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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how. I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are ...
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#149: Ravi Rajani – Master Storytelling to Increase Sales
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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…
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#148: Jarod Greene - Right Content at the Right Time of the Sales Journey
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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…
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#147: Laura Valerio - Prioritize Strategic Goal When Implementing a Sales-Enablement Program
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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…
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#146: Aaron Spencer - The Shortest Route to the Best Sales Outcome
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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…
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#145: Dr. Stephen Timme - Become Your Customer's Trusted Advisers
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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…
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#144: Michelle Schifrin - Leverage Technology to Matchmake Business Relationships– Michelle Schifrin
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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…
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#143: Eva Helen - Collaborating for Gender Equality in Sales
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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…
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#142: Jacqueline Norton - Maintain the Alchemy of Communication and Personal Development
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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…
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#141: Leanne Chescoe - How Account-Based Marketing Can Boost Customer Experience
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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 …
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#140: Laura Hannan - The Value of Nurturing LinkedIn Conversations to Lead Generation
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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…
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#139: Ed Porter - Align your Revenue Organisation Accelerate Growth Through the Buyer's Journey
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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…
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#138: Stefanie Boyer - Adopt Self-Directed Learning to Enhance your Sales Skills
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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…
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#137: Mario Martinez Jr. – How the PVC Method Leverages Sales
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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 …
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#136: Nancy Calabrese – Prioritize your Tonality to have More Engaging Conversations
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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…
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#135: Felix Krueger - Create a Sales Enablement Ecosystem & Become a Revenue Generating Organisation
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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 …
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#134: Jason Marc Campbell - Sell with Love to Create Value for Customers
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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…
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#133: Paula S White - Remix Your Leadership Style to Generate Effective Performance
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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,…
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#132: Stephen Diorio - Evaluate Your Responsibilities to Grow Customer Lifetime Value
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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 …
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#131: Harvey Dunham - Drive Customers Down the Path to Co-Creation
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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…
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#130: Carol Benton - Communicate Your Value to Effectively Win Sales
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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…
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#129: Judy Frank - Evolve Your Skillset for Insightful Conversations
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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…
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#128: Meshell Baker - Develop Unstoppable Confidence to Create Sales Success
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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…
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#127: Janice B Gordon - #BreakTheBias in Today's Sales World
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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…
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#126: Heidi Solomon-Orlick, Bridgett McGowen Hawkins - Heels to Deals Inspires Female Sales Professionals
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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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#125: John Smibert - Focus Your Buying Journey on the Process, Not the Product
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In this episode, my guest, my honored guest, is John Smibert. He has invested 38 years as a successful sales leader in 4 large I.T corperations. Since 2004, he has assisted B2B selling organisations to transform the way they sell. He's passionate about enhancing professionalism in sales. Welcome to Scale Your Sales Podcast, John Smibert. 0:00 Focus…
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#124: Alexander Low - Transform your CRM System to Maximize Success
