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.
#257 James Cuthbertson - The Evolving Role of Founders in Sales Success
Episode 257
Monday, September 2, 2024 • Duration 35:06
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.
23:06 Professionalism means preparation, admin, understanding, and adaptability.
26:19 Salespeople struggle with structured processes but adapt.
#256 Paula Lender-Swain - Embracing Change and Innovation in Public Sector Sales
Episode 256
Monday, August 26, 2024 • Duration 37:25
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.
#255 Dr. Stephen Timme & Sheevaun Thatcher - Aligning Customer Goals with Organizational Strategy
Episode 255
Monday, August 19, 2024 • Duration 37:36
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.
#254 Mary Shea - Leadership, Diversity, and Embracing Change in the Industry
Episode 254
Monday, August 12, 2024 • Duration 39:31
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.
#253 Randi-Sue Deckard - Maximizing Customer-Centricity in B2B Interactions
Episode 253
Monday, August 5, 2024 • Duration 29:31
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.
#252 Ollie Sharpe - Unlocking Sales Success: Secrets to A Diverse and Inclusive Culture
Episode 252
Monday, July 29, 2024 • Duration 29:49
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.
#251 Janice B Gordon - Scale Your Sales Review Podcast
Episode 251
Monday, July 22, 2024 • Duration 19:06
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.
#250 Jamie Gallagher - How to Coach Your Way to Success and Close Deals Like A Pro
Episode 250
Monday, July 15, 2024 • Duration 43:21
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.
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.
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