My next guest is an authentic selling crusader, helping sales founders, women business owners and sales leaders around the globe empower their people to develop high-performance resilience and unstoppable confidence. Welcome to Scale Your Sales Podcast Meshell Baker. 0:00 Develop unstoppable confidence to create sales success. 2:43 Focus on how you show up as a human rather than the process. 5:08 In order to get an outcome in sales, you need to focus on the input. 8:21 Why diversity in sales has slowed down and there is a huge disconnect in leadership. 14:15 Success in sales is an all-around mindset. Linkedin: linkedin.com/in/meshellrbaker Email: [email protected] Twitter: MeshellRBaker You can purchase Heels to deals on Amazon and wherever books are sold! https://buff.ly/3w8L1dL   Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 of 150  Women B2B Thought Leader You Should Follow in 2021 Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG

Selling is the oldest profession. People must trade to live. It touches everyone and everywhere. What would happen if, through this profession of sales, we lifted up every human with full access to equality? If we served with great dignity and unbiased humility? I want to live in a world like that. Let us all break the bias. This is my quote for International Women's Day. This is on March the 8th and break the bias describes a gender equal world. A world free of bias and stereotypes and discrimination. A world that is diverse, equitable, and inclusive. A world that difference is valued and celebrated. Today we can forge women's equality and collectively, we can all break the bias. 0:00 #BreakTheBias in Today's Sales World  2:54 The importance of campaigning for parity.  6:50 The future of sales success hinges on attracting and retaining more women into sales roles.  10:25 Customer expectations of salespeople are changing.  12:19 International Women's Day, 8th of March, and Heels To Deals Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 of 150  Women B2B Thought Leader You Should Follow in 2021 Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG

Let me introduce my guests. Heidi Solomon Orlick. She is an award-winning BPO industry veteran of over 30 years of global sales, executive leadership experience. She is VP of global sales of VXI Global Solutions. 625 million dollars, a multinational outsourcing company. She is also the founder and CEO of Girlz Who Sell. Bridgett McGowen Hawkins, founder of BMcTALKS LLC, the parent company of BMcTALKS Press. In 2016, she was inspired, after being laid off, to make it her focus to help go-getters use their voice and internal stories to impact the world. 0:00 Heels to Deals inspires female sales professionals. 4:00 Girlz Who Sell LLC is creating opportunities for women to consider sales as a viable career choice. 12:11 Why girls can not only be in sales and how they are dominating sales. 17:28 How the book talks about personal stories that have a lesson behind them. 24:28 Post-pandemic, people have started to think differently about opportunities in sales. 30:41 The book, Heels to Deals, will reignite your passion for sales. Heidi’s LinkedIn: linkedin.com/in/heidisolomon1 Bridgett’s LinkedIn: linkedin.com/in/bmcgowen Twitter: 1BMcTALKS Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 of 150 Women B2B Thought Leader You Should Follow in 2021 Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG

In this episode, my guest, my honored guest, is John Smibert. He has invested 38 years as a successful sales leader in 4 large I.T corperations. Since 2004, he has assisted B2B selling organisations to transform the way they sell. He's passionate about enhancing professionalism in sales. Welcome to Scale Your Sales Podcast, John Smibert. 0:00 Focus your buying journey on the process, not the product. 5:52 Edvance is a methodology designed to create value for customers, not sell a product. 9:37 The perception of value is in the eyes of the customer. 11:07 Business is won or lost on customer engagement and experience. 12:20 The pandemic has accelerated the use of sales technology. 16:03 Develop a customer first mindset, helping them to achieve the outcomes. 16:58 Why you need a process that supports a buying journey. 22:45 Focus on addressing your client’s problems and issues first rather than selling your product. LinkedIn: linkedin.com/in/smibert Website: salesleaderforums.com Twitter: johnsmibert Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 of 150 Women B2B Thought Leader You Should Follow in 2021. Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG

My next guest is a digital sales transformation expert and is often described as the bridge between application, technology and the sales team. With the length of the sales stack in the thousands of applications, he is in demand. Welcome to Scale Your Sales Podcast, Alexander Low. 0:00 Transform your CRM system to maximize success. 2:40 Salespeople must open their minds to different ways of selling. 4:02 Why adoption is the biggest challenge for CRM system success. 6:48 We scratch the surface of the capability of technology platforms. 13:14 The sales tech stack is following what the martech stack did in the last 10 years. 18:26 Why reward the seller for creating long-term customer value. 25:08 Understand what you want the customer to achieve and work backwards. LinkedIn: linkedin.com/in/alexanderlow Website: paconsulting.com Website: linktr.ee/alexanderlow Twitter: alexander_low Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 of 150  Women B2B Thought Leader You Should Follow in 2021 Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG

