100 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 • 41 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.

    #234: Zeenath Kuraisha – Maximising Revenue Growth through Sales Enablement

    #234: Zeenath Kuraisha – Maximising Revenue Growth through Sales Enablement

    In this week’s Scale Your Sales Podcast episode, my guest is Zeenath Kuraisha.

    Zeenath is the founder of the E-University of Sales and The Asia Pacific Sales & Marketing Academy (APACSMA), renowned for its industry-endorsed accredited sales training programs, certifications, sales audits, and assessment. Boasting a global reach, her multifaceted approach encompasses the 360 business, GTM, inside, and digital Sales Review Advisory and Support Services. She serves as the Singapore Chapter President for AA-ISP (now known as Emblaze), the Founding Fellow for Association of Professional Sales (now known as Institute of Sales Professionals). Zeenath has received numerous accolades and recognition from the industry including Sales Hacker’s 35 Most Influential Women in Sales, Best Asia Corporate Consultant by HRM Asia, and was named one of “Executive of the Year for Education” by Singapore Business Review.

    In this episode, Zeenath delves into the evolution and purpose of sales enablement, as well as the challenges related to its effectiveness in achieving sales targets. Through her expertise and experience, she delves into how sales enablement has transformed over the years, expanding far beyond traditional sales training to encompass a wide array of tools and activities aimed at empowering the sales function and how it aims to contribute to incremental revenue by helping sales professionals sell and perform better. Zeenath shares her expertise in sales consulting, education, and training needs for a diverse range of clients, emphasizing the importance of understanding buyers as humans and the need for authenticity, quality, pricing differences, value, and trust in the sales process. We also talk about the adaptability of sales enablement to meet the ever-changing demands of the market. Join us as we uncover the secrets to sales success with her expert guidance.

    Welcome to Scale Your Sales Podcast, Zeenath Kuraisha.


    Timestamps:


    00:00 – Maximising Revenue Growth through Sales Enablement.


    04:00 – Technology has evolved sales operations, enabling efficiency and improved analytics.
     
    09:19 – Sales enablement contributes to closing revenue gaps.
     
    11:25 – Sales leaders focus on numbers, but sales enablement involves cross-functional collaboration to improve various areas beyond just performance.
     
    16:23 – The development of The Asia Pacific Sales & Marketing Academy (APACSMA)

    18:09 – B2B is about trust, differentiation, and articulating value proposition.
     
    22:19 – Certification may not be necessary for all.


    https://linkedin.com/in/zeena  


    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... 

    • 30 min
    #233: Sandra Long – Amplifying Sales Success by Building Strategic Networks

    #233: Sandra Long – Amplifying Sales Success by Building Strategic Networks

    In this week’s Scale Your Sales Podcast episode, my guest is Sandra Long.

    Sandra Long is a leading independent LinkedIn consultant, instructor, and speaker. She is the author of the best-selling book, LinkedIn for Personal Branding: The Ultimate Guide. Considered as a pioneer for women in B2B sales, she enjoyed a long first career in field sales for office technology products.


    In this episode, Sandra shares invaluable insights on leveraging LinkedIn for sales, stressing the importance of optimising one's profile and cultivating a strategic network. She emphasises that a compelling LinkedIn profile is akin to a shop window and underscores the significance of being intentional and strategic in building a network that includes potential customers and influencers. She offers practical tips for engaging with prospects and customers online, including leveraging events to maximise visibility. We delve into the significance of personal branding and buyer-focused content, showcasing their impact on buyer confidence and sales strategies. Sandra's expertise and practical advice provide valuable tools for sales professionals seeking to expand their network and enhance their sales approach, making this episode a must-listen for actionable strategies and insightful perspectives from a renowned LinkedIn expert.


    Welcome to Scale Your Sales Podcast, Sandra Long.


    Timestamps:


    00:00 – Amplifying Sales Success by Building Strategic Networks.
     
    06:25 – Conference speakers should actively engage with their audience.


    10:38 – Experienced and seasoned teams are resistant to change.
     
    11:28 – Leaders have a fear factor about LinkedIn.


