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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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In this week’s Scale Your Sales Podcast episode, my guest is Chet Lovegren.
Chet is the founder of The Sales Doctor a revenue growth agency designed to eliminate the revenue bleed caused by archaic sales enablement practices.In this episode, Chet explores the crucial factors that founders need to consider when building and scaling their sales operations, emphasizing the significance of focusing on inbound sales, honing sales skills, and understanding the sales system before diving into outbound efforts. He shares insightful experiences and examples, highlighting the need for founders to prioritize manual processes, hiring the right people, and assessing employees' true potential beyond traditional interview methods. So, tune in to gain valuable insights on building a successful sales engine and navigating the challenges of scaling your sales.
Welcome to Scale Your Sales Podcast, Chet Lovegren.
Timestamps:
00:00 – Inbound Focus, Scaling Strategies, and Hiring Wisdom.
05:25 – Jumping to new opportunities without proof detrimental.06:46 – Salespeople must understand business engine to succeed.
12:27 – Founders idolize lifestyle of Mark Zuckerberg, Elon.
16:24 – Establishing relationships, hiring, and learning in business.
18:14 – Employee lacks understanding of CFO responsibilities and operations.
21:04 – Self-evaluating employees seek guidance, not hand-holding.
24:39 – CVs predict interviews poorly; new tools emerging.
https://www.linkedin.com/in/chetlovegren/https://twitter.com/thesalesdoc_rx
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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Saknas det avsnitt?
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In this week’s Scale Your Sales Podcast episode, my guest is Christina Brady.
With 16+ years of overall SaaS sales experience, and 10+ years of executive leadership in the SaaS space, Christina has a proven track record of leading individuals and organizations to growth & profitability as a former artist, musician, and improv performer, she has a genuine passion for building culture, coaching & developing leaders, and producing top-performing Sales and CS teams across small to enterprise organizations. Christina is using her experience and people first mentality to revolutionize how revenue teams practice and ingrain learning, skills, and ongoing development as the CEO and Co-Founder of Luster.ai.In this episode, Christina delves into the challenges in traditional sales training and coaching, and how Luster.ai is revolutionizing sales enablement by creating a safe and scalable environment for practicing sales skills using conversational intelligence. They delve into the importance of personalized learning, the role of gamification in improving learning outcomes, and the need for enabling professionals to measure the impact of their training. Christina emphasizes the significance of creating a tool that allows salespeople to practice effectively without constant supervision. The episode provides valuable insights into the future of sales enablement and skill development.
Welcome to Scale Your Sales Podcast, Christina Brady.
Timestamps:
00:00 – Revolutionizing Sales Training Through Practice and Gamification.
04:30 – Creating safe environment for sales team practice.
09:24 – Advanced technology for simulating sales scenarios efficiently.
12:38 – Feedback needs to be specific for improvement.
16:26 – The need for more specific and timely coaching in sales for effective training
19:41 – Empower professionals to understand and utilize strengths.
23:30 – Delegating practice is essential for team success.
https://www.linkedin.com/in/christinapbrady/
https://www.instagram.com/bradyblings
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 Marni Heinz, the Founder and CEO of MH Consulting & Coaching.
Marni is leadership and sales performance coach. She leverages neuroscience to create lasting behavior change, helping individuals and teams achieve results without burning out. She has over two decades of experience in tech, both as an IT leader at Google and as an enterprise SaaS sales leader at Salesforce.
In this episode, we explore the power of curiosity, intention, and effective deal management in sales. From the traits essential for success in sales to the skills required for sales leadership, Marni shares valuable insights gained from her extensive experience. Join us as we uncover the keys to successful sales interactions, the challenges of promoting top performers to leadership roles, and the influence of mindfulness in the workplace.
Welcome to Scale Your Sales Podcast, Marni Heinz.
Timestamps:
00:00 – Curiosity, Intention, and Mindfulness in Sales Success.04:51 – Transition to leadership requires empathy and adjustment.
08:47 – Sales success relies on diverse skill sets.
13:31 – Curiosity and intention in sales interactions.
