In this weeks’ Scale Your Sales Podcast episode, my guest is Jamie Gallagher.

He’s a husband, father, and terrible golfer, AVP Fortra EMEA, 25 years sales professional, operated globally and DEI Champion.

In today’s episode of Scale Your Sales podcast, Jamie discusses the importance of setting realistic goals for salespeople, coaching, employing consistent methodologies, and effectively managing deals. Jamie highlights the significance of hiring individuals who are both compatible and trainable, shares his unique approach to talent acquisition, and reflects on the impact of a supportive organizational culture. We explore the keys to success in the sales industry and gain valuable insights from Jamie's extensive experience.

Welcome to Scale Your Sales Podcast, Jamie Gallagher.

Timestamps:

00:00 How to coach your way to success and close deals like a pro

03:57 Emphasizing diversity in team recruitment and sourcing.

06:27 Wider sourcing process identifies successful sales candidates.

10:12 Evaluating sales team qualities and managing expectations.

15:09 $1,000,000 sales target with variable rewards.

18:37 Fantastic leader with supportive and intoxicating environment.

19:34 Personal success comes from delivering notable achievements.

24:54 Sales leaders learn to listen, strategize, choose wisely.

27:56 External factors impact employees and business goals.

31:45 Critical coaching includes expectation setting and engagement.

32:52 Fortress uses force management for business success.

38:49 Jordan's mom shaped his groundbreaking sports deals.

41:04 Rex Smith, an influential sales trainer, remembered fondly.

https://www.linkedin.com/in/jagallagher/

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 Hannan.

Laura is one of my go-to LinkedIn people. She's a bit of a Sales Navigator geek, she trains salespeople on LinkedIn, and she is also a founder of a 'done for you' LinkedIn marketing agency, Pitch121. They manage personal profiles for time-poor execs and help salespeople get in front of their target accounts.

In today’s episode of Scale Your Sales podcast, Laura Hannan, founder of Pitch121, discuss about LinkedIn marketing and sales strategies. Laura shares insights on leveraging Sales Navigator, utilizing peer connections, and the importance of targeted brand awareness. She also covers microsites, AI tools, and the impact of personal perspective in posts, providing valuable tips for successful sales outreach and lead generation on LinkedIn.

Welcome to Scale Your Sales Podcast, Laura Hannan.

Timestamps:

00:00 LinkedIn homepage is rarely used, sales navigator preferred.

06:18 Challenges in brand recognition and LinkedIn connections.

07:32 Strategically leveraging connections to reach target accounts.

14:10 Tailoring messaging to match target's word choices.

16:53 LinkedIn profiles lacking web links, a missed opportunity.

20:13 Engage deeply with target accounts for success.

24:12 Prioritize engaging with senior execs on LinkedIn.

28:07 Sending concise slides replaced by informative video summaries.

29:12 Service pages tailored to user language, technologies.

33:33 Appreciation for networking, its modern relevance emphasized.

https://www.linkedin.com/in/laurajhannan/

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 Bob King.

Bob King literally wrote the book on Closing for salespeople, closers, and anyone else who wants to know why they said yes on a day they were “just looking”. His book The Joy of Closing reveals the secrets to earning the customer’s business and getting them what they want.

In today’s episode of Scale Your Sales podcast, Bob embarks on a captivating journey, detailing his transition from the film industry to the world of sales. He underscores the critical role of believing in the sales process itself. Furthermore, Bob delves into the art of closing a sale, emphasizing the importance of prioritizing customer service, and building trust. He also offers valuable insights on managing sales teams, navigating the dynamics within sales organizations, and the key qualities that define a successful closer.

Welcome to Scale Your Sales Podcast, Bob King.

Timestamps:

00:00 - Unravelling the Secrets to Mastering Deal Closures

06:11 - Overcoming stigma through belief and trust building.

07:42 - Helping others succeed while finding joy.

11:35 - Believe in your value proposition, expert advice.

14:22 - Chapter on managing manager, blaming others, sales success about mindset, sales managers' role crucial.

17:30 - Job success depends on manager's support.

21:46 - New sales approach, customer engagement and closing.

24:15 - Guide for customer interactions, emphasizing intuition use.

https://www.linkedin.com/in/bob-king-7a37951/

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 Melanie Mills.

Chief Revenue Officer at Caxton Payments, the pioneering UK Fintech. Melanie has a 20-year career, growing revenues across scale-up businesses in variety of industries and prides herself on her nontraditional routes to success.

In today’s episode of Scale Your Sales podcast, Melanie shares her experiences as a woman in a male-dominated industry, her advocacy for diversity, and her passion for mentoring through the Caxton Career Collective. She discusses the importance of organizational culture, diversity in leadership, and the role of behaviours and listening skills in successful sales. Tune in for insights on recruitment processes, career transitions, and building strong sales teams from a diverse pool of talent.

Welcome to Scale Your Sales Podcast, Melanie Mills.

Timestamps:

00:00 - Diverse and Inclusive Strategies for Sales Success

05:01 - Caxton initiative empowers women in diverse industries.

09:05 - Successful partnerships are vital for business growth.

10:14 - Supporting diverse candidates through terminology and commitment.

16:06 - Awareness, confidence, and pushing forward are key.

17:43 - Recruitment process focuses on wide catchment.

20:14 - Importance of diverse team with varied behaviours.

25:02 - Constantly asking questions provides valuable insights.

26:41 - Melanie discusses her first experience in America.

https://www.linkedin.com/in/melanie-vivi-mills/

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 Kristie Jones.

