#218: Ali Cudby – Maximizing Customer Retention for Sales Growth

In this week’s Scale Your Sales Podcast episode, my guest is Karen Kelly, the Host of K2 Sales Podcast.


Karen is a seasoned sales expert with a passion for empowering sales professionals to achieve sales excellence. With over 20 years of experience in the healthcare industry, she brings a unique blend of expertise, energy, and practicality to her clients. She unlocks the grip our mindset, beliefs, and behaviours can have on us. Separating what serves us or sabotages us starting with our self-awareness. Replacing these patterns with purposeful values, confidence and action producing tangible results. Beyond her training work, Karen is a sought-after speaker at industry conferences and events. As the host of K2 Sales Podcast, she offers valuable guidance and strategies that can elevate your business to new heights, all while ensuring that you feel content and fulfilled.


In this episode, Karen shares her experiences of being the sole woman in a male-dominated industry and how she leverages these experiences to empower other women in similar environments. We delve into the crucial aspects of self-belief, confidence, and understanding one's worth, especially in the context of women in sales. Our conversation also explores the value of curiosity for sales leaders in today's landscape, as well as for salespeople when engaging with customers. Furthermore, Karen emphasizes the significance of fostering curiosity, embracing diversity, and shifting the sales mindset towards genuine customer centricity.

Welcome to Scale Your Sales Podcast, Karen Kelly.

Timestamps:

00:00 – Breaking Barriers in a Male-Dominated Environment

04:38 – Finding strength in adversity.

07:36 – Women must seek environments that appreciate diversity and know when to leave negative situations.

11:33 – Society limits women’s potential, they need to back themselves.

13:36 – Embracing diverse thoughts and fostering leadership skills.

16:03 – Embrace curiosity, transparency, and team empowerment.

19:40 – Consider others' perspective, ask questions, understand impact.

22:44 – Intentional communication, active listening, and creating space for others.

https://www.linkedin.com/in/karen-kelly-sales-trainer-/

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 through customer experience and sales.

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

LinkedIn: https://www.linkedin.com/in/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/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Cassi Roper, the Chief Revenue Officer of Redgate Software.

Cassi is a senior hands-on sales leader who delivers a passionate, systematic approach to building teams and sales culture, generating results via customer centric techniques. A big advocate of hiring women into sales roles and embedding a culture of ethical selling.

In this episode, Cassi shares her insights on sales success and effective leadership within the context of Redgate Software's customer-centric approach. She emphasizes the importance of truly understanding customers' problems and pain points, underlining the value of listening and curiosity in sales. Cassi discusses Redgate's low turnover, attributing it to the company's private ownership, customer-centric focus, and embedded company values, including transparency, reasonableness, and collaboration. Additionally, we delve into Redgate's approach to enabling buyers through product testing, the challenges of promoting top performers to leadership roles, and the significance of identifying and nurturing individuals with the right traits for leadership. Join us for a journey into the heart of sales triumph and leadership mastery.

Welcome to Scale Your Sales Podcast, Cassi Roper.

Timestamps:

03:09 – Navigating career in male-dominated industry, challenges of women.

08:09 – Assess for passion and fit in leadership roles.

12:45 – Identifying diverse skills and leadership potential in hires.

17:37 – Efficient sales process reduces turnover and costs.

24:48 – The Importance of Immediate Value in Business

26:39 – Customers shape strategy by sharing their needs.

https://www.linkedin.com/in/cassi-roper/

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 through customer experience and sales.

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

LinkedIn: https://www.linkedin.com/in/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/ScaleYourSal...

 

 

In this week’s Scale Your Sales Podcast episode, my guest is Derek Roberts.

Derek has built, trained, and coached sales teams and sales leaders for nearly thirty years. Although he is an executive coach, consultant, and professional speaker, he is quick to proudly identify himself first and foremost as a sales professional. An executive partner with Integrity Solutions since 1999, Roberts also owns the consulting and training firm Roberts Business Group, which sells and distributes Integrity Solutions’ products. He is co-author of the new book, Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance.

