100 episodes
Scale Your Sales Podcast Janice B Gordon Key Account Sales Strategist
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- Business
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5.0 • 37 Ratings
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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.
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#191: Mick Gosset -Sales Success + 80% Deal Management 20% Sales Methodology
In this week’s Scale Your Sales podcast episode, my guest is Mick Gosset. Mick is the CEO of Jointflows. Jointflows provide a solution to both problems by streamlining the closing phase of the sales process, bringing alignment between go-to-market teams, and increasing visibility in deals and operations.
Mick was a professional gymnast who competed in events such as the World Cup Series, European Championship, World Games, World Championship, and more from 2008–2011.
In this week’s episode, we talk about how 80 percent of sales success is deal management and 20 percent is sales methodology, providing solutions to help streamline the closing phase of the sales process, the sales process and how it's become less relevant, and the focus he agrees with me is more on the buying process, the go-to-market strategies that tip-owners use, but focusing on how your buyers want to buy, and the whole project management relationship building process that you need behind that.
Welcome to Scale Your Sales podcast, Mick Gosset.
Timestamps:
2:49 - Two essential exercises within the forecasting world
5:34 - Give something new to your customer.
8:47 - The biggest struggle in sales
11:22 - It’s all about the management
14:22 - How does Jointflow work?
17:54 - Implement a process in sales
19:27 - Show your customers that you can solve their problems.
21:47 - Check all angles in sales to make the cycle faster.
24:19 - The unique thing about JointFlow’s process
https://www.linkedin.com/in/mickaelgosset/
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-...
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... -
#190: Paul Struthers - Be Human-Centred Organisation for Your Customers
In this week’s episode of Scale Your Sales podcast, my guest is Paul Struthers. Paul is the EVP and managing director of the UK and Ireland at Sage. Sage knocks down barriers with information, insights, and tools to help your business flow.
Paul has a 20-year track record of outperforming personal and business unit objectives internationally for private and public companies.
Paul has a proven global sales, marketing, consulting, and general management background and consistently delivers results, breaking new ground and inspiring teams to drive positive change in complex environments spanning software, telecom, consulting, and distribution
In this episode, we talked about the guiding light of Sage and the way the organisation looks outside and in to ensure that it consistently listens to its customers, ensuring that all of its packages work well together to allow its customers to focus on their core competencies. Sage is a very human organisation. They're very human about what they do for their customers, whatever the way they want to interact with them, whether it's through online call centers or digitally.
Welcome to Scale Your Sales podcast, Paul Struthers.
Timestamps:
3:50: What's it like to live in London?
6:24- Make sure that your clients are taken care of
11:37 – The guiding light for Sage
15:40 – Communicate your company’s value(s).
18:09 – Grow the business the right way
19:50 – One thing that Paul is going to bring to a desert island
https://www.linkedin.com/in/paul-struthers-6798317/
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-...
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... -
#189: Rob May - Care About The People and Sales Will Grow
In this week’s Scale Your Sales podcast episode, my guest is Rob May. Rob is the Founder and Managing Director of the cybersecurity firm Ramsac. Ramsac helps its clients to get the best out of technology- implementing, managing, and supporting secure, resilient, flexible IT solutions.
Rob is also the president of PSA in the Southeast. He is also the UK ambassador for cybersecurity with the IoD.
Rob sits on the advisory board of the Cyber Resilience Centre in the Southeast and is a Leadership fellow at Windsor Castle.
In this episode, we talked about the recent Ramsac national awards. How they built their sales team as relationship builders, the culture within their organization, how they continued to nurture their customer relationships during covid and more.
Welcome to Scale Your Sales podcast, Rob May.
Timestamps:
3:10 - What initiated Rob to start Ramsac?
6:45 - Life and work pre Ramsac
8:50 - Ramsac achieves business and employee national awards
11:50 - Enabling employees to have a better life
16:16 - Proper communication will leave no one behind
19:05 - Always do the right thing
21:41 - Why the sales team is a relationship team?
26:30 - A players are hard to recruit without commission-based profit
28:50 - Launching an innovative product.
https://www.linkedin.com/in/rpvmay/
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-...
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... -
#188: Jamie Crosbie - Why Sales is 80% Mindset
In this week’s episode of Scale Your Sales podcast, My guest is Jamie Crosbie. Jamie is the founder and CEO of ProActivate. ProActivate helps companies globally find all-star talent to achieve revenue goals and peak performance.
