Scale Your Sales Podcast

Janice B Gordon
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Welcome to the Scale Your Sales Podcast, the award winning show for CEOs, CROs, sales leaders and the executives responsible for revenue growth. Host Janice B Gordon, the 2026 Number One Woman in B2B Sales, interviews senior operators who are building predictable, scalable revenue. Each episode goes beyond theory to explore the proven strategies, hard won lessons and leadership thinking behind sustainable growth. With 320 episodes over seven years, the show is ranked number 5 in FeedSpot's Top 48 Sales Leadership Podcasts 2026. New episodes are released every fortnight. Follow the show, then rate and review it on your favourite platform, so more revenue leaders can find these conversations.

  1. 12h ago

    #323 Kelley Hippler - Why CROs Lose Trust Before Executing Their Growth Plan

    Most CROs reach for the growth plan first, but the real work starts with earning trust and understanding the people behind the numbers. In this episode, the conversation examines how transparency, buyer empathy, peer proof, and disciplined listening shape revenue leadership in high-risk markets. The conversation focused on how CROs can prepare before day one, listen beyond the data, and build a go-to-market plan around real customer and team insight. What your audience will learn: a) Why data alone can't explain sales performance b) How discovery beats scripted product pitches c) Why peer proof matters when buyers face serious risk Today's conversation features Kelly Hippler, CRO at IANS, a practitioner-sourced intelligent engine helping CISOs and security teams make faster, better-informed decisions. Previously, Kelly led revenue at Briefly Legal and served five years as Chief Sales Officer at Forrester, where revenue grew 51% to a company-high $538 million.   Timestamps: 03:57 Building Trust with Sales Team 09:33 Assessing individual strengths in teams 11:06 Understanding individual differences 14:57 Understanding Client Pain Points 18:02 Improving client relationships 20:45 Buyer decision process and budgeting 26:38 Balancing AI benefits and risks 29:47 People-centered leadership and agility 34:12 Strategic growth and innovation challenges   Connect with Kelley Hippler LinkedIn: https://www.linkedin.com/in/kelley-hippler/ Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

    #323 Kelley Hippler - Why CROs Lose Trust Before Executing Their Growth Plan

  2. Oct 20

    #322 Erica Baird - The Leadership Mistake That Stalls Growth at The Next Level

    Most leaders think a bigger role requires a completely different leadership style. Erica Baird explains why trusting your team, investing in people, and staying true to who you are can drive growth at scale. In this episode, Janice B Gordon and Erica Baird discuss what changes, and what should stay the same, when a leader moves into a larger role. They explore servant leadership, empowering 1,300 employees, reducing costs without sacrificing customer satisfaction, and using AI alongside human judgment. What you'll learn: a) Why successful leadership doesn't require changing who you are b) How to empower teams instead of micromanaging them c) Why cost savings often come from the people closest to the work Today, Janice B Gordon is joined by Erica Baird, VP of Global Sales and Service at one of the world's largest engine and power solutions companies. Erica oversees $4.9 billion in data centre installations and aftermarket business, alongside $700 million in parts sales.   Timestamps: 03:55 Discussing imposter syndrome and leadership 09:24 Leadership and personal growth insights 12:13 Balancing personal life and work 14:59 Breaking down business silos 16:53 Importance of Inclusion and Communication 20:47 Empowering leaders and delegating tasks 25:53 Impact of AI on Employment 28:28 Fostering a Collaborative Leadership Style   Connect with Erica Baird LinkedIn: https://www.linkedin.com/in/erica-k-baird/   Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