In this episode, Derek shares the inspiring journey behind the creation of their book "Listen to Sell." We explore the intricate interplay between mindset and skill set, emphasizing their pivotal role in unlocking optimal sales performance. Additionally, we tackle the profound impact of coaching on sales success, the transformative power of being coachable, and the significance of developing buyer and customer centricity as a driving force for triumph in the realm of sales. Tune in for a riveting exploration of the dynamic relationship between personal growth, coaching, and achieving unparalleled success in the world of sales.

Welcome to Scale Your Sales Podcast, Derek Roberts.

 

Timestamps:

04:54 – Listen and be open to coaching advice.

 

08:27 – Understanding and adapting to others for success.

 

10:54 – Fabulous relationship, successful business, shared values.

 

15:43 – Belief in adaptability and emotional intelligence habits.

 

18:34 – Ensure organizations understand and meet customer needs.

 

20:25 – Sales focus on customer's customer for success.

 

https://www.linkedin.com/in/derekroberts1/

 

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 through customer experience and sales.

 

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

 

LinkedIn: https://www.linkedin.com/in/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/ScaleYourSal...

 

 

 

 

In this week’s Scale Your Sales Podcast episode, my guest is Barrett King.

Barrett King is the Senior Director of Revenue at New Breed, HubSpot's top partner and he is the host of the Outcomes Podcast - a show about Partnerships in SaaS.

In this episode, Barrett shares profound insights on servant leadership, cultivating a customer-centric sales culture, and the transformative power of partnerships in driving scalable growth. Discover key takeaways, including the importance of humility in leadership, the shift towards value-driven B2B SaaS sales, and actionable strategies for fostering long-term customer relationships. This episode is a valuable resource for sales leaders and professionals looking to elevate their go-to-market strategies and organizational culture.

Welcome to Scale Your Sales Podcast, Barrett King.

Timestamps:

04:48 – Foster culture, partnership, and customer-centered mindset.

 

09:46 – Humanity and humility are key for effective scaling.

 

15:44 – Best salespeople enter work with open mindset.

 

18:43 – Sales industry struggles with recruiting and leadership.

 

20:16 – Staff member learns management lesson during rush.

 

30:22 – Leveraging partnerships, sharing value, and kindness.

 

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

 

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 through customer experience and sales.

 

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

 

LinkedIn: https://www.linkedin.com/in/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/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Blake Hudson.

Blake is an experienced revenue leader and holistic career coach with diverse experiences in politics, academia, and tech sales. His career brings powerful insights, whether running for State Senate at 24 or generating more than $10 Million in revenue. He recently launched launched Story Selling: The Interview Course.

In this episode, Blake unveils the secrets behind his recently launched interview course, designed to guide individuals through the challenging process of reentering the workforce post-layoffs. From crafting killer emails and embracing video prospecting to advocating for quality messaging and 360-degree learning within sales teams, Blake shares a wealth of knowledge. The episode delves into the nuances of building meaningful stakeholder relationships, adopting a buyer-centric sales approach, and harnessing the power of impactful video messaging. Get ready for an engaging discussion filled with insights that span personal growth, career resilience, and refined sales strategies.

Welcome to Scale Your Sales Podcast, Blake Hudson.

Timestamps:

03:48 – Empathy, struggle, and overcoming obstacles to fulfill potential.

 

08:08 – Stats guide quality improvements for email success.

 

11:15 – Sales managers need peer learning.

 

14:04 – Establish channels, understand stakeholders, create recurring meetings.

 

22:22 – Video prospecting during pandemic emphasized human connection.

 

25:11 – Embrace your unique energy, don't compare.

 

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

 

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 through customer experience and sales.

 

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

 

LinkedIn: https://www.linkedin.com/in/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/ScaleYourSal...

 

 

 

In this week’s Scale Your Sales Podcast episode, my guest is James Ski, CEO and Founder of Sales Confidence.

Sales Confidence is the UK and Europe's #1 Community for SaaS sales & revenue leaders and teams. Their vision is to build the world's most valuable B2B Sales community, elevate the sales profession and help sales professionals, at each stage of their career, be the best they can be through achieving peak performance, mindset awareness and positive wellbeing.

