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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 8, 2024

In this week’s Scale Your Sales Podcast episode, my guest is Marni Heinz, the Founder and CEO of MH Consulting & Coaching.

Marni is leadership and sales performance coach. She leverages neuroscience to create lasting behavior change, helping individuals and teams achieve results without burning out. She has over two decades of experience in tech, both as an IT leader at Google and as an enterprise SaaS sales leader at Salesforce.

In this episode, we explore the power of curiosity, intention, and effective deal management in sales. From the traits essential for success in sales to the skills required for sales leadership, Marni shares valuable insights gained from her extensive experience. Join us as we uncover the keys to successful sales interactions, the challenges of promoting top performers to leadership roles, and the influence of mindfulness in the workplace.

Welcome to Scale Your Sales Podcast, Marni Heinz.


00:00 – Curiosity, Intention, and Mindfulness in Sales Success.


04:51 – Transition to leadership requires empathy and adjustment.


08:47 – Sales success relies on diverse skill sets.


13:31 – Curiosity and intention in sales interactions.


16:57 – Establish upfront contracts to align meeting goals.


19:42 – Enterprise sales require skillful management and intention.


24:32 – Early deal cycle: build awareness, strategic adviser.


26:36 – In sales, be confident, helpful, and friendly.


29:16 – Meditation and mindfulness are essential for everyone.


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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