sales process.
Enza specialises in the telephone as a primary sales channel, and all you have is your listening skills, you do not have the body language although this is changing with COVID because now we have Zoom.
There is this big misconception that sales all about talking, but it is about asking a well-posed question and genuinely listening. Enza helps recruits understand the whole sales cycle. Why we have sales in a business, enterprise, or business entity and how companies make money, the different channels and revenue models like SaaS. Enza said salespeople must know where they fit and how their behaviour supports that fit, and that is where the magic happens. Yes, do your research to understand where the customers probably going to go, but still have the courtesy to ask the poignant questions and not tell them what you found out about them?
Enza found that selling has been quite an equal place to work. Back at Pitney Bowes diversity and inclusion was huge, she worked in a team where half the salespeople were women, although ethnic minorities had less representation. We were all given a chance; if taken on board the learning you could achieve your goals. Her parents are from Sicily.
Sales are the leveller, as you are as good as your last deal. Enza has found that sales are the place where you can be yourself the most. However, it is hard to get female equity, and the truth is less represented by ethnic minorities. The companies who work on their diversity and inclusion strategies, it is easier to walk in and see it through the salesforce. We still have a long way to go, especially in these times. Statistically, when women in sales, they tend to be crushing it. However, there are many barriers to getting in the door. Enza acknowledged that we both do a lot of mentoring outside our roles.
She suggested we continue to make that a difference through the companies that we work with and the customers we work with delivering the message the diversity is good for business, and here is how.
Enza said applicants must show their personality. Some of the big corporates are using video methodology to recruit, can see how they present. Enza warned that unless you map the behaviours, that you are requiring. When looking at the introvert and extrovert salespeople, to understand the quiet of people and interviewers to interview them.
Small steps, marginal gains, this is my strategy for 2020. If we look at the things we can do and work with the clients to achieve 1%,2% marginal gain, then this is a great achievement. Intrepreneurship means if we all work together and if we all do our little steps with those small increments, everybody will do better. Talk to customers about the little things that you can do. Have a plan, and roadmap of where you will travel together and be realistic about your targets and what you are going to do.
You have got to influence people, marginal gains tried and tested, helps you build a relationship, and you get results they will trust you as somebody who knows what they're doing and who delivers.
linkedin.com/in/enzaburgio
In this, Part Two of my discussion with Lisa Earl Mcleod, we discuss our experiences and perspective on Black Lives Matter from either both sides of the pond, make sure you to listen to part one of this discussion episode 041 :-) I asked Lisa who her Hero or Shiro was?
Lisa: In my country, right now, we're having serious racial issues.
The festering wound that will we have tried to cover for 400 years has been ripped wide open. It was always open to people of colour.
Lisa: I have always been fascinated by Harriet Tubman, having watched some documentaries on her and read about her. Harriet is a top-rated movie and it's harrowing to watch. When I think about some of the challenges that I face, and then I think about what she did. It makes me think that I should be braver about speaking up and speaking out. It makes me think that I should be more courageous in my own space, I need to start speaking the truth about what we have created.
Lisa: This transactional business environment that is sucking people, souls, away - it needs to change. Harriet Tubman is an example of someone that did brave and powerful things. Her story pushed me to say what I need to say in my current environment.
Janice: Everything we do, all the experiences that we have, whether good and bad; challenging or not. All experiences are meant to mould us and take us on a journey where we become enlightened. We couldn't have done what we can do now, ten years ago, because there were specific skills and expériences that we needed to pick up to gain enlightenment, and it is a continuum.
Janice: Ten or Twenty years ago, you didn't have the platform that you have now. Social media did not exist twenty years ago, and the impact of social media platforms is amplification. So actually, it's almost like it's all meant to happen, now. All of the lessons that you learnt from Harriet Tubman, you probably couldn't have amplified them when you were learning those things. But it all comes together.
Black lives matter: to be quite frank, black people, have known that this has been going on. The thing is, by having a mobile phone, the evidence is there, and it's clear it's undisputed.
Janice: It's great that we are all at a pivotal moment where we're all bean enlightened, including myself. There are lots of things even I could have spoken out about before.
It's not just in America, I can assure you, there are some things that lots of people here in the UK are just becoming aware of. The UK government commissioned an advisor to investigate the inequalities. In the past, the advisor had denied that there is any inequality. So why was he chosen to run this enquiry?
