WOW, for 39 years, International Confex has led the exhibition event space for the events industry. International Confex is a two-day event at ExCeL London.
I spoke at International Confex; this is my third or fourth year. I do it because the peopleinvolved in this event are exceptional. I love the networking and atmosphere created by the organiser and attendees.
Mind the Gap: Closing the Sales Opportunity Gap.
I wanted to summarise the three key strategies in my presentation:
Getting in the head of your key customers
What your customer prioritised in 2019/2020 is different in the post-pandemic climate. 2023 has seen a further re-prioritisation, driven by their customer changing prioritise. The closer you get to what drives your key customers, the more you can see the world as they do and anticipate their needs.
Identify The Priority
With all our customers’ competing and overwhelming challenges in 2023, understanding customer priorities are more important than understanding their pain points.
While pain points help you identify the challenges or problems that your customers are facing, customer priorities help you understand what your customers value most and what they are willing to spend money on more immediately.
Creating Sales Efficiency
Recent research has shown that businesses that take a data-driven approach to sales are more likely to be successful.
We analyse your data, taking the guesswork out of the sales operation and closing the sales opportunity gap, helping you make data-informed decisions. We use data to identify patterns, then use this information to optimise your sales approach and focus your efforts on helping your buyer to buy what they need most. Analysing your data, at SCALE know what good looks, having conducted this analysis over 25 years on data from 2.3 million sales professionals across 200 industries, looking at 462 data points, a crucial step in identifying and closing the sales opportunity gap.
It was standing room only and even better to receive this LinkedIn testimonial; thank you to Nastassja Keenes– Head of Business Development at Sleek Events.
“I attended a valuable session hosted by Janice B Gordon – Customer Growth Expert FISP FPSA FRSA, who did an inspirational speech on what to do next with closing the sales gap opportunities! Thank you – I look forward to putting this newfound knowledge to use.”
Insights gained from other presentations:
How TikTok can Supercharge your Event attendance – Tom McMahon
Creating Awareness and driving Consideration to Conversion is done on an individual basis, not corporate. Whether B2C or B2B, you promote Individual to individual or H2H.
Tom shared in their presentation the comparative cost of one of their campaigns:
LinkedIn: CPC £4 CPM £7
Google Search: CPC £1.50 CPM £30
Facebook: CPC £1 CPM £7
Tik Tok: CPC £.034 CPM £2.19
I just discovered that there are 20 million daily active users in the UK alone and that the age range is diverse. TikTok is great at creating awareness, and some say that Google Shorts will make TikTok redundant. This may be so; however, the cost compared to LinkedIn, Google, or Facebook makes it worth considering in an integrated campaign.
The co-presenters shared how to ensure you Fuel, Ignite and Accelerate events with dialogue, engagement, and well-designed stimulation.
They propose developing the agenda with stakeholder engagement to set the strategic goal. That keynote should be shorter, out with the 45-minute presentations, and networking breaks should be longer, like one hour, to ignite interactive discussion and insight. An event summary measures the outcome and ensures the dialogue continues, and actions are taken post-event.
Kerrin MacPhie, CEO of the Meeting Industry Association, shared her experience implementing these methods; those positive results far exceeded her expectations. https://www.mia-uk.org/
This session was undoubtedly AHA.
My Lightbulb ❤️
The highlight of my day was seeing David Meade, Keynote Speaker, attending my presentation; he is a global international speaking god :-).
With a team of strangers, we built a prosthetic hand, the hour passed seamlessly, and I felt connected to three other team members Kat Rack, Dave Turner and Natasha Jackson.
This is hand down (pun), the best team-building and networking activity I have participated in, ever! After the session, I told David Meade that he has my heart, and his origin story presentation and activity were impactful. You could not help but be changed by the experience.
When I am away from my usual work distractions, I am able to hear myself think. As an example: While I was in Antigua for a month with family and then to work, I had a conversation with a friend and said that I was ‘living the life I am meant to have’. This was an Aha moment for her and me, which I have reflected on and wanted to share with you here.
Living the life you are meant to have is about embracing your true self, following your passions, and creating a life that aligns with your values and aspirations. It’s about being authentic and making choices that bring you joy and fulfilment.
Imagine life as a journey (I know, cliché); you are the captain of your ship. To truly live the life you are meant to have and do the work you are here to deliver. You must set your course based on what resonates with your heart and soul. Don’t let the expectations or opinions of others dictate your path. Instead, listen to your intuition and inner wisdom.