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My next guest is a digital sales transformation expert and is often described as the bridge between application, technology and the sales team. With the length of the sales stack in the thousands of applications, he is in demand. Welcome to Scale Your Sales Podcast, Alexander Low. 0:00 Transform your CRM system to maximize success. 2:40 Salespeople…
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#123: Jeannie Walters - How To Create An Excellent Buyer Experience
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My next guest is CEO of Experience Investigators, a certified customer experience professional, a LinkedIn learning instructor, and a TedX speaker. Hello and welcome to Scale Your Sales podcast, Jeannie Walters. 0:00 How to create an excellent buyer experience. 1:56 How to create fewer ruined days for customers. 5:18 The easiest sale to make are th…
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#122: Steve Hall - Rework the Sales System to Make Sales Simpler and More Effective
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My next guest is Managing Director of Executive Sales Coaching Australia and is Australia's leading authority in selling to C-Level. Listed in Top Sales World as the top 50 keynote speakers in 2020. Welcome to Scale Your Sales podcast, Steve Hall. 0:00 Rework the Sales System to Make Sales Simpler and More Effective. 2:19 How the great resignation …
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#121: Jermaine Edwards - Consume Information Effectively to Provide Insight and Enhance the Value Service
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My next guest is a customer growth strategist. He also calls himself a ruckus maker and a customer advocate. He helps organizations eliminate customer challenges, and creates market-beating customer results, predictably, at scale, in any environment. Welcome to Scale Your Sales podcast, Jermaine Edwards. 0:00 Consume Information Effectively to Prov…
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#120: Britta Lorenz - Support the Customer's Needs to Co-Create and Innovate
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My next guest is a partner of the PDA group. Founder of the DAC chapter of women in sales enablement, and a board member of trust enablement. She brings her executive coaching skills to the world of enablement to bring sales and marketing closer together so creating a fantastic customer experience, driving business growth. Welcome to Scale Your Sal…
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#119: Jonathan Hawkins - Interpret Data to Predict Behaviours and Empathize with Buyers
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My next guest has a long history in B2B sales. He lectures at University of Buckingham on Strategy and Proposition Development, and is a board member for 2 SaaS companies. He is CEO of Anthrolytics, a company that combines data and behavioural science to predict what customer will do next and why. Welcome to Scale Your Sales Podcast, Jonathan Hawki…
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#118: Jeff Davis – A Unified Sales and Marketing Leverages Sales Effectiveness
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My next guest says in his LinkedIn profile: "I am a marketer with the soul of a sales guy. Musically inclined engineer, and data-driven storyteller." He is the award-winning author of Create Togetherness. Welcome to Scale Your Sales Podcast, Jeff Davis. 0:00 Why unified sales and marketing leverages sales effectiveness. 03:09 Create Togetherness is…
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#117: Janice B Gordon – Reflections For a Successful 2022
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Hello and welcome to Scale Your Sales podcast! This is my review and reflection to create a successful 2022. What a wonderful time, now, to carve out headspace to reflect on the past year and plan for the year ahead. This is a process to help develop greater awareness, gratitude, insights and intention of who you, need to be in order to achieve you…
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#116: Janice B Gordon – Review of the Last 20 Episodes on Scale Your Sales Podcast
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Welcome to the review of the last 20 episodes of Scale Your Sales Podcast! The show was created for B2B founders, executives, sales leaders, key account managers and customer serving professionals to engage with the lively debate and conversations, covering subjects like customer experience, strategic revenue growth and modern sales know how. Let's…
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#115: Julie Hansen - Develop Relationships with an Inviting Virtual Presence on Camera
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My next guest helps salespeople use video to build relationships on video. She is the author of Look Me in the Eye, the founder of Selling on Video masterclass. She has a background as a professional actor, having appeared in over 50 commercials, films and tv shows, including HBO Sex and the City. Welcome to Scale Your Sales Podcast, Julie Hansen. …
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#114: Mark Schenkius – Motivating the Buyer Is the Key Objective in Procurement
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My next guest is founder of ROI-10, focusing on negotiations, procurement and sales. He has worked for Mars inc. For over 17 years in a variety of procurement functions. He is also lecturer of Business Economics at Fontys University of Applied Sciences and author of, and this is a brilliant book you all need to get a hold of, The Other Side of Sale…
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#113: Connie Kadansky – Initiate Telephone Contact with a Strong Value Proposition
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My next guest is the Sales Call Reluctance coach. She helps salespeople get their ask in gear! I love this phrase! Welcome to Scale Your Sales podcast, Connie Kadansky. 0:00 Initiate Telephone Contact with a Strong Value Proposition 2:36 How the Pandemic Has Created a Call Reluctance Epidemic 6:07 How to Attract Prospects in a Professional and Ethi…
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#112 : Bill McCormick – Authenticity and Credibility is Key in Social Sales
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My next guest is Bill McCormick. Bill is the Chief Sales Officer of Social Sales Link. As a LinkedIn sales and social selling trainer, Bill shows sales professionals how to start more sales conversation by leveraging the power of LinkedIn. Welcome to Scale Your Sales podcast, Bill McCormick. 0:00 Authenticity and Credibility is Key in Social Sales …
