#312 Steve Gielda - Why Your Sales Pipeline Isn't as Healthy as You Think

#314 Kyle Hegarty - Why AI is Accelerating Sales Failure for Most Companies

Most sales teams are still relying on outdated playbooks, even as buyer risk aversion quietly derails revenue targets.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 What you'll learn: a) Why risk aversion is now the biggest obstacle facing both buyers and sellers b) How outdated sales training is widening the gap between buyer expectations and sales results c) The real impact of bolting AI onto weak sales fundamentals Today, Janice B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/ [https://www.linkedin.com/in/slapdragons/] Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com [https://janicebgordon.com] LinkedIn: https://www.linkedin.com/janice-b-gordon/ [https://www.linkedin.com/janice-b-gordon/] Instagram: https://www.instagram.com/janicebgordon [https://www.instagram.com/janicebgordon] Scale Your Sales Podcast: https://scaleyoursales.co.uk/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.

#313 Erica Baird - Why Siloed Thinking is Ruining Your Company's Profit

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 [https://janicebgordon.com] LinkedIn: https://www.linkedin.com/janice-b-gordon/ [https://www.linkedin.com/janice-b-gordon/] Instagram: https://www.instagram.com/janicebgordon [https://www.instagram.com/janicebgordon] Scale Your Sales Podcast: https://scaleyoursales.co.uk/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.

#312 Steve Gielda - Why Your Sales Pipeline Isn't as Healthy as You Think

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/ [https://www.linkedin.com/in/sgielda/] Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com [https://janicebgordon.com] LinkedIn: https://www.linkedin.com/janice-b-gordon/ [https://www.linkedin.com/janice-b-gordon/] Instagram: https://www.instagram.com/janicebgordon [https://www.instagram.com/janicebgordon] Scale Your Sales Podcast: https://scaleyoursales.co.uk/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.

#311 Maria Boulden - Why Most Go-To-Market Strategies Crash Before Take-off

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/ [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 [https://janicebgordon.com] LinkedIn: https://www.linkedin.com/janice-b-gordon/ [https://www.linkedin.com/janice-b-gordon/] Instagram: https://www.instagram.com/janicebgordon [https://www.instagram.com/janicebgordon] Scale Your Sales Podcast: https://scaleyoursales.co.uk/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.

#310 Sandy Yu - Is your sales team missing 50% of revenue

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/ [https://www.linkedin.com/in/sandysyu/] www.revenuecco.com [http://www.revenuecco.com] Connect with Janice Book Janice to speak at your next sales or leadership event: https://janicebgordon.com [https://janicebgordon.com] LinkedIn: https://www.linkedin.com/janice-b-gordon/ [https://www.linkedin.com/janice-b-gordon/] Instagram: https://www.instagram.com/janicebgordon [https://www.instagram.com/janicebgordon] Scale Your Sales Podcast: https://scaleyoursales.co.uk/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.