Often, fear of the unknown or fear of failure holds us back from pursuing our dreams. But remember growth and transformation can only happen when you step out of your comfort zone. Embrace challenges as opportunities for growth, and don’t be afraid to take calculated risks. Keep expanding your knowledge, honing your skills, and staying curious. You learn more from the setbacks. I have reframed failure as feedback. Sometimes, unexpected detours lead to the most beautiful destinations.
Always surround yourself with positivity. Connect with people who uplift and support you, and let go of relationships that drain your energy. Your environment plays a significant role in shaping your mindset and outlook on life.
A life well-lived is rich in experiences and meaningful connections. Practising gratitude can transform your perspective. Focus on what you have rather than what you lack. Gratitude enhances your happiness and helps you appreciate the journey you’re on.
Living the life you are meant to have is embracing your uniqueness, taking bold steps toward your dreams, learning from every experience, nurturing positive relationships, and finding happiness in the present moment. It’s your journey, so make it purposeful and delightful.
I had a wonderful time with my family, but
The family holiday was delightful; our villa was spacious and could entertain all family visitors with quiet corners you could escape to. If you follow me on Instagram, you will see the stories and reels of our adventures. I visited over 20 different beaches in two weeks.
In Antigua, I was becoming extremely irritated by my brother’s constant alerts on his phone. Even when I am working, my notifications are all turned off; if I want something, I have to go and check my phone, usually between tasks. I pay the bill, and my phone serves me rather than I am serving my phone.
WARNING: Setting alerts on your phone can have both physical and mental adverse effects.
The Physical Effects:
Physiological Response: Alerts can increase heart rate and adrenaline release, causing heightened alertness or stress.
Tension: Anticipating alerts can lead to muscle tension and a sense of unease.
Impacts on Sleep: Frequent alerts, especially at night, can disrupt sleep patterns and affect overall rest.
The Mental Effects:
Disrupted Focus: Alerts break concentration, making engaging in deep or focused tasks difficult.
Stress and Overwhelm: Constant notifications contribute to feeling overwhelmed by managing multiple information streams.
Notification Fatigue: Over time, excessive alerts can lead to decreased responsiveness and missing important messages.
Anxiety: The fear of missing out on alerts or urgent messages can heighten tension.
The Positive Aspects:
Organisation: Alerts can help you stay organised and remind you of important tasks or events.
Timely Information: Notifications provide real-time updates and inform you about news, events, and communications.
Selective Usage: Mindful management of alerts for crucial matters can mitigate adverse effects.
It’s a Balancing Act:
Mindful Approach: Choose which alerts truly matter to maintain a healthier relationship with your device.
Scheduled “Quiet” Times: Designate periods without alerts to promote relaxation and focused work.
Notification Settings: Customise settings to manage notifications that warrant alerts and can wait.
I recorded 6.0 video tips for October.
I have a birthday celebration in October and wanted to share some of my insights, so I recorded thirty-one 1-minute videos for every day in October. I discuss some of my No Sh.t Philosophies and my thoughts on modernising B2B sales teams.
Ensure you follow me on LinkedIn to get notified.
Four intensive work weeks before more travels.
I am excited to see my Women Sales Pros community of elite women in sales controlling their destinies. I love the can-do attitude of my American cousins. I have the most existing year celebrating my birthday with friends and family. Antigua was just the start, and Japan is not the end, with lots in between, so stay tuned.
Pardavimų formulė was my biggest speaking event with 1800 delegates, so I can tell you I was nervous.
Three months before the event, I would think about it and get nervous; all the ridiculous what-ifs were racing in my head. But the closer I got to the event, my nerves relaxed, and it was all about the logistics.
I was grateful I had my good friend and colleague, Bev Hancock, with me; speaking internationally may seem glamorous, but it can be a lonely affair.
I remember reading Patricia Fripp Presentation Skills Expert newsletter about dealing with nerves before a presentation, and now I always stand on the stage, ideally the day before my presentation. Knowing what it feels like and making the stage your friend is essential and one less thing to deal with on the day.
🚶🏾Once I waited so long for my turn to present, my legs felt like lead, and my energy was low. I never make this mistake and now walk around before going on stage.
Here are six tips to ensure your nerves do not control you during your presentation:
Picture yourself rocking that presentation, feeling like a total superstar. I imagine I am Oprah!
