Scale Your Sales Podcast

In this weeks' Scale Your Sales Podcast episode, my guest is Tue Sottrup.   With over 20 years of experience in customer service, I am driven by my passion for providing exceptional customer experiences. My expertise lies in the intersection of technology and customer-centricity, and I am proud to hold the Certified Customer Experience Professional (CCXP) credential from the Customer Experience Professionals Association (CXPA).   In today's episode of Scale Your Sales podcast, Tue shares about balancing AI and automation with genuine human connection in customer service. He told his insights from over 20 years in the field, discussing how organizations can enhance efficiency without losing empathy, the evolving role of service teams, and where chatbots support—or hinder—the customer journey. This conversation offers practical guidance for leaders committed to building trust, improving service performance, and delivering truly customer-centric experiences.   Welcome to Scale Your Sales Podcast, Tue Sottrup.     Timestamps: 00:00 Human Connection in Sales Tech 05:10 AI Empowering Smarter Customer Service 07:46 AI Enhances Performance Evaluation 12:19 Evolving Customer Support Expectations 15:49 Customer Service Efficiency Insights 17:47 AI Bots vs Human Empathy 21:07 Leadership Listening to Customers 24:54 Focus on Retaining Customers     https://www.linkedin.com/in/tuesottrup/ https://x.com/tuesottrup     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Michelle Kim.   She is a marketing leader with 20+ years scaling growth at FlutterFlow, Pantastic, Amplitude, and Okta (through IPO). She excel at building high-performance teams, driving demand, and shaping categories also to advisor for startups across stages. Board Member at Women in Revenue and leader at GTM Leader Society, fostering connection and thought leadership among executives.   In today's episode of Scale Your Sales podcast, Michelle shares her expertise in scaling organizations through rapid change and the evolving world of AI. She discusses why curiosity and strategic questioning are essential for modern leaders and how adaptability, customer focus, and seamless buyer experiences drive success. This insightful conversation offers practical guidance for leaders looking to inspire growth and thrive through change.   Welcome to Scale Your Sales Podcast, Michelle Kim.     Timestamps: 00:00 The Superpower of Good Questions 04:13 Custom Strategies Over Playbooks 06:45 Curiosity: Key to Success 10:16 Customer Understanding Drives Success 12:56 Informed Buyers Shape First Calls 18:32 Metrics-Driven Funnel Optimization 22:33 Change Brings Discomfort, Opportunity 24:26 Amplifying Teams and Outcomes 27:15 Ask Better Questions for Answers   https://www.linkedin.com/in/michellejeankim/ https://x.com/michellejeank     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Kelly Hippler.   Kelley is a seasoned Chief Revenue Officer who served global CSO at Forrester Research and is currently CRO at Briefly Legal. She specializes in driving sustainable revenue growth and transforming organizations. She is a strategic, data-driven, people-first leader committed to achieving challenging goals through thoughtful planning, relentless execution, and clear communication.   In today's episode of Scale Your Sales podcast, Kelley shares how prioritizing employee well-being and development fosters trust, loyalty, and stronger customer relationships. She underscores the importance of understanding team dynamics and customer experience before shaping strategy, and how often-overlooked practices—such as coaching front-line managers and gathering qualitative feedback—can drive lasting success. Janice and Kelley also challenge the "growth at all costs" mindset, exploring how data and AI can empower productivity when applied thoughtfully.   Welcome to Scale Your Sales Podcast, Kelly Hippler.     Timestamps: 00:00 People-Centric Sales Leadership 03:07 Sales Leaders Face Tenure Pressure 09:14 Sales Strategy: Data-Driven Planning 11:26 Boosting Sales Productivity with Strategic Planning 14:06 Importance of Training Sales Managers 16:58 Revamping Sales Promotion Culture 21:07 AI: Enhancing, Not Replacing, Teams 23:30 AI: Enabler, Not Threat 29:40 Employee Feedback Fuels Sustainable Growth 30:57 Inspiring Leadership at Forrester   https://www.linkedin.com/in/kelley-hippler/   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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