16:57 – Establish upfront contracts to align meeting goals.
19:42 – Enterprise sales require skillful management and intention.
24:32 – Early deal cycle: build awareness, strategic adviser.
26:36 – In sales, be confident, helpful, and friendly.
29:16 – Meditation and mindfulness are essential for everyone.
https://www.linkedin.com/in/marniheinz/
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 Kendall Horner.
Kendall is a partner at Braveheart Sales Performance where she works with clients all over the US to solve their B2B sales conundrums and help scale their sales teams. She brings a unique perspective on sales leadership as a self-described “Boomer in a millennial’s body who speaks fluent Gen Z.”In this episode, Kendall delves into the game-changing benefits of data insights for sales leaders and the evolving landscape of sales across different generations. She discusses unique approach to sales conversations transcends age barriers and how sales leaders can tap into the increasing influence of women in the B2B buying process. Don't miss out on this episode packed with practical tips for effective sales leadership and strategies to cater to diverse learning styles and preferences within your team.
Welcome to Scale Your Sales Podcast, Kendall Horner.
Timestamps:
00:00 – Data Insights and the Landscape of Sales Across Generations
08:29 – Adapt sales approach to different buyer preferences.
12:23 – Helping sales managers be more effective and understanding their role.
16:09 – Importance of protocol and hiring process to avoid biases.
19:26 – Focus on finding commitment in all generations.
23:13 – High need for approval vs genuine kindness in sales interactions.
25:42 – Consider the potential impacts of gender biases.
28:08 – Generational differences in sales due to societal norms and feedbacks.
https://www.linkedin.com/in/kendallhorner/
https://braveheartsales.com/thehappysalesmanagerJanice 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 Zeenath Kuraisha.
Zeenath is the founder of the E-University of Sales and The Asia Pacific Sales & Marketing Academy (APACSMA), renowned for its industry-endorsed accredited sales training programs, certifications, sales audits, and assessment. Boasting a global reach, her multifaceted approach encompasses the 360 business, GTM, inside, and digital Sales Review Advisory and Support Services. She serves as the Singapore Chapter President for AA-ISP (now known as Emblaze), the Founding Fellow for Association of Professional Sales (now known as Institute of Sales Professionals). Zeenath has received numerous accolades and recognition from the industry including Sales Hacker’s 35 Most Influential Women in Sales, Best Asia Corporate Consultant by HRM Asia, and was named one of “Executive of the Year for Education” by Singapore Business Review.
In this episode, Zeenath delves into the evolution and purpose of sales enablement, as well as the challenges related to its effectiveness in achieving sales targets. Through her expertise and experience, she delves into how sales enablement has transformed over the years, expanding far beyond traditional sales training to encompass a wide array of tools and activities aimed at empowering the sales function and how it aims to contribute to incremental revenue by helping sales professionals sell and perform better. Zeenath shares her expertise in sales consulting, education, and training needs for a diverse range of clients, emphasizing the importance of understanding buyers as humans and the need for authenticity, quality, pricing differences, value, and trust in the sales process. We also talk about the adaptability of sales enablement to meet the ever-changing demands of the market. Join us as we uncover the secrets to sales success with her expert guidance.
Welcome to Scale Your Sales Podcast, Zeenath Kuraisha.
Timestamps:
00:00 – Maximising Revenue Growth through Sales Enablement.
04:00 – Technology has evolved sales operations, enabling efficiency and improved analytics.
09:19 – Sales enablement contributes to closing revenue gaps.
11:25 – Sales leaders focus on numbers, but sales enablement involves cross-functional collaboration to improve various areas beyond just performance.
16:23 – The development of The Asia Pacific Sales & Marketing Academy (APACSMA)
18:09 – B2B is about trust, differentiation, and articulating value proposition.
22:19 – Certification may not be necessary for all.
https://linkedin.com/in/zeena
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... -
In this week’s Scale Your Sales Podcast episode, my guest is Sandra Long.