Janice: I celebrate anything that gets the story out, although movie companies making films like Harriet sanitise the brutal truth. I don't know about American, all of history in the UK has been white-washed. It is, ‘we went and we conquered and all that’ but actually ‘we also destroyed, we killed and maimed’. The real story is not told.
Lisa: I did not realise how bad history was taught until I had kids. I had a unique history teacher in the 11th grade; he was a life-changing history teacher? He bought this holistic view to Thomas Jefferson, who wrote terrific words, and Thomas Jefferson also raped his slave. Okay. I just thought everybody knew that until my kids start taking history. And I was like, why are they teaching this little bubble and from 16 people on, think that's it.
Janice: Which is dangerous because you have people in the UK destroying or Nationalists protecting monuments and statues, without knowing the full history of the person. They only know the one side, get educated first and then make a decision about these statues remain.
Lisa: We had a civil war in my country over slavery, and the people that wanted slavery lost and those monuments went up as intimidation 50 years after the war. This baffles my mind, find another country where people took up arms against their country, lost on behalf of holding people in bondage and then put up a statue to them.
Janice: We have his-story what about her-story? Women have been completely written out of history—all of the inventions and incredible things they have done have gone largely unnoticed. Girls growing up don't realise that there this excellent fabric off female role models that have been written out of history?
Lisa: The fantastic history teacher, who was a white man, he told the stories, like many people don't know Abigail Adams, the famous wife of one of our early president, was very influential over her husband. I had no idea that I was in this unique environment.
Janice: It was enough to make you curious to look behind the story and continued to do that in your life.
Lisa: There's a spiritual element to this; we are all at the right place and everything matters. I do not want to wish suffering on anyone but the fact that George Floyd happened while all these men were at home with their wives and children. They were not on the road, not doing sports, and not going back to the office with their buddies. They processed it with nothing to distract or defend what we all saw—having to watch it and explain it to your kids. It is a very different experience. I would like to think we would have had a response anyway.
Lisa: At a time when leaders have been thinking we need to be empathetic and then George Floyd lands right there.
Janice: Black deaths have happened many times, and it didn't land in the same way, so I think you're absolutely right, Lisa.
Lisa: It was so egregious, so clear, George Floyd calling for his mother, that just touched everybody. At a time when we have all been thinking who am I and why am I here.
Janice: The good thing is that we don't need the government. We don't need institutions. People are empowered in networks, and on social media, we all have a voice, and we all have a platform. This makes it so much more exciting.
Lisa: You don't have to go through these filters.
Lisa: When you asked me this question, for the viewers, we did a pre-interview and I had a different answer to this question, then I did today. I want to connect these things with speaking your truth and having a sense of purpose about your life. When you asked me a couple of weeks ago who one of my heroes was, my Dad was a great business mentor to me.
This is connected because we'd all had situations in our lives where we felt like. Is this all there is? In business, we have widespread employee disengagement, and part of the reason is that people feel like a cog in a machine and are having trouble getting excited about that. My God, Harriet Tubman, freed slaves - what am I doing? The business machine has, in many ways, stripped away the humanness. I believe that the business machine is the vehicle to put humanness back. Because the business has a financial incentive to humanise customers to bring diverse people together. If I ran a business with all white men, there is very little innovation because they all think the same, therefore, the business has an incentive to get this right.
Lisa: My hope is and what I see in my country is many businesses are stepping-up into this land of Noble Purpose and saying, 0h no, we're not here just to make money, we're here to make a difference.
Janice: We must amplify this message, we're all on our own journey, this is a pivotal point, and it's quite exciting. I'm really positive about the changes that will come, and it is business has the opportunity to make a difference, and each individual has that opportunity as well.
Lisa: This is why I go back to two sales is a noble profession. It is really in sales that you have on an economic incentive to reach out, to understand another person, to understand their point of view and show empathy. If my contribution to the world is to create the most empathetic, the most customer driven group of salespeople that the world has ever seen, that becomes a bridge of understanding. When those salespeople go out in the world and connect with people from different cultures, they bring that intelligence back to their company. That is one way we understand each other better.
Lisa: Hootsuite has customers all over the world, and they are focused on understanding what their people want, what their message is, who they are, how to get their message out? This diverse global team dedicated to customers around the world, this is an excellent place to start, at least in my world.