Jamie has over 25 years of experience in sales leadership and the talent acquisition industry. Before ProActivate, Jamie served as a VP of sales at CareerBuilder for 5 years, and earlier than that she had various leadership positions within the traditional staffing industry for 10 years.
Jamie is the author of “The Power of 2, Exponential Sales Leadership” , “ How to Source Quality and Hire Elite Sales Talent” and “Journey to the Top: How to Reach your Peak Performance in Life.
In this week’s episode, we talked about the ProActivate advance revolutionary approach, focus on mindset over skills, Finding the A players in sales, and many more.
Welcome to Scale Your Sales podcast, Jamie Crosbie.
Timestamps:
3:05 - The start of ProActivate
5:15 - Solve the gap: 80% mindset 20% Skill Set
9:18 - The process of assessing a candidate’s profile
14:08 - One thing in common with successful people
17:08 - Help your people unleash their full potential
21:48 - What is needed to have a lasting impact on sales?
23:25 - Have a fixed mindset toward the goal
26:49 - Remodel a failed plan or behavior
27:57 - One tried and tested strategy to scale your sales
https://www.linkedin.com/in/jamiecrosbie/
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/ScaleYourSalesJBG -
#187 : Sara Brooks- Sales is the School of Business
In this week’s episode of Scale Your Sales podcast, My guest is Sara Brooks. Sara is the Chief revenue officer of ZOA. Her company empowers the energy transition through brilliant consumer experiences, they believe that energy companies need to work hand-in-hand with consumers to stop climate change.
Sara is a commercial leader with 16 years of leadership experience from building and growing commercial teams through hypergrowth in B2B Saas & Fintech across Nordics, Europe, North America.
Sara is a fierce feminist and ambassador of women in sales and technology, Iranian born; She grew up in Sweden, and now live in London with husband and two daughters.
In this week's episode We talked about powering the energy transition through brilliant customer experiences, how energy companies need to work hand in hand with consumers to stop climate change, recruitment in sales, customer centricity and many more.
Welcome to Scale Your Sales podcast, Sara Brooks.
Timestamps:
02:25 – Process of entering a new work position
06:30 – Thoughts on the company’s seniority level
09:10 – Accumulate experience, knowledge, and skills
14:35 – Being hands-on in a business is a must
17:00 – The process of optimizing people
21:48 – CRO's first move
https://www.linkedin.com/in/saradbrooks/
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/ScaleYourSalesJBG
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#186 : Kym Hamer Turns The Table on Scale Your Sales Podcast Part 2
Welcome back to Scale Your Sales podcast takeover; this is the second part with my good friend Kym Hamer, the CEO and Business Coach of Artemis Futures International Limited.
In this week’s episode, Janice B Gordon talks about the Scale Your Sales Framework and want it offers to her clients. We discuss the importance of moving away from the sales process to a buying customer-centric ecosystem that engages the buyer and the sales operation to focus on customer outcomes and more.
Thank you for taking over the Scale Your Sales podcast, Kym Hamer.
We discuss:
00:00 – On Janice B Gordon's Scale Your Sales podcast, Kym Hamer turns the table.
03:11 – Understand your key people
05:10 – Is sales a team sport or an individual sport?
11:22 – Why every business is not customer-centric?
13:00 – Measuring the C-suite decision-making with customer outcomes
17:18 – Janice's approach to shifting the C-suite focus
25:28 – How to enable buyers to buy?
33:15 – Vision and Ambition 2023
https://www.linkedin.com/in/kymhamer/
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/ScaleYourSalesJBG
Customer Reviews
CEO
This is such an insightful, impactful, podcast for increasing revenue and productivity!
👍👍🔥🔥
The Scale Your Sales Podcast is an excellent resource for anyone interested in improving their sales strategy. Host Janice B Gordon does an outstanding job of interviewing successful CEOs and Revenue generating executives, delving into their strategies for scaling sales and expanding their customer base.
The guests on the show are industry experts who provide practical advice and actionable tips that can be applied to any business. Each episode is focused on a specific guest, allowing for a deep dive into their personality and expertise. The conversations are engaging and informative, providing listeners with new ideas and perspectives on how to improve their sales approach.
Whether you're a CEO, CRO, Sales Leader, or just interested in improving your sales skills, the Scale Your Sales Podcast is definitely worth checking out.
Practical Advice from the Experts
Janice had put together a wonderful podcast. I listen to it as soon as it comes out.
Her expertise in sales and marketing are impressive on their own. She has a special ability to connect with her guests to get insights and practical advice.