100 episodes

Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

Scale Your Sales Podcast Janice B Gordon Key Account Sales Strategist

    • Business
    • 5.0 • 12 Ratings

Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

    #149: Ravi Rajani – Master Storytelling to Increase Sales

    #149: Ravi Rajani – Master Storytelling to Increase Sales

    In this week's episode of the Scale Your Sales podcast, my next guest, Ravi Rajani is a keynote speaker and storytelling consultant who helps B2B Sales teams sell more with story.
     
    Please welcome to Scale Your Sales podcast, Ravi Rajani.
     
    Timestamps: 00:00 – Master Storytelling to Increase Sales
     
    2:30 – Active Listening Exercise
     
    5:00 – The Different Types of Stories in a Sales Context
     
    8:00 – The Goal of the Connection Story
     
    12:00 – Prioritize Your Unique Method to Generate Leads
     
    16:00 – The “S.T.O.R.Y” Framework
     
    20:00 – Importance of Diverse Teams
     
    linkedin.com/in/ravirajani
     
    Website: theravirajani.com
     
     
    Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. Listed by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience and 150 Women B2B Thought Leaders You Should Follow. 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 
     

    • 28 min
    #148: Jarod Greene - Right Content at the Right Time of the Sales Journey

    #148: Jarod Greene - Right Content at the Right Time of the Sales Journey

    My guest on this week's episode of the Scale Your Sales podcast, discussed the context of content and how crucial it is to deliver the appropriate content to your buyers at the precise time when they need it, depending on what stage of the process they are in.  Jarod Greene, believes that the status of 70% of content is not used, because it is not good, and it is not given at the appropriate point.
     
    Highspot is one of those companies that places a strong emphasis on ensuring content delivers through metrics, and training is delivered just in time to provide sales staff with the information they require at the appropriate time.
     
    Jarod Greene, the Vice President of Product and Customer Marketing is passionate about helping people find resources and finding solutions to challenging issues.
     
    Welcome to Scale Your Sales podcast, Jarod Greene.
     
    Timestamps:
     
    00:00 - Right Content at the Right Time of the Sales Journey
     
    04:19 – Meeting the Buyers Where They Are In Their Sales Journey
     
    10:20 – Prioritizing the Notion of Enablement with Empathy
     
    12:20 – Aligning Entire Organization With Goals 17:20 – Being Buyer Empathetic
     
    20:04 – Getting Rid of Biases for Diversity in Sales
     
    linkedin.com/in/jarodgreene
     
    jarod.greene@gmail.com
     
    Twitter: jarodgreene
     
    Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 

    • 29 min
    #147: Laura Valerio - Prioritize Strategic Goal When Implementing a Sales-Enablement Program

    #147: Laura Valerio - Prioritize Strategic Goal When Implementing a Sales-Enablement Program

    In this week's episode of the Scale Your Sales podcast, I'm joined by Laura Valerio, a sales enablement expert who is more of a Jedi master than a mere expert. She discussed her experience as a senior sales leader, mentioning that she had worked in both the buyer's and seller's roles while also assisting organizations in the implementation of sales enablement programs.

    She also touched on diversity, her hopes for diverse teams, and the reasons why it is so crucial.

    One of Laura's three pillars, which she discussed, is basically about being focused on your consumer and using empathy to understand them as well as their future. When developing a sales enablement program, you should set objectives and concentrate on both your own and the customer's strategic goals.
    She is a committed, enthusiastic, results-driven sales leader with a wealth of sales expertise, and there is a lot packed into that.

    Laura Valerio has successfully led worldwide business sales enablement initiatives at companies including Expedia, Deliveroo, and Vodafone. She has expertise managing different sales teams internationally and was named the year's top enablement executive by Sales Enablement Pro in 2022.
    Welcome to Scale Your Sales Podcast Laura Valerio.
    Timestamps:
    00:00 - Prioritize Strategic Goal When Implementing a Sales-Enablement Program
    03:00 – The Pitfalls of Organizations & How to Avoid Them
    08:10 – The Big Blocker of the Enablement Function
    10:45 – Prioritize Providing a Consistent Experience For Customers
    13:59 – How to Create A Great Customer Experience
    15:00 – How Diversity Can Have Implications in Real Life
    23:10 – Structuring a Clear and Repeatable Sales Process
    www.linkedin.com/in/lauravalerio1/
    Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 

    • 29 min
    #146: Aaron Spencer - The Shortest Route to the Best Sales Outcome

    #146: Aaron Spencer - The Shortest Route to the Best Sales Outcome

    In this week's episode of the Scale Your Sales podcast, Aaron Spencer discusses the distinctions between sales enablement and sales operations in this episode, but she also goes in-depth on the organizational aspects, level of complexity, and how it benefits the customers.

