Scale Your Sales Podcast

In this weeks’ Scale Your Sales Podcast episode, my guest is Kelly Hippler.

Kelley is a seasoned Chief Revenue Officer who served global CSO at Forrester Research and is currently CRO at Briefly Legal. She specializes in driving sustainable revenue growth and transforming organizations. She is a strategic, data-driven, people-first leader committed to achieving challenging goals through thoughtful planning, relentless execution, and clear communication.

In today’s episode of Scale Your Sales podcast, Kelley shares how prioritizing employee well-being and development fosters trust, loyalty, and stronger customer relationships. She underscores the importance of understanding team dynamics and customer experience before shaping strategy, and how often-overlooked practices—such as coaching front-line managers and gathering qualitative feedback—can drive lasting success. Janice and Kelley also challenge the “growth at all costs” mindset, exploring how data and AI can empower productivity when applied thoughtfully.

Welcome to Scale Your Sales Podcast, Kelly Hippler.

Timestamps:

00:00 People-Centric Sales Leadership

03:07 Sales Leaders Face Tenure Pressure

09:14 Sales Strategy: Data-Driven Planning

11:26 Boosting Sales Productivity with Strategic Planning

14:06 Importance of Training Sales Managers

16:58 Revamping Sales Promotion Culture

21:07 AI: Enhancing, Not Replacing, Teams

23:30 AI: Enabler, Not Threat

29:40 Employee Feedback Fuels Sustainable Growth

30:57 Inspiring Leadership at Forrester

https://www.linkedin.com/in/kelley-hippler/

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.

🎉 Welcome to a special anniversary edition of the Scale Your Sales Podcast! 🎙️

I’m Janice B. Gordon, your Customer Growth Expert, and today we’re celebrating 6 years of thought-provoking conversations, powerful lessons, and amplifying underrepresented voices in sales. ✨

Since 2019, our mission has been to create visibility for diverse leaders—especially women and people of color—while sharing strategies that drive real, sustainable B2B growth. 🌍

In this episode, I reflect on our journey, revisit standout guest moments, and explore the future of the podcast. 💡

👉 Now, I’d love to hear from YOU:
💬 Which episode has been the most brilliant or impactful for you?
🤔 Should I continue this journey, or is it time to shift the podcast into something new?

Your feedback will help shape what’s next. 🚀 So drop a comment, share this episode, and let’s continue scaling your sales—together!

Timestamps:

00:00 Scaling Sales with Leadership Excellence

05:42 Revenue Growth and Strategy Insights

09:19 Rethinking Sales Culture

13:37 Podcast Future: Continue or Evolve?

14:44 Podcast Direction: Seeking Your Input

18:31 Scale Your Sales Podcast Access

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 Nwamaka Udenigwe.

Nwamaka Udenigwe is a Commercial Strategist and Sales Architect helping organizations lead grassroots-to-scale sales transformation. I build sustainable revenue systems, optimize sales structures, and design go-to-market strategies that deliver results. I don’t just create strategy — I help implement what it takes to grow.

In today’s episode of Scale Your Sales podcast, Nwamaka examines how customer-led and community-driven models give sales organizations a competitive edge by embedding the customer’s voice into processes, strengthening trust, and enabling scale. Nwamaka shares insights from leading sales across Sub-Saharan Africa, alongside the growing role of AI in personalization, decision-making, and adaptability.

Welcome to Scale Your Sales Podcast, Nwamaka Udenigwe.

Timestamps:

00:00 AI's Impact on Sales Dynamics

04:04 Strengthening Communities Through Digital Platforms

08:57 Balancing Customer Experience and Platform Goals

11:37 Turning Customers into Advocates

14:29 Building Diverse Community Ecosystems

19:53 AI Revolutionizing Sales Industry

22:10 AI Enhancing Customer Experience Insights

25:40 Africa's Rapid AI Adoption

28:47 Enhancing Sales Through Training Tools

32:12 Share Your iTunes Review

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

https://x.com/udenigwenwamaka?s=21

https://www.instagram.com/nwamakaudenigwe

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 Nwamaka Udenigwe.

I am Nwamaka Udenigwe, a Commercial Strategist and Sales Architect helping organizations lead grassroots-to-scale sales transformation. I build sustainable revenue systems, optimize sales structures, and design go-to-market strategies that deliver results. I don’t just create strategy — I help implement what it takes to grow.

In today’s episode of Scale Your Sales podcast, Nwamaka shares her journey from selling bead jewelry and cakes to building a successful sales career across insurance, pharmaceuticals, and direct selling in Nigeria and sub-Saharan Africa. She discusses blending Nordic operational systems with Nigeria’s entrepreneurial energy to empower women through digital D2C models. Nwamaka outlines how AI chatbots and innovative onboarding systems are transforming engagement and solving major sales challenges, while emphasizing the power of community, trust, and personal development. This insightful conversation with Janice highlights practical strategies for scalable success and the vital role of intentional systems in driving growth.

Welcome to Scale Your Sales Podcast, Nwamaka Udenigwe.

