Welcome to Scale Your Sales Podcast, a show for enterprising CEOs, CROs, Sales Leaders and revenue-generators.
Janice B Gordon interviews successful CEOs and Revenue generating executives who are accelerating their sales revenue and helping to grow customer revenues.
In each episode, we delve into the personality and expertise and diour guests' proven strategies to scale sales. Our experts discuss the challenges and success of sales team and operational productivity, of scaling a sales organization, sharing their insights on customer expansion and experience.
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#321 Martin Garvey - Why Your AI Strategy Fails Without a Data Strategy
Most companies don't have an AI problem. They have a data problem, and it's quietly weakening their revenue decisions.
The real cost of building in-house isn't the prototype. It's the ongoing burden of integrations, governance, maintenance, adoption, and support.
In this episode, Janice B Gordon speaks with Martin Garvey about building an enterprise sales function from scratch and scaling the team threefold in three years. They explore how better data, outcome-led selling, cross-functional alignment, and early implementation support can improve sales execution.
What you'll learn:
a) Why AI strategy must start with a reliable data strategy
b) How to identify builders and hunters during the hiring process
c) Why implementation teams should enter complex deals before the contract is signed
Martin Garvey built Gong's enterprise sales function in EMEA from nothing, growing the team threefold in three years. He also helped the team beat its targets in its first and second years.
Timestamps:
00:00 Building a Strong Team Connection
06:11 Company growth and adapting to AI
08:07 Assessing and Building Successful Teams
11:29 Importance of Data for AI Strategy
17:05 Understanding Customer Needs and Outcomes
18:47 Co-creating sales strategies
24:24 Timing for involving post-sales team
26:37 Considering total costs for buy vs. build
29:09 Improving team productivity and AI strategy
Connect with Martin Garvey
LinkedIn: https://www.linkedin.com/in/martin-garvey-9375b415/
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
Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.
21 Sept 2026
#320 Janice B Gordon - Scale Your Sales 7th Anniversary & Celebration Review
Most revenue gaps aren't tactical problems. They're leadership problems hiding inside inaccurate data, weak processes, missed account growth, and unclear judgment.
Across 15 recent conversations, Janice B Gordon identifies four patterns that leaders can't afford to overlook. From pipeline truth and expansion revenue to AI and leadership discipline, she explores what it takes to build more predictable, scalable growth.
What you'll learn:
a) Why a healthy-looking pipeline can hide stalled deals and customer misalignment
b) How poor data, unclear processes, and weak revenue operations quietly damage growth
c) Why expansion revenue from existing customers may be the fastest growth opportunity
Timestamps:
00:00 Reflecting on podcasting milestones
04:16 Examining sales pipeline accuracy
06:25 Misalignment in B2B Sales Strategy
11:36 Understanding deal management challenges
14:51 Scaling SaaS Businesses and Retention
16:05 Importance of local market understanding
20:08 Focus on existing customer revenue
25:56 Discussing AI in personal applications
26:54 Balancing AI and human judgment
33:05 The importance of people leadership
35:21 Leadership and evolving market dynamics
38:29 Building a North Star Leadership
41:49 Supporting the podcast community
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
Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.
8 Sept 2026
#319 Justin Shriber - Why Traditional CROs Are Becoming Obsolete
Most CROs are preparing themselves for obsolescence by relying on fixed playbooks in a market that changes every three months.
In this episode, Janice B Gordon and Justin Shriber explore why agile, signal-driven sales leadership is replacing rigid execution.
Janice B Gordon and Justin Shriber unpack how AI, complete revenue context, and frontline signals can help leaders understand not only what is happening, but why. They also examine how to turn strategy into daily behaviors, move beyond short-term thinking, and build a sales organization that adapts as quickly as the market.
What you'll learn:
a) Why the traditional CRO model is becoming obsolete
b) How sales leaders can replace fixed playbooks with agile frameworks
c) Why AI needs complete revenue context to produce useful insights
Today, Janice B Gordon is joined by Justin Shriber, co-founder and CEO of an AI-native revenue platform trusted by companies including Cloudflare and Minstrel. He began his career at McKinsey before leading large-scale enterprise sales organizations at Oracle.
Timestamps:
03:21 Adapting Sales Leadership Styles
07:47 AI needs context to analyse data
12:41 Working with sceptical CFOs
14:07 Analysing lost deals and competition
17:58 Enhancing Sales Reps' Performance
20:49 Identifying and addressing competition
24:39 Focusing on quarterly performance goals
27:11 Adapting to Market Trends
Connect with Justin Shriber
LinkedIn: https://www.linkedin.com/in/justinshriber/
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
Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.
Who has been a guest on Scale Your Sales Podcast
Names identified in recent episode analyses. Showing up to five guests.
Cheryl Parks
Jacek Dukat
Jane Egerton-Idehen
Kyle Hegarty
Erica Baird
Podcast Authority Score: 57 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
96
Social presence
94
YouTube
0
Engagement
0
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Guest appearances
Books guests
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Questions about Scale Your Sales Podcast
Who hosts Scale Your Sales Podcast?
Janice B Gordon host the show. Published by Janice B Gordon.
How often do new episodes come out?
The show publishes daily, based on its RSS feed.
Does Scale Your Sales Podcast take guests?
Yes. Guests have been identified in episode analyses.
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