    She is passionate about learning new things and coming up with innovative and augmentative solutions to problems in order to get things done quickly and effectively.

    She transitioned from UK enterprise direct sales to worldwide sales enablement roles for two publicly traded businesses throughout her more than 20 years of expertise in the SaaS industry.

    Please welcome to Scale Your Sales Podcast, Aaron Spencer.


    Timestamps:
    00:00 – The Shortest Route to the Best Sales Outcome
    05:40 – Enable Sales Marketers to Deliver Messages Efficiently
    10:30 – How to Build a Sales Process
    13:35 – Identifying Goals for Sales Enablement
    15:30 - The importance of After-Sales Customer Support
    18:30 – Difference Between Equity and Equality
    29:00 – Prioritizing open communication with your team


    linkedin.com/in/aaron-spencer-5328b363
     
    Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 
     

    • 34 min
    #145: Dr. Stephen Timme - Become Your Customer's Trusted Advisers

    #145: Dr. Stephen Timme - Become Your Customer's Trusted Advisers

    In this week's episode of the Scale Your Sales podcast, my guest Dr Stephen Timme discusses how they assist businesses in using their business and financial insights to increase the top line.
     
    An Amazon best-seller of "Insight-led Selling," I read the book and would highly recommend it to every sales leader and sales professional. The book raises the bar for teaching salespeople the business skills they need to establish themselves as trusted advisors while simultaneously demonstrating the value of their solution to their clients.


    As Founder and president of FinListics Solutions, which supports sales teams in leveraging business and financial data to boost top-line development.
     
    Stephen also serves on the boards of various organizations that help children with disabilities live more satisfying lives.
     
    Please welcome to Scale Your Sales Podcast Dr Stephen Timme.
     
    Timestamps:
     
    00:00 - Become Your Customer's Trusted Advisers
     
    03:31 – Concept of Educating Sales Professionals
     
    06:25 – Identifying Business Goals
     
    08:25 – Prioritizing Being Buyer and Customer-Centric
     
    12:30 – Three Takeaways from “Insight-led Selling”
     
    16:10 – Making the Buyer Journey Easier
     
    17:39 – Being Open and Representative of Diversity in Sales
     
    linkedin.com/in/dr-stephen-timme-phd-finance-8177578
     
    finlistics.com (Company)

     
    Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 
     

    • 27 min
    #144: Michelle Schifrin - Leverage Technology to Matchmake Business Relationships– Michelle Schifrin

    #144: Michelle Schifrin - Leverage Technology to Matchmake Business Relationships– Michelle Schifrin

    Making this episode was a lot of fun for us. We hope you'll find it fascinating as well.

    In this week's episode of Scale Your Sales podcast, my guest Michelle Schifrin discusses the revenue operations function in a young, accelerating growth tech firm.
     
    Michelle discusses how their nimbleness enabled Hubilo to break down the conventional silos of sales, marketing, and product development, and how crucial it was for the developing business.
     
    Michelle says, without clients, you can not generate revenue, so it is important not to lose sight of why you're here. Additionally, customer-centricity helps to close the gaps within all sales organisations.
     
    Michelle has led the new business customer success teams for SDRs and BDRs throughout her career as a sales professional, and she gets energized by the meeting of process and people.
     
    Sharing her experiences newly in the role and how the organization had to immediately change directions; during the pandemic, so as not to perish. Now working in revenue operations, she helps the sales team expand and increase revenue. 
     
    Please welcome to Scale Your Sales Podcast Michelle Schifrin.
     
    Timestamps:
     
    00:00 - Leverage Technology to Matchmake Business Relationships
    5:30 - How to create an engaging event
    9:00 - Meeting the customer in their buying journey
    12:30 - Importance of communication in a global environment
    16:00 - How to train effectively in a remote world
    18:30 - The Value of Curiosity and Tonality in Diversity in Sales


    Michelle’s Profile linkedin.com/in/michelleschifri
    https://www.hubilo.com/
     
    Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 
     

    • 26 min

Customer Reviews

5.0 out of 5
12 Ratings

12 Ratings

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.

Simon Hazeldine ,

A very valuable podcast for everyone in sales!

Janice B Gordon is a great host who extracts a lot of useful perspectives and insight from her guests.

ncesareo ,

Great material from an expert

These are fantastic podcasts and I enjoy listening to them as there is so much insight and knowledge being shared. Well done Janice !

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