The https://www.mcleodandmore.com website has videos of a diverse group of companies that transformed their organisations in terms of revenue growth. They have had highly engaged workforces, winning awards in their industries.
https://www.linkedin.com/in/lisaearlemcleod
Lisa Earl McLeod introduced the philosophy of the noble purpose in her bestselling book Selling With Noble Purpose. Her research documents how organisations with a bigger purpose than money - make more money or experience higher customer and employee retention. Her firm's clients include Hootsuite, Volvo and Dave and Buster's.
The first thing that Lisa said that Sellers need to do to survive this Pandemic, is to breathe. To pause, momentarily. Because what happens for the seller, fear takes over, and your brain goes at lightning speed from Oh, my gosh, it is a pandemic. I cannot meet my customers. Business is going to go down to that I am never going to make a sale again. This is not the right mindset for a sales call, even if you are not going that far, said Lisa, you do not want to come across his graspy – it is the worst energy ever.
So, the first thing you want to do is breathe. The second thing you want to do is identify how you helped customers in the past and get clear. The next thing you want to do is say Okay, that is how I have helped people in the past. Is that still valuable? Is that still helpful, or has it changed some?
And you want to have a super clear story in your head about how you could make a difference to your customers. Then you are in the right mindset to reach out.
I love the concept in the book Selling With Noble Purpose, of the caring more for your customers than making the sale; what Lisa calls, NSP noble selling purpose.
Lisa talked about why is it essential to have clarity around purpose in sales? Well, if you ask most people, what is the purpose of sales? They will tell you it is to close the business. But I want you to think of this from the customer's perspective. Imagine there are two salespeople and they are both getting ready to make a sales call on you said Lisa.
One salesperson sits down with their Manager and gets the advice to close the sales and go hard as you need this business.
Then the other Manager said, to focus on how you can improve life for this customer and on how you can help their business save time, be more efficient, or more powerful?
So, one seller makes the call thinking they need to close, and the other seller enters the call thinking, how can I help them.
Whom do you want calling on you?
The thing that is not so obvious is that second salesperson who is thinking about how they can be the most helpful. We have concrete evidence that sellers closed more business. And, they closed higher-margin deals, not commoditising themself and focusing on how they are improving life for customers.
Lisa demonstrates what happens when her client said, 'we provide services for small business' which shifted to 'we help small businesses become more successful.' Seems like just a simple nuance shift, said Lisa. but it is the difference to being focused on the product, rather than being focused on the customer.
Lisa said talking about what success means for you the customer is a strategic shift in the way you approach the business that results in 100 different tactical changes, and this is why you close more business.
It is both the macro and the micro said Lisa. How she landed on this idea of selling with Noble Purpose was studying it in the micro. She found individual salespeople, regardless of what the company messaging was at the top. The individual salespeople who had absolute clarity about how they wanted to make a difference to customers. That drove their day to day thoughts and behaviours. They were the top performers when they did studies across numerous organisations.
Then when applied in the larger when the company does it, those companies outperformed the market by about 350%.
And what is interesting when you talk about Mission. Many companies have a really dull and benign mission statement.
Lisa has a new chapter in the book coming out this Autumn called - Why Specificity Is Sexy. The problem with most mission statements like; we want to be a good member of the community, or we want to provide good service. The salesperson cannot do anything with these boring statements that cast too wide a net.
What we say a Noble Purpose, Lisa said, it must be clear about what your job is to do, such as, we make small businesses more successful.
Another banking client of Lisa's changed their Noble Purpose to - We Fuel Prosperity. Imagine a bunch of bankers going out saying. 'I am here to help you fuel prosperity - let us talk about what prosperity means to you and how we do it?' They are entirely differentiated. The Bank's CEO is on her website, talking about what the shift of purpose did for them. They became differentiated, increased their earnings, they had more employee engagement, and they were voted the best bank of the year.
It shifts the strategic lens on the business because the default strategic lens is how can we make more money, and this statement says, how can we best improve life for customers and the profit comes out of that said Lisa.
It does not mean you give away your services, but it happens at a strategic decision-making level. It is what of your organisation. It is having an impact on customers.