Sandra Long is a leading independent LinkedIn consultant, instructor, and speaker. She is the author of the best-selling book, LinkedIn for Personal Branding: The Ultimate Guide. Considered as a pioneer for women in B2B sales, she enjoyed a long first career in field sales for office technology products.
In this episode, Sandra shares invaluable insights on leveraging LinkedIn for sales, stressing the importance of optimising one's profile and cultivating a strategic network. She emphasises that a compelling LinkedIn profile is akin to a shop window and underscores the significance of being intentional and strategic in building a network that includes potential customers and influencers. She offers practical tips for engaging with prospects and customers online, including leveraging events to maximise visibility. We delve into the significance of personal branding and buyer-focused content, showcasing their impact on buyer confidence and sales strategies. Sandra's expertise and practical advice provide valuable tools for sales professionals seeking to expand their network and enhance their sales approach, making this episode a must-listen for actionable strategies and insightful perspectives from a renowned LinkedIn expert.
Welcome to Scale Your Sales Podcast, Sandra Long.
Timestamps:
00:00 – Amplifying Sales Success by Building Strategic Networks.
06:25 – Conference speakers should actively engage with their audience.
10:38 – Experienced and seasoned teams are resistant to change.
11:28 – Leaders have a fear factor about LinkedIn.
15:41 – Learning is life-long, critiques are vital.
19:32 – Engage online, provide value, and share unique insights.
23:01 – Mapping-out your network and utilising assets.
https://bit.ly/Linkedbookhttps://www.linkedin.com/in/longsandra/
https://www.instagram.com/sandraglong/
https://twitter.com/SandraGLong
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 Karen Kelly, the Host of K2 Sales Podcast.
Karen is a seasoned sales expert with a passion for empowering sales professionals to achieve sales excellence. With over 20 years of experience in the healthcare industry, she brings a unique blend of expertise, energy, and practicality to her clients. She unlocks the grip our mindset, beliefs, and behaviours can have on us. Separating what serves us or sabotages us starting with our self-awareness. Replacing these patterns with purposeful values, confidence and action producing tangible results. Beyond her training work, Karen is a sought-after speaker at industry conferences and events. As the host of K2 Sales Podcast, she offers valuable guidance and strategies that can elevate your business to new heights, all while ensuring that you feel content and fulfilled.
In this episode, Karen shares her experiences of being the sole woman in a male-dominated industry and how she leverages these experiences to empower other women in similar environments. We delve into the crucial aspects of self-belief, confidence, and understanding one's worth, especially in the context of women in sales. Our conversation also explores the value of curiosity for sales leaders in today's landscape, as well as for salespeople when engaging with customers. Furthermore, Karen emphasizes the significance of fostering curiosity, embracing diversity, and shifting the sales mindset towards genuine customer centricity.
Welcome to Scale Your Sales Podcast, Karen Kelly.
Timestamps:
00:00 – Breaking Barriers in a Male-Dominated Environment
04:38 – Finding strength in adversity.
07:36 – Women must seek environments that appreciate diversity and know when to leave negative situations.
11:33 – Society limits women’s potential, they need to back themselves.
13:36 – Embracing diverse thoughts and fostering leadership skills.
16:03 – Embrace curiosity, transparency, and team empowerment.
19:40 – Consider others' perspective, ask questions, understand impact.
22:44 – Intentional communication, active listening, and creating space for others.
https://www.linkedin.com/in/karen-kelly-sales-trainer-/
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... -
In this week’s Scale Your Sales Podcast episode, my guest is Cassi Roper, the Chief Revenue Officer of Redgate Software.
Cassi is a senior hands-on sales leader who delivers a passionate, systematic approach to building teams and sales culture, generating results via customer centric techniques. A big advocate of hiring women into sales roles and embedding a culture of ethical selling.
In this episode, Cassi shares her insights on sales success and effective leadership within the context of Redgate Software's customer-centric approach. She emphasizes the importance of truly understanding customers' problems and pain points, underlining the value of listening and curiosity in sales. Cassi discusses Redgate's low turnover, attributing it to the company's private ownership, customer-centric focus, and embedded company values, including transparency, reasonableness, and collaboration. Additionally, we delve into Redgate's approach to enabling buyers through product testing, the challenges of promoting top performers to leadership roles, and the significance of identifying and nurturing individuals with the right traits for leadership. Join us for a journey into the heart of sales triumph and leadership mastery.
