In this weeks' Scale Your Sales Podcast episode, my guest is Lynn Heidi.

Lynn Hidy is the founder of UpYourTeleSales.com known for her clarity, candor, and actionable strategies. With decades in the trenches, she helps sales leaders ditch the chaos and build confident, high-performing sales teams who sell virtual get results without losing their minds (or their humor).

In today's episode of Scale Your Sales podcast, Lynn Heidi shares practical strategies for building confident, high-performing teams that consistently achieve results, while maintaining clarity and balance. She introduces her "bell curve manifesto," explaining why investing in the middle 68% of performers can drive meaningful organizational impact. The discussion also explores coachability, alignment, moving beyond generic KPIs, and highlights Lynn's new book, Mastering Inside Sales Leadership, a timely guide for today's emerging sales leaders.

Welcome to Scale Your Sales Podcast, Lynn Heidi.

Timestamps:

06:07 Coaching and Organizational Solutions

08:01 Leadership vs. Management Misalignment

12:12 Aligning Vision with Revenue Goals

17:21 Inside Sales Compensation Insights

19:51 Inside Sales Leadership Playbook

22:42 Understanding Stakeholder Priorities

25:44 Coaching That Connects Goals Personally

Published book: http://masteringinsidesalesleadership.com/

https://www.linkedin.com/in/lynnhidy/

https://www.instagram.com/dorianlynnhidy/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. 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 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

Welcome to another inspiring episode of Scale Your Sales!

In this special Hero Shero edition, Janice B Gordon invites us to slow down, reflect, and reconnect with what truly matters as the year comes to a close. Through heartfelt stories from her guests, Janice explores the power of authentic leadership, the influence of personal values, and the quiet impact of those who support us—both in our professional and personal lives.

You'll hear memorable moments about finding role models in unexpected places, building feedback cultures rooted in kindness, and leading with integrity, empathy, and humility. Whether it's celebrating the relentless resilience of trailblazers, learning the value of community over going it alone, or recognizing the confidence to show up as your authentic self, this episode is packed with insights and practical wisdom to carry into the new year.

Timestamps:

00:00 Reflection, Tradition, and Influence

04:03 Redefining Inspiration and Leadership

07:53 Authenticity's Quiet Leadership Impact

11:04 Leadership Rooted in Humanity

15:21 Reflecting on Values and Growth

17:46 Purpose Over Perfection

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. 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 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

🎉 300 Episodes of Scale Your Sales — and the journey continues 🎉

Reaching the 300th episode of the Scale Your Sales podcast is a powerful moment of reflection, gratitude, and renewed focus. What began in 2019 as a platform to amplify fresh voices in B2B sales has grown into a global community committed to learning, customer excellence, and meaningful growth.

In this milestone episode, Janice B Gordon looks back on the lessons, conversations, and transformations that shaped the show — and the leaders who made it possible. From courageous teams willing to rethink how they sell, to clients who achieved measurable improvements by shifting mindset and behavior, one message remains clear: sustainable growth starts with customer excellence.

This episode revisits why customer lifetime value is built through trust, collaboration, and data-informed decisions — not shortcuts. Janice shares real client wins, reflections on leadership resilience, and why aligning teams around a clear North Star matters more than ever in challenging markets shaped by AI, uncertainty, and rising expectations.

As a thank-you to the community, Janice is also offering a limited Northstar Leadership Scale Growth diagnostic for CEOs, founders, and CROs looking to set a strong direction for the year ahead.

This isn't just a celebration of a number — it's a reminder that when leaders lead with conviction, curiosity, and care for customers, growth follows.

Here's to the next chapter and scaling sales with purpose into 2026.

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. 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 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

#ScaleYourSales #SalesLeadership #SalesTransformation #CustomerExcellence #PodcastMilestone

In this weeks' Scale Your Sales Podcast episode, my guest is Frank Sondors.

Frank comes with over a decade of experience in B2B Sales, working for companies like Google, SimilarWeb, Black Crow and Whatagraph whether as an individual contributor and all the way leading large sales teams. Currently, he's building Salesforge.ai to give companies the ability to blend their current sales efforts with AI agents to maximize pipeline and drive down cost. In less than a year they've scaled up from $0 to $3M ARR.

In today's episode of Scale Your Sales podcast, Frank shares how Salesforge scaled to $30M ARR in under a year by using AI agents to increase productivity and reduce operational costs. The discussion highlights the practical realities of AI adoption, from enabling small businesses to compete at a higher level to addressing the challenges of empathy, nuance, and system integration within larger organizations. This episode offers actionable guidance and real-world examples for sales leaders and executives shaping their digital transformation strategies.

Welcome to Scale Your Sales Podcast, Frank Sondors.

Timestamps:

00:00 AI-Driven Sales Scaling

04:32 Tech Transforming Speed and Context

09:45 Human vs. AI in Business

11:41 AI Follow-Up for Sales Insights

16:45 AI Agents and User Curiosity

20:20 Enterprise vs. SMB Pricing Comparison

23:00 Technology Adoption in Enterprise

26:13 Embrace Autonomous Systems Now

28:08 Side Project for Legacy Systems

32:21 Optimizing Costs Through Efficiency

34:36 Elon Musk: Controversial Tech Visionary

published book: https://www.amazon.com/AI-SDR-Your-Edge-100M-ebook/dp/B0FTYKF39H/ref=sr_1_1?crid=1XJ4K6HRAF7ZZ&dib=eyJ2IjoiMSJ9.emcVRBDHC8e7fpXgNYI7sA.WU6gyafRCVrv8NuVAzOb1Gp6-bhEULZgLJSHEzz5eNA&dib_tag=se&keywords=frank+sondors&qid=1760378361&sprefix=frank+sondors%2Caps%2C146&sr=8-1

https://www.linkedin.com/in/franksondors/

https://x.com/franksondors

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. 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 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Paul Fuller.

