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Blending Creativity and Data: Carol Howley on Modern GTM

What does it take to build and scale global brands in today’s hyper-competitive world? In this episode of Scale Sessions, Nicola Anderson sits down with Carol Howley, a CMO with a track record of scaling tech companies, driving transformation, and delivering commercial results in complex, high-growth environments. At Exclaimer, she doubled ARR to over £80M, and has also led marketing at Canonical, and Skyscanner. She has been consulting and working as an interim CMO the past year alongside PE investors to accelerate portfolio growth across marketing and sales in scaling B2B SaaS businesses for Magnus Consulting. From leading teams and navigating rapid expansion to using marketing as a force for positive change, Carol offers actionable lessons for leaders at every stage. Whether you’re building a marketing team, sharpening your brand strategy, or striving to integrate leadership and culture into growth, Carol’s insights will help you accelerate your success. Some of the topics we cover include: The lessons from scaling inside Skyscanner during hypergrowth How to balance creativity and data in modern marketing Building and leading high-performance teams in fast-growth environments Why brand experience is more than a logo — and how to make it resonate The role of culture and leadership in scaling marketing functions Emerging trends shaping the future of marketing and customer engagement Scale Sessions delivers straight-talking, unfiltered chats with growth leaders on the front lines. Whether you’re a CMO, VP of Marketing, or a sales leader, our guests share practical advice to help you boost revenue, build brands, and overcome growth challenges. Let’s start scaling.

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Growth, Retention, and Performance: Why It’s All One Strategy with Pamela Marsh

What if the secret to scaling revenue teams wasn’t just about hiring or retention, but about treating performance, growth, and retention as one continuous cycle? In this episode of Scale Sessions, host Nicola Anderson sits down with Pamela Marsh, Director of Strategic Sales at Udemy to explore the habits, mindsets, and leadership strategies that create high-performing teams. Pamela reveals why nurturing, challenging, and motivating people in the right way fuels both performance and retention. She also shares her own weekly reflection routine - a simple practice of checking goals, learnings, and impact - that helps leaders and teams step off the “cogwheel” of constant grind and reset with clarity. This episode dives into: Why performance, growth, and retention fuel each other How leaders can motivate without micromanaging The importance of meaningful work for long-term retention Building sustainable, high-performing revenue teams Whether you’re a revenue leader looking to scale or an individual aiming to reset your own growth habits, this episode offers practical insights you can implement immediately. Scale Sessions brings you straight-talking conversations with female revenue leaders on the front lines of growth. No fluff - just actionable insights to help you scale with impact.

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GTM Engineering, AI and Human Resilience: The Future of Sales with Amelia Scott

How can you leverage AI to revolutionize your sales strategy while maintaining the human touch with your leads? Join host Nicola Anderson on this episode of Scale Sessions as she welcomes Amelia Scott, CRO and Founder of Compound Revenue Lab. Amelia is a sales leader who transitioned from psychology research to sales innovation. Together, they explore how AI is reshaping sales leadership by empowering teams with custom coaching tools, enhancing resilience in high-pressure environments, and striking a balance between technology and human connection. Amelia shares strategies for building effective sales methodologies, leveraging AI for personalized coaching, and integrating wellness practices into leadership. Whether you’re navigating future-proofing your sales team or simply aiming to sell with greater creativity and empathy, this conversation provides actionable insights for the AI-driven sales era. What you will learn: How psychology principles can transform sales techniques to increase win ratesWhy AI is revolutionizing sales organizations, with a 90% RevOps to 10% AE ratio How to leverage AI for personalized sales coaching and development The framework for building effective sales methodologies during M&A integrationsHow to build resilient sales teams with structured support and wellness strategiesHow to create and utilize personalized AI coaching tools for professional development The importance of following your energy in sales careers and focusing on work you love How GTM Engineering is emerging as a critical role in modern sales organizationsThe value of incorporating wellness technologies and practices into sales leadershipAmelia Scott is the CRO and Founder of Compound Revenue Lab, a sales and technology leader specialising in AI implementation and sales psychology. With a background in philosophy and experimental psychology, plus leadership roles at Xactly, Culture Amp, and Sendcloud, she has helped B2B SaaS companies scale from €15M to €170M+ ARR. Through fractional CRO engagements, AI-driven revenue transformation, and innovative coaching systems, Amelia has doubled enterprise performance, built global teams, and delivered keynotes on the future of AI in sales. Scale Sessions offers you straight-talking, unfiltered chats with growth leaders. We bring real-world insights from female revenue leaders on the front lines. Our guests are hands-on change-makers navigating the daily challenges of scaling businesses. Whether you're a CRO, VP of Sales, or a marketing leader, Scale Sessions delivers candid, no-nonsense advice to help you boost revenue and overcome growth roadblocks. Get ready for practical takeaways you can implement immediately for real impact. Let’s start scaling.