Take deep breaths to let that tension melt away.
Pump yourself up with positive self-talk, reminding yourself how awesome you are.
Connect with your audience by making eye contact with the whole room and consciously remember to smile.
Kick off your presentation by opening with something attention-grabbing and captivating.
Spruce things up with engaging visuals that fit the size of the audience, and less is more on a slide is more powerful.
If you are not nervous, you are either dead or as bored as the audience will be. Embrace your nervous energy and convert it into enthusiasm and energy you give the audience. 🤸🏾
The venue was excellent the calibre of speakers too. Dainius Baltrušaitis and his team do a fabulous job in staging and hosting. I have never met any conference organiser so calm and relaxed at an event, and Danius made it all the more fun.
It is a relief to be able to be myself and have fun, and I certainly did at Pardavimų formulė. I love getting into the audience and talking to as many delegates as possible, and I loved the warm reception and conversations during the breaks. My social media engagement demonstrates this and went nuts😊.
In my keynote – What can you do to be the best choice in the eyes of your customers, I shared three practical strategies and three stories:
1. Priority
2. Simplicity
3. Futureproof customers.
The feedback was delightful; I was quoted on LinkedIn, “Price is what customer pays. Value is what your buyers must buy. Simplicity earns a Premium.” Another messaged, “Thank you for inspiring speech😊”
The programme of Speakers at Pardavimų formulė in Vilnius, Lithuania, was impressive:
Balys Virsutis – Aka Malcolm Gladwell, 10,000 repetitions to mastery.
Dr Loreta Vaicekauskiene – Sociolinguist, delivered a very humour presentation.
My absolute highlight was meeting and sharing a hug with Chris Gardner, who oozes leadership and charisma. Sharing many lessons from his Mother and insights from his books Start Were You Are and Permission to Dream.
I always learn a lot from watching and listening to other keynote speakers’ presentations.
Two tips Sales professionals can learn to enhance their sales presentation skills:
I continue to improve my storytelling engages my audience. The more salespeople can incorporate storytelling into their sales presentations to create an emotional connection, framing the products or services within a story that resonates with the buyer’s needs, priorities, and aspirations will increase success.
I aim to deliver impactful presentations to capture and hold the audience’s attention. An effective using of body language to convey messages with clarity and confidence is a technique that will enhance salespeople’s communication and presentation skills to be more engaging and persuasive.
This trip was an experience. This is why I love to travel the world and share my content with the sales community. I believe it is the highest honour to educate others and learn from shared experiences.
Travelling with my friend Bev Hancock, who supported me during the event and took many of the photos that captured the experience. After the fabulous event, we explored Vilnius’s old City further with a walking guided tour and visited the Museum of Occupation and Freedom Fights. I love the history and the pride in the culture.
I am grateful for the welcome and warmth; it was a delight to gain access to Lithuanian humour and experience so many delightful people.
🚗Thanks to Mindaugas Reinikis, GTD recommendation, we even got a lift to see Kaunas, met professional basketball players, and joined a motorbike convention. 🏍
You never know whom you will meet and what you will see when you are open to experiencing everything :-).
I found myself in Tromso, gazing up at the awe-inspiring Aurora Borealis or the Northern Lights, as they are more commonly known. The celestial ballets of light that paint the Arctic skies offer a mesmerising spectacle. As four shooting stars fell across the night sky, I found myself reflecting on life. So today, I will take you on a journey of introspection as I celebrate turning version 6.0.
I’ve grown unafraid to share my experiences and opinions at this stage of my life. I’ve been fortunate to traverse 52 countries, each visit carving lessons into my soul. But my journey hasn’t been without its challenges; growing up in the UK, I encountered the painful spectre of racism. These hurdles slowed my progress but did not stop me; I just had to jump higher.
My life has been a rollercoaster of career development, business failures, and numerous successes, and I’m still learning and growing. I recently found myself uttering the words, “I am living the life I’m meant to have,” this statement has become my mantra as I embark on the 6.0 version of myself.
This year has been a milestone year in my journey. I have had the privilege of speaking in front of two thousand Revenue Generators, CROs, CEOs, Sales Leaders and professionals. I’ve spent precious months in the embrace of my family, both in Antigua and America, all while continuing to work remotely. My calendar has been peppered with exciting adventures – flying over the Grand Canyon in the USA, witnessing the Northern Lights in Norway, and experiencing the magic of cherry blossoms in Japan in 2024, all in celebration of my 6.0 version.
