99 episodes

Welcome to Scale Your Sales Podcast, a show for enterprising CEOs, CROs and Sales Leaders.

Janice B Gordon interviews successful CEOs and Revenue generating executives who are accelerating their sales revenue and helping to grow customer revenues.

In each episode, we delve into the personality and expertise and dig into our guests' strategies to scale their sales. Our experts discuss the challenges and success of scaling a sales organization, sharing their insights on customer expansion and lessons learnt.

Rate and review the weekly episodes of the Scale Your Sales podcast and share your insights in the comments.

Scale Your Sales Podcast Janice B Gordon Key Account Sales Strategist

    • Business
    • 5.0 • 19 Ratings

Welcome to Scale Your Sales Podcast, a show for enterprising CEOs, CROs and Sales Leaders.

Janice B Gordon interviews successful CEOs and Revenue generating executives who are accelerating their sales revenue and helping to grow customer revenues.

In each episode, we delve into the personality and expertise and dig into our guests' strategies to scale their sales. Our experts discuss the challenges and success of scaling a sales organization, sharing their insights on customer expansion and lessons learnt.

Rate and review the weekly episodes of the Scale Your Sales podcast and share your insights in the comments.

    #245 Theresa Caragol - Unleashing Incredible Growth: Harnessing the Power of Successful Partnerships

    #245 Theresa Caragol - Unleashing Incredible Growth: Harnessing the Power of Successful Partnerships

    In this weeks’ Scale Your Sales Podcast episode, my guest is Theresa Caragol.
    Theresa Caragol, CEO of AchieveUnite Inc., leverages 20+ years’ global expertise in driving revenue growth, mitigating risk, and fostering strategic partnerships. Recognized for channel team leadership, she pioneers revenue expansion through acquisitions, building trust-based cultures, and fostering cross-functional ecosystems. A sought-after speaker and author, she’s committed to both professional excellence and philanthropy.
    In today’s episode of Scale Your Sales podcast, Theresa shares her journey in driving revenue growth through partnerships, emphasizing the importance of mentors in her success. Discover insights from her upcoming book and learn about the key elements of successful partnerships and the impact they can have on revenue, innovation, and culture. Tune in to gain valuable knowledge on building trust-based ecosystems and fostering cross-functional partnerships in organizations.
    Welcome to Scale Your Sales Podcast, Theresa Caragol.
     
    Timestamps:
    00:00 - Unleashing Incredible Growth: Harnessing the Power of Successful Partnerships
    06:41 - Assess readiness, strategy, deliberate science in partnership.
    08:36 - Successful organizations invest in long-term partnerships.
    11:52 - Datto's story of customer-turned-partners creates success.
    16:27 - Developing people, achieving goals, essential skills emphasis.
    18:40 - Ron Roaner, Bob's mentor, influenced him profoundly.
    21:10 - Teaching partnering and sales skills for success.
     
    https://www.linkedin.com/in/theresacaragol/
     
    Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
    Book Janice to speak virtually at your next event: https://janicebgordon.com
    LinkedIn: https://www.linkedin.com/janice-b-gordon/
    Twitter: https://twitter.com/JaniceBGordon
    Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
    More on the blog: https://scaleyoursales.co.uk/blog
    Instagram: https://www.instagram.com/janicebgordon
    Facebook: https://www.facebook.com/ScaleYourSales
    And more!
    Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

    • 24 min
    #244 Anne Pao - Driving Revenue Growth to Effective Sales Leadership

    #244 Anne Pao - Driving Revenue Growth to Effective Sales Leadership

    In this weeks’ Scale Your Sales Podcast episode, my guest is Anne Pao.
    Anne is 5 times Startup Operator, Heart-forward Leader, Mother, Startup Advisor and Board Member. Anne is founder/CEO of Ignite Consulting, a fractional GTM strategy and RevOps firm that partners with startups to install and scale a unified GTM foundation.
    In today’s episode of Scale Your Sales podcast, Anne offers a unique perspective honed through her experience as a buyer in over 500 deals. Anne shares the types of conversations that have shaped her approach as a sales leader and Chief Revenue Officer (CRO). Delve into the importance of understanding the viewpoints of various stakeholders, both internal and external, to effectively communicate the value and return on investment of your product or service.
    Welcome to Scale Your Sales Podcast, Anne Pao.
     
    Timestamps:
    00:00 - Driving Revenue Growth to Effective Sales Leadership
    05:42 - Analyzed, quantified, and presented business case successfully.
    06:27 - Developed ROI plan for software implementation and adoption.
    10:45 - Understanding buyers and mitigating risks for success.
    15:25 - Essential skills for exceptional sales performance.
    16:02 - Seeking baseline competence, focus, strategy, and measurability.
    19:55 - Interview process focuses on skills and alignment.
    22:26 - Recruiters stress test skills and decision-making process.
    27:29 - Ignite Consulting, one year old, offers go-to-market services.
    29:16 - Need alignment, operating cadence, and team support.
     
    https://www.linkedin.com/in/annepao/
     
    Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
    Book Janice to speak virtually at your next event: https://janicebgordon.com
    LinkedIn: https://www.linkedin.com/janice-b-gordon/
    Twitter: https://twitter.com/JaniceBGordon
    Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
    More on the blog: https://scaleyoursales.co.uk/blog
    Instagram: https://www.instagram.com/janicebgordon
    Facebook: https://www.facebook.com/ScaleYourSales
    And more!
    Visit our podcast website to watch or listen.
     

