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In this episode of the Goats of Growth podcast, I have Candidate 6, a seasoned sales leader with over two decades of experience across major enterprises and high-growth startups. Candidate 6 shares insights into what it truly means to “win” in sales, the critical importance of hiring the right people, and how strong leadership shapes team performance. He dives into the role of preparation, strategic alignment, and the powerful lessons learned from top leaders throughout his career.   Chapters 00:00 Introduction to Candidate 6 01:00 A Journey Through Sales Leadership 02:11 Finding Growth in Different Environments 06:37 The Ideal Company Size for Impact 07:47 Understanding Winning and Personas in Sales 12:10 Lessons from Influential Leaders 15:46 Advice for Aspiring Leaders 17:12 Recommended Reads for Sales and Business 20:52 Closing Thoughts and Reflections

In this episode of the Goats of Growth podcast,  I have Candidate 5, a seasoned sales leader with over a decade of experience. The conversation explores Candidate 5's journey from door-to-door sales to leading a SaaS sales team, highlighting his leadership philosophy, time management techniques, and the unique challenges of working in a startup environment. He emphasizes the importance of mentorship, resilience in the face of setbacks, and drawing motivation from family. The episode also dives into building a growth-oriented team culture and the value of continuous learning in the world of sales.   Chapters   00:00 Introduction to the Greatest of Anonymous Talent 01:03 Candidate Background and Experience 02:31 Transitioning to Leadership 04:31 Time Management Techniques 06:40 Leadership Philosophy and Mentorship 08:16 Growth Journey in a Startup 11:02 Overcoming Setbacks 13:32 Ideal Job Description 14:40 Motivation and Personal Life

In this episode of the Goats of Growth podcast, I interview an experienced sales rep with a unique entrepreneurial background. He shares his journey from founding a startup to working in cybersecurity sales, emphasizing the importance of adaptability, time management, and networking in achieving success. He discusses his strategies for maintaining consistency in sales and the significance of company culture and career growth in his next role.   Takeaways Founded a startup that created a running glove with a built-in taser. He has extensive experience in cybersecurity and cloud sales. Barry thrives in early-stage startup environments. He emphasizes the importance of consistency in sales processes. Time blocking is a key strategy for his productivity. Networking is crucial for career growth and opportunities. Barry seeks a culture that fosters community and career development  Chapters 00:00 Introduction to the Goats of Growth Podcast 00:50 Barry Sun's Entrepreneurial Journey 03:01 Expertise in Cybersecurity and Sales 05:49 Navigating Ambiguity in Startups 09:09 Time Management and Consistency in Sales 12:01 The Importance of Networking 13:56 Career Growth and Future Aspirations 16:10 Closing Thoughts and Final Questions    

In this episode of the Goats of Growth, candidate 3 shares his unique journey from a technical background in computer science to a successful sales career. He discusses the challenges of transitioning from a sales engineer to a full sales role, the importance of mentorship, and how he adapts to the ever-changing landscape of sales, particularly with the rise of technology and AI. He emphasizes the significance of daily habits, continuous improvement, and the need to believe in the products one sells. Finally, he also reflects on his motivations for pursuing a career in sales and offers valuable advice for aspiring sales professionals. What to expect and when: 00:00 Introduction to the Goats of Growth 00:40 Candidate Background and Sales Journey 03:10 Transition from Sales Engineer to Sales Rep 04:38 Finding Your Zone in Sales 06:10 Learning from Mentors and Peers 08:46 Measuring Growth and Overcoming Challenges 09:54 Adapting to Technology and AI in Sales 11:12 Seeking Insights for Success 12:56 Advice for Aspiring Sales Professionals 13:47 Daily Habits for Sales Success 15:15 Ideal Job Description and Compensation Expectations 18:01 Motivation for a Career in Sales 21:13 Current Motivations and Future Aspirations

In this brand new season of the Goats of Growth, we continue our spotlight on rising talent with 'Candidate 2'. Candidate 2 is a fast-rising sales professional who's gamified the sales process to stay motivated and find joy in the day-to-day. We dive into his journey from BDR to mid-market AE, how he leverages AI to streamline prospecting, and the role curiosity and organization play in his success. Candidate 2 opens up about the importance of culture, competitive compensation, and staying level-headed under pressure. We also explore how his brother shaped his sales mindset, why refining processes is key to long-term growth, and how building rapport is at the heart of his approach. Contact us for more info on 'Candidate 2 00:00 Introduction to the Goats of Growth 01:35 Candidate Introduction and Background 02:45 Innovative Sales Techniques 06:25 Personal Growth and Overcoming Challenges 12:57 Future Aspirations and Job Expectations 14:48 Advice for Future Candidates