My next guest is CEO of Experience Investigators, a certified customer experience professional, a LinkedIn learning instructor, and a TedX speaker. Hello and welcome to Scale Your Sales podcast, Jeannie Walters. 0:00 How to create an excellent buyer experience. 1:56 How to create fewer ruined days for customers. 5:18 The easiest sale to make are the ones we believe in. 10:00 You must understand emotional nuances to get customers. 12:34 Why understanding our customers and their journey is critical. 16:11 How different generations have different communication preferences. 19:16 Why we need to check in with our customers to figure out what they really need. 21:28 Ways to provide more diversity in the workplace 26:50 Customer journey mapping is a powerful tool for scaling sales. LinkedIn: linkedin.com/in/jeanniewalters  Website: experienceinvestigators.com  Twitter: jeanniecw  Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 of 150  Women B2B Thought Leader You Should Follow in 2021 Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG

My next guest is Managing Director of Executive Sales Coaching Australia and is Australia's leading authority in selling to C-Level. Listed in Top Sales World as the top 50 keynote speakers in 2020. Welcome to Scale Your Sales podcast, Steve Hall. 0:00 Rework the Sales System to Make Sales Simpler and More Effective.  2:19 How the great resignation is affecting all professions around the world.  6:38 How sales technology can be misused.  8:39 Start the process with the end in mind.  10:47 Why marketing personas are a step in the right direction.  14:51 How to stand out when talking to people in the C-Suite.  17:30 Outsource research to someone who is good at it.  20:41 What is the best way to get in touch with the right people in a company?  25:46 The more diversity you have, the better.  linkedin.com/in/stevehallsydney executivesalescoaching.com.au stevehallsydney Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 of 150  Women B2B Thought Leader You Should Follow in 2021 Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG

My next guest is a customer growth strategist. He also calls himself a ruckus maker and a customer advocate. He helps organizations eliminate customer challenges, and creates market-beating customer results, predictably, at scale, in any environment. Welcome to Scale Your Sales podcast, Jermaine Edwards. 0:00 Consume Information Effectively to Provide Insight and Enhance the Value Service.  4:51 A platform is designed to connect other platforms and quickly create customer reports.  6:42 Transparency is key to developing the customer and buyer relationship.   8:30 The number one KPI to demonstrate on reports is the Impact Quotient looking at 7 areas of specific impact.  12:51 Clients demand a higher expectation of value and impact.  15:28 Key accounts is now a strategy rather than just a function.  22:06 If we just opened up and asked, where else can we get the best possible talent? We will be surprised by the diverse outcomes.  Jermaineedwards.com linkedin.com/in/jermaineedwards jsaedwards Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 of 150  Women B2B Thought Leader You Should Follow in 2021 Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG

My next guest is a partner of the PDA group. Founder of the DAC chapter of women in sales enablement, and a board member of trust enablement. She brings her executive coaching skills to the world of enablement to bring sales and marketing closer together so creating a fantastic customer experience, driving business growth. Welcome to Scale Your Sales podcast, Britta Lorenz. 0:00 Support the Customer's Needs to Co-Create and Innovate.  1:52 Enable sales performance through design thinking methodology.  4:06 Make sales more effective and efficient by putting on a customer-first mindset.  8:41 Don't apply methods on the customer, always go with and together.  11:25 The first step to customer relationships is to be curious and listen.  15:03 Coaching questioning techniques help uncover unique potential.  20:45 It’s better to release a finished product rather than a perfect one.  21:40 Why communication between all departments is key for excellent sales enablement.  https://www.linkedin.com/in/brittalorenz/ [email protected] pdagroup.net Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 of 150  Women B2B Thought Leader You Should Follow in 2021 Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG

My next guest has a long history in B2B sales. He lectures at University of Buckingham on Strategy and Proposition Development, and is a board member for 2 SaaS companies. He is CEO of Anthrolytics, a company that combines data and behavioural science to predict what customer will do next and why. Welcome to Scale Your Sales Podcast, Jonathan Hawkins. 0:00 Interpret data to predict behaviors and empathize with buyers.  1:47 Anthrolitics is about predicting what a customer is going to do and why.  4:51 How we identify the moments that matter to the customer and link their emotions to what matters.   10:13 The alignment between B2B customer experience and sales/customer success.  14:23 Quarterly targets drives bad behaviors in sales teams and also teaches your customers a way of operating.   18:25 Why you should be picking up the phone more.  20:44 Why you need to look at the insights that each individual needs at different levels of the organization.  26:15 Why diversity of thinking and background is absolutely critical.  linkedin.com/in/jonathan-anthrolytics [email protected]  Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 of 150  Women B2B Thought Leader You Should Follow in 2021 Janice helps companies around the world to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com LinkedIn: https://www.linkedin.com/in/janice-b-gordon Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: http://scaleyoursales-podcast.co.uk/ More on the blog https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSalesJBG