#235: Kendall Horner – Data Insights and the Landscape of Sales Across Generations

April 2, 2024

In this week’s Scale Your Sales Podcast episode, my guest is Kendall Horner.

Kendall is a partner at Braveheart Sales Performance where she works with clients all over the US to solve their B2B sales conundrums and help scale their sales teams. She brings a unique perspective on sales leadership as a self-described “Boomer in a millennial’s body who speaks fluent Gen Z.

In this episode, Kendall delves into the game-changing benefits of data insights for sales leaders and the evolving landscape of sales across different generations. She discusses unique approach to sales conversations transcends age barriers and how sales leaders can tap into the increasing influence of women in the B2B buying process. Don’t miss out on this episode packed with practical tips for effective sales leadership and strategies to cater to diverse learning styles and preferences within your team.

Welcome to Scale Your Sales Podcast, Kendall Horner.


00:00 – Data Insights and the Landscape of Sales Across Generations


08:29 – Adapt sales approach to different buyer preferences.


12:23 – Helping sales managers be more effective and understanding their role.


16:09 – Importance of protocol and hiring process to avoid biases.


19:26 – Focus on finding commitment in all generations.


23:13 – High need for approval vs genuine kindness in sales interactions.


25:42 – Consider the potential impacts of gender biases.


28:08 – Generational differences in sales due to societal norms and feedbacks.




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   


More on the blog: https://scaleyoursales.co.uk/blog 


Instagram: https://www.instagram.com/janicebgordon    


Facebook: https://www.facebook.com/ScaleYourSal

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