Scale Your Sales Podcast

Most leaders think a bigger role requires a completely different leadership style. Erica Baird explains why trusting your team, investing in people, and staying true to who you are can drive growth at scale. In this episode, Janice B Gordon and Erica Baird discuss what changes, and what should stay the same, when a leader moves into a larger role. They explore servant leadership, empowering 1,300...

Most companies don't have an AI problem. They have a data problem, and it's quietly weakening their revenue decisions.   The real cost of building in-house isn't the prototype. It's the ongoing burden of integrations, governance, maintenance, adoption, and support.   In this episode, Janice B Gordon speaks with Martin Garvey about building an enterprise sales function from scratch and scaling the...

Most revenue gaps aren't tactical problems. They're leadership problems hiding inside inaccurate data, weak processes, missed account growth, and unclear judgment. Across 15 recent conversations, Janice B Gordon identifies four patterns that leaders can't afford to overlook. From pipeline truth and expansion revenue to AI and leadership discipline, she explores what it takes to build more predicta...

Most CROs are preparing themselves for obsolescence by relying on fixed playbooks in a market that changes every three months. In this episode, Janice B Gordon and Justin Shriber explore why agile, signal-driven sales leadership is replacing rigid execution. Janice B Gordon and Justin Shriber unpack how AI, complete revenue context, and frontline signals can help leaders understand not only what i...

Most CEOs think their sales problems are tactical but they're leadership challenges hiding in plain sight.   What you'll learn: a) Why most "closed won" deals aren't truly wins and how this tanks customer retention b) The surprising reason 61% of buyers now prefer a rep-free experience c) How outdated funnel thinking sabotages account growth in today's looping buyer journeys   Today, Janice B Gord...

Most deals aren't lost at the end they're lost in the moment you miss what buyers really need. In this conversation, Janice B Gordon sits down with Cheryl Parks, a revenue growth advisor and fractional CRO, to reveal how leaders can eliminate revenue leaks, build buyer confidence, and layer authenticity into go-to-market strategy. What you'll learn: a) Why "inspect what you expect" is the essentia...

Hiring more sales heads won't fix your revenue problems and it might be your most expensive mistake. In this episode, you'll hear why building the right sales system first is key to scaling sustainably. Janice B Gordon sits down with Jacek Dukat, unpacking why the traditional sales leadership playbook is broken and what works now. What you'll learn: a) Why evidence-based, risk-shared commercial ex...

Too many global strategies are written for boardrooms, not the markets they're meant to serve and it's a mistake that's costing companies real growth. Janice B Gordon dives deep with Jane Egerton-Idehen on the high price of ignoring local nuance in international sales. Together, they unpack how adaptive strategies and authentic stakeholder engagement are defining the next generation of winning CEO...

Most sales teams are still relying on outdated playbooks, even as buyer risk aversion quietly derails revenue targets. In this episode, the conversation focused on why the "sales recession" is dismantling commercial teams and how leaders can adapt with strategies truly ready for the future. What you'll learn: a) Why risk aversion is now the biggest obstacle facing both buyers and sellers b) How ou...

Leaders trying to be everything to everyone are quietly stalling their careers and revenue growth.   Janice B Gordon sits down with Erica Baird, Executive Director of Global Sales and Service, to explore the leadership mindsets and revenue habits driving results in complex, highly regulated markets.   What you'll learn: a) Why your "personal board of directors" is your most valuable career asset b...

Most CEOs think their sales pipeline is healthy, but the real story is hiding in stalled and quietly lost deals. We unpack why processes always beat skills for predictability and how top sales teams are winning bigger in a tougher market. In this episode, Janice B Gordon sits down with Steve Gielda to reveal the pitfalls of sales assumptions and the strategic moves that accelerate revenue and incr...

AI is transforming sales organizations faster than ever, but most leaders are still leaving revenue on the table by outsourcing too much judgment to technology. In this episode, Janice B Gordon explores with her guest how rapid market shifts, generational diversity, and the rush to deploy AI are disrupting commercial models. What you'll learn: a) Why scenario planning is essential for leaders faci...

In this episode, we reveal why upsell and cross-sell are your secret weapons for scalable, efficient revenue growth.   This conversation strips back the myths around expansion revenue as Janice B Gordon and Sandy Yu uncover practical ways CEOs can turn customer relationships into predictable, repeatable revenue.   What you'll learn: a) Why acquiring new customers costs twice as much as expanding e...

