Sales transformation is everywhere—and revenue teams feel it first. In this episode, Ariane Riddell (ex-LinkedIn, BBC, Feefo), now Chief Sales Officer at Personal Group, shares a people-first playbook for leading through change: embed values that actually guide behaviour, reset your first 90 days, rebuild foundations (process, narrative, enablement), and shift teams from inbound-reliant to outbound-confident—across both sales and post-sales.

You’ll learn:

• How to set credible 30/60/90 priorities in a messy reality

• Why values (pace, passion, professionalism) accelerate execution

• The switch from product-led to benefit-led narrative

• Using enablement tools (Salesloft, Walnut, Salesforce) the right way

• Building outbound habits and coaching CS to drive land–expand

• The candid truth: “love them in or love them out”

00:00 Real problems: focus, motivation, performance
00:15 Intro & episode setup
01:05 Series theme: transformation everywhere
02:01 Market pressure & team impact (UK/US)
03:06 Ariane’s journey (media → LinkedIn → SaaS leadership)
05:05 Hypergrowth lessons & people-first leadership
07:00 Values that drive behaviour (pace, passion, professionalism)
08:12 Navigating resistance to new vision
10:28 “Love them up or love them out”
11:41 First 90 days: priorities vs. reality
12:12 Rebuilding foundations: process, narrative, enablement
13:23 Salesloft, Walnut, creds, collateral, hiring Head of New Biz
15:20 Data-led talent profile & replicating success
18:12 Breaking inbound dependence → outbound mentality
21:04 Why outbound is the controllable growth lever
22:16 Making CS truly commercial (top-down & bottom-up plays)
24:00 Channel mix: does phone still work?
25:26 Testing, learning, iterating; hiring SDRs
27:24 Wrap & connect with Ariane on LinkedIn