Episodes
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On today's episode of The Goats of Growth, Cris Mendes, VP of Sales at WEVO, talks about his unique approach to coaching by first identifying the limiting beliefs that may be preventing people from achieving their goals. Once identified, he works with them to overcome those beliefs so they can reach their full potential.
Cris' deep passion for coaching, influenced by his own experiences with impactful mentors, is palpable throughout this episode. With a focus on sales fundamentals and personal growth, Cris also dives into the core traits that define great salespeople, including the importance of curiosity and coachability.
Here's what to listen for:
Coaching in Sales: The significance of effective coaching in sales, focusing on both ability and proficiency to drive long-term success.
Overcoming Limiting Beliefs: How understanding and overcoming personal limiting beliefs can unlock potential in sales and life.
Curiosity and Sales Success: Why curiosity is one of the most essential traits for a successful salesperson.
Discipline Over Talent: The role of discipline in achieving sales success, often outweighing natural talent.
Chris's Linkedin Profile
Timestamps
00:00 Introduction to Cris Mendes 02:06 The Passion for Coaching and Development. 05:17 Fundamentals of Sales Skills. 07:11 Overcoming Limiting Beliefs. 10:20 Practical Coaching Techniques. 14:44 Understanding Neuro-Linguistic Programming. 17:18 The Importance of Curiosity in Sales. 24:54 Ability vs. Proficiency in Sales. 32:47 The Role of Discipline in Sales Success. 36:34 Curiosity and Coachability in Hiring. 48:40 Rapid Fire Questions and Closing Thoughts. -
On today's episode of The Goats of Growth, I have Austin Myers, VP of Revenue at Certificial.
Certificial is on a mission to automate and streamline the traditionally labor-intensive COI process, bridging the gap between the insurance and business industries. With a vision of a seamless future where COIs are obsolete and insurance information flows effortlessly across systems, Austin provides deep insights into how Certificial is leading this transformation. Tune in to discover Austin's insights on:
Revolutionizing COI Processes: How Certificial is automating and streamlining the COI process to save time and reduce risk for compliance managers, insurance agents, and vendors.
Connecting Industries: The importance of linking the insurance industry with the business world to ensure real-time compliance and eliminate insurance risks.
Financial Stewardship in Startups: The critical importance of budgeting, profitability, and proper measurement in decision-making, especially in a startup environment.
Hiring for Success: The traits Certificial looks for in their revenue organization, including curiosity, initiative, ownership, and judgment.
AI and Automation: How Certificial uses AI and automation to scale processes and boost efficiency across the organization.
This episode is packed with insights for anyone interested in the intersection of technology, insurance, and business growth! Tune in and let us know your key takeaway.
Austins Linkedin Profile
Chapters
00:00 Introduction to Certificial and the COI Process. 07:00 The Role of VP of Revenue at Certificial. 11:20 Message Market Fit and Evolution. 17:22 Becoming the Category Leader in the COI Space. 20:40 Execution and Growth Strategies. 25:14 Targeting Different Layers of Customers. 29:23 Leveraging Customer Advocacy for Growth. 29:51 The Importance of Budgeting and Being Good Stewards of Money. 31:44 Prioritizing Profitability and Proper Measurement. 34:57 The Role of Experimentation in Sustainable Growth. 36:53 The Hiring Profile for the Revenue Organization. 43:33 Using AI and Automation to Scale Processes. -
Missing episodes?
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My guest today is Armen Zildjian, VP of Sales at Clockwork, which is a financial planning and analysis platform for growing businesses and their advisors.
Armen has over 20 years of international software sales and sales leadership experience, and has helped take multiple scale multiple tech companies, including Drift, which achieved $1B valuation in 2021, LogMeIn (IPO), GrabCad (acquired by Stratasys), and Dyn (acquired by Oracle). He knows what it takes in the beginning, managing early-stage sales teams with little structure and process, all the way through international expansion with millions in revenue and a global sales team.In this episode he talks about his process for how he makes it all happen.
Here are several key takeaways from the interview:
Empowering Small Businesses: How Clockwork helps small businesses succeed by providing accurate and timely financial data through financial advisors.
