Scale Your Sales Podcast Janice B Gordon Key Account Sales Strategist

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.
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Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
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And more!
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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...
 
 
 
 

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...
 
 
 
 
 

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... 
 
 

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...
 

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...