Welcome to Scale Your Sales Podcast, Cassi Roper.
Timestamps:
03:09 – Navigating career in male-dominated industry, challenges of women.
08:09 – Assess for passion and fit in leadership roles.
12:45 – Identifying diverse skills and leadership potential in hires.
17:37 – Efficient sales process reduces turnover and costs.
24:48 – The Importance of Immediate Value in Business
26:39 – Customers shape strategy by sharing their needs.
https://www.linkedin.com/in/cassi-roper/
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 Derek Roberts.
Derek has built, trained, and coached sales teams and sales leaders for nearly thirty years. Although he is an executive coach, consultant, and professional speaker, he is quick to proudly identify himself first and foremost as a sales professional. An executive partner with Integrity Solutions since 1999, Roberts also owns the consulting and training firm Roberts Business Group, which sells and distributes Integrity Solutions’ products. He is co-author of the new book, Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance.
In this episode, Derek shares the inspiring journey behind the creation of their book "Listen to Sell." We explore the intricate interplay between mindset and skill set, emphasizing their pivotal role in unlocking optimal sales performance. Additionally, we tackle the profound impact of coaching on sales success, the transformative power of being coachable, and the significance of developing buyer and customer centricity as a driving force for triumph in the realm of sales. Tune in for a riveting exploration of the dynamic relationship between personal growth, coaching, and achieving unparalleled success in the world of sales.
Welcome to Scale Your Sales Podcast, Derek Roberts.Timestamps:
04:54 – Listen and be open to coaching advice.
08:27 – Understanding and adapting to others for success.
10:54 – Fabulous relationship, successful business, shared values.
15:43 – Belief in adaptability and emotional intelligence habits.
18:34 – Ensure organizations understand and meet customer needs.
20:25 – Sales focus on customer's customer for success.
https://www.linkedin.com/in/derekroberts1/
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 Barrett King.
Barrett King is the Senior Director of Revenue at New Breed, HubSpot's top partner and he is the host of the Outcomes Podcast - a show about Partnerships in SaaS.
In this episode, Barrett shares profound insights on servant leadership, cultivating a customer-centric sales culture, and the transformative power of partnerships in driving scalable growth. Discover key takeaways, including the importance of humility in leadership, the shift towards value-driven B2B SaaS sales, and actionable strategies for fostering long-term customer relationships. This episode is a valuable resource for sales leaders and professionals looking to elevate their go-to-market strategies and organizational culture.
Welcome to Scale Your Sales Podcast, Barrett King.
Timestamps:
04:48 – Foster culture, partnership, and customer-centered mindset.
09:46 – Humanity and humility are key for effective scaling.
15:44 – Best salespeople enter work with open mindset.
18:43 – Sales industry struggles with recruiting and leadership.
20:16 – Staff member learns management lesson during rush.
30:22 – Leveraging partnerships, sharing value, and kindness.
https://www.linkedin.com/in/barrettjking/
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 Blake Hudson.
Blake is an experienced revenue leader and holistic career coach with diverse experiences in politics, academia, and tech sales. His career brings powerful insights, whether running for State Senate at 24 or generating more than $10 Million in revenue. He recently launched launched Story Selling: The Interview Course.
In this episode, Blake unveils the secrets behind his recently launched interview course, designed to guide individuals through the challenging process of reentering the workforce post-layoffs. From crafting killer emails and embracing video prospecting to advocating for quality messaging and 360-degree learning within sales teams, Blake shares a wealth of knowledge. The episode delves into the nuances of building meaningful stakeholder relationships, adopting a buyer-centric sales approach, and harnessing the power of impactful video messaging. Get ready for an engaging discussion filled with insights that span personal growth, career resilience, and refined sales strategies.
Welcome to Scale Your Sales Podcast, Blake Hudson.
