Most CROs reach for the growth plan first, but the real work starts with earning trust and understanding the people behind the numbers.

In this episode, the conversation examines how transparency, buyer empathy, peer proof, and disciplined listening shape revenue leadership in high-risk markets.

The conversation focused on how CROs can prepare before day one, listen beyond the data, and build a go-to-market plan around real customer and team insight.

What your audience will learn:
a) Why data alone can't explain sales performance
b) How discovery beats scripted product pitches
c) Why peer proof matters when buyers face serious risk

Today's conversation features Kelly Hippler, CRO at IANS, a practitioner-sourced intelligent engine helping CISOs and security teams make faster, better-informed decisions. Previously, Kelly led revenue at Briefly Legal and served five years as Chief Sales Officer at Forrester, where revenue grew 51% to a company-high $538 million.

Timestamps:

03:57 Building Trust with Sales Team

09:33 Assessing individual strengths in teams

11:06 Understanding individual differences

14:57 Understanding Client Pain Points

18:02 Improving client relationships

20:45 Buyer decision process and budgeting

26:38 Balancing AI benefits and risks

29:47 People-centered leadership and agility

34:12 Strategic growth and innovation challenges

Connect with Kelley Hippler

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

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 leaders think a bigger role requires a completely different leadership style. Erica Baird explains why trusting your team, investing in people, and staying true to who you are can drive growth at scale.

In this episode, Janice B Gordon and Erica Baird discuss what changes, and what should stay the same, when a leader moves into a larger role. They explore servant leadership, empowering 1,300 employees, reducing costs without sacrificing customer satisfaction, and using AI alongside human judgment.

What you'll learn:
a) Why successful leadership doesn't require changing who you are
b) How to empower teams instead of micromanaging them
c) Why cost savings often come from the people closest to the work

Today, Janice B Gordon is joined by Erica Baird, VP of Global Sales and Service at one of the world's largest engine and power solutions companies. Erica oversees $4.9 billion in data centre installations and aftermarket business, alongside $700 million in parts sales.

Timestamps:

03:55 Discussing imposter syndrome and leadership

09:24 Leadership and personal growth insights

12:13 Balancing personal life and work

14:59 Breaking down business silos

16:53 Importance of Inclusion and Communication

20:47 Empowering leaders and delegating tasks

25:53 Impact of AI on Employment

28:28 Fostering a Collaborative Leadership Style

Connect with Erica Baird

LinkedIn: 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 companies don't have an AI problem. They have a data problem, and it's quietly weakening their revenue decisions.

The real cost of building in-house isn't the prototype. It's the ongoing burden of integrations, governance, maintenance, adoption, and support.

In this episode, Janice B Gordon speaks with Martin Garvey about building an enterprise sales function from scratch and scaling the team threefold in three years. They explore how better data, outcome-led selling, cross-functional alignment, and early implementation support can improve sales execution.

What you'll learn:

a) Why AI strategy must start with a reliable data strategy
b) How to identify builders and hunters during the hiring process
c) Why implementation teams should enter complex deals before the contract is signed

Martin Garvey built Gong's enterprise sales function in EMEA from nothing, growing the team threefold in three years. He also helped the team beat its targets in its first and second years.

Timestamps:

00:00 Building a Strong Team Connection

06:11 Company growth and adapting to AI

08:07 Assessing and Building Successful Teams

11:29 Importance of Data for AI Strategy

17:05 Understanding Customer Needs and Outcomes

18:47 Co-creating sales strategies

24:24 Timing for involving post-sales team

26:37 Considering total costs for buy vs. build

29:09 Improving team productivity and AI strategy

Connect with Martin Garvey

LinkedIn: https://www.linkedin.com/in/martin-garvey-9375b415/

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.