🎉 Welcome to a special anniversary edition of the Scale Your Sales Podcast! 🎙️   I'm Janice B. Gordon, your Customer Growth Expert, and today we're celebrating 6 years of thought-provoking conversations, powerful lessons, and amplifying underrepresented voices in sales. ✨   Since 2019, our mission has been to create visibility for diverse leaders—especially women and people of color—while sharing strategies that drive real, sustainable B2B growth. 🌍   In this episode, I reflect on our journey, revisit standout guest moments, and explore the future of the podcast. 💡   👉 Now, I'd love to hear from YOU: 💬 Which episode has been the most brilliant or impactful for you? 🤔 Should I continue this journey, or is it time to shift the podcast into something new?   Your feedback will help shape what's next. 🚀 So drop a comment, share this episode, and let's continue scaling your sales—together!     Timestamps: 00:00 Scaling Sales with Leadership Excellence 05:42 Revenue Growth and Strategy Insights 09:19 Rethinking Sales Culture 13:37 Podcast Future: Continue or Evolve? 14:44 Podcast Direction: Seeking Your Input 18:31 Scale Your Sales Podcast Access     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Nwamaka Udenigwe.   Nwamaka Udenigwe is a Commercial Strategist and Sales Architect helping organizations lead grassroots-to-scale sales transformation. I build sustainable revenue systems, optimize sales structures, and design go-to-market strategies that deliver results. I don't just create strategy — I help implement what it takes to grow.   In today's episode of Scale Your Sales podcast, Nwamaka examines how customer-led and community-driven models give sales organizations a competitive edge by embedding the customer's voice into processes, strengthening trust, and enabling scale. Nwamaka shares insights from leading sales across Sub-Saharan Africa, alongside the growing role of AI in personalization, decision-making, and adaptability.   Welcome to Scale Your Sales Podcast, Nwamaka Udenigwe.     Timestamps: 00:00 AI's Impact on Sales Dynamics 04:04 Strengthening Communities Through Digital Platforms 08:57 Balancing Customer Experience and Platform Goals 11:37 Turning Customers into Advocates 14:29 Building Diverse Community Ecosystems 19:53 AI Revolutionizing Sales Industry 22:10 AI Enhancing Customer Experience Insights 25:40 Africa's Rapid AI Adoption 28:47 Enhancing Sales Through Training Tools 32:12 Share Your iTunes Review     https://www.linkedin.com/in/nwamakaudenigwe/  https://x.com/udenigwenwamaka?s=21 https://www.instagram.com/nwamakaudenigwe     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Nwamaka Udenigwe.   I am Nwamaka Udenigwe, a Commercial Strategist and Sales Architect helping organizations lead grassroots-to-scale sales transformation. I build sustainable revenue systems, optimize sales structures, and design go-to-market strategies that deliver results. I don't just create strategy — I help implement what it takes to grow.   In today's episode of Scale Your Sales podcast, Nwamaka shares her journey from selling bead jewelry and cakes to building a successful sales career across insurance, pharmaceuticals, and direct selling in Nigeria and sub-Saharan Africa. She discusses blending Nordic operational systems with Nigeria's entrepreneurial energy to empower women through digital D2C models. Nwamaka outlines how AI chatbots and innovative onboarding systems are transforming engagement and solving major sales challenges, while emphasizing the power of community, trust, and personal development. This insightful conversation with Janice highlights practical strategies for scalable success and the vital role of intentional systems in driving growth.   Welcome to Scale Your Sales Podcast, Nwamaka Udenigwe.     Timestamps: 00:00 Microbiologist's Journey into Sales 05:53 Career Journey in Sales Leadership 08:34 Nordic Approach in Nigerian Entrepreneurship 13:33 Empowering Women Through Community Building 15:15 Transformative Community-Led Growth 20:45 Empowering Women for Wider Impact 22:56 AI Chatbots Revolutionize Bar Communication 24:50 Streamlined Self-Paced Onboarding Process 27:56 90-Day Onboarding Success Framework 32:54 Essential Structures for Success 35:01 Sales Assessment and Roadmap Creation     https://www.linkedin.com/in/nwamakaudenigwe/   https://x.com/udenigwenwamaka?s=21 https://www.instagram.com/nwamakaudenigwe     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Monica Stewart.   