Paul's mission is to help others shine bright with the gifts they have been given. He is the CRO of Membrain, a CRM company focused on elevating the sales profession.

In today's episode of Scale Your Sales podcast, Paul shares why intuitive judgment, emotional connection, and authentic leadership remain essential—even as organizations increase their investment in AI. Offering practical guidance for CEOs and sales leaders, the conversation examines how to build high-performing teams through strong culture, people development, and thoughtful use of technology. They also discuss balancing financial goals with human fulfillment and establishing a clear roadmap for sales success through 2026.

Welcome to Scale Your Sales Podcast, Paul Fuller.

Timestamps:

00:00 AI and Human Foundations

04:25 AI Adoption: Focus Amid Uncertainty

08:28 Leadership in Evolving Organizations

11:37 Balancing Leadership and Performance Goals

15:16 Alignment Drives Success

18:44 Empowering Teams for Strategic Growth

21:43 Retrench, Focus, and Grow

25:17 Shine Bright Through Darkness

27:23 Transforming Sales, Transforming Lives

https://www.linkedin.com/in/psfuller/

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. 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 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Tue Sottrup.

With over 20 years of experience in customer service, I am driven by my passion for providing exceptional customer experiences. My expertise lies in the intersection of technology and customer-centricity, and I am proud to hold the Certified Customer Experience Professional (CCXP) credential from the Customer Experience Professionals Association (CXPA).

In today's episode of Scale Your Sales podcast, Tue shares about balancing AI and automation with genuine human connection in customer service. He told his insights from over 20 years in the field, discussing how organizations can enhance efficiency without losing empathy, the evolving role of service teams, and where chatbots support—or hinder—the customer journey. This conversation offers practical guidance for leaders committed to building trust, improving service performance, and delivering truly customer-centric experiences.

Welcome to Scale Your Sales Podcast, Tue Sottrup.

Timestamps:

00:00 Human Connection in Sales Tech

05:10 AI Empowering Smarter Customer Service

07:46 AI Enhances Performance Evaluation

12:19 Evolving Customer Support Expectations

15:49 Customer Service Efficiency Insights

17:47 AI Bots vs Human Empathy

21:07 Leadership Listening to Customers

24:54 Focus on Retaining Customers

https://www.linkedin.com/in/tuesottrup/

https://x.com/tuesottrup

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. 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 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Michelle Kim.

She is a marketing leader with 20+ years scaling growth at FlutterFlow, Pantastic, Amplitude, and Okta (through IPO). She excel at building high-performance teams, driving demand, and shaping categories also to advisor for startups across stages. Board Member at Women in Revenue and leader at GTM Leader Society, fostering connection and thought leadership among executives.

In today's episode of Scale Your Sales podcast, Michelle shares her expertise in scaling organizations through rapid change and the evolving world of AI. She discusses why curiosity and strategic questioning are essential for modern leaders and how adaptability, customer focus, and seamless buyer experiences drive success. This insightful conversation offers practical guidance for leaders looking to inspire growth and thrive through change.

Welcome to Scale Your Sales Podcast, Michelle Kim.

Timestamps:

00:00 The Superpower of Good Questions

04:13 Custom Strategies Over Playbooks

06:45 Curiosity: Key to Success

10:16 Customer Understanding Drives Success

12:56 Informed Buyers Shape First Calls

18:32 Metrics-Driven Funnel Optimization

22:33 Change Brings Discomfort, Opportunity

24:26 Amplifying Teams and Outcomes

27:15 Ask Better Questions for Answers

https://www.linkedin.com/in/michellejeankim/

https://x.com/michellejeank

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. 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 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this weeks' Scale Your Sales Podcast episode, my guest is Kelly Hippler.

Kelley is a seasoned Chief Revenue Officer who served global CSO at Forrester Research and is currently CRO at Briefly Legal. She specializes in driving sustainable revenue growth and transforming organizations. She is a strategic, data-driven, people-first leader committed to achieving challenging goals through thoughtful planning, relentless execution, and clear communication.

In today's episode of Scale Your Sales podcast, Kelley shares how prioritizing employee well-being and development fosters trust, loyalty, and stronger customer relationships. She underscores the importance of understanding team dynamics and customer experience before shaping strategy, and how often-overlooked practices—such as coaching front-line managers and gathering qualitative feedback—can drive lasting success. Janice and Kelley also challenge the "growth at all costs" mindset, exploring how data and AI can empower productivity when applied thoughtfully.

Welcome to Scale Your Sales Podcast, Kelly Hippler.

Timestamps:

00:00 People-Centric Sales Leadership

03:07 Sales Leaders Face Tenure Pressure

09:14 Sales Strategy: Data-Driven Planning

11:26 Boosting Sales Productivity with Strategic Planning

14:06 Importance of Training Sales Managers

16:58 Revamping Sales Promotion Culture

21:07 AI: Enhancing, Not Replacing, Teams

23:30 AI: Enabler, Not Threat

29:40 Employee Feedback Fuels Sustainable Growth

30:57 Inspiring Leadership at Forrester

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

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. 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 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

Book Janice to speak virtually at your next event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog: https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon

Facebook: https://www.facebook.com/ScaleYourSales

And more!

Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.