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Authentic Leadership and the Future of Sales: A Conversation with Nazma Qurban

What if you could accelerate your sales career from SDR to CRO in just five years? Join host Nicola Anderson on this episode of Scale Sessions as she welcomes Nazma Qurban, Co-Founder of Flooencer, to explore her inspiring rise from cold calling at 15 to becoming a CRO. Nazma shares how mentorship, authentic leadership, and capacity planning shaped her journey, while also unpacking how B2B influencer marketing is transforming sales. Listeners will learn why following proven paths can accelerate growth, how to nurture talent effectively, and why showing up early matters more than you think. Packed with actionable insights, this conversation is a must-listen for aspiring sales leaders and go-to-market innovators. What you will learn: How starting in sales at age 15 laid the foundation for a successful career trajectoryWhy following established career paths can lead to faster progressionThe framework for building predictable revenue through detailed capacity planning How to identify and nurture sales talent through effective hiring practices Why the "water your own garden" principle is crucial for career development The evolution of B2B buying behavior and why influencer marketing is becoming critical How to integrate thought leadership into your go-to-market strategy The importance of authentic leadership and bringing your whole self to workWhy process creation and letting go are essential skills for scaling leadership rolesThe power of specific, problem-focused approaches when seeking mentorshipNazma Qurban is Co-Founder of Flooencer, the B2B influencer platform transforming how brands like Snowflake, Fiverr, and AWS connect with audiences. A former CRO who helped scale Cognism from 0 to $10M ARR, she has delivered 1,000+ LinkedIn influencer campaigns and is recognised as a Top SaaS Leader by Sales Confidence. Known for her intensity and passion for building, Nazma speaks globally at SaaStr and SaaStock, while advising, mentoring, and investing in the tech space. Scale Sessions offers you straight-talking, unfiltered chats with growth leaders. We bring real-world insights from female revenue leaders on the front lines. Our guests are hands-on change-makers navigating the daily challenges of scaling businesses. Whether you're a CRO, VP of Sales, or a marketing leader, Scale Sessions delivers candid, no-nonsense advice to help you boost revenue and overcome growth roadblocks. Get ready for practical takeaways you can implement immediately for real impact. Let’s start scaling.

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Fix Your Funnel Before Filling It: Sales Truths with Hannah Ajikawo

What if the key to growth isn’t more leads, but fixing what’s broken in your funnel? Join host Nicola Anderson on this episode of Scale Sessions as she welcomes Hannah Ajikawo, founder of Revenue Funnel, to discuss transforming go-to-market strategies through smarter processes, cultural audits, and how to integrate AI with a human touch. From her unique start in criminology to leading high-performance sales transformations, Hannah reveals how understanding human behaviour can solve pipeline problems, align teams, and build inclusive environments that drive real results. Expect actionable insights that challenge conventional sales wisdom and empower revenue leaders to scale with purpose. What you will learn: Why cultural audits are crucial for uncovering hidden organisational challenges How to leverage AI effectively by focusing on creating new possibilities The "Symbiotic Sale" framework for beneficial relationships between buyers and sellersWhy you need to fix middle-funnel issues before generating more leads at the topHow to build and leverage a "stealth team" ecosystem of experts for GTM solutionsHow to navigate investor expectations while maintaining realistic growth targets The critical role of clear communication and expectation-setting in successful leadershipHannah Ajikawo, the CEO and founder of Revenue Funnel, has worked with over 40 B2B go-to-market teams to fix broken sales engines and drive scalable growth. With a proven track record in optimising sales processes, boosting pipeline creation, and closing high-value deals, Hannah equips teams with frameworks that adapt to changing markets. Her approach integrates tightly with the B2B buyer journey, enabling companies to grow faster, reduce risk, and increase revenue, without sky-high acquisition costs. Scale Sessions offers you straight-talking, unfiltered chats with growth leaders. We bring real-world insights from female revenue leaders on the front lines. Our guests are hands-on change-makers navigating the daily challenges of scaling businesses. Whether you're a CRO, VP of Sales, or a marketing leader, Scale Sessions delivers candid, no-nonsense advice to help you boost revenue and overcome growth roadblocks. Get ready for practical takeaways you can implement immediately for real impact. Let’s start scaling.

