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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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Apr 2, 2024

In this week’s Scale Your Sales Podcast episode, my guest is Kendall Horner.

Kendall is a partner at Braveheart Sales Performance where she works with clients all over the US to solve their B2B sales conundrums and help scale their sales teams. She brings a unique perspective on sales leadership as a self-described “Boomer in a millennial’s body who speaks fluent Gen Z.

In this episode, Kendall delves into the game-changing benefits of data insights for sales leaders and the evolving landscape of sales across different generations. She discusses unique approach to sales conversations transcends age barriers and how sales leaders can tap into the increasing influence of women in the B2B buying process. Don't miss out on this episode packed with practical tips for effective sales leadership and strategies to cater to diverse learning styles and preferences within your team.

Welcome to Scale Your Sales Podcast, Kendall Horner.


00:00 – Data Insights and the Landscape of Sales Across Generations


08:29 – Adapt sales approach to different buyer preferences.


12:23 – Helping sales managers be more effective and understanding their role.


16:09 – Importance of protocol and hiring process to avoid biases.


19:26 – Focus on finding commitment in all generations.


23:13 – High need for approval vs genuine kindness in sales interactions.


25:42 – Consider the potential impacts of gender biases.


28:08 – Generational differences in sales due to societal norms and feedbacks.


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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