#294 Janice B Gordon - 6 Years Anniversary: Impactful Journey with Scale Your Sales

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.

🎉 Welcome to a special anniversary edition of the Scale Your Sales Podcast! 🎙️   I'm Janice B. Gordon, your Customer Growth Expert, and today we're celebrating 6 years of thought-provoking conversations, powerful lessons, and amplifying underrepresented voices in sales. ✨   Since 2019, our mission has been to create visibility for diverse leaders—especially women and people of color—while sharing strategies that drive real, sustainable B2B growth. 🌍   In this episode, I reflect on our journey, revisit standout guest moments, and explore the future of the podcast. 💡   👉 Now, I'd love to hear from YOU: 💬 Which episode has been the most brilliant or impactful for you? 🤔 Should I continue this journey, or is it time to shift the podcast into something new?   Your feedback will help shape what's next. 🚀 So drop a comment, share this episode, and let's continue scaling your sales—together!     Timestamps: 00:00 Scaling Sales with Leadership Excellence 05:42 Revenue Growth and Strategy Insights 09:19 Rethinking Sales Culture 13:37 Podcast Future: Continue or Evolve? 14:44 Podcast Direction: Seeking Your Input 18:31 Scale Your Sales Podcast Access     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 Nwamaka Udenigwe.   Nwamaka Udenigwe is a Commercial Strategist and Sales Architect helping organizations lead grassroots-to-scale sales transformation. I build sustainable revenue systems, optimize sales structures, and design go-to-market strategies that deliver results. I don't just create strategy — I help implement what it takes to grow.   In today's episode of Scale Your Sales podcast, Nwamaka examines how customer-led and community-driven models give sales organizations a competitive edge by embedding the customer's voice into processes, strengthening trust, and enabling scale. Nwamaka shares insights from leading sales across Sub-Saharan Africa, alongside the growing role of AI in personalization, decision-making, and adaptability.   Welcome to Scale Your Sales Podcast, Nwamaka Udenigwe.     Timestamps: 00:00 AI's Impact on Sales Dynamics 04:04 Strengthening Communities Through Digital Platforms 08:57 Balancing Customer Experience and Platform Goals 11:37 Turning Customers into Advocates 14:29 Building Diverse Community Ecosystems 19:53 AI Revolutionizing Sales Industry 22:10 AI Enhancing Customer Experience Insights 25:40 Africa's Rapid AI Adoption 28:47 Enhancing Sales Through Training Tools 32:12 Share Your iTunes Review     https://www.linkedin.com/in/nwamakaudenigwe/  https://x.com/udenigwenwamaka?s=21 https://www.instagram.com/nwamakaudenigwe     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 Nwamaka Udenigwe.   I am Nwamaka Udenigwe, a Commercial Strategist and Sales Architect helping organizations lead grassroots-to-scale sales transformation. I build sustainable revenue systems, optimize sales structures, and design go-to-market strategies that deliver results. I don't just create strategy — I help implement what it takes to grow.   In today's episode of Scale Your Sales podcast, Nwamaka shares her journey from selling bead jewelry and cakes to building a successful sales career across insurance, pharmaceuticals, and direct selling in Nigeria and sub-Saharan Africa. She discusses blending Nordic operational systems with Nigeria's entrepreneurial energy to empower women through digital D2C models. Nwamaka outlines how AI chatbots and innovative onboarding systems are transforming engagement and solving major sales challenges, while emphasizing the power of community, trust, and personal development. This insightful conversation with Janice highlights practical strategies for scalable success and the vital role of intentional systems in driving growth.   Welcome to Scale Your Sales Podcast, Nwamaka Udenigwe.     Timestamps: 00:00 Microbiologist's Journey into Sales 05:53 Career Journey in Sales Leadership 08:34 Nordic Approach in Nigerian Entrepreneurship 13:33 Empowering Women Through Community Building 15:15 Transformative Community-Led Growth 20:45 Empowering Women for Wider Impact 22:56 AI Chatbots Revolutionize Bar Communication 24:50 Streamlined Self-Paced Onboarding Process 27:56 90-Day Onboarding Success Framework 32:54 Essential Structures for Success 35:01 Sales Assessment and Roadmap Creation     https://www.linkedin.com/in/nwamakaudenigwe/   https://x.com/udenigwenwamaka?s=21 https://www.instagram.com/nwamakaudenigwe     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 Monica Stewart.   Monica is a transformational GTM Consultant with 15+ years of experience, empowers B2B startup founders to achieve sustainable success on the journey from $1-$10M ARR.   In today's episode of Scale Your Sales podcast, Monica shares valuable insights on why the jump from $1M to $10M in annual recurring revenue is more challenging than many anticipate. She outlines the critical stages of growth, the risks of scaling too soon, and the importance of staying focused on proven strategies. Monica also emphasizes the need for strong alignment between product, marketing, and sales, while offering practical advice on benchmarking, system scalability, and making the right hiring decisions—particularly when considering candidates from larger organizations.   Welcome to Scale Your Sales Podcast, Monica Stewart.     Timestamps: 00:00 Startup Growth Challenges 05:20 Understanding Go-to-Market Strategy Components 07:22 Optimizing Sales Funnel Efficiency 09:33 Optimizing Team Performance & Growth 15:23 Adaptive Startup Development Strategy 18:34 Adapting Strategies for Modern Success 22:32 Prioritize Customer Success for Growth 23:54 Optimizing Customer Retention Cycle 26:57 Prioritize Buyer Experience 32:25 Crucial: Benchmark Job Requirements     https://www.linkedin.com/in/monica-stewart/ https://www.instagram.com/monicastewartsales/     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 Leeron Yahalomi.   Previously, she was a Head of Customer Success at Regie.ai. LeeRon Yahalomi is a GTM leader passionate about blending AI innovation with human insight. With deep experience in building teams and scaling post-sale operations, she's known for turning customer value into business growth.   In today's episode of Scale Your Sales podcast, Janice speaks with Leeron, they explore how AI is transforming post-sales operations, why customer success must evolve into a revenue-driving function, and how leaders can build trust, inclusion, and data-driven strategies in today's hybrid world. Leeron also shares why curiosity, authenticity, and asking the right questions are key to leading high-performing, empowered teams.   Welcome to Scale Your Sales Podcast, Leeron Yahalomi.     Timestamps: 00:00 Embracing AI: The Next Wave 06:09 AI Call Notes for Workforce Efficiency 08:01 Reframing Work: Start Where They Are 12:25 Strategic Planning and Resource Request 14:56 Sales as Discovery Art 17:25 Customer Success Drives Future Sales 22:07 Customer Engagement Defines Company Perception 23:32 Data-Driven Customer Insight Process 27:22 Empowered Women's Presence     https://www.linkedin.com/in/leeron-yahalomi-1b066819/     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.