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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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Nov 11, 2019

Listen to why serial CEO, Stephen Kelly is obsessed with customers. 

00:00 What Stephen Kelly says on Customer Obsession and CEO’s Serving a Bigger Purpose.

02:56 More about Kimble apps

04:46 Why all employees should be insurgents for their customers and really be customer obsessed.

06:27 Why it starts with having a vibrant business around customers, connecting, hiring, and motivating brilliant colleagues.

10:14 The journey of life’s adventure is to never forget where you came from.

12:28 Why the power is now with the byers it's not with the sellers.

15:09 Things we can do for diversity: blind screening on resumes, skill-based CVs rather than just experience.

19:05 Find out if Stephen would take his wife or his piano to a Desert Island 😊

22:30 End

He says, growth cures almost all evils but the power is now with the buyers. It's all about trust and companies must establish themselves as thought leaders and not ask the customer the same question twice.

Sellers must understand the market has changed, that 90% of the research has been done by buyers, before talking to a salesperson.

Stephen says he is disappointed about the gender pay gap and that we are a long way from solving the diversity gap and suggests some ways of bridging the equality gap.

It was such an honour to interview my favourite CEO :-)

Let us know what you think?

Stephen Kelly has 35 years’ unique leadership experience in both the private and public sectors. He has held CEO positions with three successful UK & USA public companies, as well as COO of the UK Government, consistently delivering outstanding results in disruptive markets.

Stephen was Chief Executive of FTSE100 company, Sage Group. Sage is the UK’s largest technology company. During Stephen’s tenure, Sage became a global Top 10 publicly-listed cloud company by revenue and the fastest-growing from a standing start. Under Stephen’s four-year tenure, Sage saw it's market value double. Stephen launched the Sage Foundation, reaching out to communities and charities to bring social purpose to life.

Prior to his time at Sage, Stephen served as Chief Operating Officer for the UK Government (HMG) until November 2014. As the most senior Civil Servant, Stephen was responsible for the Efficiency programme including Digital, Technology, Commercial, Major Projects and SME strategies across Government. Between 2010 and 2015, the programme delivered £50bn of savings. Stephen was on the Cabinet Office Board and HMG’s Senior Information Risk Officer (GSIRO). David Cameron is quoted ‘Government Digital Service was one of the great unsung triumphs of the last parliament’.

Before this, Stephen was the Chief Executive Officer of two fast-growing public tech companies: FTSE 100-listed Micro Focus, and Nasdaq-listed Chordiant Software. During his four years at Micro Focus, the company achieved a 7-fold increase in market value. At Chordiant, Stephen was part of the Californian ‘start-up’ team to a ‘Deloitte Fastest 50’ of $100m revenues and Nasdaq IPO. Prior to this, Stephen was at Oracle for nine years on the European executive team. Stephen has held NED roles, including Curam Software which was acquired by IBM in 2011.

Over his diverse CEO career, Stephen has come to be particularly experienced in building strong teams and positive culture; creating compelling visions; leading market and digital disruption; positive customer & employee engagement and governing in complex stakeholder landscapes. His robust operational skills ensure for near flawless execution.
Stephen received an honorary doctorate from Bath University in Business Administration and has been a Business Ambassador for the British Prime Minister.

Currently, Stephen is NED of Kimble Applications and Healthtech provider Locum’s Nest; angel investor and mentor to CEOs. Stephen is on social media channels at @SKellyCEO.