Most CEOs think more pipeline is the answer, but chasing volume without alignment will wreck your revenue engine. In this episode, Janice B Gordon and Lindsay Rios unpack the pipeline myth, share hard-won lessons from scaling high-growth organizations, and reveal why aligning teams on ICP is the secret to scalable, predictable growth. What you'll learn: a) Why most revenue problems aren't sales is...

In this weeks' Scale Your Sales Podcast episode, my guest is Mirjam Martin. Mirjam Martin has over 15 years of experience in Revenue Operations, encompassing the full spectrum of new business development, upselling and cross-selling, renewals, and marketing reporting. She has previously held positions as a Presales Manager and Lead Generation Manager before founding RevOps Transformation, a Fracti...

In this weeks' Scale Your Sales Podcast episode, my guest is Anna Bella. She is a Sales Leader with over 13 years of leadership experience, spending the last 7 building & scaling SDR teams across EMEA and APAC at high growth SaaS companies including Redis and Snyk. She drives measurable revenue impact through cross-functional collaboration, AI-powered outreach, accountbased strategies, and perform...

Janice B Gordon presents two case studies from her client work. The first illustrates how a legacy publishing media company transformed its sales hiring strategy, moving from intuition to a rigorous, data-informed approach. This shift reduced turnover and strengthened the long-term capability of the sales team. The second examines the transition from a reactive, fire-fighting sales culture to a pr...

In this weeks' Scale Your Sales Podcast episode, my guest is Deidre Hudson.   Deidre Hudson is a marketing executive, strategist, and storyteller with deep expertise in go-to-market strategy. As VP of Marketing and Sales at YELL Payment, she blends creative vision with data-driven execution. A frequent podcast guest and speaker, she advises startups and serves on the board of iCouldBe.org, a youth...

In this weeks' Scale Your Sales Podcast episode, my guest is Orrin Thomas.   His career has spanned three separate pillars starting out as a political researched after graduating from university, He then worked in higher education and the EdTech space mainly being a recruiter for universities where he was responsible for attracting students to study in the UK, and most recently having had senior s...

In this weeks' Scale Your Sales Podcast episode, my guest is Simon Sharp.   I'm CEO of Verto, a UK SaaS platform, the no 1 solution powering portfolio, programme and project management (P3M) across the UK public sector. An entrepreneur and GTM leader, I've co-founded RiskXchange, founded RockSec360 and held global revenue leadership roles scaling SaaS, cybersecurity, and fraud prevention companies...

In this weeks' Scale Your Sales Podcast episode, my guest is Lynn Heidi. Lynn Hidy is the founder of UpYourTeleSales.com known for her clarity, candor, and actionable strategies. With decades in the trenches, she helps sales leaders ditch the chaos and build confident, high-performing sales teams who sell virtual get results without losing their minds (or their humor). In today's episode of Scale...

Welcome to another inspiring episode of Scale Your Sales! In this special Hero Shero edition, Janice B Gordon invites us to slow down, reflect, and reconnect with what truly matters as the year comes to a close. Through heartfelt stories from her guests, Janice explores the power of authentic leadership, the influence of personal values, and the quiet impact of those who support us—both in our pro...

🎉 300 Episodes of Scale Your Sales — and the journey continues 🎉 Reaching the 300th episode of the Scale Your Sales podcast is a powerful moment of reflection, gratitude, and renewed focus. What began in 2019 as a platform to amplify fresh voices in B2B sales has grown into a global community committed to learning, customer excellence, and meaningful growth. In this milestone episode, Janice B G...

In this weeks' Scale Your Sales Podcast episode, my guest is Frank Sondors.   Frank comes with over a decade of experience in B2B Sales, working for companies like Google, SimilarWeb, Black Crow and Whatagraph whether as an individual contributor and all the way leading large sales teams. Currently, he's building Salesforge.ai to give companies the ability to blend their current sales efforts with...

In this weeks' Scale Your Sales Podcast episode, my guest is Paul Fuller.   Paul's mission is to help others shine bright with the gifts they have been given. He is the CRO of Membrain, a CRM company focused on elevating the sales profession.   In today's episode of Scale Your Sales podcast, Paul shares why intuitive judgment, emotional connection, and authentic leadership remain essential—even as...