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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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Dec 11, 2023

In this week’s Scale Your Sales Podcast episode, my guest is Andy Champion, the Vice President and General Manager of Highspot.


Andy is an ex-British army officer who excels in leading SaaS go-to-market teams in EMEA and ANZ, guiding them through IPOs and market expansion. He's passionate about mentoring diverse talent in dynamic, accountable autonomous environments to achieve outstanding outcomes.


In this episode, we dive into Andy's journey in sales leadership, exploring the profound impact of technology on sales strategy. We discuss the pivotal role of investing in people and coaching in driving successful sales teams, touching on recruitment challenges and the key behaviors indicative of future success. From leveraging sales-specific data sets to the game-changing potential of generative AI in personalized coaching, our conversation offers insights for sales professionals and leaders alike. Join us as we unravel the dynamics of sales, leadership, and technology, providing valuable strategies to scale your sales. Get ready to immerse yourself in the depth of our discussion—you're sure to love every moment of this episode.

Welcome to Scale Your Sales Podcast, Andy Champion.




01:46 – Why did Andy join Highspot?


07:54 – Success strategies start from the people.


11:08 – How do you make sure that you do have the right people for the job?


14:55 – As salespeople, we are responsible for our own success.


22:20 – Coaching cost time, and time is the most valuable.


26:06 – Generative AI can analyze and summarize calls for personalized coaching. 


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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