 

In this episode, James opens about his transformative journey, sharing his personal diagnosis of bipolar disorder and the invaluable insights gained while navigating a flourishing career in sales. From overcoming personal challenges to strategically growing his business, the experience has become the bedrock of his entrepreneurial success. James takes center stage as he unveils the secrets behind building the world's most valuable B2B sales community. With an unwavering focus on elevating the well-being and performance of sales professionals, he has pioneered an exclusive learning and development membership platform, shaping the mindset and success trajectory of salespeople and leaders at every career stage. Join us for an inspiring exploration into the intersection of personal well-being, professional performance, and the art of scaling sales success.

Welcome to Scale Your Sales Podcast, James Ski.

 

Timestamps:

 

03:47 – Researched US market, brought new sales tech.

 

10:00 – Lack of support in workplace sales experience.

 

10:50 – The stigma of mental health.

 

15:22 – Improving sales productivity, guaranteeing results, confident support.

 

20:09 – Professional speaking, diversity, and representation on stage.

 

22:50 – Back yourself, give back, introduce, create opportunities.

 

28:56 – Holistic well-being is vital for sustainable success.

 

https://www.facebook.com/james.ski
https://www.linkedin.com/in/jamesski/ 
https://www.instagram.com/james.ski/ 
https://twitter.com/jamesas 

 

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 through customer experience and sales.

 

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

 

LinkedIn: https://www.linkedin.com/in/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/ScaleYourSal... 

 

In this week’s Scale Your Sales Podcast episode, my guest is Joe Marcoux.

Joe, also known as the Sales Sensei, is the founder of the Sales Dojo where entrepreneurs, business professionals and sales leaders go to practice their skills LIVE in an interactive and safe environment.

In this episode, Joe shares insights on mastering the art of objection prevention and building robust client relationships. Emphasizing emotional resilience and rigorous practice, Joe unveils effective strategies for skillfully navigating the complex terrain of sales. His approach transcends the traditional transactional mindset, focusing on genuine connections that go beyond a mere sales pitch. Joe not only shares valuable tips on handling objections but also sheds light on the two pivotal elements crucial for propelling buyers forward in the sales journey. For further exploration of these concepts, be sure to check out Joe's book, "Business Evolution," where he delves deeper into the evolution of successful business practices.

Welcome to Scale Your Sales Podcast, Joe Marcoux.

 

Timestamps:

 

05:13 – Make decision easy, focus on buyer's process.

 

06:23 – Alignment is key for creating trust and inclusion.

 

09:42 – Overcoming objections requires practice and composure.

 

22:20 – Align, inspire, motivate, and empower for success.

 

24:33 – Consistency is key for physical and mental well-being.

 

29:58 – Earn the right before presenting your bait.

 

https://sosdojo.com/free-sos-book-jbg
https://www.facebook.com/realjoemarcoux/
https://www.linkedin.com/in/joemarcoux/
https://www.instagram.com/sosdojo/
https://twitter.com/joemarcoux

 

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 through customer experience and sales.

 

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

 

LinkedIn: https://www.linkedin.com/in/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/ScaleYourSalesJBG 

 

 

In this week’s Scale Your Sales Podcast episode, my guest is Victor Antonio.

Victor is a globally sought after sales trainer and consultant who earned a B.S. Electrical Engineering, an MBA and built a 20-year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company. He's the author of 16 books on sales and motivation and recently launched the Sales Velocity Academy learning platform with 600+ video courses. In 2018, he was the first to publish AI's impact on Sales in his book, "Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling".

In this episode, Victor shares a compelling journey from electrical engineering to sales, driven by a realistic and capitalist mindset. The conversation delves into the nuances of selling in the US versus the UK, highlighting valuable insights for sales professionals. He emphasizes the importance of reducing anxiety and uncertainty in sales, advocating for a step-by-step plan to navigate challenges. These lessons extend beyond the realm of sales, offering valuable takeaways for personal and professional growth. Tune in to gain profound insights that can positively impact your sales strategies and life's journey.