Timestamps:
03:48 – Empathy, struggle, and overcoming obstacles to fulfill potential.
08:08 – Stats guide quality improvements for email success.
11:15 – Sales managers need peer learning.
14:04 – Establish channels, understand stakeholders, create recurring meetings.
22:22 – Video prospecting during pandemic emphasized human connection.
25:11 – Embrace your unique energy, don't compare.
https://www.linkedin.com/in/onebrightblake/
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 James Ski, CEO and Founder of Sales Confidence.
Sales Confidence is the UK and Europe's #1 Community for SaaS sales & revenue leaders and teams. Their vision is to build the world's most valuable B2B Sales community, elevate the sales profession and help sales professionals, at each stage of their career, be the best they can be through achieving peak performance, mindset awareness and positive wellbeing.In this episode, James opens about his transformative journey, sharing his personal diagnosis of bipolar disorder and the invaluable insights gained while navigating a flourishing career in sales. From overcoming personal challenges to strategically growing his business, the experience has become the bedrock of his entrepreneurial success. James takes center stage as he unveils the secrets behind building the world's most valuable B2B sales community. With an unwavering focus on elevating the well-being and performance of sales professionals, he has pioneered an exclusive learning and development membership platform, shaping the mindset and success trajectory of salespeople and leaders at every career stage. Join us for an inspiring exploration into the intersection of personal well-being, professional performance, and the art of scaling sales success.
Welcome to Scale Your Sales Podcast, James Ski.Timestamps:
03:47 – Researched US market, brought new sales tech.
10:00 – Lack of support in workplace sales experience.
10:50 – The stigma of mental health.
15:22 – Improving sales productivity, guaranteeing results, confident support.
20:09 – Professional speaking, diversity, and representation on stage.
22:50 – Back yourself, give back, introduce, create opportunities.
28:56 – Holistic well-being is vital for sustainable success.
https://www.facebook.com/james.ski
https://www.linkedin.com/in/jamesski/
https://www.instagram.com/james.ski/
https://twitter.com/jamesasJanice 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 Joe Marcoux.
Joe, also known as the Sales Sensei, is the founder of the Sales Dojo where entrepreneurs, business professionals and sales leaders go to practice their skills LIVE in an interactive and safe environment.
In this episode, Joe shares insights on mastering the art of objection prevention and building robust client relationships. Emphasizing emotional resilience and rigorous practice, Joe unveils effective strategies for skillfully navigating the complex terrain of sales. His approach transcends the traditional transactional mindset, focusing on genuine connections that go beyond a mere sales pitch. Joe not only shares valuable tips on handling objections but also sheds light on the two pivotal elements crucial for propelling buyers forward in the sales journey. For further exploration of these concepts, be sure to check out Joe's book, "Business Evolution," where he delves deeper into the evolution of successful business practices.
Welcome to Scale Your Sales Podcast, Joe Marcoux.Timestamps:
05:13 – Make decision easy, focus on buyer's process.
06:23 – Alignment is key for creating trust and inclusion.
09:42 – Overcoming objections requires practice and composure.
22:20 – Align, inspire, motivate, and empower for success.
24:33 – Consistency is key for physical and mental well-being.
29:58 – Earn the right before presenting your bait.
https://sosdojo.com/free-sos-book-jbg
https://www.facebook.com/realjoemarcoux/
https://www.linkedin.com/in/joemarcoux/
https://www.instagram.com/sosdojo/
https://twitter.com/joemarcouxJanice 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/ScaleYourSalesJBG
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In this week’s Scale Your Sales Podcast episode, my guest is Victor Antonio.
Victor is a globally sought after sales trainer and consultant who earned a B.S. Electrical Engineering, an MBA and built a 20-year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company. He's the author of 16 books on sales and motivation and recently launched the Sales Velocity Academy learning platform with 600+ video courses. In 2018, he was the first to publish AI's impact on Sales in his book, "Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling".In this episode, Victor shares a compelling journey from electrical engineering to sales, driven by a realistic and capitalist mindset. The conversation delves into the nuances of selling in the US versus the UK, highlighting valuable insights for sales professionals. He emphasizes the importance of reducing anxiety and uncertainty in sales, advocating for a step-by-step plan to navigate challenges. These lessons extend beyond the realm of sales, offering valuable takeaways for personal and professional growth. Tune in to gain profound insights that can positively impact your sales strategies and life's journey.