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#111 : Gert Scholts – Know Your Customer to Succeed in a Challenging B2B World
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My next guest is Gert Scholts. Gert helps salespeople identify more sales opportunity to win more deals. He transforms sales teams from good to great. Welcome to Scale Your Sales podcast, Gert Scholts. 0:00 Know Your Customer to Succeed in a Challenging B2B World 1:58 Why The Focus Has to Be On the Customer 7:23 How to Accommodate Every Client’s Di…
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#110 : Andrea Waltz – Overcome Fear of Rejection to Better Serve Customers
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My next guest of Scale Your Sales Podcast is Andrea Waltz. She is the co-founder of Courage Crafters INC, co-author of the best-selling book Go For No, Andrea teaches people in virtually every business, and industry. The Book Go For No is about how to think, feel differently about failure rejection, the word No to help them achieve their goals and …
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#109: David Meerman Scott - Why Salespeople Cannot Use the Same Skillsets for Selling Online as Offline
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My next guest of Scale Your Sales Podcast is David Meerman Scott. he is the author of 12 books including New Rules of Marketing and PR, the Wall Street Journal Bestseller Fanocracy. David is a marketing and business growth strategist, an entrepreneur and an advisor to emerging companies. Welcome to Scale Your Sales Podcast David Meerman Scott 00:00…
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#108: David Fisher – How Sales Professional Must Change Their Success Mindset
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My next guest of Scale Your Sales Podcast is David J.P. Fisher. He is also known as D.Fish D.Fish is a speaker coach, best-selling author of 12 books. David helps salespeople business owners, entrepreneurs understand the sales Sherpa path, where social media networking traditional sales skills are the key to providing value, and staying relevant. W…
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#107: Heidi Solomon – Focus on College Entry level Education helps Companies gain more Diversity in their Salesforce
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My next guest of Scale Your Sales Podcast is Heidi Solomon, she is award-winning BPO industry veteran with over 30 years of global sales, executive leadership experience. Heidi currently serves as VP of global sales for VXI global solutions, a 625-million-dollar multinational outsourcing company. She's also the founder, CEO of Girlz Who Sell. Girlz…
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#106 : Gopalakrishna – Why Salespeople Must be at the very Early Stage of their Buyers’ Journeys
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My next guest on Scale Your Sales Podcast is Gopalakrishna. He has over 20 years of global experience with startup scale-ups and mid-market vendors, named one of the top 100 sales influencers to follow globally by Sellizer. He describes himself as a humble human being committed to elevating B2B via experience and enabling B2B sales success. He is a…
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#105 : Brynne Tillman – Why Slow Down Your Outreach to Speed Up The Sales Outcome
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My next guest of Scale Your Sales Podcast is Brynne Tillman. She is a real star on LinkedIn. Brynne is CEO of Social Sales Link and LinkedIn whisperer, she has been in sales and sales training for three decades. She has a 100% focused on helping professionals convert their LinkedIn connections to sales conversations. Welcome to Scale Your Scales Po…
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#104: Marcus Cauchi – How Sales Management Reduces Customer Churn Rate
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My next guest of Scale Your Sales Podcast is Marcus Cauchi. He is a chairman board director and fractional chief revenue officer to technology scale-ups in the 10 to 50 million range, an author, and host of inquisitor podcast. Welcome to scale your sales podcast Marcus Cauchi 00:00 Sales Management Increases Customer Churn Rate 4:12 Why it's Essent…
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#103: Joanne Black – The Power of a Referral Culture helps Sales Leaders Grow Revenue
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My next guest of Scale Your Sales Podcast is Joanne Black. She is America's leading authority on referral selling referrals work whether you are looking for a job client, a promotion, or a date. She is an author speaker consultant sells trainer. She is known in the sales community as a contrarian. Welcome to Scale Your Sales Podcast Joanne Black 00…
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#102: Cynthia Barnes - Why its Essential that Salespeople Lead with Authentic Personality to Better Serve Customer
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My next guest on Scale Your Sales podcast is a woman in Sales Influencer, Founder and CEO of the National Association of Women Sales Professionals.org. She is a LinkedIn Top Sales Influencer Creator of Thrive Strategies for Women in Sales and the Author of Reach the Top 1, a Strategic Game Plan for Warrior Women in Sales. She is known for motivatin…
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#101: Jon Ferrara - Why Education is Key for Companies to Stay Top of mind with Customers
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My next guest of Scale Your Sales Podcast is Jon Ferrara. He is a serial entrepreneur and noted speaker about social sales and marketing. He has re-imagined CRM by building Nimble, the simple CRM for office 365 and G suite, best known as the co-founder of Gold Software Corp, one of the early pioneers of Sierra CRM for small-medium businesses. Welco…
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#100: Kate Bradley Chernis - Why Leveraging AI with Human Elements to Engage with Customers
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My next guest of Scale Your Sales Podcast is Kate Bradley Chernis. She is co-founder, CEO of lately is the only social media management platform that creates content for you with the power of AI. Welcome to Scale Your Sales Podcast Kate Bradley Chernis 00:00 Why leveraging AI with Human Elements to Engage with Customers 3:30 Why Kate says, TV is f…
