Podcast
Scale Your Sales Podcast
Hosted by Janice B Gordon · EN
Welcome to Scale Your Sales Podcast, a show for enterprising CEOs, CROs, Sales Leaders and revenue-generators.
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 diour guests' proven strategies to scale sales. Our experts discuss the challenges and success of sales team and operational productivity, of scaling a sales organization, sharing their insights on customer expansion and experience.
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25episodes
Episodes
Newest firstAll episodes
#310 Sandy Yu - Is your sales team missing 50% of revenue
2w ago00:24:50Tap to summarizeIn 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 existing ones b) The biggest mistakes CEOs make when operationalizing upsell and cross-sell c) How to build a clear operating system for expansion revenue Today, Janice B Gordon is joined by Sandy Yu, a cross-sell and upsell expert who's advised CEOs across North America, Europe, and Asia after leading GTM teams at PwC, Cisco, and Oracle. Timestamps: 05:24 Challenges with cross selling and upselling 07:00 Importance of customer research 10:25 Clarifying sales metrics and goals 15:56 Investor expectations for CEOs 16:52 Building customer trust and advocacy 20:03 Focusing on key business metrics 23:14 Discussing cross-sell and upsell strategies Connect with Sandy Yu https://www.linkedin.com/in/sandysyu/ www.revenuecco.com Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.
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#309 Lindsay Rios - Are you scaling revenue or just creating chaos?
4w ago00:37:12Tap to summarizeMost 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 issues, they're ICP misalignment issues b) How to spot (and fix) the costly "kids are fighting" dynamic across go-to-market teams c) The real downside of prioritizing pipeline volume over quality Janice B Gordon welcomes Lindsay Rios, a fractional CRO and GTM strategist who helps scaling startups and SMBs rebuild revenue foundations for intentional, accelerated growth. Timestamps: 04:00 Discussing gender assumptions and biases 09:30 Discussing gender disparity in careers 12:44 Misleading pipeline growth signals 15:27 Reflecting on company culture fit 18:06 Focusing on meaningful sales metrics 24:03 Challenges with hiring outbound agencies 26:54 Defining the ideal customer 29:40 Evaluating customer acquisition costs 34:29 Creating strong team values Connect with Lindsay LinkedIn: https://www.linkedin.com/in/lindsayrios/ Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.
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#308 Mirjam Martin - Operational Clarity vs. Revenue Leaks: How RevOps Drives Organizational Growth
Apr 600:36:31Tap to summarizeIn 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 Fractional RevOps services & consulting business. Mirjam has played a key role in scaling B2B enterprise SaaS organisations, from a £4 million start-up to multinational public companies. In today's episode of Scale Your Sales podcast, Mirjam brings over 15 years of experience scaling global B2B enterprise SaaS organisations. The conversation explores how a lack of clarity and operational debt such as poor data quality and inefficient processes can hinder performance, and outlines the value of clear definitions, timely RevOps integration, and strategic planning. This episode offers practical guidance for CEOs and revenue leaders on building strong operational foundations and scaling effectively, particularly when introducing new tools and AI. Welcome to Scale Your Sales Podcast, Mirjam Martin. Timestamps: 00:00 Clarity Is Key to Success 03:39 Clarifying Terms in RevOps 06:29 Clear Sales Stages Drive Success 10:49 Streamlining SaaS Contract Management 16:17 Go-To-Market Engineering Evolution 19:07 RevOps: Governance and Empathy 23:49 Manager-Led Change Drives Results 27:05 Address Revenue Leakages Early 31:17 Homework First: AI Needs Strategy 33:04 Validate Process Before Automation https://www.linkedin.com/in/mirjammartin/ About the Host Janice B Gordon is the award-winning Customer Growth Expert, founder of the Scale Your Sales Framework, and host of the Scale Your Sales Podcast. She helps CEOs, founders and revenue leaders grow sustainable revenue by aligning leadership, sales and customer experience through her North Star Leadership approach. Named one of LinkedIn Sales' Innovating Sales Influencers to Follow and a Top Global Thought Leader on Customer Experience, Janice works with organisations worldwide to rethink how revenue grows. Connect with Janice Book Janice to speak at your next sales or leadership event https://janicebgordon.com LinkedIn https://www.linkedin.com/janice-b-gordon/ Instagram https://www.instagram.com/janicebgordon Scale Your Sales Podcast https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.