Monica is a transformational GTM Consultant with 15+ years of experience, empowers B2B startup founders to achieve sustainable success on the journey from $1-$10M ARR.   In today's episode of Scale Your Sales podcast, Monica shares valuable insights on why the jump from $1M to $10M in annual recurring revenue is more challenging than many anticipate. She outlines the critical stages of growth, the risks of scaling too soon, and the importance of staying focused on proven strategies. Monica also emphasizes the need for strong alignment between product, marketing, and sales, while offering practical advice on benchmarking, system scalability, and making the right hiring decisions—particularly when considering candidates from larger organizations.   Welcome to Scale Your Sales Podcast, Monica Stewart.     Timestamps: 00:00 Startup Growth Challenges 05:20 Understanding Go-to-Market Strategy Components 07:22 Optimizing Sales Funnel Efficiency 09:33 Optimizing Team Performance & Growth 15:23 Adaptive Startup Development Strategy 18:34 Adapting Strategies for Modern Success 22:32 Prioritize Customer Success for Growth 23:54 Optimizing Customer Retention Cycle 26:57 Prioritize Buyer Experience 32:25 Crucial: Benchmark Job Requirements     https://www.linkedin.com/in/monica-stewart/ https://www.instagram.com/monicastewartsales/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/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/ScaleYourSales And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Leeron Yahalomi.   Previously, she was a Head of Customer Success at Regie.ai. LeeRon Yahalomi is a GTM leader passionate about blending AI innovation with human insight. With deep experience in building teams and scaling post-sale operations, she's known for turning customer value into business growth.   In today's episode of Scale Your Sales podcast, Janice speaks with Leeron, they explore how AI is transforming post-sales operations, why customer success must evolve into a revenue-driving function, and how leaders can build trust, inclusion, and data-driven strategies in today's hybrid world. Leeron also shares why curiosity, authenticity, and asking the right questions are key to leading high-performing, empowered teams.   Welcome to Scale Your Sales Podcast, Leeron Yahalomi.     Timestamps: 00:00 Embracing AI: The Next Wave 06:09 AI Call Notes for Workforce Efficiency 08:01 Reframing Work: Start Where They Are 12:25 Strategic Planning and Resource Request 14:56 Sales as Discovery Art 17:25 Customer Success Drives Future Sales 22:07 Customer Engagement Defines Company Perception 23:32 Data-Driven Customer Insight Process 27:22 Empowered Women's Presence     https://www.linkedin.com/in/leeron-yahalomi-1b066819/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Leore Spira.   Leore Spira is a Revenue Operations executive and advisor, and GTM strategy leader with over 15 years of experience in B2B SaaS. She specializes in scaling startups, aligning cross-functional teams, and transforming insights into execution. Known for her strategic vision, operational rigor, and data-driven leadership across marketing, sales, and customer success.   In today's episode of Scale Your Sales podcast, Leore emphasizes the importance of aligning people, processes, and technology, and shares why understanding both the business ecosystem and internal stakeholders is key to sustainable growth. They also discuss the evolving role of AI, the value of empathy and transparency, and how to balance automation with a human-first approach to customer relationships.   Welcome to Scale Your Sales Podcast, Leore Spira.     Timestamps: 00:00 Adapting Business Practices for Growth 07:09 Proactive Pre-sale and Marketing Strategy 10:09 Collaborative Pipeline Focus 13:56 AI for Streamlining Dashboards 17:24 Enhancing Team Support with AI 21:00 AI: Efficiency Over Expansion 26:19 Customer Journey and Success Focus 28:35 Mutual Evaluation in Sales Strategy 33:00 Leadership's Role in Organizational Impact 34:58 Data-Driven Survival Strategies     https://www.linkedin.com/in/leorespira/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/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/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Nick Buxton.   