Scale Your Sales Podcast

In this weeks’ Scale Your Sales Podcast episode, my guest is Laura Erdem.

Laura is a sales manager with a flavour for marketing. Joined a Dreamdata startup almost 5 years ago after a long sales career in Enterprise companies like Gartner and Red Hat. Recently moved with the family from Copenhagen to New York to continue the Dreamdata company growth in the US.

In today’s episode of Scale Your Sales podcast, Laura shares how data-driven strategies and precise audience tracking can bridge the persistent gap between sales and marketing. She explore the modern B2B buying journey, where buyers often engage with marketing content long before speaking to sales. Laura explains how DreamData helps revenue teams track every touchpoint, optimize spend, and measure pipeline impact. Discussing the evolving profile of today’s successful salesperson, the enduring power of content, and how aligned teams drive sustainable growth—even in tough markets.

Welcome to Scale Your Sales Podcast, Laura Erdem.

Timestamps:

00:00 Building Measurable Sales Impact

05:10 Effective Social Selling Strategies

08:21 Challenge: Effective Marketing Tracking

09:52 Optimizing Marketing and Sales Alignment

14:44 Marketing Strategy: Data vs. Gut Feeling

17:21 Prospect Questions Drive Content Creation

21:09 Optimizing Sales Metrics Effectively

25:16 Rethinking Sales: Seniority & Diversity

27:01 Introverts Succeed in Sales

29:39 Data-Driven Recruitment Strategy

33:12 Prioritize Quality Content

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

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 Mason Cosby.

Serving as the marketing leader at numerous boutique and bootstrapped businesses, Mason saw firsthand the power of trading a shiny ABM program with all the fancy tech tools for a scrappy account-based program that instead sourced over $15M in the past 3 years, driving a 20x ROI. Now, he leads a team of fellow Scrappy ABM experts who specialize in low-budget plays and programs that drive high impact.

In today’s episode of Scale Your Sales podcast, we explore what truly drives success in Account-Based Marketing (ABM). Mason Cosby shares why identifying potential points of failure is the smartest way to set your ABM program up for success. We discuss the importance of sales and marketing alignment, examine common sources of tension, and highlight where real breakthroughs happen. Mason also offers practical, proven ABM tactics you can implement immediately—no big budgets or complex tech stacks required.

Welcome to Scale Your Sales Podcast, Mason Cosby.

Timestamps:

00:00 Successful ABM Strategies with Mason Cosby

06:00 Balancing Strategy and Inclusivity

07:04 Optimizing ABM for High-Value Clients

11:11 Refining Dynamic Target Account Lists

14:48 Sales vs Marketing Communication Channels

19:18 Misaligned Incentives Fuel Sales-Marketing Conflict

20:42 Aligning Marketing with Revenue Goals

26:24 Leveraging Email Bounces for Reengagement

28:08 Relationship Mapping Insights

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

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 Hayal Koc.

Hayal is a Regional Vice President at Salesforce, the world’s leading digital labor and CRM platform. She recently relocated to London, where she led a team of top sales professionals partnering with companies across all industries in the UK and Ireland. Prior to Salesforce, I co-founded and led sales and business development at a HR-tech startup based in Istanbul, Turkey and I began my career in investment banking and consulting, working at top global firms JP Morgan, EY and PwC.

In today’s episode of Scale Your Sales podcast, Hayal explores the mindset needed to navigate constant change, focusing on curiosity, resilience, and detachment from fixed outcomes. She shares lessons from her multicultural background, her journey in building trust and confidence as a leader, and offers practical strategies for coaching teams by empowering individuals. This conversation provides valuable insights for those stepping into new roles, leading diverse teams, or aiming to make a meaningful organizational impact.

Welcome to Scale Your Sales Podcast, Hayal Koc.

Timestamps:

00:00 Embracing Change, Curiosity, and Resilience in Sales Leadership

04:16 Career Growth Through Curiosity

07:28 Proactive Career Planning

12:35 Approach New Roles with Fresh Perspective

15:12 Preparing for Success through Understanding

20:47 First Female Leader Experience

23:56 Personalized Team Management Conversations

27:46 Embrace Curiosity and Technology

29:55 Integrity and Impact Focus

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

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 Leslie Douglas.