Understanding Customer Value: The significance of truly understanding the customer's problem and the value Clockwork can offer.
Iterative Sales Processes: The need for constant adaptation in sales processes, with feedback loops and certification programs ensuring success.
Hiring and Curiosity: Why hiring experienced salespeople and fostering natural curiosity are crucial for sales success.
Motivation and the 'Why': The importance of having a clear goal and understanding the motivation behind actions in sales.
Empathy in Management: Armen's management style focuses on empathy, understanding the whole person, and unlocking their potential.
This episode is packed with actionable advice for sales leaders looking to scale their teams and empower small businesses! Tune in and let us know your key takeaway.
Armens Linkedin Profile
Timestamps 00:00 Introduction and Background. 02:20 Clockwork's Vision and Value Proposition. 08:49 Growth and Scale: IPO or Acquisition? 14:30 Building and Fine-Tuning the Sales Process. 19:27 Handling Challenges in a Fast-Growing Startup. 23:42 Staying Focused and Disciplined in Decision-Making. 28:13 The Role of Sales Reps and A/B Testing. 32:10 Core Principles and Skills for Sales Success. 34:07 Understanding the 'Why' Behind Your Actions. 37:10 The Impact of Developing Others. 40:31 The Drive to Win: Having a Chip on the Shoulder. 51:01 Finding Fulfillment in Hobbies and Interests. -
On today's solo episode of The Goats of Growth, I go deep into how to position yourself for the best job opportunities as we move towards the busiest time of year for recruiting and hiring.
Focusing on three critical areas—Recruiters, Resumes, and References.
Tune in to insights on:
Building Relationships with Recruiters: Why connecting with recruiters who specialize in your target industry and roles is key to unlocking the best opportunities.
Crafting a Strong Resume: The importance of tailoring your resume to the job you're applying for, with a focus on relevance and showcasing your domain expertise.
Strengthening References: How reconnecting with former managers and establishing strong references can give you an edge in the hiring process.
Timing Your Job Search: Why preparing ahead of time is crucial, especially as the end of Q3 and the beginning of Q4 are peak periods for recruiting and hiring. This episode is packed with actionable advice for job seekers looking to navigate the job market with confidence and success! Tune in and let us know your key takeaway.
00:00 - Introduction 01:08 - Building Relationships with Recruiters 03:06 - Recruiters as Advocates 04:06 - Crafting a Strong and Relevant Resume 06:03 - Reconnecting with Old Managers for References 09:27 - Preparing for Job Opportunities Ahead of Time -
In this episode of The Goats of Growth you will hear my interview with Kiva Kolstein, President and Chief Revenue Officer of AlphaSense.
Curious about the success behind an AI-powered market intelligence platform? Kiva shares how AlphaSense delivers quick and accurate search results and how a focus on operational excellence is driving its growth.
Tune in to discover Kiva's insights on:
Growth and Success of AlphaSense: Leveraging AI to provide market intelligence from a vast array of content sources.
Keys to AlphaSense's Growth: The role of operational excellence, sales enablement, and revenue operations in scaling the business.
Building a Strong Team: The importance of fostering a collaborative and feedback-rich culture to drive company success.
Future Plans for AlphaSense: Expanding globally and enhancing the platform with generative AI and natural language interaction.
Balancing Growth and Efficiency: Strategies for maintaining efficiency while pursuing aggressive growth targets.
Enjoy the episode!
Kivas Linkedin Profile
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This is a different kind of show from what I normally do, meaning that most of my shows feature in depth interviews with one guest on various growth oriented topics. However, in this episode, you will hear clips from five recent interviews that I did that basically focus on the same topic, which have been all about the strategic thinking needed for CROs to run profitable and efficient growth organizations in the wake of the growth at all cost error that ended a couple of years ago. So in this episode, you will hear the viewpoints of Meshach Amua -Fuster, portfolio CEO, Tracy Sastilli, former chief revenue officer at Intellimize, Michelle Benfer, SVP of Sales at Bill, Jacco 'Vanderkoi, Founder of Winning by Design and Katie Ivy.