Kristie Jones, author of “Selling Your Way In” and Principal of Sales Acceleration Group elevates sales companies by coaching sales leaders to hire Top Ten Percent sales candidates in addition to guiding their organization through the creation of a sales culture of accountability resulting in revenue growth.

In this podcast episode, we will focus on sales techniques, Kristie discussed the concept of identifying a salesperson's core strengths, which Kristie likened to a compass guiding their approach. This self-awareness empowers sellers to distinguish between tasks that fall within their natural talents and those that lie outside their area of expertise. The conversation then shifted to achieving top sales performance. Kristie emphasized that success is not simply about the volume of sales activity, but rather the development of specific strategies and the cultivation of daily habits that distinguish the top 10% of salespeople.

Welcome to Scale Your Sales Podcast, Kristie Jones.

Timestamps:

00:00 - Strategies for Scaling Your Sales Performance

05:22 - Understanding various sales roles and knowing yourself.

08:27 - Successful people say no more than yes, understanding ideal company profile.

09:39 - Success comes from work outside the office.

14:41 - Morning routine focused on peak performance in tennis.

17:23 - Equal treatment, deeper questions for candidate comparison.

21:11 - Advice for new and struggling salespeople.

23:31 - Sales as a profession for achieving dreams.

28:03 - Sharing financial wisdom learned at kitchen table.

https://www.linkedin.com/in/kristiekjones/

https://www.instagram.com/kristiejones.sales/

https://twitter.com/kristiekjones

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 to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Theresa Caragol.

Theresa Caragol, CEO of AchieveUnite Inc., leverages 20+ years’ global expertise in driving revenue growth, mitigating risk, and fostering strategic partnerships. Recognized for channel team leadership, she pioneers revenue expansion through acquisitions, building trust-based cultures, and fostering cross-functional ecosystems. A sought-after speaker and author, she’s committed to both professional excellence and philanthropy.

In today’s episode of Scale Your Sales podcast, Theresa shares her journey in driving revenue growth through partnerships, emphasizing the importance of mentors in her success. Discover insights from her upcoming book and learn about the key elements of successful partnerships and the impact they can have on revenue, innovation, and culture. Tune in to gain valuable knowledge on building trust-based ecosystems and fostering cross-functional partnerships in organizations.

Welcome to Scale Your Sales Podcast, Theresa Caragol.

Timestamps:

00:00 - Unleashing Incredible Growth: Harnessing the Power of Successful Partnerships

06:41 - Assess readiness, strategy, deliberate science in partnership.

08:36 - Successful organizations invest in long-term partnerships.

11:52 - Datto's story of customer-turned-partners creates success.

16:27 - Developing people, achieving goals, essential skills emphasis.

18:40 - Ron Roaner, Bob's mentor, influenced him profoundly.

21:10 - Teaching partnering and sales skills for success.

https://www.linkedin.com/in/theresacaragol/

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 Anne Pao.

Anne is 5 times Startup Operator, Heart-forward Leader, Mother, Startup Advisor and Board Member. Anne is founder/CEO of Ignite Consulting, a fractional GTM strategy and RevOps firm that partners with startups to install and scale a unified GTM foundation.

In today’s episode of Scale Your Sales podcast, Anne offers a unique perspective honed through her experience as a buyer in over 500 deals. Anne shares the types of conversations that have shaped her approach as a sales leader and Chief Revenue Officer (CRO). Delve into the importance of understanding the viewpoints of various stakeholders, both internal and external, to effectively communicate the value and return on investment of your product or service.

Welcome to Scale Your Sales Podcast, Anne Pao.

Timestamps:

00:00 - Driving Revenue Growth to Effective Sales Leadership

05:42 - Analyzed, quantified, and presented business case successfully.

06:27 - Developed ROI plan for software implementation and adoption.

10:45 - Understanding buyers and mitigating risks for success.

15:25 - Essential skills for exceptional sales performance.

16:02 - Seeking baseline competence, focus, strategy, and measurability.

19:55 - Interview process focuses on skills and alignment.

22:26 - Recruiters stress test skills and decision-making process.

27:29 - Ignite Consulting, one year old, offers go-to-market services.

29:16 - Need alignment, operating cadence, and team support.

https://www.linkedin.com/in/annepao/

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 to watch or listen.

In this weeks’ Scale Your Sales Podcast episode, my guest is Emma York.

Emma is a social media trainer, mentor, digital marketing specialist and owner of Fresh Approach Digital.

In today’s episode of Scale Your Sales podcast, Emma is telling us about social media for B2B businesses, featuring a social media expert. Exploring insightful strategies for not only building brand awareness but also leveraging personal branding across various platforms. The discussion will encompass the surprising relevance of TikTok for B2B companies, offering practical tips and reasons to establish a presence on this burgeoning platform. Get ready for a fascinating exploration of how B2B businesses can thrive in the social media landscape.

Welcome to Scale Your Sales Podcast, Emma York.

Timestamps:

00:00 - Enhancing B2B Social Media Engagement.

06:02 - LinkedIn and TikTok: Adapt your story for platforms.

08:29 - Corporate lifestyle now resembles that of entrepreneurs.

11:12 - Remote work increases productivity but faces resistance.

13:34 - Elevate personal brand on social media platforms.

18:59 - Content creators should clearly communicate their goals.

22:37 - Utilize TikTok to raise brand awareness.

26:30 - Engage actively and listen to your audience.

29:34 - Grateful for knowledge, will connect again. Thank you.

https://www.linkedin.com/in/emmayorkuk/

https://www.instagram.com/freshapproachdigital/

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 to watch or listen.