    15:41 – Learning is life-long, critiques are vital.
     
    19:32 – Engage online, provide value, and share unique insights.


    23:01 – Mapping-out your network and utilising assets.

    https://bit.ly/Linkedbook 
    https://www.linkedin.com/in/longsandra/ 
    https://www.instagram.com/sandraglong/ 
    https://twitter.com/SandraGLong


    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
    #232: Karen Kelly – Breaking Barriers in a Male-Dominated Environment

    #232: Karen Kelly – Breaking Barriers in a Male-Dominated Environment

    In this week’s Scale Your Sales Podcast episode, my guest is Karen Kelly, the Host of K2 Sales Podcast.


    Karen is a seasoned sales expert with a passion for empowering sales professionals to achieve sales excellence. With over 20 years of experience in the healthcare industry, she brings a unique blend of expertise, energy, and practicality to her clients. She unlocks the grip our mindset, beliefs, and behaviours can have on us. Separating what serves us or sabotages us starting with our self-awareness. Replacing these patterns with purposeful values, confidence and action producing tangible results. Beyond her training work, Karen is a sought-after speaker at industry conferences and events. As the host of K2 Sales Podcast, she offers valuable guidance and strategies that can elevate your business to new heights, all while ensuring that you feel content and fulfilled.


    In this episode, Karen shares her experiences of being the sole woman in a male-dominated industry and how she leverages these experiences to empower other women in similar environments. We delve into the crucial aspects of self-belief, confidence, and understanding one's worth, especially in the context of women in sales. Our conversation also explores the value of curiosity for sales leaders in today's landscape, as well as for salespeople when engaging with customers. Furthermore, Karen emphasizes the significance of fostering curiosity, embracing diversity, and shifting the sales mindset towards genuine customer centricity.

    Welcome to Scale Your Sales Podcast, Karen Kelly.

    Timestamps:

    00:00 – Breaking Barriers in a Male-Dominated Environment

    04:38 – Finding strength in adversity.

    07:36 – Women must seek environments that appreciate diversity and know when to leave negative situations.

    11:33 – Society limits women’s potential, they need to back themselves.

    13:36 – Embracing diverse thoughts and fostering leadership skills.

    16:03 – Embrace curiosity, transparency, and team empowerment.

    19:40 – Consider others' perspective, ask questions, understand impact.

    22:44 – Intentional communication, active listening, and creating space for others.

    https://www.linkedin.com/in/karen-kelly-sales-trainer-/

    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...

    • 29 min
    #231: Cassi Roper – The Art of Nurturing Leadership Traits and the Power of Listening

    #231: Cassi Roper – The Art of Nurturing Leadership Traits and the Power of Listening

    In this week’s Scale Your Sales Podcast episode, my guest is Cassi Roper, the Chief Revenue Officer of Redgate Software.

    Cassi is a senior hands-on sales leader who delivers a passionate, systematic approach to building teams and sales culture, generating results via customer centric techniques. A big advocate of hiring women into sales roles and embedding a culture of ethical selling.

    In this episode, Cassi shares her insights on sales success and effective leadership within the context of Redgate Software's customer-centric approach. She emphasizes the importance of truly understanding customers' problems and pain points, underlining the value of listening and curiosity in sales. Cassi discusses Redgate's low turnover, attributing it to the company's private ownership, customer-centric focus, and embedded company values, including transparency, reasonableness, and collaboration. Additionally, we delve into Redgate's approach to enabling buyers through product testing, the challenges of promoting top performers to leadership roles, and the significance of identifying and nurturing individuals with the right traits for leadership. Join us for a journey into the heart of sales triumph and leadership mastery.

    Welcome to Scale Your Sales Podcast, Cassi Roper.


    Timestamps:

    03:09 – Navigating career in male-dominated industry, challenges of women.


    08:09 – Assess for passion and fit in leadership roles.


    12:45 – Identifying diverse skills and leadership potential in hires.


    17:37 – Efficient sales process reduces turnover and costs.


