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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. #302 Lynn Heidi - The Secrets to Coaching and Motivating Middle Performers in Sales Teams

#302 Lynn Heidi - The Secrets to Coaching and Motivating Middle Performers in Sales Teams

Jan 12, 2026

In this weeks’ Scale Your Sales Podcast episode, my guest is Lynn Heidi.

Lynn Hidy is the founder of UpYourTeleSales.com known for her clarity, candor, and actionable strategies. With decades in the trenches, she helps sales leaders ditch the chaos and build confident, high-performing sales teams who sell virtual get results without losing their minds (or their humor).

In today’s episode of Scale Your Sales podcast, Lynn Heidi shares practical strategies for building confident, high-performing teams that consistently achieve results, while maintaining clarity and balance. She introduces her “bell curve manifesto,” explaining why investing in the middle 68% of performers can drive meaningful organizational impact. The discussion also explores coachability, alignment, moving beyond generic KPIs, and highlights Lynn’s new book, Mastering Inside Sales Leadership, a timely guide for today’s emerging sales leaders.

Welcome to Scale Your Sales Podcast, Lynn Heidi.

 

Timestamps:

06:07 Coaching and Organizational Solutions

08:01 Leadership vs. Management Misalignment

12:12 Aligning Vision with Revenue Goals

17:21 Inside Sales Compensation Insights

19:51 Inside Sales Leadership Playbook

22:42 Understanding Stakeholder Priorities

25:44 Coaching That Connects Goals Personally

 

Published book: http://masteringinsidesalesleadership.com/

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

https://www.instagram.com/dorianlynnhidy/

 

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

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

Twitter: https://twitter.com/JaniceBGordon

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

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