Chief Revenue Officer at Walnut. Enjoy the episode.
Meshachs Linkedin Profile
Jacco's Linkedin Profile
Tracys Linkedin Profile
Michelles Linkedin Profile
Caties Linkedin Profile
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In today's episode of The Goats of Growth, we have Catie Ivey, CRO of Walnut! She discusses the differences between selling in today's environment versus selling just a few years ago.
Of course, as a recruiter, the thing that stuck out most to me was the what she said about the differences between great sellers and CSMs and everyone else, and the very real consequences if you're not great at what you do today.
Takeaways from this episode:
Enhancing B2B Sales: Leveraging product demos to create a buyer-centric experience throughout the buying journey.
Transitioning to CRO: The challenges and learning curve involved in owning the full revenue number.
Optimizing Sales Processes: Strategies for go-to-market teams to do more with less and improve unit economics.
Cross-Team Alignment: Creating alignment across product, marketing, sales, and customer success teams for scalability and predictability.
Building a Strong Team: Hiring candidates with intellectual curiosity, growth mindset, and coachability.
Mentorship and Diversity: Katie's passion for mentoring young women in sales and promoting diversity in leadership roles.
Pipeline Building: Exploring new strategies for building pipeline and learning from industry peers.
Caties Linkedin Profile -
In this episode of The Goats of Growth, I interviewed Gregg Carman, CEO and Founder of Chiefsight, which empowers mid-market companies to make data-driven financial decisions with generative AI. Cheifsight analyzes data from multiple systems and provides relevant recommendations to make faster decsions while your competiors are stuck in analysis paralysis.
Want to hear his go-to-market strategy and his visionfor the future? It's all in this episode!
Data-Driven Decisions: How ChiefSight uses AI to provide real-time measurement of key performance indicators and benchmarks for better, faster business decisions.
Generative AI in Marketing: Utilizing AI to analyze data from multiple systems and deliver relevant recommendations, significantly improving conversion rates.Target Audience Strategies: Focusing on CFOs, with the CEO and CRO as key influencers, and exploring omnichannel strategies for demand generation.
Thought Leadership: The role of thought leadership in defining and designing a market, leading to market leadership and profitability.
Market Opportunities: Tapping into the large and growing market for decision intelligence applications.
00:00 Introduction to ChiefSight and Greg 03:20 Real-Time Measurement and Benchmarks for Better Decision-Making 05:45 Using Generative AI to Analyze Data and Provide Recommendations 09:20 Targeting CFOs with Influencers in the CEO and CRO 16:13 Exploring an Omnichannel Strategy for Demand Generation 24:23 The Power of Generative AI in Demand Generation Marketing 29:14 Thought Leadership: Defining and Designing a Market 32:20 Scalable and Efficient Content Marketing with Generative AI 36:19 Building a Business for Sustainable and Profitable Growth 42:34 The Market Opportunity for Decision Intelligence Applications
Gregg Carmens Linkedin Profile
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In this episode of The Goats of Growth, I interviewed Bobby Touran, Co-Founder of Rainbow, an insuretech company focusing on the restauant industry.
One of the biggest questions I had for Bobby was about the keys to raising money in 2024, given that it;s much more difficult than it was just a few years ago.
Enjoy the episode!
Bobbys Linkedin Profile
Timestamps
00:00 Introduction and background 04:27 Seizing Opportunities and Adapting to Change 13:07 Raising Funds and Building a Successful Business 37:22 The Importance of Team, Vision, and Value Proposition in Entrepreneurship -
In this episode I interviewed Michelle Benfer, Senior Vice President of the Accounts Payable and Accounts Receivable Product Lines for BILL.
I asked Michelle about a post she shared on LinkedIn that caught my eye about the Rule of 40 and how focusing on the right roles and the right intelligence in RevOps makes you less reliant on sales headcount.
Listen to the episode to find out more, including:
Balancing Profitability and Growth: Understanding the rule of 40 and its significance for public SaaS companies.
Driving Productivity: The critical role of RevOps and how to effectively align bonuses with productivity benchmarks.
Sales Enablement: Strategies for boosting productivity and disseminating best practices across the sales team.
