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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. #295 Kelley Hippler - People Centered Leadership Driving Sales Success

#295 Kelley Hippler - People Centered Leadership Driving Sales Success

Oct 6, 2025

In this weeks’ Scale Your Sales Podcast episode, my guest is Kelly Hippler.

 

Kelley is a seasoned Chief Revenue Officer who served global CSO at Forrester Research and is currently CRO at Briefly Legal. She specializes in driving sustainable revenue growth and transforming organizations. She is a strategic, data-driven, people-first leader committed to achieving challenging goals through thoughtful planning, relentless execution, and clear communication.

 

In today’s episode of Scale Your Sales podcast, Kelley shares how prioritizing employee well-being and development fosters trust, loyalty, and stronger customer relationships. She underscores the importance of understanding team dynamics and customer experience before shaping strategy, and how often-overlooked practices—such as coaching front-line managers and gathering qualitative feedback—can drive lasting success. Janice and Kelley also challenge the “growth at all costs” mindset, exploring how data and AI can empower productivity when applied thoughtfully.

 

Welcome to Scale Your Sales Podcast, Kelly Hippler.

 

 

Timestamps:

00:00 People-Centric Sales Leadership

03:07 Sales Leaders Face Tenure Pressure

09:14 Sales Strategy: Data-Driven Planning

11:26 Boosting Sales Productivity with Strategic Planning

14:06 Importance of Training Sales Managers

16:58 Revamping Sales Promotion Culture

21:07 AI: Enhancing, Not Replacing, Teams

23:30 AI: Enabler, Not Threat

29:40 Employee Feedback Fuels Sustainable Growth

30:57 Inspiring Leadership at Forrester

 

https://www.linkedin.com/in/kelley-hippler/

 

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.

 

Book Janice to speak virtually at your next event: https://janicebgordon.com

 

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Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.