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Scale Your Sales Podcast

101 EpisodesProduced by Janice B GordonWebsite

Welcome to Scale Your Sales Podcast, a show for enterprising CEOs, CROs and Sales Leaders. 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 e… read more


#201: Jon Nicholson - Navigating The Multigenerational Sales Force

In this week’s Scale Your Sales podcast episode, my guest is Jon Nicholson, the Group Sales Director for Royal Mail & Parcelforce, which is the largest delivery company in the UK, representing over 250,000 business customers with an annual revenue of approximately £4 Billion.


Jon has over 20 years of experience in the industry and has recently presented his research at the Institute of Sales Professionals, Future of Sales event.


In this episode, we talk about his research on the generation game. With four generations of salespeople coexisting in the workforce, Jon sheds light on the challenges and opportunities of navigating their diverse preferences and differences. We delve into how Jon is proactively future-proofing his sales team through innovative apprenticeship programs and recruitment strategies. As the sales landscape continues to evolve, Jon's forward-thinking approach stands as a beacon of inspiration for sales leaders seeking to embrace and adapt to the multigenerational dynamics within their organizations.


Welcome to Scale Your Sales podcasts, Jon Nicholson.




2:16 - From Baby Boomers to Gen Z: Navigating Generational Differences in the Modern Workplace


6:35 - The Rise of Women Buyers and the Generational Shift in Sales


9:08 - Diversity-Driven Utopia: Unleashing fresh perspectives for continuous success.


14:52 - Maintain relationships, connections, and rebuild on them.


17: 15 - What hasn't moved on as a society, is our education approach.


24:50 - Leaders need to create an environment where people can be nurtured.


37:50 - To scale your sales, do the right thing by the customer and it will pay back in space. 


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 through customer experience and sales.



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