    • 32 min
    #243 Emma York - Enhancing B2B Social Media Engagement

    #243 Emma York - Enhancing B2B Social Media Engagement

    In this weeks’ Scale Your Sales Podcast episode, my guest is Emma York.
    Emma is a social media trainer, mentor, digital marketing specialist and owner of Fresh Approach Digital.
    In today’s episode of Scale Your Sales podcast, Emma is telling us about social media for B2B businesses, featuring a social media expert. Exploring insightful strategies for not only building brand awareness but also leveraging personal branding across various platforms. The discussion will encompass the surprising relevance of TikTok for B2B companies, offering practical tips and reasons to establish a presence on this burgeoning platform. Get ready for a fascinating exploration of how B2B businesses can thrive in the social media landscape.
    Welcome to Scale Your Sales Podcast, Emma York.
     
    Timestamps:
    00:00 - Enhancing B2B Social Media Engagement.
    06:02 - LinkedIn and TikTok: Adapt your story for platforms.
    08:29 - Corporate lifestyle now resembles that of entrepreneurs.
    11:12 - Remote work increases productivity but faces resistance.
    13:34 - Elevate personal brand on social media platforms.
    18:59 - Content creators should clearly communicate their goals.
    22:37 - Utilize TikTok to raise brand awareness.
    26:30 - Engage actively and listen to your audience.
    29:34 - Grateful for knowledge, will connect again. Thank you.
     
    https://www.linkedin.com/in/emmayorkuk/
    https://www.instagram.com/freshapproachdigital/
     
    Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
    Book Janice to speak virtually at your next event: https://janicebgordon.com
    LinkedIn: https://www.linkedin.com/janice-b-gordon/
    Twitter: https://twitter.com/JaniceBGordon
    Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
    More on the blog: https://scaleyoursales.co.uk/blog
    Instagram: https://www.instagram.com/janicebgordon
    Facebook: https://www.facebook.com/ScaleYourSales
    And more!
    Visit our podcast website to watch or listen.
     

    • 30 min
    #242 Pete Crosby - Desirability and Rarity Customer-Centric Approaches

    #242 Pete Crosby - Desirability and Rarity Customer-Centric Approaches

    In this weeks’ Scale Your Sales Podcast episode, my guest is Pete Crosby.
    Pete is the CEO & Co-founder of Revelesco. He is behind the strategies and frameworks of countless successful startups & scaleups. He is a 4x CRO with an IPO Under his belt and currently coaches more than 40 SaaS CEOs around the world.
    In today's episode of Scale Your Sales podcast, Pete Crosby talks about the heart of good revenue strategy. The discussion explored a four-part framework for understanding the concept we were previously examining. This framework prioritizes desirability at the outset. Desirability is measured using a two-dimensional matrix, with criticality on the vertical axis and rarity on the horizontal axis. Connected this concept to a previously discussed framework element, priority, by demonstrating how it aligns with the criticality dimension within the desirability matrix.
    Welcome to Scale Your Sales Podcast, Pete Crosby.
     
    Timestamps:
    00:00 – Desirability and rarity customer-centric approaches
    04:55 – Team of 12 highly skilled individuals aiding organizations.
    07:38 – 4 key elements of successful revenue strategy.
    13:45 – Risk is deeper than pain, it's terrifying.
    15:32 – Identifying criticality and rarity for product desirability.
    18:58 – Prioritizing data influences consumer decisions and understanding.
    21:10 – Creating and selling unique product innovations, transformative.
    24:27 – Understanding customer urgency and value through pain.
    28:45 – Reprieve co-founder freed 69, fought injustice.
    31:21 – Listen, watch, subscribe, leave a positive review.
     
    https://www.linkedin.com/in/peterdcrosby/
     
    Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.
    Book Janice to speak virtually at your next event: https://janicebgordon.com
    LinkedIn: https://www.linkedin.com/janice-b-gordon/
    Twitter: https://twitter.com/JaniceBGordon
    Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
    More on the blog: https://scaleyoursales.co.uk/blog
    Instagram: https://www.instagram.com/janicebgordon
    Facebook: https://www.facebook.com/ScaleYourSales
     
    And more!
    Visit our podcast website to watch or listen.
     
     

    • 31 min
    #241: Hang Black - Diversity, Leadership, and Adaptation in a Digital Age

    #241: Hang Black - Diversity, Leadership, and Adaptation in a Digital Age

    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...
     
     
     
     

    • 33 min
    #240: Heather Holst-Knudsen – Enhancing Sales with Data-Driven Strategies

    #240: Heather Holst-Knudsen – Enhancing Sales with Data-Driven Strategies

    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...
     
     
     
     
     

    • 28 min

Customer Reviews

5.0 out of 5
19 Ratings

19 Ratings

J o n. N. ,

Just brilliant sales insights!

I’m really enjoying this series. Great, real life guests with relevant experience, stories and anecdotes that many of us in sales can relate to and use!

A must listen for sales people and sales leaders alike!

seemsales ,

Great content and exchange of ideas

Janice is a great host and engages well with the speakers. She brings out the best in each speaker and delves into the latest trends as well as challenges faced in sales

LJCAW08 ,

Janice knows sales!

Wonderful to see a woman in sales at the top of her game sharing experiences and great techniques as well as asking questions about diversity in the industry she clearly loves.

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