Effective Sales Management: Tips for hiring well, coaching effectively, and focusing on pipeline management, performance, and culture.
Navigating 2024: Insights into the challenges of running a sales team and the importance of investing in the right resources. This episode is packed with actionable advice for sales leaders aiming to achieve a balanced and productive sales organization!
Tune in and let us know your key takeaway.
Michelles Linkedin Profile
Timestamps
00:00 Introduction to Michelle Benfer and Bill 01:37 The Rule of 40: Balancing Profitability and Growth 10:17 The Importance of Sales Enablement in Supporting the Sales Team 35:20 Challenges of Running a Sales Team in 2024 -
In this episode, Steve Travaglini, the CRO that led LinkSquares from $500K to an astounding $50M in ARR in just 5 years, shares his entire journey.
Struggling with startup setbacks and doubt? Steve resilience, drive, and bias towards action, will inspire you in a way that could set you on path to the same kind of success. Of course, you'll have to do it without Steve.
Tune in to discover Steve's insights on:
Uncovering Success: The journey from setbacks to triumph, and the lessons learned along the way.
Building a Sales Culture: Hiring for grit and optimism to create an unshakable team.
Driving Revenue: The pivotal role of a game-changing product in the sales landscape.
The Blueprint for Growth: Strategies for forging an unbreakable sales culture and fostering explosive growth. This episode is packed with actionable advice for entrepreneurs and sales leaders aiming to achieve extraordinary success!
Tune in and let us know your key takeaway.
Steves Linkedin Profile
00:00 Introduction and Background 03:01 Getting Fired and Joining Link Squares 08:56 Building the Sales Team at Link Squares 15:54 Lessons Learned and Adjustments Made 32:10 Continued Growth and Challenges Faced 37:55 The Evolution of a Sales Leader 38:22 Staying Involved in the Day-to-Day Operations 39:23 Building a Sales Culture and Scaling a Sales Organization 40:12 Delegating and Working on the Business 44:09 Introducing WinRate 48:45 Addressing Pain Points in Pricing, Packaging, and Value Presentation -
On today's episode of The Goats of Growth, we have Tracy Sestili, Chief Revenue Officer of Intellimize!
Struggling to bridge the CMO-to-CRO gap? Tracy, a former CMO herself, reveals how marketing expertise can supercharge your CRO role. Can a marketing background be the secret weapon for CRO success? Tune in to discover Tracy's insights on:
Unlocking Growth: Collaboration, data-driven decisions, and the power of a user-friendly product. Scaling Revenue: Pricing, ICP, and the challenges (and rewards) of new market expansion. Product-Led Growth: Dominating your niche, lowering barriers to entry, and building brand advocacy. The Future of Sales: Adapting to change and the ever-evolving sales landscape.This episode is packed with actionable advice for marketing and sales leaders looking to drive explosive growth!
Tracys Linkedin Profile
00:00 Introduction and Tracy's Background. 03:30 The Value of a Marketing Background in the CRO Role. 11:45 The Importance of Cross-Functional Collaboration for CROs. 25:15 Addressing Pricing, ICP, and Product Feature Issues. 28:59 Strategies for Scaling Revenue. 32:19 Challenges of Expanding into New Markets. 35:35 The Challenges of Product-Led Growth. 37:24 Dominating a Market before Expanding. 39:12 Creating a Seamless User Experience. 44:09 Balancing Growth and Efficiency. 46:08 Motivation: Doing Impactful Work. 48:38 Personal Goals and Hobbies. 53:01 The Future of Sales Teams in 2024. -
In this episode of The Goats of Growth, we're joined by Solomon Kahn, the CEO behind Delivery Layer. We discuss his data industry journey and the inception of his brainchild, unveiling the niche market's potential as well as Delivery Layer's mission: furnishing robust tools for seamless data sharing—a sector long overlooked.
From the exhilaration of securing the inaugural client to navigating the complexities of missed opportunities, Solomon shares candid anecdotes. Tune in as he unveils his LinkedIn playbook, deciphering how strategic audience cultivation fuels outreach and cultivates promising leads.
