In this weeks’ Scale Your Sales Podcast episode, my guest is James Cuthbertson. James Cuthbertson is the CRO of Relative Insight. An innovator in text analytics, James helped to grow Relative Insight from its true start-up phase into a pioneer of text analysis servicing global clients such as Delta, PWC, Nespresso, and Comcast. With over 14 years’ experience in the early-stage technology market, James has grown, and developed sales and marketing functions focused on products in people and consumer analytics, customer experience and digital marketing. In today’s episode of Scale Your Sales podcast, James provides key insights into the MEDDIC project management system, the evolving sales landscape, and the vital role of data in decision-making. He challenges traditional sales stereotypes, emphasizing the importance of process-driven approaches. James also shares how Relative Insight evolved from child protection to serving global clients with advanced text analytics. This discussion offers practical advice for navigating the complexities of today's sales environment. Welcome to Scale Your Sales Podcast, James Cuthbertson.   Timestamps: 00:00 Impressed with diversity conversation, tired of forced diversity. 05:14 Improving CSAT and MPS through language analysis. 09:06 Grateful for opportunities, specialized in recruitment. 11:53 Seeking driven individuals with strong cognitive abilities. 13:19 Compete fiercely in tech market, emphasize drive. 18:11 Use data to benchmark success in industry. 21:29 Economic climate tough, spending shifted upward. 23:06 Professionalism means preparation, admin, understanding, and adaptability. 26:19 Salespeople struggle with structured processes but adapt. 31:09 Trial closing, seeking commitment earlier in sales. 32:49 Greenhouse: my happy, productive desert island choice.   https://resources.relativeinsight.com/ai-innovation-cx-insights https://www.linkedin.com/in/jamescuthbertson/   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 thought customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/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/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.