Lisa said, customer-centric as organisations practise it, and that could be anything from asking more questions to reduce our profit margin by giving away a product or just trying to be kinder to people. It is really difficult. But if I say we have a clear sightline on how we are trying to improve customers, so it is not just being nice to customers it's trying to improve customers, then that becomes measurable. And that becomes something you can ask in a sales coaching session. 'How's the customer improved as a result of doing business with us. Explain it?' It is something you can decide on a product standpoint. Is this the best way to improve customers lives? Is this the most important thing?
Henry Ford said, if I asked the customers what they wanted, they would have said faster horses.
When you have clarity, it improves your strategic decision making because then you are not guessing what customers want. You must go find out.
How can we actually improve customers lives and not just serve up a non-differentiated offering?
Two things in the second edition of Selling With Noble Purpose. First and foremost, there case studies on 20 different companies detailing exactly how they applied the Noble Purpose and what results they got. Secondly, there is a whole section called the Manager as a Belief Builder. Lisa saw in these companies front line managers were critical to the success, and they needed to be armed with the techniques and tools to pivot their teams.
For decades companies have tried to move from transactional, and they have been attempting to transform themselves into customer-centric. We did all kinds of coaching, but it never really stuck, and the reason said Lisa, is because the cadence of frontline sales is close it.
Lisa came up with a bunch of tools and techniques and tested them so frontline managers can still have that same urgency, but it is around improving life for the customer and improved experience for the customer.
Lisa mentioned her secret weapon, her co-author an industrial psychologist, which gives the background in the new book launching in August, around why these things work and how to tap into the psychology.
Lisa offered three discovery questions as practical strategies that enable your buyers to buy.
- To identify how do I make a difference? How does my offering make a difference? So, you are moving from pleasing customers to improving customers.
- How does my offer make a difference? Then the second thing you want to identify is how do we do it differently than the competition?
And the third thing is to reflect on yourself and say,
- On my best day, what I love about my job?
These three questions help you to have clarity your Noble Purpose and shift the lens. Then, the seller ask - how am I bringing that to life in my sales process? It is shocking the difference that it makes, said Lisa.
Lisa goes on to explain how the Noble Purpose was born in an airport parking lot. A seller who was in the pharmaceutical business described to Lisa, one particular grandmother that took her company's drug and how this changed the grandmothers' life.
Lisa realised this salesperson had a different mental picture in her head compared to every other salesperson and that this is your most valuable asset.
Lisa said the pandemic has given us a reset. She said if you have ever lost a parent or been through a health crisis, you start to think, who am I and why am I here?
What has happened in COVID19, is we have all gone through it at the same time, and we are starting to think who am I and why am I here? What we know about humans across all culture and ages, that are two most core needs are belonging and significance. We want to be part of something bigger than ourselves, and we want the work in our lives to matter. If you are not getting significance in your work, it is going to be a grind on you every day, it will have a chilling effect on every relationship of your life, and on your health. So, if you can get yourself in a situation of making a difference, and you have a clear sightline, it changes your whole life, said, Lisa.
Often, what we do is making a difference, but we lose the sightline to it. Lisa said if you can keep the sightline of how what you're doing makes an impact on others, if you can keep that front and centre in your heart every day, The data tells us, you will be so much happier, and you will be a top performer.
Lisa and I went on to discuss Heroes and Sheros and the experiences of Black Lives Matter on both sides of the pond, make sure you to listen to part two of this discussion :-)
https://www.linkedin.com/in/lisaearlemcleod
Director of Global Digital Sales Development at IBM, Rakhi Voria manages a team that is responsible for helping companies digitally transform their sales organizations. Rakhi previously helped Microsoft build a 2,000 person worldwide inside sales team. She is passionate about advancing women in sales and currently serves as Exec Co-Chair of the Women IBM NYC group.
Talking about the global pandemic Rakhi said you must lead with empathy. Customers and companies will be dealing with their own challenges, so you must shift your offering to help them during these difficult times and changing how you interact with customers.
Rakhi said her team had experience difficulties getting hold of customers and have shifted between email and asynchronous messaging, social media, and social selling techniques along with the phone to make contact. You must allow the customer to reach out to you, on their own terms. Nowadays, people are more open not to receive an instant response to messages and asynchronous messaging is working well, as soon as a service colleague logs on, they respond to the enquiry.