Leslie Douglas is an award-winning sales coach dedicated to helping sales professionals align with their purpose and maximize productivity for high-impact results. With over 15 years of sales experience and a decade in coaching, she empowers individuals and teams to drive pipeline while staying authentic to their unique voice. A LinkedIn Top Sales Voice, and host of the popular Sell Better Daily Sales Show, Leslie speaks globally, inspiring sales professionals to sell with confidence, clarity, and purpose.

In today’s episode of Scale Your Sales podcast, Leslie explores the evolving dynamics of high-performing revenue teams, emphasizing that despite advancements in AI and technology, it’s people and effective coaching that drive success. She discusses the shift from deal-centric to people-focused coaching, the importance of personalized motivation, and the need to support both sellers and leadership. The conversation also highlights the role of diversity, community, and changing generational values in shaping a resilient and inclusive sales culture.

Welcome to Scale Your Sales Podcast, Leslie Douglas.

Timestamps:

00:00 Prioritizing People in Revenue Teams

05:28 Emerging Trends in Sales Kick-offs

07:27 Data-Driven Leadership Insights

12:23 Individual Motivation Beyond Money

14:41 Shattering Glass Ceilings Together

18:17 Shifting Career Aspirations and Values

21:26 Generational Shift in Risk Tolerance

24:28 Experiencing Global Traditions Journey

27:54 Curiosity: Key Sales Tool

31:14 Finding a Safe Community Transformed Me

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

https://www.instagram.com/itslesliedouglas/

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 Jacques Sciammas.

Large company CFO (Charles Schwab, McGraw-Hill) who chaired the Capital Committee responsible for the decisions on strategic and large investments. He shares his real-life experience to help sales teams better understand the Executive Buyer’s perspective, to help them win deals with the C-suite and develop strong relationships.

In today’s episode of Scale Your Sales podcast, Jacques shares insights into the evolving dynamics of the C-suite and how sales teams can build meaningful relationships with top executives. He explores the growing importance of empathy, communication, and strategic alignment in high-level sales conversations, offering valuable guidance for sales professionals and leaders aiming to elevate their boardroom impact.

Welcome to Scale Your Sales Podcast, Jacques Sciammas.

Timestamps:

00:00 CFO Leads Capital Investment Committee

05:16 Evolving C-Suite Dynamics and Decisions

08:34 Expanded C-Suite Roles

11:35 Evolving KPIs: Beyond Profitability

15:01 Empathy Key to Sales Success

18:45 Corporate-Political Balance and Responsibility

23:26 Efficient Meetings and Value Focus

26:23 C-Suite Misalignment in Sales Meetings

27:42 Sales Success: Beyond Basic Preparation

https://www.linkedin.com/in/jacques-sciammas/

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 Manoj Ramnani.

Manoj is the Founder and CEO of SalesIntel, a company committed to providing the highest quality B2B contact data on the market. SalesIntel’s research team hand-verifies every contact to ensure 95% accuracy on data. As the CEO, Manoj drives the strategic vision of SalesIntel, establishes and fosters key partnerships, and is building out the executive team that will make SalesIntel the leader of the data sector.

In today’s episode of Scale Your Sales podcast, Manoj brings extensive expertise in B2B data and entrepreneurship, with experience in both bootstrapped and venture-backed ventures. In this episode, he shares insights on selecting the right financial path for startups, optimizing the tech stack, and navigating evolving go-to-market strategies. Manoj also explores the shifting role of sales teams in response to economic and technological changes, highlighting how Sales Intel leverages human-verified data and AI to drive accurate pipeline generation.

Welcome to Scale Your Sales Podcast, Manoj Ramnani.

Timestamps:

00:00 Bootstrapping vs. VC Insights

04:08 Startup Challenges and Lessons Learned

08:22 Strategic Fundraising and Sales Optimization

11:19 Consolidation of Tech Platforms

16:14 GTM Product Innovation Challenges

17:06 Empowering Buyers, Shifting Sales Strategy

20:23 Innovative Products Need Customer Feedback

24:36 Prioritizing Quality in Data Service

28:11 Optimizing Go-To-Market Strategy

30:16 From Engineering to Sales Intel

34:10 Focus on Events, Community, Partnerships

36:29 Empowering High-Performance Teams

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

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 Jan Young.

