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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. #283 Jacques Sciammas - How Salespeople Can Succeed with the Evolving C-Suite

#283 Jacques Sciammas - How Salespeople Can Succeed with the Evolving C-Suite

Apr 21, 2025

In this weeks’ Scale Your Sales Podcast episode, my guest is Jacques Sciammas.

 

Large company CFO (Charles Schwab, McGraw-Hill) who chaired the Capital Committee responsible for the decisions on strategic and large investments. He shares his real-life experience to help sales teams better understand the Executive Buyer’s perspective, to help them win deals with the C-suite and develop strong relationships.

 

In today’s episode of Scale Your Sales podcast, Jacques shares insights into the evolving dynamics of the C-suite and how sales teams can build meaningful relationships with top executives. He explores the growing importance of empathy, communication, and strategic alignment in high-level sales conversations, offering valuable guidance for sales professionals and leaders aiming to elevate their boardroom impact.

 

Welcome to Scale Your Sales Podcast, Jacques Sciammas.

 

 

Timestamps:

00:00 CFO Leads Capital Investment Committee

05:16 Evolving C-Suite Dynamics and Decisions

08:34 Expanded C-Suite Roles

11:35 Evolving KPIs: Beyond Profitability

15:01 Empathy Key to Sales Success

18:45 Corporate-Political Balance and Responsibility

23:26 Efficient Meetings and Value Focus

26:23 C-Suite Misalignment in Sales Meetings

27:42 Sales Success: Beyond Basic Preparation

 

https://www.linkedin.com/in/jacques-sciammas/

 

 

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 thought customer experience and sales.

 

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