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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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Aug 7, 2023

In this week’s Scale Your Sales podcast episode, my guest is Jon Nicholson, the Group Sales Director for Royal Mail & Parcelforce, which is the largest delivery company in the UK, representing over 250,000 business customers with an annual revenue of approximately £4 Billion.


Jon has over 20 years of experience in the industry and has recently presented his research at the Institute of Sales Professionals, Future of Sales event.


In this episode, we talk about his research on the generation game. With four generations of salespeople coexisting in the workforce, Jon sheds light on the challenges and opportunities of navigating their diverse preferences and differences. We delve into how Jon is proactively future-proofing his sales team through innovative apprenticeship programs and recruitment strategies. As the sales landscape continues to evolve, Jon's forward-thinking approach stands as a beacon of inspiration for sales leaders seeking to embrace and adapt to the multigenerational dynamics within their organizations.


Welcome to Scale Your Sales podcasts, Jon Nicholson.




2:16 - From Baby Boomers to Gen Z: Navigating Generational Differences in the Modern Workplace


6:35 - The Rise of Women Buyers and the Generational Shift in Sales


9:08 - Diversity-Driven Utopia: Unleashing fresh perspectives for continuous success.


14:52 - Maintain relationships, connections, and rebuild on them.


17: 15 - What hasn't moved on as a society, is our education approach.


24:50 - Leaders need to create an environment where people can be nurtured.


37:50 - To scale your sales, do the right thing by the customer and it will pay back in space. 


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.



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