The IBM digital sales development organization is typically the first line of communication the customer has with IBM and the front end of the sales cycle. The team catch a lot of the inbound responses coming in through digital channels and doing the outbound prospecting to our white space customers. ‘We are the custodian of the IBM experience, said Rakhi, we get to shape whether a customer chooses IBM now or in the future. We consistently skill-up our reps with consistent tools, processes, playbooks to make sure they get up to speed as quickly as possible. IBM has a robust onboarding program and typically like to have customers on the phone by day 6, it is an opportunity to practice and learn with mentor and manager to support learning. IBM take an 80/20 approach with 80% of everything IBM do from a training perspective is global and the 20% localized depending on the go-to-market strategy. IBM global sales school that every seller goes through.’
Rakhi has had many formal and informal mentors, like your board of directors. Rakhi advises others to think about what you want to achieve in the short and long term, and do you have the people in your network to support you? You do not need mentors to be senior to you, Rakhi said there is a lot of beauty and value in having cross-generational relationships, they really help you to think differently and call you out when you are regimented about specific areas.
You cannot be it if you cannot see it. Sales have the second biggest gender equity gap across all business functions. Today, there is gender bias in sales that still exist, only 1 in 5 VP of sales are women. Women in sales have barely increased in the last decade, so there are some genuine issues that women in sales experience in what is a male-dominated industry.
Rakhi said she fell into sales because it was a recruiter at Microsoft that put her in the queue for it and she says she too had the stereotypical view of sales and fast forward Rakhi has had many sales roles. A big piece is other women role models in sales, said Rakhi, these women have paved the way for her and helped us to navigate a challenging environment. The reality is that even if a company is male-dominated, the customers are truly diverse. Many decision-makers are women, and many are 25-year-old CEOs, so you need a sales organization to emulate what the world looks like today.
Rakhi is passionate about retaining and attracting women in sales, end to end and has written about in Forbes. There are many different directions you can go in, said Rakhi.
One of the benefits of working through the pandemic is flexibility; sales is such a marketable and transferable skill. However, women are disproportionately affected being laid off and furlough at a higher pace, not just in tech but across the board. Sales can be lucrative and allow you to flex with your schedule. Flex Job listed account executive as the number one job with flexibility.
Listen to Rakhi talk about her amazing Mother and how she shaped who Rakhi is today. Also, in her Forbes article: Leadership Lessons from My Mother https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2020/04/29/leadership-lessons-from-my-mother
https://www.linkedin.com/in/rakhivoria/
https://twitter.com/rakhivoria
Women in sales documentary feature: https://www.youtube.com/watch?v=hHAnPbQJSHQ
Companies hire my next guest to help them drive sales by improving their important conversations and presentations. Patricia Fripp, named as the Top 25 Women in Sales and the Top 30 Coaching Gurus. Kiplinger's Personal Finance said, One of the best ways to invest in your success is to learn presentation skills from Patricia Fripp. It is my great honour to welcome my friend Patricia Fripp to Scale Your Sales Podcast.
COVID19 is not so much a time to sell but a time to keep in touch and be of service. Many clients are not spending money, and others are spending more. Always remember the clients that gave you the business when they had money help them along when they do not have money. This is a great time to learn today and earn tomorrow, all the things you do not have time for, FrippVT, is a great resource.
Patricia Fripp had a client build a virtual office long before webinars were readily available, and she has embraced the technology, admitting to not being a technology person. Are you practising to improve, or to reinforce bad habits, practice does not perfect it makes permanent says Patricia? If you think, in sales you are at the top of your game, you are forgetting that your competition is watching wants to do better than you, so you had better be working to improve your process, your message, your methodology or your commitment to stay ahead.
Patricia advises her clients to revisit, refocus and re-script, look at your automatic messages, is the message relevant now. Patricia spent 5-hours going through her YouTube channel refocusing and re-scripting her video titles or descriptions. Refocus your message whether email, website, social media, product description by asking, is this message from being of service or from the view of refocused selling.
Take advantage of this opportunity and invest your time well, says Patricia. It is not only learning and keeping in touch, that matters, it is essential to take time for yourself and get more sleep, so you have more energy when working.
Patricia shares her experience of being 43 year veteran of the National Speakers Association. Women were in the minority, and speaker bookers would have to ask clients if they would consider a female speaker, and many said NO!
Be specific with your message, says Patricia, especially when speaking internationally where English may not be the audiences first language. You must be sensitive to changing the images of your presentation and the language. When we tell stories, but it is crucial that you populate the stories with real people relevant to the audience.
Patricia says meeting organisers and speaker bookers must be prepared to book speakers that are representative of their audience.
