Episoder
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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.
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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.
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Mangler du episoder?
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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.
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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.
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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.
eBook: 7 Steps to Building a Customer-First Revenue Organisation available on Amazon or https://www.finlistics.com/7-steps-to-building-a-customer-first-revenue-organization
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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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...
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In this week’s Scale Your Sales Podcast episode, my guest is Heather Holst-Knudsen
Heather has deep roots in B2B, having grown up in Thomas Publishing Company, Miller Freeman, Reed Elsevier, and IDG. Heather also has extensive experience with SaaS and event tech. She is a recognized expert and partner with years of leadership and operating experience in the industries she serves. Heather founded H2K Labs, which helps clients generate financial returns from data.
In this episode, Heather into the critical role of data outside the CRM in understanding customer behavior and forecasting. She emphasizes the need to curate and blend CRM and external data for a single source of "revenue truth," focusing on essential KPIs for stakeholders. Heather introduces Insightify, a tech-enabled platform for data intelligence in complex business models, and stresses the importance of validated data for setting KPIs and improving sales operations. The episode also explores leveraging data to coach salespeople based on individual strengths and weaknesses, enhancing overall sales performance. Heather discusses the significance of first-party data strategies for media and event companies and strategies to enable event exhibitors to buy. Throughout, she provides valuable insights into data-driven strategies for customer retention and revenue growth.
Welcome to Scale Your Sales Podcast, Heather Holst-Knudsen.
Timestamps:
00:00 – Enhancing Sales with Data-Driven Strategies
05:59 – Sales approach shifts to focus on data.
08:34 – Using data can improve sales performance greatly.
10:05 – Maximizing CRM data for accurate forecasting.
13:30 – Understanding industry's black box through predictive data.
16:41 – Utilize data to train sales teams effectively.
21:44 – First party data strategies crucial for media.
23:47 – Monetizing audience subscriptions and events effectively.
https://www.linkedin.com/in/heatherholstknudsen/
https://twitter.com/h2klabs
Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.
Book Janice to speak virtually at your next event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/in/janice-b-gordon/
Twitter: https://twitter.com/JaniceBGordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
More on the blog: https://scaleyoursales.co.uk/blog
Instagram: https://www.instagram.com/janicebgordon
Facebook: https://www.facebook.com/ScaleYourSal...
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