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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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  2. #311 Maria Boulden - Why Most Go-To-Market Strategies Crash Before Take-off

#311 Maria Boulden - Why Most Go-To-Market Strategies Crash Before Take-off

May 19, 2026

AI is transforming sales organizations faster than ever, but most leaders are still leaving revenue on the table by outsourcing too much judgment to technology.

In this episode, Janice B Gordon explores with her guest how rapid market shifts, generational diversity, and the rush to deploy AI are disrupting commercial models.

What you’ll learn:
a) Why scenario planning is essential for leaders facing unpredictable market change
b) How to balance human judgment with the adoption of AI in go-to-market strategies
c) The biggest revenue mistakes companies make with premature (or hesitant) AI deployment

Today, Janice B Gordon is joined by Maria Bolden, a C-suite advisor specializing in profitable revenue generation and leading world-class commercial teams.

Timestamps:

04:17 Discussing scenario planning and pre-mortems

08:02 Addressing AI concerns and workforce adaptation

12:27 Comparing ChatGPT with Beyonce launch

14:53 Decision-making frameworks and considerations

21:04 Discussing current sales challenges

22:58 Importance of change management in AI

24:44 Focusing on AI impact measurement

28:58 Reverse mentoring for leadership growth

33:45 Importance of diverse perspectives

37:21 Embracing servant leadership and balance

39:41 Reflecting on true motivations

 

Connect with Maria

https://www.linkedin.com/in/maria-boulden-8a778b11/

 

Connect with Janice

Book Janice to speak at your next sales or leadership event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Instagram: https://www.instagram.com/janicebgordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

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