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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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May 2, 2022

In this episode, my guest talks about sales enablement and how companies must create an ecosystem around sales enablement. It's not about having an SDR or a sales stack that does it. It's actually about integrating sales enablement across all relevant interfaces within organisations to ensure that the whole organisation is revenue-generating.


Over the last 15 years, my next guest worked as a sales enabler, a seller, a buyer and a marketer for some of the globally most recognised names in B2B technology and online media. Today, he is the host of The State of Sales Enablement podcast and the CEO of FFWD, a sales enablement consultancy firm specialised in optimising the revenue performance of SaaS, IT and media companies. Welcome to Scale Your Sales podcast, Felix Krueger.


0:00 Create a sales enablement ecosystem & become a revenue-generating organisation. 


3:27 Increase communication efficiency to gain traction with buyers. 


6:20 Why buyer acumen is the next big frontier for sales enablement. 


16:28 How time difference is the only limitation in today's global sales world. 


20:12 Sales enablement is an ecosystem that you create across the entire organisation. 


24:54 The most crucial exercise businesses go through is mapping out the buyer journey. 






Janice B Gordon, the awarding-winning Customer Growth Expert and founder of Scale Your Sales Framework. 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 around the world to reimagine revenue growth through customer experience and sales.


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