Welcome to Scale Your Sales Podcast, Victor Antonio.

 

Timestamps:

 

05:42 – True capitalism involves a value for value exchange, so selling with integrity is essential.

15:01 – Focus on building relationships, not quick sales.

18:57 – The lack of conversations on moral values in sales training.

25:39 – Victor shares a versatile and reassuring tool for communication in various aspects of life.

32:24 – Cut out unsupportable team members to succeed.

47:48 – What the reality show "Life or Debt” is all about.

 

http://www.victorantonio.com

http://www.linkedin/in/victorantonio

http://www.instagram/victorantonio

http://www.twitter.com/victorantonio

 

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 through customer experience and sales.

 

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

 

LinkedIn: https://www.linkedin.com/in/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/ScaleYourSal...

In this week’s Scale Your Sales Podcast episode, my guest is Michelle Accardi, the CEO of Liongard.

Liongard is the global leader in configuration change detection and response, providing MSPs and IT executives with the most effective way to provide IT Governance and Cyber risk mitigation. Michelle Accardi is an innovative leader with over two decades of experience growing MSPs and technology companies with an excellent track record of success. Previously to joining Liongard, Michelle was CEO of the nation's largest cybersecurity-focused MSPs, Logically. She also spent roughly nine years leading Star2Star Communications and ultimately selling that business to Sangoma Technologies in 2021.

In this episode, Michelle shares her journey from sales to CEO, emphasizing the importance of relationship selling in cybersecurity. She discusses the value of being customer-centric, channel sales strategies, and the role of customer feedback in shaping business strategies. Michelle also touches on the concept of enhanced security posture, stressing the vital role of understanding customer needs in effective sales strategies. Tune in for concise insights into the cybersecurity landscape and strategic considerations for success.

Welcome to Scale Your Sales Podcast, Michelle Accardi.

Timestamps:

03:06 – Transactional sales for quick solutions; relationship sales essential for tailored customer needs.

09:07 – Mapping security controls to get cyber insurance.

11:54 – Tech industry journey: from startup to CEO.

15:33 – Establishing parameters, priority explanation, ongoing training, dynamic conversations.

19:28 – Key to success: customer-centric approach and product-led growth.

21:13 – Understanding customer needs, community involvement as foundation of Liongard.

https://www.instagram.com/liongardhq/   
https://www.facebook.com/liongardhq/   
https://www.linkedin.com/in/michelleaccardi/   

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 through customer experience and sales.

 

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

LinkedIn: https://www.linkedin.com/in/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/ScaleYourSal... 

In this week’s Scale Your Sales Podcast episode, my guest is Virginia Chere Lucett, a Revenue Growth Expert.

Virginia is a seasoned Growth leader in vertical SaaS, with a remarkable focus on Construction Technology spanning the last 9 years. Spending 20-year in Marketing, Chere has seamlessly transitioned into leading revenue teams for seed to series B stage companies. Her passion for growth and innate problem-solving skills defines her approach. Notably, Chere thrives in challenging the status quo, demonstrating a knack for breaking through conventional rules.

In this episode, Virginia discusses her experience and expertise in leading revenue teams for startup organizations, from seed stage to series B funding. She shares insights on the challenges and rewards of the early-stage startup environment, the importance of being customer-centric, and the strategies she uses to optimize salespeople and sales operations. Additionally, she discusses her upcoming ventures in advising, consulting, and launching a go-to-market fund. Join the conversation and gain valuable insights on sales operations and growth leadership from our amazing guest.

Welcome to Scale Your Sales Podcast, Virginia Chere Lucett.

 

Timestamps:

 

05:24 – Your technical expertise is invaluable for startups.

 

06:45 – Focus on product, customer, and solving problems.

 

09:55 – Efficiency, risk, and uncertainty in business growth.

 

13:30 – Recognize limitations and practice honesty for success.

 

21:22 – Customer success drives early sales process success.

 

24:51 – Building relationships requires trust and prioritizing customers.

 

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

 

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 through customer experience and sales.

 

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

 

LinkedIn: https://www.linkedin.com/in/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/ScaleYourSal...