Welcome to Scale Your Sales Podcast, a show for enterprising CEOs, CROs and Sales Leaders.
Janice B Gordon interviews successful CEOs and Revenue generating executives who are accelerating their sales revenue and helping to grow customer revenues.
In each episode, we delve into the personality and expertise and dig into our guests' strategies to scale their sales. Our experts discuss the challenges and success of scaling a sales organization, sharing their insights on customer expansion and lessons learnt.
Rate and review the weekly episodes of the Scale Your Sales podcast and share your insights in the comments.
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#267 Cliff Simon - Align People, Processes, and Technology to Enhance B2B RevOps Strategies
Episode 267
Monday, November 11, 2024 • Duration 26:15
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.
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.
#266 Laura Wheeler - KPIs and ROI: Keys to Successful Sales and Scaling Strategies
Episode 266
Monday, November 4, 2024 • Duration 34:10
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.
#265 Amelia Taylor - Unlocking Sales Success: The Power of EQ and Authentic Networking
Episode 265
Monday, October 28, 2024 • Duration 31:08
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.
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.
#264 Richard Harris - Why the Buyer's Experience Matters More than the Journey in Sales
Episode 264
Monday, October 21, 2024 • Duration 34:06
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.
#263 Emma Lo - Advancing Customer Success and Leveraging AI in Sales
Episode 263
Monday, October 14, 2024 • Duration 26:50
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.
#262 Pam Didner - Discusses AI's Impact on Sales Teams and Marketing Strategies
Episode 262
Monday, October 7, 2024 • Duration 28:41
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.
#261 Steve Heroux - Modern Sales Strategies: Building Authentic Connections
Episode 261
Monday, September 30, 2024 • Duration 39:52
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.
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.
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.
#259 Janice B Gordon - Celebration Review
Episode 259
Monday, September 16, 2024 • Duration 20:03
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.
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.
#258 Dan Pfister - Mastering WinBack Strategies for Customer Retention and Revenue Growth
Episode 258
Monday, September 9, 2024 • Duration 31:39
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.
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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.
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.
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.
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.
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.
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.
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.
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.