    24:48 – The Importance of Immediate Value in Business


    26:39 – Customers shape strategy by sharing their needs.


    https://www.linkedin.com/in/cassi-roper/


    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...
     
     

    • 35 min
    #230: Derek Roberts – Harnessing Mindset, Skill Set, and Human Connections

    #230: Derek Roberts – Harnessing Mindset, Skill Set, and Human Connections

    In this week’s Scale Your Sales Podcast episode, my guest is Derek Roberts.

    Derek has built, trained, and coached sales teams and sales leaders for nearly thirty years. Although he is an executive coach, consultant, and professional speaker, he is quick to proudly identify himself first and foremost as a sales professional. An executive partner with Integrity Solutions since 1999, Roberts also owns the consulting and training firm Roberts Business Group, which sells and distributes Integrity Solutions’ products. He is co-author of the new book, Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance.


    In this episode, Derek shares the inspiring journey behind the creation of their book "Listen to Sell." We explore the intricate interplay between mindset and skill set, emphasizing their pivotal role in unlocking optimal sales performance. Additionally, we tackle the profound impact of coaching on sales success, the transformative power of being coachable, and the significance of developing buyer and customer centricity as a driving force for triumph in the realm of sales. Tune in for a riveting exploration of the dynamic relationship between personal growth, coaching, and achieving unparalleled success in the world of sales.

    Welcome to Scale Your Sales Podcast, Derek Roberts.
     
    Timestamps:


    04:54 – Listen and be open to coaching advice.
     
    08:27 – Understanding and adapting to others for success.
     
    10:54 – Fabulous relationship, successful business, shared values.
     
    15:43 – Belief in adaptability and emotional intelligence habits.
     
    18:34 – Ensure organizations understand and meet customer needs.
     
    20:25 – Sales focus on customer's customer for success.
     
    https://www.linkedin.com/in/derekroberts1/
     
    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...
     
     
     
     

    • 26 min
    #229: Barrett King – Building Lasting Sales Partnerships for Sustained Growth

    #229: Barrett King – Building Lasting Sales Partnerships for Sustained Growth

    In this week’s Scale Your Sales Podcast episode, my guest is Barrett King.

    Barrett King is the Senior Director of Revenue at New Breed, HubSpot's top partner and he is the host of the Outcomes Podcast - a show about Partnerships in SaaS.


    In this episode, Barrett shares profound insights on servant leadership, cultivating a customer-centric sales culture, and the transformative power of partnerships in driving scalable growth. Discover key takeaways, including the importance of humility in leadership, the shift towards value-driven B2B SaaS sales, and actionable strategies for fostering long-term customer relationships. This episode is a valuable resource for sales leaders and professionals looking to elevate their go-to-market strategies and organizational culture.

    Welcome to Scale Your Sales Podcast, Barrett King.


    Timestamps:


    04:48 – Foster culture, partnership, and customer-centered mindset.
     
    09:46 – Humanity and humility are key for effective scaling.
     
    15:44 – Best salespeople enter work with open mindset.
     
    18:43 – Sales industry struggles with recruiting and leadership.
     
    20:16 – Staff member learns management lesson during rush.
     
    30:22 – Leveraging partnerships, sharing value, and kindness.
     
    https://www.linkedin.com/in/barrettjking/
     
    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

Customer Reviews

5.0 out of 5
41 Ratings

41 Ratings

Angie TB ,

Love the actionable strategies!

I so appreciate how Janice invites guests who can offer actionable strategies to her listeners. Her show is a wealth of knowledge for sales leaders.

Sandra G. Long ,

Helpful podcast- 5 star show

Janice Gordon’s podcast is full of valuable insights and practical tips. I especially enjoyed the recent episode with Joe Marcoux who provided great tips on handling objections. It was very practical and informative. This is absolutely a 5 star show!

BaberA1 ,

Genuine and insightful

I met Janice last year at a Women in Sales conference and she brings people together in person, in real life. This podcast is the next best thing to that in person connection. Her candid dialogue and ability to bring out the authenticity of her guests cuts through the noise in the sales industry that is so often common today.

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