Scale Your Sales Podcast

Hosted by Janice B Gordon

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Episodes

100

Latest episode

Jun 2026

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About the show

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. Rate and review the weekly episodes of the Scale Your Sales podcast on your favourite platform.

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60 recent

June 16, 2026Episode 31333 min

#313 Erica Baird - Why Siloed Thinking is Ruining Your Company's Profit

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) How authentic self-awareness fuels better leadership and team empowerment c) The cultural shift that turned around a company losing millions per day Today, Janice B Gordon is joined by Erica Baird, a trailblazing executive guiding over 1,200 people across automotive, construction, and mining sectors, delivering results through some of the toughest industry cycles. Timestamps: 00:00 Importance of Humility in Leadership 03:19 Building a strategic network 08:21 Addressing workplace microaggressions 11:56 Hiring diverse senior leaders 12:58 Emphasizing Diversity and Inclusivity 16:33 Leading with empathy and care 19:18 Understanding revenue beyond surface numbers 25:20 Empowering Employees Through Listening 29:03 Overcoming challenges with courage and faith 29:55 Embracing risk and tough talks Connect with Erica Baird https://www.linkedin.com/in/erica-k-baird/ 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.

June 1, 2026Episode 31237 min

#312 Steve Gielda - Why Your Sales Pipeline Isn't as Healthy as You Think

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 increase deal velocity. What you'll learn: a) Why understanding your buyer's real metrics is the secret to beating lower-cost competitors b) The critical difference between stages and milestones in sales processes c) How assumptions, especially by experienced reps, kill deals Steve Gielda has spent 30 years at the forefront of global sales performance, co-founding Ignite Selling and helping world-class organisations like Boston Scientific, Siemens, and Mastercard drive faster, more strategic revenue growth. Timestamps: 00:00 Understanding buyer priorities and metrics 04:53 Understanding the buyer's perspective 08:42 Identifying and leveraging key stakeholders 13:30 Improving sales processes 16:27 Defining and leveraging stakeholders 19:00 Win-loss analysis findings 23:23 Engaging sales rep conversations 27:18 Strategic sales approach boosts revenue 31:36 AI tools for sales strategies 32:58 Defining product advocates Connect with Steve LinkedIn: https://www.linkedin.com/in/sgielda/ 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.

May 19, 2026Episode 31343 min

#311 Maria Boulden - Why Most Go-To-Market Strategies Crash Before Take-off

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 facing unpredictable market change b) How to balance human judgment with the adoption of AI in go-to-market strategies c) The biggest revenue mistakes companies make with premature (or hesitant) AI deployment Today, Janice B Gordon is joined by Maria Bolden, a C-suite advisor specializing in profitable revenue generation and leading world-class commercial teams. Timestamps: 04:17 Discussing scenario planning and pre-mortems 08:02 Addressing AI concerns and workforce adaptation 12:27 Comparing ChatGPT with Beyonce launch 14:53 Decision-making frameworks and considerations 21:04 Discussing current sales challenges 22:58 Importance of change management in AI 24:44 Focusing on AI impact measurement 28:58 Reverse mentoring for leadership growth 33:45 Importance of diverse perspectives 37:21 Embracing servant leadership and balance 39:41 Reflecting on true motivations Connect with Maria https://www.linkedin.com/in/maria-boulden-8a778b11/ 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.

May 4, 2026Episode 31024 min

#310 Sandy Yu - Is your sales team missing 50% of revenue

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 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.

April 20, 2026Episode 30837 min

#309 Lindsay Rios - Are you scaling revenue or just creating chaos?

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 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.

April 6, 2026Episode 30836 min

#308 Mirjam Martin - Operational Clarity vs. Revenue Leaks: How RevOps Drives Organizational Growth

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 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.

March 23, 2026Episode 30735 min

#307 Anna Bella - Standing Out in the Era of AI: Leadership Insights and Women in Tech

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 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.

March 9, 2026Episode 30622 min

#306 Janice B Gordon - Case Study Success: Data-Driven Hiring and High-Performing Sales Teams

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 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.

February 23, 2026Episode 30531 min

#305 Deidre Hudson - Building Customer-Centric Sales: Lessons in Alignment, Authenticity, and Leadership

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 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.

February 10, 2026Episode 30433 min

#304 Orrin Thomas - Why Introverts Outshine Extroverts in Modern Sales

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 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.