Timestamps:

00:00 Microbiologist's Journey into Sales

05:53 Career Journey in Sales Leadership

08:34 Nordic Approach in Nigerian Entrepreneurship

13:33 Empowering Women Through Community Building

15:15 Transformative Community-Led Growth

20:45 Empowering Women for Wider Impact

22:56 AI Chatbots Revolutionize Bar Communication

24:50 Streamlined Self-Paced Onboarding Process

27:56 90-Day Onboarding Success Framework

32:54 Essential Structures for Success

35:01 Sales Assessment and Roadmap Creation

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

https://x.com/udenigwenwamaka?s=21

https://www.instagram.com/nwamakaudenigwe

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 Monica Stewart.

Monica is a transformational GTM Consultant with 15+ years of experience, empowers B2B startup founders to achieve sustainable success on the journey from $1-$10M ARR.

In today’s episode of Scale Your Sales podcast, Monica shares valuable insights on why the jump from $1M to $10M in annual recurring revenue is more challenging than many anticipate. She outlines the critical stages of growth, the risks of scaling too soon, and the importance of staying focused on proven strategies. Monica also emphasizes the need for strong alignment between product, marketing, and sales, while offering practical advice on benchmarking, system scalability, and making the right hiring decisions—particularly when considering candidates from larger organizations.

Welcome to Scale Your Sales Podcast, Monica Stewart.

Timestamps:

00:00 Startup Growth Challenges

05:20 Understanding Go-to-Market Strategy Components

07:22 Optimizing Sales Funnel Efficiency

09:33 Optimizing Team Performance & Growth

15:23 Adaptive Startup Development Strategy

18:34 Adapting Strategies for Modern Success

22:32 Prioritize Customer Success for Growth

23:54 Optimizing Customer Retention Cycle

26:57 Prioritize Buyer Experience

32:25 Crucial: Benchmark Job Requirements

https://www.linkedin.com/in/monica-stewart/

https://www.instagram.com/monicastewartsales/

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 Leeron Yahalomi.

Previously, she was a Head of Customer Success at Regie.ai. LeeRon Yahalomi is a GTM leader passionate about blending AI innovation with human insight. With deep experience in building teams and scaling post-sale operations, she’s known for turning customer value into business growth.

In today’s episode of Scale Your Sales podcast, Janice speaks with Leeron, they explore how AI is transforming post-sales operations, why customer success must evolve into a revenue-driving function, and how leaders can build trust, inclusion, and data-driven strategies in today’s hybrid world. Leeron also shares why curiosity, authenticity, and asking the right questions are key to leading high-performing, empowered teams.

Welcome to Scale Your Sales Podcast, Leeron Yahalomi.

Timestamps:

00:00 Embracing AI: The Next Wave

06:09 AI Call Notes for Workforce Efficiency

08:01 Reframing Work: Start Where They Are

12:25 Strategic Planning and Resource Request

14:56 Sales as Discovery Art

17:25 Customer Success Drives Future Sales

22:07 Customer Engagement Defines Company Perception

23:32 Data-Driven Customer Insight Process

27:22 Empowered Women's Presence

https://www.linkedin.com/in/leeron-yahalomi-1b066819/

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 Leore Spira.

Leore Spira is a Revenue Operations executive and advisor, and GTM strategy leader with over 15 years of experience in B2B SaaS. She specializes in scaling startups, aligning cross-functional teams, and transforming insights into execution. Known for her strategic vision, operational rigor, and data-driven leadership across marketing, sales, and customer success.

In today’s episode of Scale Your Sales podcast, Leore emphasizes the importance of aligning people, processes, and technology, and shares why understanding both the business ecosystem and internal stakeholders is key to sustainable growth. They also discuss the evolving role of AI, the value of empathy and transparency, and how to balance automation with a human-first approach to customer relationships.

Welcome to Scale Your Sales Podcast, Leore Spira.

Timestamps:

00:00 Adapting Business Practices for Growth

07:09 Proactive Pre-sale and Marketing Strategy

10:09 Collaborative Pipeline Focus

13:56 AI for Streamlining Dashboards

17:24 Enhancing Team Support with AI

21:00 AI: Efficiency Over Expansion

26:19 Customer Journey and Success Focus

28:35 Mutual Evaluation in Sales Strategy

33:00 Leadership's Role in Organizational Impact

34:58 Data-Driven Survival Strategies

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

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 Nick Buxton.

Nick has a background in engineering, 2x CRO, and 5x VP of Sales. Over the past 20 years I've worked my way up from individual contributor at seed, Series A- C, privately held, FTSE and NYSE listed tech companies. He is now helping tech companies deliver revenue transformation projects with a range of partners.

In today’s episode of Scale Your Sales podcast, Nick shares his value-led growth approach and why breaking down silos between sales, marketing, and customer success is key to building customer-centric organizations. He and Janice explore the difference between solving user problems vs. business needs, the impact on go-to-market strategy, and the evolving role of CROs as AI and sales enablement continue to reshape the future of sales.

Welcome to Scale Your Sales Podcast, Nick Buxton.

Timestamps:

00:00 Product-Led Growth Challenges Explained

05:51 Embrace Product-Led Growth Strategy

07:09 Customer-Led Growth Insights

13:29 Sales Competency Deficit Analysis

14:41 Challenges in Building Sales Relationships

20:13 Improving Sales Leadership Competencies

22:08 Sales Enablement and CROs Alignment

25:20 Understanding Product Value Basics

28:31 Silent Quitting: Mutual Interview Necessity

https://www.linkedin.com/in/nick-buxton/

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 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.