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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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Jan 15, 2024

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.


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.   

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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