#231: Cassi Roper – The Art of Nurturing Leadership Traits and the Power of Listening

March 5, 2024

In this week’s Scale Your Sales Podcast episode, my guest is Cassi Roper, the Chief Revenue Officer of Redgate Software.

Cassi is a senior handson sales leader who delivers a passionate, systematic approach to building teams and sales culture, generating results via customer centric techniques. A big advocate of hiring women into sales roles and embedding a culture of ethical selling.

In this episode, Cassi shares her insights on sales success and effective leadership within the context of Redgate Software’s customer-centric approach. She emphasizes the importance of truly understanding customers’ problems and pain points, underlining the value of listening and curiosity in sales. Cassi discusses Redgate’s low turnover, attributing it to the company’s private ownership, customer-centric focus, and embedded company values, including transparency, reasonableness, and collaboration. Additionally, we delve into Redgate’s approach to enabling buyers through product testing, the challenges of promoting top performers to leadership roles, and the significance of identifying and nurturing individuals with the right traits for leadership. Join us for a journey into the heart of sales triumph and leadership mastery.

Welcome to Scale Your Sales Podcast, Cassi Roper.


Navigating career in male-dominated industry, challenges of women.

08:09 Assess for passion and fit in leadership roles.

12:45 Identifying diverse skills and leadership potential in hires.

17:37 Efficient sales process reduces turnover and costs.

24:48 – The Importance of Immediate Value in Business

26:39 Customers shape strategy by sharing their needs.


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.

Book Janice to speak virtually at your next event:  https://janicebgordon.com  

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

Twitter: https://twitter.com/JaniceBGordon 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

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We work with Chief Revenue officers, Sales Leaders, and SaaS Founders identify their best-paying customers, retain more of them, and modernise for a customer and buyer-centric relationship.

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