Solomons Linkedin Profile
00:00 - Introduction to Solomon Kahn and Delivery Layer 03:32 - The Need for Delivery Layer in the Market 08:35 - Building Delivery Layer and Pricing Strategy 11:34 - The Power of Building an Audience on LinkedIn 22:50 - Future Growth and Challenges for Delivery Layer 35:50 - Exploring the Use Cases of Delivery Layer 46:19 - Building Trust and Reliability in the Data Industry 53:27 - The Long-Term Vision for Delivery Layer 57:26 - Motivation and Learning in the Data Industry 01:02 - Navigating the Jump from $100K to $1 Million in ARR 01:05 - The Importance of Sleep and Personal Well-being -
In this episode of "The Goats of Growth," I interview Jacco van der Kooij, founder of Winning by Design, about the challenges facing SaaS companies in achieving go-to-market fit.
Jacco explains that the "growth at all costs" mentality has led to inefficient spending on sales and marketing, resulting in unsustainable growth. Tune in to learn how he advocates for a shift towards process-centric strategies, emphasizing the need for data-driven decisions, cost efficiency, and the unique treatment of different market segments.Jaccos Linkedin Profile
Revenue Architecture (00:01:12)
Jacco's book "Revenue Architecture" and its insights into successful revenue leadership.Has SaaS lost go to market fit? (00:01:48)
Discussion on a paper titled "Has SaaS lost go to market fit?" and its implications for venture-backed SaaS companies.Product market fit and go to market fit (00:02:53)
Exploration of the concepts of product market fit and go to market fit, and their significance for sustainable growth.SaaS companies' go to market challenges (00:04:23)
Analysis of the challenges faced by SaaS companies in maintaining go to market fit and the increasing cost of marketing and sales.Impact of cost increase on go to market fit (00:05:22)
Discussion on the rising cost of acquiring revenue and its impact on go to market fit and sustainability.Automation and evolving go to market strategies (00:11:13)
Insights into the potential impact of automation on certain tasks and the evolution of go to market strategies in response.The role of the CFO and CRO in go to market strategies (00:13:47)
Exploration of the evolving roles of the CFO and CRO in managing go to market strategies for rapid growth companies.Scaling and efficiency in go to market motions (00:17:25)
Consideration of tactics for scaling and maintaining efficiency in go to market motions for companies reaching the $200-300 million revenue level.The importance of being process-centric (00:21:01)
Discussion on the shift from people-centric to process-centric organizations and the need for optimization and automation.Impact of process automation on productivity (00:22:21)
Exploration of how automation and technology can increase productivity and revenue per headcount.Skills and certification for executives (00:25:54)
Discussion on the necessary skills and certification for executives in the context of revenue architecture and the changing business landscape.The need for education and certification in revenue architecture (00:29:32)
Exploration of the importance of education and certification for executives to understand revenue architecture and compound growth.Investment in retention and expansion for revenue growth (00:32:10)
Insights into the shift from new revenue acquisition to investment in retention and expansion for revenue growth.Challenges in shifting marketing and sales alignment (00:37:43)
Discussion on the challenges and time required for shifting marketing and sales alignment in organizations.Balancing short-term demands and long-term growth (00:40:04)
Exploration of the paradoxical challenge of meeting short-term demands while focusing on long-term growth strategies.Server, software, and GTM (00:41:13)
Discussion on the design and success rates of server, software, and go-to-market motion.Success rates of server and software (00:41:57)
Explanation of the success rates of server (99%) and software (five nines).Success rate of GTM (00:42:39)
Exploration of the success rate of companies in the go-to-market motion, defined as closing over a $3 million round in funding.Vision and compound growth (00:45:41)
Discussion on the importance of vision and compound growth in go-to-market strategy.Changing GTM motion (00:47:44)
Exploration of the evolving go-to-market motion and the need for proper architecture in sales strategies.Exploring future topics (00:48:43)
Request for a future episode to delve into the seeds being planted for the next phase of go-to-market strategies. -
In this episode, you will hear the excerpts from 6 inetrviews I did for The GOATS of Growth book. I asked everyone the same question, which was, "What major setbacks did you face early on and how did you overcome them?"