Jan Young is the founder of JanYoungCX consultancy & coaching, StepUpXchange CS executive courses with private community & CxXchange community for CS professionals. She is an award-winning CS leader of 2 successfully exited startups. She brings her cross-disciplinary approach to SaaS B2B tech and Customer Led Growth. Jan is on a mission to transform CS Leaders into Business Leaders and align GTM teams.

In today’s episode of Scale Your Sales podcast, Jan shares expertise in transforming customer success leadership and aligning go-to-market strategies for business growth. This discussion covers the critical role of CS leaders in market alignment, the impact of data integration and AI on revenue operations, and the importance of breaking down organizational silos. Jan provides insights on driving profitability in customer interactions and creating a seamless customer journey.

Welcome to Scale Your Sales Podcast, Jan Young.

Timestamps:

00:00 Aligning GTM for Customer Experience

05:16 Balancing Customer Value and Profitability

09:34 Fostering Success Through Collaboration

13:42 Shifting to Profitable, Efficient Growth

15:03 Rethinking Customer Engagement Strategies

18:42 Optimizing Customer Success Milestones

22:47 Earning Trust in Sales Delivery

26:51 Sales vs. Customer Success Gender Dynamics

28:52 CS Careers Foster Customer Relationships

31:27 Embracing AI for Business Efficiency

35:07 Adapting to Industry Transformation

38:00 Community and Courage

https://www.linkedin.com/in/jan-young-cx/

https://x.com/janyoungcx

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 Elizabeth Blass.

I am a two-time Chief Customer Officer with over 15 years of global leadership experience in technology. I specialize in building and scaling high-performing customer-facing teams, aligning cross-functional initiatives, and driving revenue growth through customer success. I’m a passionate advocate for diversity, actively coaching and mentoring women in tech.

In today’s episode of Scale Your Sales podcast, Elizabeth explores the evolving role of customer success as a key revenue driver. Elizabeth shares insights on breaking down silos, ensuring cross-functional alignment, and maintaining momentum year-round. The discussion highlights the impact of customer centricity on sustainable growth and the role of change management in driving success.

Welcome to Scale Your Sales Podcast, Elizabeth Blass.

Timestamps:

00:00 Scale Your Sales: Customer Success

05:48 Biweekly Check-In Meetings Benefits

07:19 Importance of Visibility in Revenue Operations

12:13 Customer-Centric Growth Strategies

14:02 Evaluating Product Value Perception

19:05 Understanding Customer Usage Trends

21:17 Customer Success Drives Revenue Growth

24:51 Aligning Success Metrics

28:29 Master Your Numbers

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

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 Ejieme Eromosele.

I’m a customer-led growth expert passionate about driving retention, expansion, and customer advocacy. I’m also the Founder of Success in Black, where I champion DEIB in Customer Success. With experience at Accenture, PwC, and The New York Times, I’ve built on delivering exceptional customer outcomes and business value.

In today’s episode of Scale Your Sales podcast, Ejieme explores customer-led growth as a key driver of sustainable revenue expansion, emphasizing the alignment of sales, marketing, and customer success for exponential impact. She introduces the concept of assumptive advocacy and the role of data in driving transformative customer insights. Committed to diversity, equity, and inclusion, Ejieme shares her journey in founding Success in Black, a community supporting Black professionals in customer success.

Welcome to Scale Your Sales Podcast, Ejieme Eromosele.

Timestamps:

00:00 Elevating Sales with Customer Led Growth and Community Insights

06:22 Leading EMEA Growth

09:57 Align Leadership for Customer Growth

11:42 Aligning Customer Goals with AI Tools

15:11 Seeding Future Customer Advocacy

20:37 Leveraging Data for Customer Solutions

21:35 Becoming a Trusted Customer Advisor

24:43 Compelling Vision and Customer Focus

30:19 Human-First Approach in Business

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

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.