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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 ...
 
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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. He…
 
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. Hear more about Samantha's love of Charity events and work.…
 
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 po…
 
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. The Que…
 
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 …
 
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: …
 
In this week's episode the Scale Your Sales Podcast, I wanted to talk about the challenges we face and the opportunities that come from those challenges. During the week between Christmas and New Year's, when we might be spending time with our families or having some downtime, it is important to recognize the situation we are in. But also to think …
 
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 transformati…
 
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 EMEA and is now leading sales for Hook, an exciting UK startup focused on helping SaaS companies maximize Revenue to Renewal performance. Welcome to S…
 
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 S…
 
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 …
 
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 fin…
 
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 …
 
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 an…
 
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 un…
 
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…
 
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 Gaithe…
 
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 Exc…
 
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 o…
 
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, …
 
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…
 
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 …
 
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 …
 
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 discussion…
 
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 backgrou…
 
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 …
 
In this week's episode of the Scale Your Sales podcast, my next guest, Ravi Rajani is a keynote speaker and storytelling consultant who helps B2B Sales teams sell more with story. Please welcome to Scale Your Sales podcast, Ravi Rajani. Timestamps: 00:00 – Master Storytelling to Increase Sales 2:30 – Active Listening Exercise 5:00 – The Different T…
 
My guest on this week's episode of the Scale Your Sales podcast, 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. Jarod Greene, believes that the status of 70% of content is not used, because it is not g…
 
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…
 
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 an…
 
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 th…
 
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 sa…
 
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 c…
 
In this episode, my guest discusses sales coaching and its importance in training. Within one month of training, 87% of skills are lost. Coaching allows sales leaders and managers to change what they do and how they do it and better transfer positive behaviours to their teams. You'll learn a lot about the alchemy of communication and personal devel…
 
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 …
 
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 yo…
 
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' profile…
 
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 posit…
 
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 …
 
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 bett…
 
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 …
 
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 podcas…
 
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,…
 
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 …
 
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 Schn…
 
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…
 
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 conver…
 
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…
 
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 In…
 
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, fo…
 
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