Nick has a background in engineering, 2x CRO, and 5x VP of Sales. Over the past 20 years I've worked my way up from individual contributor at seed, Series A- C, privately held, FTSE and NYSE listed tech companies. He is now helping tech companies deliver revenue transformation projects with a range of partners.   In today's episode of Scale Your Sales podcast, Nick shares his value-led growth approach and why breaking down silos between sales, marketing, and customer success is key to building customer-centric organizations. He and Janice explore the difference between solving user problems vs. business needs, the impact on go-to-market strategy, and the evolving role of CROs as AI and sales enablement continue to reshape the future of sales.   Welcome to Scale Your Sales Podcast, Nick Buxton.     Timestamps: 00:00 Product-Led Growth Challenges Explained 05:51 Embrace Product-Led Growth Strategy 07:09 Customer-Led Growth Insights 13:29 Sales Competency Deficit Analysis 14:41 Challenges in Building Sales Relationships 20:13 Improving Sales Leadership Competencies 22:08 Sales Enablement and CROs Alignment 25:20 Understanding Product Value Basics 28:31 Silent Quitting: Mutual Interview Necessity     https://www.linkedin.com/in/nick-buxton/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/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/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Laura Erdem.   Laura is a sales manager with a flavour for marketing. Joined a Dreamdata startup almost 5 years ago after a long sales career in Enterprise companies like Gartner and Red Hat. Recently moved with the family from Copenhagen to New York to continue the Dreamdata company growth in the US.   In today's episode of Scale Your Sales podcast, Laura shares how data-driven strategies and precise audience tracking can bridge the persistent gap between sales and marketing. She explore the modern B2B buying journey, where buyers often engage with marketing content long before speaking to sales. Laura explains how DreamData helps revenue teams track every touchpoint, optimize spend, and measure pipeline impact. Discussing the evolving profile of today's successful salesperson, the enduring power of content, and how aligned teams drive sustainable growth—even in tough markets.   Welcome to Scale Your Sales Podcast, Laura Erdem.     Timestamps: 00:00 Building Measurable Sales Impact 05:10 Effective Social Selling Strategies 08:21 Challenge: Effective Marketing Tracking 09:52 Optimizing Marketing and Sales Alignment 14:44 Marketing Strategy: Data vs. Gut Feeling 17:21 Prospect Questions Drive Content Creation 21:09 Optimizing Sales Metrics Effectively 25:16 Rethinking Sales: Seniority & Diversity 27:01 Introverts Succeed in Sales 29:39 Data-Driven Recruitment Strategy 33:12 Prioritize Quality Content     https://www.linkedin.com/in/lerdem/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/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/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Mason Cosby.   Serving as the marketing leader at numerous boutique and bootstrapped businesses, Mason saw firsthand the power of trading a shiny ABM program with all the fancy tech tools for a scrappy account-based program that instead sourced over $15M in the past 3 years, driving a 20x ROI. Now, he leads a team of fellow Scrappy ABM experts who specialize in low-budget plays and programs that drive high impact.   In today's episode of Scale Your Sales podcast, we explore what truly drives success in Account-Based Marketing (ABM). Mason Cosby shares why identifying potential points of failure is the smartest way to set your ABM program up for success. We discuss the importance of sales and marketing alignment, examine common sources of tension, and highlight where real breakthroughs happen. Mason also offers practical, proven ABM tactics you can implement immediately—no big budgets or complex tech stacks required.   Welcome to Scale Your Sales Podcast, Mason Cosby.     