The best connection you can make with a diverse audience is to say, help me to understand how to pronounce your name.
Patricia advises sales professionals not to use the tradition sales introductions, as nobody cares about you. Instead, you must speak as an audience advocate and look at your message what interests them, so do not start by introducing your company and sound like everyone else.
Start with Congratulations then perhaps talk about something they are proud of a marketing campaign, a core value experienced, or the stock price.
XX has been very gracious with their time and information, and they say (opportunity, challenge, or interest). Patricia says to start with their challenge, opportunity, or interest, your interest in ABC, or the challenge you want to solve XYZ. Organise your presentation around what you believe they want and is of interest to them and weave what you want them to know about you into it.
Patricia suggests to, give an example of a company the same size as you did this and got this result.
Always say thank you for the opportunity to discuss why X product might be of interest to you.
Is there anything you would like to discuss?
Patricia's hero is Robert Fripp, her brother and notable musician. Patricia says he is the perfect example of the discipline you need to be a success and stay a success. Patricia shares her memories of growing up on world war two, hearing the stories and the speeches of Winston Churchill, which continue to influence her.
pfripp@fripp.com
https://www.fripp.com
Download 12 mistakes sales professionals make
Caryn Kopp is the Chief Door Opener at Kopp Consulting. Recognized by Inc. as 5000 winners for the Door Opener Service where they provide executive-level appointment setting. Caryn is an internationally recognized speaker, an expert in Business Development and is the author of the best-seller Biz Dev Done Right.
COVID19 is unlike any situation we have experienced before, and the seller must master the art of developing business in a virtual world. For the foreseeable future, we are not going to have conferences, trade shows and in-person networking even leveraging your network is going to be done differently. If you have done it before, says Caryn, it has changed in these last number of months, since COVID19. It is important to say on top of the changes, so the business does not experience a hiccup.
The one thing that has changed is that the emails of decision-makers are filling up fast, everyone is bombarding buyers with emails with the word COVID19 in the communication, makes the email vanilla. Prospects know it is a cold email. Few people are calling. The significant change is to use the phone, people that were working in an office are now at home they are crazy to hear a voice.
You must enter the conversation with empathy and recognize that they will be having things going on at home. People can be much more human than they ever were. You can connect with people now on a different level and engage with humans.
Caryn says you must get comfortable with video and see what is behind you because people will think you are disorganized if you work in a messy environment. What goes on behind you must represent you as professionally as you would like it to be. People are missing the in personal connection; video is the most efficient way to spend your business development time.
Kopp Consulting gets companies more meeting than they could get for themselves. Kopp will never send mass emails but create an email for one person and follow up call on one person. It is business as usual for Kopp, but they are entering the conversation with more empathy. Entering dialogue with prospective customers by asking - how has their life changed in the last couple of months? And when are they talking about you going back to the office? Do your research and make sure the conversation is meant for that one person, Caryn says you must know why the prospect would want to have the discussion with you.
Caryn mission is to educate people on what the process is like so those that want to do the door opening themselves but want to do it better and in the way business development needs to be done.
The biggest mistake Caryn see business development people make is, first, not setting a date and time at every stage of the sales process. She says, make sure you leave enough time, such as “ I’m watching the time and know you have a hard stop in 7 minutes, we can answer a few more questions but why don’t we go ahead set a date and time for our next call so we can continue our conversation, how is Thursday 11 am for you?” People try to fit so much into the meeting take they get to the hard stop and get off the call.
Secondly, not prepared with high gain questions. What are the questions that elicit the best information for you, so you know the path of dialogue to follow so you can uncover the best opportunities for the prospect and you?
Many lead generations companies say they will fill your appointment book, but if you want to get a meeting with a senior executive you cannot send the same connect request to thousands of people, this may work with transactional sales. If you are talking to an executive about a new idea, it is a personal call or email that includes research and insights that gives that person the feeling that spending time with you may be the best decision they’d made all week. That is a warm and interested prospect, rather than a lead, that is professional representation delivered by door openers that have over 15-years’ experience. Door openers use sales messaging that will pique the interest of the one decision-maker.
You must marry the sales message with technique and answer why now. Caryn created the Kopp Gap Method of Sales Messaging, which helps sellers clearly articulate their value. When done correctly, these three sentences can render the competition irrelevant.