In order of appearance, you will hear:
Ed Calnan Elissa Fink Mark Roberge John McMahon Laura Zwahlen Ryan BurkeEach one of them has acheived, by definition, uncommon success, and all of them faced challenges early on in their journeys before they achived their respective success. Persistence, is the common theme that I took away from hearing their stories, and I think you will too.
Enjoy
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In this episode I had the pleasure of speaking with Kayvon Touran, CEO and Co-Founder of Zal.ai.
He shared how a career frustration he had inspired Zal which helps organizations implement career pathing and specifically to help them contextualize, apply and measure the efficacy of their learning and development programs.
That said, more than anything, this episode is about the start of an entrepreneurial journey and how to take an idea and see it through all the way to builing a product with a market and a strategy to sell it. Lots of leanings along the way.
Enjoy!
Kayvons Linkedin Profile
The ideation phase (00:02:05) Kayvon's journey in early stage technology startups.
The need for context in learning and development programs (00:03:19) Kayvon's realization of the context problem in workforce development and the need for personalized, dynamic, and applicable learning content.
Challenges in career pathing implementation (00:05:25) The difficulties and opportunities in implementing career pathing, the value of career pathing, and its challenges in terms of cost and time.
Creating alignment between strategic initiatives and career goals (00:07:11) The importance of creating alignment between an organization's strategic initiatives and employees' career goals, and the challenges faced in achieving this alignment.
The messy process of ideation and information gathering (00:16:56) The chaotic process of gathering information, following instincts, and overcoming doubts during the ideation phase.
Judging information and separating signal from noise (00:19:58) Kayvon's intuitive approach to processing information and the importance of combining different perspectives to determine the accuracy of the information.
Resources for Research (00:21:40) Kayvon talks about the various resources used for research, including programs and homegrown research.
Challenges in Job Architecture (00:25:33) Kayvon explains the challenges faced by companies in creating accurate job architecture and how Zol addresses these issues.
Career Path Tool and Skill Verification (00:28:44) Kayvon details the features of the career path tool and the importance of skill verification in their platform.
Staying Disciplined in Feature Development (00:30:54) Kayvon discusses the discipline required to avoid building unnecessary features and the focus on delivering value to users.
Building the First AI MVP (00:31:29) Kayvon explains the process of creating the first AI minimum viable product and the value-driven approach to development.
Customer Acquisition Strategy (00:37:40) Kayvon shares the strategy of building a community of interested individuals and incorporating customer feedback into the product development process.
Pricing and Commercializing (00:40:39) Discussion on pricing strategies and challenges in quantifying the value of solutions for changing job dynamics.
Iterative Process and Refinement (00:41:27) Emphasizing the iterative approach in developing the business, including pricing strategies and market positioning.
Investing in Company Growth (00:45:38) Strategies for reinvesting in the company to enhance product offerings and expand the customer base.
Target Market Segmentation (00:49:40) Segmenting the target market based on company size and tailoring offerings to specific audience and organizational needs.
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In this episode of the "Goats of Growth" podcast, I interview Meshach Amuah-Fuster, a dynamic business leader. Meshach shares insights from his journey, emphasizing the evolving role of revenue-focused CEOs. We discuss topics such as customer lifetime value, cost management, and the delicate balance between growth and profitability. Our conversation also highlights the importance of data-driven decisions and creating value in today's digital age.
