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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. #314 Kyle Hegarty - Why AI is Accelerating Sales Failure for Most Companies

#314 Kyle Hegarty - Why AI is Accelerating Sales Failure for Most Companies

Jun 29, 2026

Most sales teams are still relying on outdated playbooks, even as buyer risk aversion quietly derails revenue targets.

In this episode, the conversation focused on why the “sales recession” is dismantling commercial teams and how leaders can adapt with strategies truly ready for the future.

What you’ll learn:
a) Why risk aversion is now the biggest obstacle facing both buyers and sellers
b) How outdated sales training is widening the gap between buyer expectations and sales results
c) The real impact of bolting AI onto weak sales fundamentals

Today, Janice B Gordon is joined by a globally recognized sales strategist and executive coach who rebuilds trust-based consultative selling for the realities of today’s sales environment and authored The Accidental Business Nomad and Sales Punk, Kyle Hegarty.

 

Timestamps:

00:00 Sales recession challenges and solutions

04:32 Importance of consultative selling

10:18 Implementing pilot programs in teams

12:47 Navigating complex sales cycles

15:36 Managing Internal and Buyer Relationships

19:49 Challenges in B2B sales cycles

21:06 Partnering and speaking client languages

26:01 AI's impact on sales teams

 

Connect with Kyle Hegarty

https://www.linkedin.com/in/slapdragons/

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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