Timestamps: 00:00 Successful ABM Strategies with Mason Cosby 06:00 Balancing Strategy and Inclusivity 07:04 Optimizing ABM for High-Value Clients 11:11 Refining Dynamic Target Account Lists 14:48 Sales vs Marketing Communication Channels 19:18 Misaligned Incentives Fuel Sales-Marketing Conflict 20:42 Aligning Marketing with Revenue Goals 26:24 Leveraging Email Bounces for Reengagement 28:08 Relationship Mapping Insights     https://www.linkedin.com/in/masoncosby/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/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/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Hayal Koc.   Hayal is a Regional Vice President at Salesforce, the world's leading digital labor and CRM platform. She recently relocated to London, where she led a team of top sales professionals partnering with companies across all industries in the UK and Ireland. Prior to Salesforce, I co-founded and led sales and business development at a HR-tech startup based in Istanbul, Turkey and I began my career in investment banking and consulting, working at top global firms JP Morgan, EY and PwC.   In today's episode of Scale Your Sales podcast, Hayal explores the mindset needed to navigate constant change, focusing on curiosity, resilience, and detachment from fixed outcomes. She shares lessons from her multicultural background, her journey in building trust and confidence as a leader, and offers practical strategies for coaching teams by empowering individuals. This conversation provides valuable insights for those stepping into new roles, leading diverse teams, or aiming to make a meaningful organizational impact.   Welcome to Scale Your Sales Podcast, Hayal Koc.     Timestamps: 00:00 Embracing Change, Curiosity, and Resilience in Sales Leadership 04:16 Career Growth Through Curiosity 07:28 Proactive Career Planning 12:35 Approach New Roles with Fresh Perspective 15:12 Preparing for Success through Understanding 20:47 First Female Leader Experience 23:56 Personalized Team Management Conversations 27:46 Embrace Curiosity and Technology 29:55 Integrity and Impact Focus     https://www.linkedin.com/in/hayalkoc/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/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/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Leslie Douglas.   Leslie Douglas is an award-winning sales coach dedicated to helping sales professionals align with their purpose and maximize productivity for high-impact results. With over 15 years of sales experience and a decade in coaching, she empowers individuals and teams to drive pipeline while staying authentic to their unique voice. A LinkedIn Top Sales Voice, and host of the popular Sell Better Daily Sales Show, Leslie speaks globally, inspiring sales professionals to sell with confidence, clarity, and purpose.   In today's episode of Scale Your Sales podcast, Leslie explores the evolving dynamics of high-performing revenue teams, emphasizing that despite advancements in AI and technology, it's people and effective coaching that drive success. She discusses the shift from deal-centric to people-focused coaching, the importance of personalized motivation, and the need to support both sellers and leadership. The conversation also highlights the role of diversity, community, and changing generational values in shaping a resilient and inclusive sales culture.   Welcome to Scale Your Sales Podcast, Leslie Douglas.     Timestamps: 00:00 Prioritizing People in Revenue Teams 05:28 Emerging Trends in Sales Kick-offs 07:27 Data-Driven Leadership Insights 12:23 Individual Motivation Beyond Money 14:41 Shattering Glass Ceilings Together 18:17 Shifting Career Aspirations and Values 21:26 Generational Shift in Risk Tolerance 24:28 Experiencing Global Traditions Journey 27:54 Curiosity: Key Sales Tool 31:14 Finding a Safe Community Transformed Me   https://www.linkedin.com/in/lesliebdouglas/ https://www.instagram.com/itslesliedouglas/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/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/ScaleYourSales And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Jacques Sciammas.   Large company CFO (Charles Schwab, McGraw-Hill) who chaired the Capital Committee responsible for the decisions on strategic and large investments. He shares his real-life experience to help sales teams better understand the Executive Buyer's perspective, to help them win deals with the C-suite and develop strong relationships.   