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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. #309 Lindsay Rios - Are you scaling revenue or just creating chaos?

#309 Lindsay Rios - Are you scaling revenue or just creating chaos?

Apr 20, 2026

Most CEOs think more pipeline is the answer, but chasing volume without alignment will wreck your revenue engine.

In this episode, Janice B Gordon and Lindsay Rios unpack the pipeline myth, share hard-won lessons from scaling high-growth organizations, and reveal why aligning teams on ICP is the secret to scalable, predictable growth.

What you’ll learn:
a) Why most revenue problems aren’t sales issues, they’re ICP misalignment issues
b) How to spot (and fix) the costly “kids are fighting” dynamic across go-to-market teams
c) The real downside of prioritizing pipeline volume over quality

Janice B Gordon welcomes Lindsay Rios, a fractional CRO and GTM strategist who helps scaling startups and SMBs rebuild revenue foundations for intentional, accelerated growth.

Timestamps:

04:00 Discussing gender assumptions and biases
09:30 Discussing gender disparity in careers
12:44 Misleading pipeline growth signals
15:27 Reflecting on company culture fit
18:06 Focusing on meaningful sales metrics
24:03 Challenges with hiring outbound agencies
26:54 Defining the ideal customer
29:40 Evaluating customer acquisition costs
34:29 Creating strong team values

Connect with Lindsay

LinkedIn: https://www.linkedin.com/in/lindsayrios/

 

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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