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#307 Anna Bella - Standing Out in the Era of AI: Leadership Insights and Women in Tech
Mar 2300:35:07Tap to summarizeIn 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 performance frameworks. She is a Board Member at Buckinghamshire Business School, member of the Women in Tech Forum and SDR Leaders of EMEA. In today's episode of Scale Your Sales podcast, Anna brings over a decade of experience building and scaling sales development teams across EMEA and APAC. They discuss leadership in an AI-driven landscape, focusing on the importance of empathy, accountability, coaching, and culture in enabling high-performing teams and retaining top talent. The conversation also addresses increasing female representation in sales and technology leadership, offering practical guidance on career development, AI adoption, networking, and mentorship. Welcome to Scale Your Sales Podcast, Anna Bella. Timestamps: 00:00 Empathy-Driven Leadership and AI 05:16 Initiative and AI Super Users 08:29 Advocating Women in Tech Sales 13:58 Women's Empowerment in Leadership 17:21 Stretch, Challenge, and Change 20:51 Onboarding, Retention, and Growth 24:20 Culture: The Ultimate Differentiator 28:11 Coachable Team for Sales Success 29:29 Empathy and Accountability Leadership 32:56 Empathy Unlocks Team Potential https://www.linkedin.com/in/annabella85/ About the Host Janice B Gordon is the award-winning Customer Growth Expert, founder of the Scale Your Sales Framework, and host of the Scale Your Sales Podcast. She helps CEOs, founders and revenue leaders grow sustainable revenue by aligning leadership, sales and customer experience through her North Star Leadership approach. Named one of LinkedIn Sales' Innovating Sales Influencers to Follow and a Top Global Thought Leader on Customer Experience, Janice works with organisations worldwide to rethink how revenue grows. Connect with Janice Book Janice to speak at your next sales or leadership event https://janicebgordon.com LinkedIn https://www.linkedin.com/janice-b-gordon/ Instagram https://www.instagram.com/janicebgordon Scale Your Sales Podcast https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.
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#306 Janice B Gordon - Case Study Success: Data-Driven Hiring and High-Performing Sales Teams
Mar 900:22:11Tap to summarizeJanice 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 proactive and empowered environment, where managers lead with clarity, alignment, and consistency to improve engagement and revenue performance. For organisations facing high turnover, inconsistent performance, or challenges in hiring and developing talent, this episode offers practical strategies and insights from real-world experience. Janice B Gordon explains how data-driven processes and decisive leadership contribute to sustainable revenue growth. Timestamps: 00:00 Scaling Sales Success Stories 06:15 Hiring for Growth and Fit 07:22 Streamlined Sales Hiring Process 12:50 From Management to Leadership 15:13 Sales Assessment and Team Insights 20:08 Podcast Insights and Training About the Host Janice B Gordon is the award-winning Customer Growth Expert, founder of the Scale Your Sales Framework, and host of the Scale Your Sales Podcast. She helps CEOs, founders and revenue leaders grow sustainable revenue by aligning leadership, sales and customer experience through her North Star Leadership approach. Named one of LinkedIn Sales' Innovating Sales Influencers to Follow and a Top Global Thought Leader on Customer Experience, Janice works with organisations worldwide to rethink how revenue grows. Connect with Janice Book Janice to speak at your next sales or leadership event https://janicebgordon.com LinkedIn https://www.linkedin.com/janice-b-gordon/ Instagram https://www.instagram.com/janicebgordon Scale Your Sales Podcast https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.
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#305 Deidre Hudson - Building Customer-Centric Sales: Lessons in Alignment, Authenticity, and Leadership
Feb 2300:31:20Tap to summarizeIn 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 mentorship nonprofit. In today's episode of Scale Your Sales podcast, Deidre speaks about continuous learning across life's stages and applying those lessons to effective boardroom and sales leadership. They discuss driving alignment across people, process, and technology, identifying operational gaps, optimising the customer journey, and fostering a customer-centric culture by communicating in the customer's language rather than internal jargon. Welcome to Scale Your Sales Podcast, Deidre Hudson. Timestamps: 00:00 Life Lessons and Growth 03:08 Authenticity as a Velvet Knife 08:14 Cross-Functional Alignment for Success 09:54 Aligning Process for Growth 14:12 Optimizing Decision Points 17:49 Speak Your Buyer's Language 22:45 Embrace Learning Through Experimentation 24:28 Navigating Experimentation in Challenges 27:29 Striving for Servant Leadership https://www.amazon.com/How-Did-Get-Here-Younger/dp/B0BSJLKG1Z https://www.linkedin.com/in/deidrehudson/ 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.