Welcome to Scale Your Sales Podcast, Victor Antonio.Timestamps:
05:42 – True capitalism involves a value for value exchange, so selling with integrity is essential.
15:01 – Focus on building relationships, not quick sales.
18:57 – The lack of conversations on moral values in sales training.
25:39 – Victor shares a versatile and reassuring tool for communication in various aspects of life.
32:24 – Cut out unsupportable team members to succeed.
47:48 – What the reality show "Life or Debt” is all about.http://www.victorantonio.com
http://www.linkedin/in/victorantonio
http://www.instagram/victorantonio
http://www.twitter.com/victorantonio
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 Michelle Accardi, the CEO of Liongard.
Liongard is the global leader in configuration change detection and response, providing MSPs and IT executives with the most effective way to provide IT Governance and Cyber risk mitigation. Michelle Accardi is an innovative leader with over two decades of experience growing MSPs and technology companies with an excellent track record of success. Previously to joining Liongard, Michelle was CEO of the nation's largest cybersecurity-focused MSPs, Logically. She also spent roughly nine years leading Star2Star Communications and ultimately selling that business to Sangoma Technologies in 2021.
In this episode, Michelle shares her journey from sales to CEO, emphasizing the importance of relationship selling in cybersecurity. She discusses the value of being customer-centric, channel sales strategies, and the role of customer feedback in shaping business strategies. Michelle also touches on the concept of enhanced security posture, stressing the vital role of understanding customer needs in effective sales strategies. Tune in for concise insights into the cybersecurity landscape and strategic considerations for success.
Welcome to Scale Your Sales Podcast, Michelle Accardi.
Timestamps:
03:06 – Transactional sales for quick solutions; relationship sales essential for tailored customer needs.
09:07 – Mapping security controls to get cyber insurance.
11:54 – Tech industry journey: from startup to CEO.
15:33 – Establishing parameters, priority explanation, ongoing training, dynamic conversations.
19:28 – Key to success: customer-centric approach and product-led growth.
21:13 – Understanding customer needs, community involvement as foundation of Liongard.
https://www.instagram.com/liongardhq/
https://www.facebook.com/liongardhq/
https://www.linkedin.com/in/michelleaccardi/
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 Virginia Chere Lucett, a Revenue Growth Expert.
Virginia is a seasoned Growth leader in vertical SaaS, with a remarkable focus on Construction Technology spanning the last 9 years. Spending 20-year in Marketing, Chere has seamlessly transitioned into leading revenue teams for seed to series B stage companies. Her passion for growth and innate problem-solving skills defines her approach. Notably, Chere thrives in challenging the status quo, demonstrating a knack for breaking through conventional rules.
In this episode, Virginia discusses her experience and expertise in leading revenue teams for startup organizations, from seed stage to series B funding. She shares insights on the challenges and rewards of the early-stage startup environment, the importance of being customer-centric, and the strategies she uses to optimize salespeople and sales operations. Additionally, she discusses her upcoming ventures in advising, consulting, and launching a go-to-market fund. Join the conversation and gain valuable insights on sales operations and growth leadership from our amazing guest.
Welcome to Scale Your Sales Podcast, Virginia Chere Lucett.Timestamps:
05:24 – Your technical expertise is invaluable for startups.
06:45 – Focus on product, customer, and solving problems.
09:55 – Efficiency, risk, and uncertainty in business growth.
13:30 – Recognize limitations and practice honesty for success.
21:22 – Customer success drives early sales process success.
24:51 – Building relationships requires trust and prioritizing customers.
https://www.linkedin.com/in/virginialucett/
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 Kate Norton, the Founder of High Peak Growth.
