Scale Your Sales Podcast Janice B Gordon Key Account Sales Strategist

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...
 
 

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/thehappysalesmanager
 
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 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/Linkedbook 
https://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... 
 
 

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...