    #322 Erica Baird - The Leadership Mistake That Stalls Growth at The Next Level

  3. Oct 5

    #321 Martin Garvey - Why Your AI Strategy Fails Without a Data Strategy

    Most companies don't have an AI problem. They have a data problem, and it's quietly weakening their revenue decisions.   The real cost of building in-house isn't the prototype. It's the ongoing burden of integrations, governance, maintenance, adoption, and support.   In this episode, Janice B Gordon speaks with Martin Garvey about building an enterprise sales function from scratch and scaling the team threefold in three years. They explore how better data, outcome-led selling, cross-functional alignment, and early implementation support can improve sales execution.   What you'll learn: a) Why AI strategy must start with a reliable data strategy b) How to identify builders and hunters during the hiring process c) Why implementation teams should enter complex deals before the contract is signed   Martin Garvey built Gong's enterprise sales function in EMEA from nothing, growing the team threefold in three years. He also helped the team beat its targets in its first and second years.   Timestamps: 00:00 Building a Strong Team Connection 06:11 Company growth and adapting to AI 08:07 Assessing and Building Successful Teams 11:29 Importance of Data for AI Strategy 17:05 Understanding Customer Needs and Outcomes 18:47 Co-creating sales strategies 24:24 Timing for involving post-sales team 26:37 Considering total costs for buy vs. build 29:09 Improving team productivity and AI strategy   Connect with Martin Garvey LinkedIn: https://www.linkedin.com/in/martin-garvey-9375b415/   Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

    #321 Martin Garvey - Why Your AI Strategy Fails Without a Data Strategy

  4. Sep 21

    #320 Janice B Gordon - Scale Your Sales 7th Anniversary & Celebration Review

    Most revenue gaps aren't tactical problems. They're leadership problems hiding inside inaccurate data, weak processes, missed account growth, and unclear judgment. Across 15 recent conversations, Janice B Gordon identifies four patterns that leaders can't afford to overlook. From pipeline truth and expansion revenue to AI and leadership discipline, she explores what it takes to build more predictable, scalable growth. What you'll learn: a) Why a healthy-looking pipeline can hide stalled deals and customer misalignment b) How poor data, unclear processes, and weak revenue operations quietly damage growth c) Why expansion revenue from existing customers may be the fastest growth opportunity Timestamps: 00:00 Reflecting on podcasting milestones 04:16 Examining sales pipeline accuracy 06:25 Misalignment in B2B Sales Strategy 11:36 Understanding deal management challenges 14:51 Scaling SaaS Businesses and Retention 16:05 Importance of local market understanding 20:08 Focus on existing customer revenue 25:56 Discussing AI in personal applications 26:54 Balancing AI and human judgment 33:05 The importance of people leadership 35:21 Leadership and evolving market dynamics 38:29 Building a North Star Leadership 41:49 Supporting the podcast community   Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

    #320 Janice B Gordon - Scale Your Sales 7th Anniversary & Celebration Review

  5. Sep 8

    #319 Justin Shriber - Why Traditional CROs Are Becoming Obsolete

    Most CROs are preparing themselves for obsolescence by relying on fixed playbooks in a market that changes every three months. In this episode, Janice B Gordon and Justin Shriber explore why agile, signal-driven sales leadership is replacing rigid execution. Janice B Gordon and Justin Shriber unpack how AI, complete revenue context, and frontline signals can help leaders understand not only what is happening, but why. They also examine how to turn strategy into daily behaviors, move beyond short-term thinking, and build a sales organization that adapts as quickly as the market. What you'll learn: a) Why the traditional CRO model is becoming obsolete b) How sales leaders can replace fixed playbooks with agile frameworks c) Why AI needs complete revenue context to produce useful insights Today, Janice B Gordon is joined by Justin Shriber, co-founder and CEO of an AI-native revenue platform trusted by companies including Cloudflare and Minstrel. He began his career at McKinsey before leading large-scale enterprise sales organizations at Oracle.   Timestamps: 03:21 Adapting Sales Leadership Styles 07:47 AI needs context to analyse data 12:41 Working with sceptical CFOs 14:07 Analysing lost deals and competition 17:58 Enhancing Sales Reps' Performance 20:49 Identifying and addressing competition 24:39 Focusing on quarterly performance goals 27:11 Adapting to Market Trends   Connect with Justin Shriber LinkedIn: https://www.linkedin.com/in/justinshriber/   Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

    #319 Justin Shriber - Why Traditional CROs Are Becoming Obsolete

  6. Aug 25

    #318 Janice B Gordon - What Every CEO Needs to Know About the Function They Don't Run

