Show notes
Most sales teams are still relying on outdated playbooks, even as buyer risk aversion quietly derails revenue targets.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 What you'll learn: a) Why risk aversion is now the biggest obstacle facing both buyers and sellers b) How outdated sales training is widening the gap between buyer expectations and sales results c) The real impact of bolting AI onto weak sales fundamentals Today, Janice B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.
