#318 Janice B Gordon – What Every CEO Needs to Know About the Function They Don’t Run

Most CEOs think their sales problems are tactical but they’re leadership challenges hiding in plain sight.

What you’ll learn:
a) Why most “closed won” deals aren’t truly wins and how this tanks customer retention
b) The surprising reason 61% of buyers now prefer a rep-free experience
c) How outdated funnel thinking sabotages account growth in today’s looping buyer journeys

Today, Janice B Gordon, the Customer Growth Expert, explains why sales underperformance is a leadership issue and how visionary CEOs can fix it to deliver predictable, scalable growth. She reveals the real reasons deal stall, buyers disconnect, and revenue growth flatlines in modern B2B sales.

Timestamps:

00:00 Uncomfortable truths about sales 2026

04:12 Message for CEOs and Founders

08:55 Rethinking the sales process

11:29 Improving sales approach strategy

13:16 Quarterly focus over long-term growth

17:26 Addressing structural issues in sales

20:58 Evaluating Leadership Capabilities

23:34 Addressing Leadership and Capability Gaps

27:34 Sales issues and leadership discussion

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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