    Most CEOs think their sales problems are tactical but they're leadership challenges hiding in plain sight.   What you'll learn: a) Why most "closed won" deals aren't truly wins and how this tanks customer retention b) The surprising reason 61% of buyers now prefer a rep-free experience c) How outdated funnel thinking sabotages account growth in today's looping buyer journeys   Today, Janice B Gordon, the Customer Growth Expert, explains why sales underperformance is a leadership issue and how visionary CEOs can fix it to deliver predictable, scalable growth. She reveals the real reasons deal stall, buyers disconnect, and revenue growth flatlines in modern B2B sales.   Timestamps: 00:00 Uncomfortable truths about sales 2026 04:12 Message for CEOs and Founders 08:55 Rethinking the sales process 11:29 Improving sales approach strategy 13:16 Quarterly focus over long-term growth 17:26 Addressing structural issues in sales 20:58 Evaluating Leadership Capabilities 23:34 Addressing Leadership and Capability Gaps 27:34 Sales issues and leadership discussion   Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

    #318 Janice B Gordon - What Every CEO Needs to Know About the Function They Don't Run

  7. Aug 10

    #317 Cheryl Parks - Why Most CROs Never Spot Hidden Revenue Leaks

    Most deals aren't lost at the end they're lost in the moment you miss what buyers really need. In this conversation, Janice B Gordon sits down with Cheryl Parks, a revenue growth advisor and fractional CRO, to reveal how leaders can eliminate revenue leaks, build buyer confidence, and layer authenticity into go-to-market strategy. What you'll learn: a) Why "inspect what you expect" is the essential motto for sales-focused CEOs b) How to spot and recover deals that stall in real time c) Practical ways to strengthen buyer confidence and clarify ROI Today, Janice B Gordon is joined by Cheryl Parks, a fractional CRO with 25 years of enterprise B2B sales experience and over $25 million in closed revenue, known for pinpointing team misalignment and restoring sales momentum. Timestamps: 05:15 Converting inbound leads to meetings 07:52 Understanding and meeting buyer expectations 11:19 Understanding branding and market perception 17:12 Using social media platforms effectively 19:33 Building an Online Presence 21:21 Staying focused in meetings 25:11 Respect for the sales role   Connect with Cheryl Parks LinkedIn: https://www.linkedin.com/in/ai-value-advisor/   Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

    #317 Cheryl Parks - Why Most CROs Never Spot Hidden Revenue Leaks

  8. Jul 28

    #316 Jacek Dukat - Why Hiring a Sales Director Won't Fix Your Revenue Problem

    Hiring more sales heads won't fix your revenue problems and it might be your most expensive mistake. In this episode, you'll hear why building the right sales system first is key to scaling sustainably. Janice B Gordon sits down with Jacek Dukat, unpacking why the traditional sales leadership playbook is broken and what works now. What you'll learn: a) Why evidence-based, risk-shared commercial execution outperforms traditional hiring b) The steps to build, test, and validate outbound sales models before scaling c) How to win complex enterprise deals cold, even against bigger competitors Jacek Dukat is a fractional sales director and new business specialist with over 25 years' experience scaling B2B tech revenue across European markets, winning over €80 million in complex enterprise IT engagements, all without warm introductions or inherited relationships. Timestamps: 05:09 Hiring challenges in scaling businesses 10:12 Customer experience and market testing 11:57 Interim sales director role dynamics 16:28 Working as a contractor 19:33 Discussing broken sales systems 24:03 Challenges in improving conversion rates 25:24 Measuring client engagement and sales 28:45 Understanding the client business environment 33:58 Starting a proof of concept 35:39 Winning a deal with a client Connect with Jacek Dukat LinkedIn: https://www.linkedin.com/in/jacekdukat/   Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

    #316 Jacek Dukat - Why Hiring a Sales Director Won't Fix Your Revenue Problem
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About

Welcome to the Scale Your Sales Podcast, the award winning show for CEOs, CROs, sales leaders and the executives responsible for revenue growth. Host Janice B Gordon, the 2026 Number One Woman in B2B Sales, interviews senior operators who are building predictable, scalable revenue. Each episode goes beyond theory to explore the proven strategies, hard won lessons and leadership thinking behind sustainable growth. With 320 episodes over seven years, the show is ranked number 5 in FeedSpot's Top 48 Sales Leadership Podcasts 2026. New episodes are released every fortnight. Follow the show, then rate and review it on your favourite platform, so more revenue leaders can find these conversations.

Information

  • Creator
    Janice B Gordon
  • Years Active
    2025 - 2026
  • Episodes
    323
  • Rating
    Clean
  • Copyright
    © Janice B Gordon
  • Show Website
    Scale Your Sales Podcast