I’m grateful for the opportunity to work with remarkable clients from South Africa, Egypt, Jordan, the UK, and the US. One particularly challenging case became an inspirational success story – my superpower lies in connecting with people, seeing their untapped potential, and guiding them towards greatness through new skills and unrealised strengths.
This transformation led to an additional $10 million in revenue within nine months in one sales operation. The journey to sales excellence began with each individual believing in their abilities and the collective power of their team under solid leadership.
People often comment that I look 15 years younger; although true, the mindset is more important than youthful physical appearance. Mine is rooted in the strength inherited from my parents and my commitment to nurturing my mind and body through exercise and yoga. I’ve learned to trust my experiences, embracing who I am while liberating myself from the expectations of others. I have realised that I am my own harshest critic and most ardent supporter; I choose which.
I used to say, “If it is to be, it is up to me.” I’ve learned that sheer will is insufficient; you must also believe in your will to succeed. The beauty of reaching version 6.0 is that there’s no time to waste – it’s now or never!
I’ve created a video series called “6.0 Tips” (check October LinkedIn posts) because I have stories to share, lessons to impart, and inspiration to offer. I want to celebrate my ongoing journey and ask you – what version of yourself are you? Are you living the life you are meant to have? If not, why not? Are you being the person you are meant to be? If not now, then when?
Surprisingly, while watching the Northern Lights, I experienced a deep sense of sadness. Version 6.0 brings with it a phase of letting go, a transition into a new chapter of life. It means saying goodbye to certain things; perhaps I won’t run more marathons, and that’s perfectly okay. Change and transformation are inevitable in life, and it’s both a sorrowful and exhilarating process.
There are more places I want to explore, cultures to experience, and countless adventures waiting to unfold. To embrace the future, I must release the past, and while it brings a touch of sadness, it also excites me for the journey ahead.
As I look forward to more reasons to celebrate and endless adventures, I am profoundly grateful for the life I’ve lived, the work I do, and the impact I create. I cherish my family and the friends I’ve gained along the way.
They say, “You cannot take it with you”, so I intend to give more than I get. Life is a symphony of change. I am exhilarated about what I have yet to experience from version 6.0, living the life I am meant to have.
In the dynamic world of revenue management, the landscape for women professionals is evolving rapidly. As we delve into the insights from the Women in Revenue (WIR) Annual Survey and draw from my experience, the challenges and opportunities ahead are both substantial and transformative.
Let Us Set the Scene
Women leave education with higher qualifications, and ethnic minority education attainment results are even greater. Yet from the time women enter the workforce, their pay and position are being eroded. Let us get real: women still have the greater share of household and family responsibilities, those that do secure leadership positions, carry with them higher expectations such that they cannot afford to fail. Unlike their male counterparts, having the protection of the boys’ networks, to more easily secure second chances. In addition to this, companies ask their women leaders to take on additional responsibilities to mentor other women and represent their organisations, publicly – all unpaid.
I want to see a recognition of this additional responsibility and parity in pay and conditions in the workplace.
State of Women in Revenue (WIR)Today
The WIR Annual Survey, reveals a significant shift in priorities among women in revenue roles. This year, over eight hundred women responded, highlighting key concerns such as work-life balance, the prevalence of sexual harassment, and a notable trend towards career re-evaluation post-pandemic. (link in comments)
Following a recent discussion hosted by Women in Revenue. that I was invited to panel, unfortunately, despite all our best efforts, technical difficulties prevented my participation and contribution, hence this article to voice my opinion and discussion points. The online event went on without me, thank you for stepping in last minute Anne Pao, Debe Rapson, Sarah Sehgal, and the WIR team. Underscoring the resilience and commitment of Women in Revenue to overcoming challenges—a theme echoed in the survey findings. With representation across sales, marketing, revenue operations, customer success, and professional services, the survey underscores the diversity of roles and perspectives within the industry.
The Impact of Flexible and Hybrid Working
One striking statistic is the 24% year-over-year increase in the prioritization of work-life balance, reflecting a broader societal shift accelerated by the pandemic. This resonates deeply with my own experience, having navigated remote work dynamics since 2010 and in 2020 I recently invested in a garden studio office to enhance my productivity and well-being.
The UK’s experience with flexible working mirrors global trends, with a notable 63% of organizations planning to adopt or expand hybrid working models, 71% say the main reason being work-life balance and improved productivity (source: Chartered Institute of Personnel and Development – CIPD).