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#304 Orrin Thomas - Why Introverts Outshine Extroverts in Modern Sales
Feb 1000:33:08Tap to summarizeIn 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 sales positions at Gartner for sales leaders helping countless companies make successful changes in their GTM models. In today's episode of Scale Your Sales podcast, he shares why critical questioning, active listening, and process-driven discipline have become essential capabilities for today's top sales performers. He explores the shift toward introverted, insight-led sellers, the strong link between listening and deal success, and why diagnostic, candidate-led interviews are replacing traditional competency-based hiring. Orrin also offers practical guidance on mapping the customer buying journey, strengthening onboarding, and hiring for curiosity and continuous learning in an AI-driven sales environment. Welcome to Scale Your Sales Podcast, Orrin Thomas. Timestamps: 05:57 Listening Beats Talking in Sales 09:21 Rethinking Sales Interviews Strategy 12:40 Prioritizing Candidate Fit 14:15 Data-Driven Hiring Insights 18:36 Introverts Excel in Sales Success 21:51 Ineffective Hiring Methods Analysis 25:29 Sales Training and Sustainability Crisis 28:12 Tools, Learning, and Innovation 32:28 Scale Your Sales Insights https://www.linkedin.com/in/orrin-thomas/ 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.
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#303 Simon Sharp - The Power of Revenue Architecture for SaaS Growth
Jan 2600:32:00Tap to summarizeIn 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 from £1M to £100M+ worldwide. In today's episode of Scale Your Sales podcast, Simon examine how science-led, data-driven approaches—enhanced by AI—are reshaping revenue architecture and modern sales leadership. Explore what differentiates organizations that achieve predictable ARR growth from those that plateau, with a strong focus on customer-centric growth systems, meaningful client relationships, and the evolving role of technology in sales. Drawing on his experience scaling multiple PE-backed SaaS businesses and his work with Winning by Design methodologies, Simon shares practical insights into how AI is improving efficiency and customer focus. Welcome to Scale Your Sales Podcast, Simon Sharp. Timestamps: 06:04 Retention: The Key to SaaS 06:58 Customer-Centric Growth Strategy 10:31 AI Tools Streamline Sales Processes 14:00 Prioritizing Sales Team Coaching 17:48 Coaching Individuals Over Deals 23:22 Strong Investor Relationships Drive Growth 24:53 Business Strategy and Time Management 28:57 Building Habits Gradually Yields Results https://www.linkedin.com/in/simonsharp360/ 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.
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#302 Lynn Heidi - The Secrets to Coaching and Motivating Middle Performers in Sales Teams
Jan 1200:31:56Tap to summarizeIn 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 Your Sales podcast, Lynn Heidi shares practical strategies for building confident, high-performing teams that consistently achieve results, while maintaining clarity and balance. She introduces her "bell curve manifesto," explaining why investing in the middle 68% of performers can drive meaningful organizational impact. The discussion also explores coachability, alignment, moving beyond generic KPIs, and highlights Lynn's new book, Mastering Inside Sales Leadership, a timely guide for today's emerging sales leaders. Welcome to Scale Your Sales Podcast, Lynn Heidi. Timestamps: 06:07 Coaching and Organizational Solutions 08:01 Leadership vs. Management Misalignment 12:12 Aligning Vision with Revenue Goals 17:21 Inside Sales Compensation Insights 19:51 Inside Sales Leadership Playbook 22:42 Understanding Stakeholder Priorities 25:44 Coaching That Connects Goals Personally Published book: http://masteringinsidesalesleadership.com/ https://www.linkedin.com/in/lynnhidy/ https://www.instagram.com/dorianlynnhidy/ 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.
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#301 Janice B Gordon - End of Year Reflections: Heroes, Sheroes, and Values That Shape Leaders
Dec 2200:20:11Tap to summarizeWelcome 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 professional and personal lives. You'll hear memorable moments about finding role models in unexpected places, building feedback cultures rooted in kindness, and leading with integrity, empathy, and humility. Whether it's celebrating the relentless resilience of trailblazers, learning the value of community over going it alone, or recognizing the confidence to show up as your authentic self, this episode is packed with insights and practical wisdom to carry into the new year. Timestamps: 00:00 Reflection, Tradition, and Influence 04:03 Redefining Inspiration and Leadership 07:53 Authenticity's Quiet Leadership Impact 11:04 Leadership Rooted in Humanity 15:21 Reflecting on Values and Growth 17:46 Purpose Over Perfection 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.
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