Sell something people want to buy; otherwise, it creates an extended sales circle. Create the sales messaging, and narrow your target, have the right person representing you do the best job possible building great relationships with your prospects. If you fill the top of you funnel with those prospects interested in learning more, you become an obvious solution, says Caryn, then your closing ratio will go up substantially in number and speed.
Caryn Kopp Author of Biz Dev Done Right: Demystifying the Sales Process and Achieving the Results You Want
https://www.linkedin.com/in/carynkopp/
https://www.koppconsultingusa.com/
His blog was recently voted one of the Top 50 Sales Blogs in the world for the fourth year running, by Top Sales World Magazine and his book one of the Top 50 Sales Books in the world for 2019. With a 20-year track record in the B2B sales industry, including senior leadership roles with several the world’s leading technology companies, Cian Mcloughlin is a proponent of an ethical and honest approach to sales.
You must change your approach in COVID19; the sales professional cannot do cold outreach or call the customer and not mention that fact that their business might be struggling or that the customer might have stopped buying. Lead with empathy and authenticity and be just people and have a conversation and try to add some short term immediate value. Cain said to focus on what you have that can help their urgent problem. If you do not have anything to improve your customer in the current climate, then now is the time to focus on relationship building, to sew the seed which will reap the rewards down the track. Being tone-deaf to how the current climate is affecting the client will stop you getting the sale but also ruin your relationship in the long term.
Talking about why salespeople need to become great storytellers. Cian offers that people are hardwired to learn through stories. Stories make information easier to retain and then to tell that information to others. The light-up different parts of your brain and this is an essential part of interacting with people. People buy with their hearts and justify with their heads. As an industry, we appeal to the head and forget about the heart.
We recognise when people are authentic and when they are communicating with authenticity, and that causes others to reciprocate to authenticity and honesty as well. Cian says we are hardwired to respond to the treatment we get so if I feel you are listening that you care and you are focused on me, there is a higher probability that you will reciprocate which makes a better relationship.
Author of “Rebirth of the Salesman" which became an Amazon bestseller and was voted one of the top 50 sales books in the world by Top Sales World Magazine. Cian says he originally set out to write a book about win-loss analysis. The process and mechanics of how he takes the client on the to win, lose or draw process to extract value from their cost of sale. Cian says that there is a tremendous amount of value in finding out in a candid and specific way, why they were (or were not) selected.
What Cian actually wrote was a book about what he was hearing from the customer about how they love to interact and what the customer cared about, and what frustrated then and what the implications were for the sales professionals so they can stay relevant. What surprised Cian was that they thought the customer would talk and out product and price and what the talked about was people and purpose.
Product and price get you on the shortlist but when you are there, says Cian. It is the quality of your people, level of trust and reliability, who else you have worked with that we trust and know, so it is all the emotional intelligence or EQ driven rather than intellectual or IQ driven.
Cian conducted a buyer’s survey in 2019 to gain the option of 200 B2B procurement professionals and when asked – if you could say one thing to salespeople to improve what they do, what would it be? The answer was listening and understand stop showing up and throwing up.
Cian advises sellers to make a better discovery, and Cian goes into more detail in the discovery questions. Too often, he says, salespeople through the verbal mud at the wall to see what sticks.
B2B decisions are complex; I love Cian's point that sellers are structure with hunters and farmer and SDR's based on what makes sense of the vendor rather than what is the experience that they want the customer to have. I completely agree that we must map our buyer's journey and design our sales process to the experience we want the customer to have.
Another great point by Cian, that salespeople will act the way they are incentivised to work so if we want to change we must look at the compensation structure and sale cadence to stop the short-term mindset of focusing on the closing. Because Cian says, we think of customers as deals in the forecast, and this drives a terrible culture.
The move to the cloud and SaaS has changed the focus as now customer retention and adoption is the focus rather than the up-front deal. SaaS customers vote with their feet if the service is unsatisfactory. NPS and retention are the metric rather than quota attainment.
Sellers are leaving a mountain of gold behind by not asking for feedback whether they have won or lost the deal advises Cian. To scale their sales seller must have a process in place to listen to customer gather the data, mine the information and take action based on the feedback they have received and improve and test and get better and learn from their wins and their losses.
https://www.linkedin.com/in/cianmcloughlin
https://www.trinityperspectives.com.au
https://twitter.com/TrinityPerspect