In my recent LinkedIn LIVE presentation with Mary Shea discussing the Future of Work and Workforce and on the Scale Your Sales Podcast with various guests, we have explored how these flexible models are reshaping the Sales landscape.
Transparent Compensation: A Driving Force for Change
The call for transparent compensation is louder than ever, with 52% of survey respondents, citing it as a critical consideration when evaluating job offers. This figure is more than double from just 21% in 2021 (source: Women in Revenue Annual Survey). This demand reflects a broader push for fairness and equity within the workplace, particularly concerning gender and ethnic pay gaps.
the UK government requires companies with 250 or more employees to report their gender pay gap data annually. Additionally, the UK government plans to extend equal pay rights to ethnic minority and disabled workers, requiring companies to disclose their ethnicity pay gap data. I would like to see this extended to all companies as it underscores the need for accountability and transparency.
From my discussions with industry leaders and my advocacy work, I have seen firsthand how crucial transparent compensation is to closing these gaps. For instance, the Xactly research findings report that women in Sales are not only underrepresented but also underpaid, with male counterparts on average earning 3.5% more. Sales professionals in the Life Sciences and Pharma sectors have a 9% pay gap, Manufacturing faces an 8% gap. Interestingly, the Financial Services industry stands out as a beacon of equity, with no reported pay gap. (source: Xactly Research, July 2024). These insights underscore the imperative for organizations to not only report but actively address these disparities to foster a more inclusive and fairer workplace.
I interviewed Michael Ranmi Akinlé, Head of Sales UKI, Qobra, the sales compensation platform that delivers visibility on commission and payouts, as Michael is closer to the ground root sentiment of what is happening in the UKI. Michael said:
“Revenue Leaders know there is a war on talent, the best talent drives revenue and keeps customers happy. A lack of transparency leads to frustration, de-motivation, and attrition.”
We discussed the barriers to transparency being a lack of budget (a false economy when talking about attrition), fear of change, and a lack of resources (every change needs someone to drive it to succession)
The Women in Revenue report states transparent compensation information was the third most desirable consideration in job placement. The challenge now lies in ensuring equitable implementation across all sectors and demographics, particularly addressing the diverse needs of women in leadership.
Mentorship: A Catalyst for Success
Mentorship remains a pivotal yet underutilized tool for advancing women in revenue. Despite 80% believing it is useful, less than 30% of professionals currently have a mentor, highlighting barriers such as perceived lack of time, confidence, and organizational support.
I would highly recommend Women in Revenue Mentorship Program (link in comments)
From personal experience, I have found mentorship to be transformative. Early in my career, navigating the complexities of leadership, I encountered mentors who provided invaluable guidance and perspective, and still today I have mentors to help guide me. Their insights not only shaped my professional journey but also inspired me to mentor others—a responsibility I take seriously in advocating for equitable opportunities.
But let’s be clear, my view is that women are not the problem. Do not think that women or diverse groups need coaching and mentoring and the problem will go away. Until the wider organisation is coached and mentored the problems and barriers will persist. You would be better off mentoring the majority because the minority know, and have the lived experience of being the minority, (we know the problem!).
Future Challenges and Opportunities
In my blog from a decade ago, I predicted the rise of freelance sales professionals, a trend that is increasingly relevant today with the emergence of fractional CROs and independent revenue experts. These roles present new avenues for women to leverage their expertise across diverse organizations and sectors, empowering them to take control of their careers in unprecedented ways.
Looking ahead, the future of women in revenue will be shaped by several critical factors. Job security concerns amid economic uncertainties and the persistent underrepresentation of women in leadership roles are still pressing issues that demand proactive solutions.
In my view, if we do not see the sales revenue leadership reflective of the global buyers’ market, we will see more women voting with their feet and moving into roles that value their experiences and skills and are willing to give them the flexibility and the fair and equitable renumeration they require.
Empowering Women in Revenue
As we navigate these challenges and opportunities, one thing is clear: empowering women in revenue requires collective action and unwavering commitment. Building diverse networks of mentors, sponsors, and champions is essential, and platforms like Women in Revenue provide invaluable resources and support. Together, we can dismantle barriers, champion equity, and forge a future where every woman in revenue not only survives but thrives.
This article is a call to action—to harness the momentum of change, embrace diversity, and shape a future where women in revenue not only lead but redefine success on their terms.