In today's episode of Scale Your Sales podcast, Jacques shares insights into the evolving dynamics of the C-suite and how sales teams can build meaningful relationships with top executives. He explores the growing importance of empathy, communication, and strategic alignment in high-level sales conversations, offering valuable guidance for sales professionals and leaders aiming to elevate their boardroom impact.   Welcome to Scale Your Sales Podcast, Jacques Sciammas.     Timestamps: 00:00 CFO Leads Capital Investment Committee 05:16 Evolving C-Suite Dynamics and Decisions 08:34 Expanded C-Suite Roles 11:35 Evolving KPIs: Beyond Profitability 15:01 Empathy Key to Sales Success 18:45 Corporate-Political Balance and Responsibility 23:26 Efficient Meetings and Value Focus 26:23 C-Suite Misalignment in Sales Meetings 27:42 Sales Success: Beyond Basic Preparation   https://www.linkedin.com/in/jacques-sciammas/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/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/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Manoj Ramnani.   Manoj is the Founder and CEO of SalesIntel, a company committed to providing the highest quality B2B contact data on the market. SalesIntel's research team hand-verifies every contact to ensure 95% accuracy on data. As the CEO, Manoj drives the strategic vision of SalesIntel, establishes and fosters key partnerships, and is building out the executive team that will make SalesIntel the leader of the data sector.   In today's episode of Scale Your Sales podcast, Manoj brings extensive expertise in B2B data and entrepreneurship, with experience in both bootstrapped and venture-backed ventures. In this episode, he shares insights on selecting the right financial path for startups, optimizing the tech stack, and navigating evolving go-to-market strategies. Manoj also explores the shifting role of sales teams in response to economic and technological changes, highlighting how Sales Intel leverages human-verified data and AI to drive accurate pipeline generation.   Welcome to Scale Your Sales Podcast, Manoj Ramnani.     Timestamps: 00:00 Bootstrapping vs. VC Insights 04:08 Startup Challenges and Lessons Learned 08:22 Strategic Fundraising and Sales Optimization 11:19 Consolidation of Tech Platforms 16:14 GTM Product Innovation Challenges 17:06 Empowering Buyers, Shifting Sales Strategy 20:23 Innovative Products Need Customer Feedback 24:36 Prioritizing Quality in Data Service 28:11 Optimizing Go-To-Market Strategy 30:16 From Engineering to Sales Intel 34:10 Focus on Events, Community, Partnerships 36:29 Empowering High-Performance Teams   https://www.linkedin.com/in/manojramnani/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Jan Young.   Jan Young is the founder of JanYoungCX consultancy & coaching, StepUpXchange CS executive courses with private community & CxXchange community for CS professionals. She is an award-winning CS leader of 2 successfully exited startups. She brings her cross-disciplinary approach to SaaS B2B tech and Customer Led Growth. Jan is on a mission to transform CS Leaders into Business Leaders and align GTM teams.   In today's episode of Scale Your Sales podcast, Jan shares expertise in transforming customer success leadership and aligning go-to-market strategies for business growth. This discussion covers the critical role of CS leaders in market alignment, the impact of data integration and AI on revenue operations, and the importance of breaking down organizational silos. Jan provides insights on driving profitability in customer interactions and creating a seamless customer journey.   Welcome to Scale Your Sales Podcast, Jan Young.     Timestamps: 00:00 Aligning GTM for Customer Experience 05:16 Balancing Customer Value and Profitability 09:34 Fostering Success Through Collaboration 13:42 Shifting to Profitable, Efficient Growth 15:03 Rethinking Customer Engagement Strategies 18:42 Optimizing Customer Success Milestones 22:47 Earning Trust in Sales Delivery 26:51 Sales vs. Customer Success Gender Dynamics 28:52 CS Careers Foster Customer Relationships 31:27 Embracing AI for Business Efficiency 35:07 Adapting to Industry Transformation 38:00 Community and Courage     https://www.linkedin.com/in/jan-young-cx/ https://x.com/janyoungcx     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Elizabeth Blass.   