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How to Generate 25% of Your Pipeline with AI: Saima Rashid Breaks it Down

What if you could turn your sales teams into robust growth engines by generating 25% of your pipeline through AI without losing the human touch? Join host Nicola Anderson on this episode of Scale Sessions as she welcomes Saima Rashid, SVP of Marketing and Revenue Analytics at 6sense. Together, they discuss how AI is reshaping modern marketing and sales. Saima shares how companies can drive up to 25% of pipeline through AI while enhancing, rather than replacing, human teams. She also shares strategies for balancing brand and demand, integrating AI with SDR workflows, and aligning remote-first teams for success. From selecting first-use AI cases to building diverse leadership, this episode offers actionable insights for marketing and revenue leaders seeking to scale operations without compromising the human touch that drives exceptional customer experiences. What you will learn: How to use AI agents to generate 25% of your pipelineWhy the modern marketing leader must balance brand building and demand generation How to transition BDR teams to phone-focused roles while automating email with AIThe framework for selecting and implementing your first AI use cases Why diversity in leadership drives better business outcomes How to build effective go-to-market strategies that influence the 81% of buying decisions made before sales engagementThe importance of creating integrated customer journeys How to maintain team alignment and drive AI adoption in remote-first organisations Why data-driven decision-making remains crucial for measuring success Saima Rashid is a five-time industry award-winning Marketing and RevOps leader with over 20 years of experience across B2B and B2C sectors. Now, SVP of Marketing and Revenue Analytics at 6sense, she brings a data-driven approach to revenue growth and go-to-market strategy. With a background in business and revenue analysis, Saima has analysed over 14,000 companies and is known for driving organisational change through insights and operational excellence. Her leadership blends analytical rigour with a deep understanding of modern marketing dynamics. Scale Sessions offers you straight-talking, unfiltered chats with growth leaders. We bring real-world insights from female revenue leaders on the front lines. Our guests are hands-on change-makers navigating the daily challenges of scaling businesses. Whether you're a CRO, VP of Sales, or a marketing leader, Scale Sessions delivers candid, no-nonsense advice to help you boost revenue and overcome growth roadblocks. Get ready for practical takeaways you can implement immediately for real impact. Let’s start scaling.

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From Personality to Performance: Sim Riordan on Nurturing Sales Teams

What if the key to building high-performing sales teams isn’t just strategy, but science? In this episode of Scale Sessions, hosts Tom Lavery and Nicola Anderson welcome Sim Riordan, Commercial Director at Reward Gateway, who shares a framework for high-performing sales teams by connecting behavioural science with sales strategies. Sim shares how personality assessments and psychometric testing can unlock team potential, drive better decision‑making, and foster psychological safety in high‑pressure environments. Discover the “Social Proof Framework” for trust in B2B sales, strategies for structuring impactful one‑on‑ones, and insights from research on women’s career progression in tech sales. Learn practical tools for inclusive leadership, mission alignment, and navigating challenging conversations, all to strike a balance between commercial success and personal development. What you will learn: How to leverage behavioural science principles to architect better sales processes The "Social Proof Framework" for building trust and reducing risk in B2B sales How to structure one-to-one meetings for maximum impact and psychological safetyWhy personality assessments and psychometric testing can unlock team potential The "Snakes and Ladders" principle of women's career progression in tech salesHow to create inclusive environments to foster feedback and difficult conversations The importance of mission alignment for sustained sales success and motivationWhy cognitive dissonance in sales processes can hinder customer decision-makingHow to support returning parents in high-pressure sales environments Sim Riordan is a commercial leader, psychologist, and DEI advocate with deep expertise in behavioural science and tech sales. Blending academic insight with frontline sales leadership, she helps B2B teams thrive through purpose-led, inclusive strategies. Her MBA research explored the career journeys of 21 mid-career women in tech sales, uncovering key success factors and barriers. Passionate about unlocking human potential, Sim specialises in psychometric testing, leadership development, and people analytics to build high-performing, human-centred sales cultures where belonging, wellbeing, and recognition flourish. Scale Sessions offers you straight-talking, unfiltered chats with growth leaders. We bring real-world insights from female revenue leaders on the front lines. Our guests are hands-on change-makers navigating the daily challenges of scaling businesses. Whether you're a CRO, VP of Sales, or a marketing leader, Scale Sessions delivers candid, no-nonsense advice to help you boost revenue and overcome growth roadblocks. Get ready for practical takeaways you can implement immediately for real impact. Let’s start scaling.

