Most CROs are preparing themselves for obsolescence by relying on fixed playbooks in a market that changes every three months. In this episode, Janice B Gordon and Justin Shriber explore why agile, signal-driven sales leadership is replacing rigid execution. Janice B Gordon and Justin Shriber unpack how AI, complete revenue context, and frontline signals can help leaders understand not only what is happening, but why. They also examine how to turn strategy into daily behaviors, move beyond short-term thinking, and build a sales organization that adapts as quickly as the market. What you'll learn: a) Why the traditional CRO model is becoming obsolete b) How sales leaders can replace fixed playbooks with agile frameworks c) Why AI needs complete revenue context to produce useful insights Today, Janice B Gordon is joined by Justin Shriber, co-founder and CEO of an AI-native revenue platform trusted by companies including Cloudflare and Minstrel. He began his career at McKinsey before leading large-scale enterprise sales organizations at Oracle.   Timestamps: 03:21 Adapting Sales Leadership Styles 07:47 AI needs context to analyse data 12:41 Working with sceptical CFOs 14:07 Analysing lost deals and competition 17:58 Enhancing Sales Reps' Performance 20:49 Identifying and addressing competition 24:39 Focusing on quarterly performance goals 27:11 Adapting to Market Trends   Connect with Justin Shriber LinkedIn: https://www.linkedin.com/in/justinshriber/   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.

Most CEOs think their sales problems are tactical but they're leadership challenges hiding in plain sight.   What you'll learn: a) Why most "closed won" deals aren't truly wins and how this tanks customer retention b) The surprising reason 61% of buyers now prefer a rep-free experience c) How outdated funnel thinking sabotages account growth in today's looping buyer journeys   Today, Janice B Gordon, the Customer Growth Expert, explains why sales underperformance is a leadership issue and how visionary CEOs can fix it to deliver predictable, scalable growth. She reveals the real reasons deal stall, buyers disconnect, and revenue growth flatlines in modern B2B sales.   Timestamps: 00:00 Uncomfortable truths about sales 2026 04:12 Message for CEOs and Founders 08:55 Rethinking the sales process 11:29 Improving sales approach strategy 13:16 Quarterly focus over long-term growth 17:26 Addressing structural issues in sales 20:58 Evaluating Leadership Capabilities 23:34 Addressing Leadership and Capability Gaps 27:34 Sales issues and leadership discussion   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.

Most deals aren't lost at the end they're lost in the moment you miss what buyers really need. In this conversation, Janice B Gordon sits down with Cheryl Parks, a revenue growth advisor and fractional CRO, to reveal how leaders can eliminate revenue leaks, build buyer confidence, and layer authenticity into go-to-market strategy. What you'll learn: a) Why "inspect what you expect" is the essential motto for sales-focused CEOs b) How to spot and recover deals that stall in real time c) Practical ways to strengthen buyer confidence and clarify ROI Today, Janice B Gordon is joined by Cheryl Parks, a fractional CRO with 25 years of enterprise B2B sales experience and over $25 million in closed revenue, known for pinpointing team misalignment and restoring sales momentum. Timestamps: 05:15 Converting inbound leads to meetings 07:52 Understanding and meeting buyer expectations 11:19 Understanding branding and market perception 17:12 Using social media platforms effectively 19:33 Building an Online Presence 21:21 Staying focused in meetings 25:11 Respect for the sales role   Connect with Cheryl Parks LinkedIn: https://www.linkedin.com/in/ai-value-advisor/   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.

Hiring more sales heads won't fix your revenue problems and it might be your most expensive mistake. In this episode, you'll hear why building the right sales system first is key to scaling sustainably. Janice B Gordon sits down with Jacek Dukat, unpacking why the traditional sales leadership playbook is broken and what works now. What you'll learn: a) Why evidence-based, risk-shared commercial execution outperforms traditional hiring b) The steps to build, test, and validate outbound sales models before scaling c) How to win complex enterprise deals cold, even against bigger competitors Jacek Dukat is a fractional sales director and new business specialist with over 25 years' experience scaling B2B tech revenue across European markets, winning over €80 million in complex enterprise IT engagements, all without warm introductions or inherited relationships. Timestamps: 05:09 Hiring challenges in scaling businesses 10:12 Customer experience and market testing 11:57 Interim sales director role dynamics 16:28 Working as a contractor 19:33 Discussing broken sales systems 24:03 Challenges in improving conversion rates 25:24 Measuring client engagement and sales 28:45 Understanding the client business environment 33:58 Starting a proof of concept 35:39 Winning a deal with a client Connect with Jacek Dukat LinkedIn: https://www.linkedin.com/in/jacekdukat/   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.

Too many global strategies are written for boardrooms, not the markets they're meant to serve and it's a mistake that's costing companies real growth. Janice B Gordon dives deep with Jane Egerton-Idehen on the high price of ignoring local nuance in international sales. Together, they unpack how adaptive strategies and authentic stakeholder engagement are defining the next generation of winning CEOs. What you'll learn: a) Why treating Africa as a single market sabotages growth b) The business case for local presence and on-the-ground leadership c) How listening to the market reveals new revenue opportunities Jane Egerton-Idehen is the MD and CEO of Nigeria Communications Satellite Limited, an experienced tech executive and author, who has led commercial growth for over 15 years across Africa's telecom sector. She's held senior leadership roles at Meta, Ericsson, Avani Communications, Nokia, and Siemens, and is the author of Be Fearless.   Timestamps: 05:39 Localizing products for diverse markets 07:45 Understanding B2B and client relationships 10:49 Understanding Local Market Needs 15:48 Understanding Market Needs 19:09 Adapting to Market Disruptions 22:38 Finding opportunity in a crisis 23:49 Building Trust with Stakeholders 32:11 Listening to client needs 35:14 Evaluating and aligning team competencies 37:20 Challenges of Pivoting in Business   Connect with Jane Egerton-Idehen LinkedIn: https://www.linkedin.com/in/jane-egerton-idehen-6716a39/   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.

Most sales teams are still relying on outdated playbooks, even as buyer risk aversion quietly derails revenue targets. In this episode, the conversation focused on why the "sales recession" is dismantling commercial teams and how leaders can adapt with strategies truly ready for the future. What you'll learn: a) Why risk aversion is now the biggest obstacle facing both buyers and sellers b) How outdated sales training is widening the gap between buyer expectations and sales results c) The real impact of bolting AI onto weak sales fundamentals Today, Janice B Gordon is joined by a globally recognized sales strategist and executive coach who rebuilds trust-based consultative selling for the realities of today's sales environment and authored The Accidental Business Nomad and Sales Punk, Kyle Hegarty.   Timestamps: 00:00 Sales recession challenges and solutions 04:32 Importance of consultative selling 10:18 Implementing pilot programs in teams 12:47 Navigating complex sales cycles 15:36 Managing Internal and Buyer Relationships 19:49 Challenges in B2B sales cycles 21:06 Partnering and speaking client languages 26:01 AI's impact on sales teams   Connect with Kyle Hegarty https://www.linkedin.com/in/slapdragons/ 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.

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.

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.

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.

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.