Whether you're just starting your ascent or already a seasoned CEO, this episode is packed with wisdom for every stage of your journey.Meshachs Linkedin Profile
Becoming a CEO (00:02:34)
Meshach's transition from sales to CEO, driven by a passion for operational aspects and the evolving role of a CEO.CEO's Revenue Focus (00:05:59)
The shift towards revenue-focused CEOs due to the paramount importance of top and bottom-line revenue and the need for hands-on leadership.Leap from CRO to CEO (00:08:18)
The significance of the leap from CRO to CEO and the need to fill skill gaps for effective leadership.Customer Lifetime Value to CAC Ratio (00:13:00)
Explaining the significance of the customer lifetime value to customer acquisition cost ratio and its impact on marketing investment decisions.Cost-Cutting Decisions (00:19:03)
The impact of cost-cutting on different business models and the need to understand where to maximize top and bottom-line simultaneously.Decisiveness in Making Business Decisions (00:21:02)
The importance of making quick decisions during crises and the process of decision-making in business.Organizational Pivots and Decision-Making (00:25:45)
Discussion on the frequency and magnitude of organizational pivots, including quick changes and larger strategic shifts.CEO's Time Management and Daily Routine (00:27:54)
Insight into the CEO's daily routine, including early rising, exercise, nutrition, writing, and time for thinking and planning.Vision, Strategy, and Execution (00:31:59)
The relationship between vision, strategy, execution, and the significance of consistency and discipline in achieving success.The valuation metrics (00:39:41)
Explanation of key components influencing the valuation of an organization, including run rate, retention rate, globalization, ROI, and barriers to entry.Growth vs. profit focus (00:40:55)
Discussion on organizations' focus on growing valuation and exiting in a few years versus traditional profit-focused approach.Creating value and tapping into emotional states (00:43:50)
Explanation of creating value and tapping into emotional states in sports and fashion industries to drive revenue and profit.Importance of Vision vs. Execution (01:01:55)
Discussion on the significance of vision and execution in business strategy. -
In this episode of "The Goats of Growth," I got a solo episode for you to keep yourself productive and motivated, especially if you're working solo as an entrepreneur or fractional CRO.
Jays Linkedin Profile
Change your latitude (00:06:40)
Discussing the benefits of changing work locations daily for increased focus and productivity.Hire people who can do the teachable and repeatable (00:12:56)
Explaining the value of hiring help for tasks that are teachable and repeatable, allowing for focus on strategic activities.Find and follow people who have walked in your path (00:15:23)
Highlighting the significance of seeking guidance and inspiration from those who have pursued a similar career path.Do the hardest stuff first (00:18:28)
Stressing the importance of prioritizing challenging tasks early in the day to ensure focus and productivity.Time block everything (00:20:19)
Emphasizing the benefits of scheduling and time-blocking activities to maintain a purposeful and focused workday.Partnerships and Collaboration (00:21:25)
The speaker discusses the benefits of working closely with partners and finding someone to share experiences and accountability.Involving Family in Business (00:22:23)
The speaker shares how involving family members, in this case, his wife, can provide support and help in managing the business.Importance of Walks (00:23:17)
The speaker emphasizes the value of taking walks for mental clarity, idea generation, and strategic thinking.Public Accountability (00:25:08)
The speaker talks about the importance of being publicly accountable, such as committing to regular podcast episodes, to stay productive and motivated.Final Remarks and Call to Action (00:27:05)
The speaker concludes the episode, encouraging listeners to follow, rate, and share the podcast, and promises a guest for the next episode. -
In this episode of "The Goats of Growth," I spoke with Vince Beese, Founder of Sales@Scale and Sales HQ. You'll hear his insights into how he consistenly scaled revenues for many companies, including an IPO and 3 other successful exits. But before sharing his strategic approach to growth, he added the caveat that nothing else will matter if you don't have product, market, fit. Once you have that,the real work begins and there is no silver bullet. Find out how he finds sales at scale.
A must listen to anyone.