Kate has over two decades of experience in building relationships and serving clients across a variety of industries. She has experience driving revenue in both Fortune 100 organizations as well as growing entrepreneurial companies. Her sales success is attributed to quickly gaining trust, uncovering needs and offering a simplified message. Kate has found the secret to increase the bottom line is to serve versus sell and currently works as a sales coach to help teams break through the next revenue growth ceiling. Her niche is entrepreneurial companies running on business operating systems like EOS. Kate has been a guest speaker and panelist at a variety of venues, including the Strategic Coach Podcast, the EOS® Conference, Pinnacle Business Guides Summit, Female Integrator Mastermind Summit (emcee & presenter), True Fractional Integrator Community, and the likes.
In this episode, Kate discusses how to communicate the sales process internally within the organization, ensuring that everyone understands their roles in elevating the customer experience. Her insights are a goldmine for anyone looking to enhance their sales strategy. She also shares her tried and tested strategies for scaling your sales. If you're ready to simplify your sales process, align with your customers, and elevate your revenue growth, you won't want to miss this inspiring conversation.
Welcome to Scale Your Sales Podcast, Kate Norton.
Timestamps:
04:54 – Visual tools streamline sales process for entrepreneurs.
05:28 – “A map grounds us in space, where we are and where we're going.”
06:29 – Advocating for coordinated client experience and training.
07:51 – The Power of Storytelling in Branding.
11:15 – Understand customer pain points, create ideal client.
13:05 – Excitement for future and what's to come.
https://highpeakgrowth.com/
https://www.linkedin.com/in/kate-norton-50764858/
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 Christmas special episode of Scale Your Sales Podcast, I'm excited to reflect on the highlights of 2023 and share insights on visualizing and planning for 2024. Join me as I discuss the importance of human connections in sales, recount personal highlights, and delve into the significance of living the life you're meant to have.
This episode is not just about looking back; it's a sneak peek into what lies ahead in 2024. As I gear up for the coming year, my focus remains on working with revenue-generating organizations and visionary CEOs to craft sales-efficient teams and foster customer-centric sales operations. Let us fill this festive journey with gratitude for the past and excitement for the future. 🌟 Wishing you all a joyful and Merry Christmas! 🎅 #ScaleYourSales #ChristmasSpecial #2023Highlights #2024goals
How about you, what are your highlights from 2023?
Time stamps:
03:25 Reflect on human experiences in business in 2023.
08:58 Northern lights viewed as symbol of aging.
12:11 Normal people might invest in yacht charter.
16:07 Year-end reflection: cold indoors, looking ahead to 2024.
18:47 Target: Reach CEOs, improve content, increase following.
21:14 "Use it as your compass in life."
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 Usman Sheikh.
Usman is the Founder and CEO of xiQ, an award-winning B2B sales and marketing platform. He aims to humanize B2B sales and marketing by leveraging generative AI and psychology. He's a graduate of the University of Michigan and before xiQ, Usman held various global roles at SAP, including Vice President of Corporate Development, Product Management, Sales Enablement, and Digital Commerce.
In this episode, Usman unravels the intricate distinctions between AI and generative AI. He discusses their game-changing platform that not only saves ten times the time in researching your prospects but propels us into a future-focused paradigm, and sheds light on the transformative power of identifying opportunities for unique individuals within distinct organisations. Learn how their innovative approach enables the generation of personalised content that captivates the interest of each individual or organisation, setting the stage for unparalleled engagement and success.
Welcome to Scale Your Sales Podcast, Usman Sheikh.
Timestamps:
05:52 – B2B sales and marketing practices need upgrading.
09:46 – XiQ predicts 4 key personality types accurately.
13:19 – Sales perspective: focus on future opportunities.
15:44 – Utilise digital breadcrumbs to personalise responses effectively.
17:46 – Future relationships, small companies using AI efficiently.
22:15 – Use tools for their intended purpose; be honest.https://www.linkedin.com/in/usmanmsheikh/
https://twitter.com/xiqinc
https://www.instagram.com/xiq_inc/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... - Visa fler