I am a two-time Chief Customer Officer with over 15 years of global leadership experience in technology. I specialize in building and scaling high-performing customer-facing teams, aligning cross-functional initiatives, and driving revenue growth through customer success. I'm a passionate advocate for diversity, actively coaching and mentoring women in tech.   In today's episode of Scale Your Sales podcast, Elizabeth explores the evolving role of customer success as a key revenue driver. Elizabeth shares insights on breaking down silos, ensuring cross-functional alignment, and maintaining momentum year-round. The discussion highlights the impact of customer centricity on sustainable growth and the role of change management in driving success.   Welcome to Scale Your Sales Podcast, Elizabeth Blass.     Timestamps: 00:00 Scale Your Sales: Customer Success 05:48 Biweekly Check-In Meetings Benefits 07:19 Importance of Visibility in Revenue Operations 12:13 Customer-Centric Growth Strategies 14:02 Evaluating Product Value Perception 19:05 Understanding Customer Usage Trends 21:17 Customer Success Drives Revenue Growth 24:51 Aligning Success Metrics 28:29 Master Your Numbers   https://www.linkedin.com/in/elizabethblass/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Ejieme Eromosele.   I'm a customer-led growth expert passionate about driving retention, expansion, and customer advocacy. I'm also the Founder of Success in Black, where I champion DEIB in Customer Success. With experience at Accenture, PwC, and The New York Times, I've built on delivering exceptional customer outcomes and business value.   In today's episode of Scale Your Sales podcast, Ejieme explores customer-led growth as a key driver of sustainable revenue expansion, emphasizing the alignment of sales, marketing, and customer success for exponential impact. She introduces the concept of assumptive advocacy and the role of data in driving transformative customer insights. Committed to diversity, equity, and inclusion, Ejieme shares her journey in founding Success in Black, a community supporting Black professionals in customer success.   Welcome to Scale Your Sales Podcast, Ejieme Eromosele.     Timestamps: 00:00 Elevating Sales with Customer Led Growth and Community Insights 06:22 Leading EMEA Growth 09:57 Align Leadership for Customer Growth 11:42 Aligning Customer Goals with AI Tools 15:11 Seeding Future Customer Advocacy 20:37 Leveraging Data for Customer Solutions 21:35 Becoming a Trusted Customer Advisor 24:43 Compelling Vision and Customer Focus 30:19 Human-First Approach in Business   https://www.linkedin.com/in/ejieme/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Priya Lakshmi.   Experienced consulting sales leader with a passion for transforming financial services with the power of technology. Currently the UK CRO for GFT Group and leading the sales, partnerships and marketing and driving growth strategies for the UK business. Have a track record of delivering sustained revenue growth through deep customer relationships and driving innovative solutions.   In today's episode of Scale Your Sales podcast, Priya shares how uniting sales, partnerships, and marketing under her leadership drove GFT's record year, with partnerships generating a significant share of leads. In conversation with Janice, they discuss diversity in sales, fostering empowerment, and understanding individual motivators within teams. This episode offers actionable insights on optimizing performance, managing internal processes, and prioritizing customer obsession in the tech industry, along with personal leadership experiences in a traditionally male-dominated field.   Welcome to Scale Your Sales Podcast, Priya Lakshmi.     Timestamps: 00:00 Power of Three: Sales Strategy 04:47 Navigating Partner Mindset Shifts 09:45 Sales Team Integration Challenges 13:05 "Be Bold in Tech Sales" 16:42 Diversity in Sales Leadership Lacking 18:34 Empowering Women Leaders in Organizations 21:43 Empowerment and Role Models 26:00 Introverts Excel in Sales Careers 29:39 Tailored Coaching for Sales Success 33:33 Empowerment and Ownership Culture 34:22 Empowered Sales Through Agile Operations 38:26 Balancing Family and Career Challenges     https://www.linkedin.com/in/priya-lakshmi-09ab004/     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 thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.