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Turning Data into a Revenue Growth Engine: Insights from Sharon Mahoney

In this episode of Scale Sessions, hosts Tom Lavery and Nicola Anderson speak with Sharon Mahoney, a Strategic Sales and Operations Consultant, about transforming sales data into a revenue-driving force. They explore how to pinpoint slippage in the sales funnel, use AI for call analysis, and align teams through shared metrics. Sharon shares a three-pillar framework, technology, processes, and people for adapting to modern sales challenges. Packed with practical strategies, the conversation empowers business leaders to turn insights into action and drive sustainable growth in today’s evolving marketplace. What you will learn: How to transition from traditional sales roles to data-driven leadership Why examining conversion rates at every stage of the sales funnel is criticalThe three-pillar framework for business evolution: technology, processes, and peopleHow to leverage AI for sales call analysis and performance improvement Why incremental improvements across multiple sales stages can compound to significant revenue growthThe "Data + Human" approach to understanding sales performanceHow to break down silos between sales, marketing, and finance teams Why challenging "good enough" performance metrics can uncover substantial growth The importance of adapting sales processes to changing buyer expectations How to use AI tools strategically while maintaining data security and team confidenceSharon Mahoney is a results-driven Strategic Sales and Operations Consultant with a proven track record of exceeding commercial, performance, and growth targets. Rising through the ranks thanks to her work ethic and strategic mindset, she brings deep expertise in sales management, HR, compliance, and customer service. Sharon specialises in driving change, developing high-performing teams, and optimising KPIs to boost efficiency and impact. With strong leadership and stakeholder skills, she’s passionate about aligning people, processes, and technology to transform operations and unlock sustainable business growth. Scale Sessions offers you straight-talking, unfiltered chats with growth leaders. We bring real-world insights from female revenue leaders on the front lines. Our guests are hands-on change-makers navigating the daily challenges of scaling businesses. Whether you're a CRO, VP of Sales, or a marketing leader, Scale Sessions delivers candid, no-nonsense advice to help you boost revenue and overcome growth roadblocks. Get ready for practical takeaways you can implement immediately for real impact. Let’s start scaling.

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Scale Sessions

Blending Creativity and Data: Carol Howley on Modern GTM

Growth, Retention, and Performance: Why It’s All One Strategy with Pamela Marsh

GTM Engineering, AI and Human Resilience: The Future of Sales with Amelia Scott

Authentic Leadership and the Future of Sales: A Conversation with Nazma Qurban

Fix Your Funnel Before Filling It: Sales Truths with Hannah Ajikawo

How to Generate 25% of Your Pipeline with AI: Saima Rashid Breaks it Down

From Personality to Performance: Sim Riordan on Nurturing Sales Teams

Turning Data into a Revenue Growth Engine: Insights from Sharon Mahoney

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المعلومات

Scale Sessions

الحلقات

Blending Creativity and Data: Carol Howley on Modern GTM

Growth, Retention, and Performance: Why It’s All One Strategy with Pamela Marsh

GTM Engineering, AI and Human Resilience: The Future of Sales with Amelia Scott

Authentic Leadership and the Future of Sales: A Conversation with Nazma Qurban

Fix Your Funnel Before Filling It: Sales Truths with Hannah Ajikawo

How to Generate 25% of Your Pipeline with AI: Saima Rashid Breaks it Down

From Personality to Performance: Sim Riordan on Nurturing Sales Teams

Turning Data into a Revenue Growth Engine: Insights from Sharon Mahoney

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المعلومات