Vinces Linkedin Profile
Understanding Product-Market Fit (00:02:25)
Achieving extreme growth relies on product-market fit. Vince discusses the importance of product-market fit in achieving substantial revenue growth.Differentiating in a Crowded Space (00:09:53)
Vince explains the significance of understanding and communicating the unique value proposition and differentiation in a crowded market.Generating Top Pipeline (00:13:45)
The discussion shifts to strategies for generating top pipeline, including channels, outbound communication, and the handoff process from leads to opportunities.Testing and Data Reliability (00:15:15)
Vince highlights the importance of testing and data reliability in outbound communication, sharing insights on when to consider data reliable.Benchmarking Response Rates (00:19:45)
The conversation touches on benchmarking response rates for outbound communication, providing insights for less experienced individuals.Importance of Personalization in Enterprise Sales (00:21:26)
Exploring the significance of personalization in enterprise sales and strategies for achieving it at scale.Scalability and Human Element in Sales (00:23:16)
Discussing the balance between scalability and the human touch in sales, including recruiting, coaching, and development.Leveraging Networks and Referrals (00:26:03)
Highlighting the value of networking, referrals, and personal connections in sales and business growth.Overcoming Bottlenecks in Revenue Growth (00:33:43)
Addressing common bottlenecks in revenue growth and challenges in advancing from one revenue milestone to the next.Sales HQ and Co-Selling Community (00:38:53)
Introduction to Sales HQ, a co-selling community, and its vision for providing a collaborative environment for sales professionals.Creating a Hybrid and Remote Sales Environment (00:39:56)
Vince explains the concept of recreating a collaborative and motivating environment for remote and hybrid sales teams.Community and Collaboration at Sales HQ (00:40:45)
Vince emphasizes the importance of community, collaboration, and learning from each other in the sales environment.Benefits of Hybrid Model and Expansion Plans (00:44:26)
Vince discusses the performance benefits of the hybrid model and his vision for expanding Sales HQ to other cities.Personal Interests and Networking (00:49:10)
Vince shares his love for sports, particularly being a season ticket holder, and his passion for staying active.Building a Great Sales Culture (00:50:02)
Vince highlights the importance of transparency, open communication, and trust in building a great sales culture.Bonus Question: An Interesting Fact about Oneself (00:51:21)
Vince shares his go-to interview question and discusses the challenge of finding something genuinely interesting about oneself. -
In this episode of "The Goats of Growth," I had the pleasure of speaking with Sherri Sklar, a seasoned tech growth strategist and Chief Revenue Officer, while also an Operating Partner at Edison Partners, which a growth equity firm. Sherri partners with Boards, CEOs, and executive leaders to help them build, scale and optimize their sales, marketing and customer success teams.
In this episode we discuss:
Strategies for effectively aligning sales and marketing efforts. How she first added Operating Partner to her CRO title The significant role her network track record of success has played The value of assessing talent and recruitng the best There sponsibilities of a CRO/Operating Partner Key metrics for gauging and optimizing success. Valuable insights into fostering a robust sales culture. All that and more.Tune in and enjoy the episode.
Sherri's Linkedin Profile
Sherri Sklar's expertise (00:01:02)
Overview of Sherri Sklar's expertise and career in tech growth strategy and revenue leadership.Defining the role of an operating partner (00:02:07)
Explanation of the role and purpose of an operating partner at a private equity firm.Operating partner expertise areas (00:04:10)
Discussion of the different function areas besides go-to-market that operating partners may focus on.Transition to operating partner role (00:09:24)
Sherri Sklar's transition from Chief Revenue Officer to operating partner and the circumstances leading to it.Networking and career opportunities (00:10:56)
The role of networking and relationships in career opportunities and job referrals.Impact on a portfolio company (00:13:29)
Sherris impact on a portfolio company's growth and success.Strategic decision-making (00:16:31)
The process of making strategic decisions and conducting assessments for growth strategies.Identifying common growth challenges (00:19:49)
Common challenges and areas for improvement in scaling companies, particularly related to identifying ideal customer profiles and aligning sales and marketing.Transitioning from fractional CRO to operating partner (00:25:01)
The path from being a fractional CRO to becoming an operating partner at a private equity firm and the necessary qualifications.The role of an operating partner (00:32:12)
The responsibilities and involvement of an operating partner in a private equity firm, including due diligence, creating plans, and being an advocate for portfolio companies.Measuring success and impact on portfolio companies (00:34:52)
Evaluating success and impact in terms of enterprise value, growth, bookings, and retention, and the key levers to impact results positively.Evaluating sales talent for portfolio companies (00:38:14)
The qualities and skills to look for in evaluating sales talent and the impact of getting the right talent on the commercial value of the company.Coaching and leadership (00:51:15)
Sherri discusses the importance of coaching and leadership in developing both talented and struggling team members.Building a great sales culture (00:54:33)
Sherri suggests a meaty question for the next guest about building a great sales culture and its impact on organizational success. - Show more