In this brand new season of the Goats of Growth, we have our very first 'Candidate'. Candidate 1 is a driven sales professional with a proven track record in high-pressure environments. We disucss the importance of standing out in a crowded job market, how perception shapes success, and why daily prospecting is the backbone of long-term achievement. Candidate 1 shares how AI tools have elevated their productivity, the power of asking the right discovery questions, and how aligning career goals with personal growth fuels motivation. We reflect on the role of failure, the value of in-office collaboration, and what it takes to close larger strategic deals by deeply understanding client pain points. Contact us for more info on 'Candidate 1' Chapters 01:27 Candidate Introduction and Background 02:40 Career Insights and Advice 04:54 Daily Habits and Productivity 06:10 Leveraging AI in Sales 07:41 Deep Dive into Discovery 08:23 Future Aspirations and Job Expectations 09:07 Work Environment Preferences 10:14 Closing Thoughts and Feedback

On today's episode of The Goats of Growth, I'm joined by Christian Byza, CEO and Co-Founder of Learn.xyz, as he shares his journey from organizing conferences in high school to building an AI-powered B2B learning platform. Christian dives deep into the back story of Learn.xyx , pivoting from consumer to enterprise, and building effective go-to-market strategies. He also shares insights into personal branding, a growth hack you must hear, and how a positive mindset fuels his hustle. Tune in to hear insights on:

On today's episode of The Goats of Growth, we're joined by Rob Merklinger, SVP of Global Sales at JRNI to discuss the key traits that drive sales success—curiosity, teamwork, and effective coaching. Rob shares lessons from his leadership journey, the challenges of first-time management, and the impact of domain expertise in sales. He also dives into the importance of sales enablement, training for new hires, and simplifying sales processes for better results. Tune in to hear Rob's insights on:

On today's episode of The Goats of Growth, I sit down with Steve Travaglini again, founder and CEO of WinRate, a sales tool designed to enhance the research capabilities of sales reps. We dive into the evolution of WinRate, exploring how AI-driven research is transforming the way sales reps prepare for calls and approach their work. Steve shares his journey as a startup founder, from the challenges of early validation to the lessons learned through beta testing. He emphasizes the importance of human capital, customer feedback, and partnerships in building a tech company, offering valuable insights for entrepreneurs and sales reps alike. Tune in to discover Steve's thoughts on: Automating Research in Sales: How WinRate helps sales reps save time while improving their preparation and performance. Navigating Startup Challenges: The highs and lows of entrepreneurship, from bootstrapping to building a supportive network. The Role of Feedback in Product Development: Why listening to customer needs and iterating based on user input is essential for success. Balancing Quantity and Quality in Sales: Striking the right balance for long-term growth. Steves Linkedin Profile Chapters 00:00 Introduction to WinRate and Its Value Proposition 06:13 Increasing Sales Capacity and Quality 12:12 Building a Tech Company Without Coding Skills 18:08 Navigating the Early Stages of Product Development 23:16 The Power of Human Capital in Startups 29:11 Identifying Market Needs Through Conversations 35:13 Understanding Beta Testing and Product Development 43:04 Looking Ahead: The Future of WinRate

On today's episode of The Goats of Growth, I have Michaela Dempsey, Chief Marketing Officer at Levelpath, an AI-powered procurement platform, to explore the concept of “delightful procurement” and how AI is transforming the procurement process. Michaela dives into how AI can streamline procurement and marketing, boosting efficiency and enhancing the user experience. She also shares her views on the essentials of marketing fundamentals, the impact of LinkedIn in B2B growth, and why balancing short-term wins with long-term strategy is key. Tune in to discover Michaela's insights on: Delightful Procurement: How AI can make procurement processes smoother and more enjoyable for users. Retargeting and Visibility: The power of retargeting ads in boosting brand awareness. Facing Challenges with Confidence: The importance of confidence and resilience in marketing leadership. Iteration in Marketing: Balancing data-driven insights with gut instincts for effective decision-making. Long-Term Vision and Sales Alignment: Why aligning marketing and sales with a clear vision drives growth. Join us for this episode packed with actionable advice on AI, marketing strategy, and leadership from a top industry CMO! Michaelas Linkedin Profile LevePath Website Chapters 00:00 Introduction to Levelpath and Michaela Dempsey. 06:10 The Role of AI in Procurement and Marketing. 11:51 Core Fundamentals of Marketing and Customer Care. 18:13 The Power of Retargeting and Long-Term Strategies. 35:26 Facing Challenges with Confidence. 42:57 The Importance of Iteration in Marketing. 48:21 Motivation and Goals in Marketing Leadership. 55:56 Personal Passions and Work-Life Balance.

On today's episode I sit down with Jamie Walker, CMO of KeyFactor, to explore the strategic marketing initiatives that fueled the company's growth from $15 million to $100 million in ARR. Jamie shares her insights on the importance of predictable marketing strategies and how balancing short-term wins with long-term goals can drive success. She also dives into the significance of cross-functional collaboration and building a high-performing marketing team that adapts to the evolving needs of the business. Tune in to hear Jamie's perspective on: KeyFactor's Growth: How the company leveraged a strong product-market fit to scale rapidly. Marketing Predictability: The role of SEO and forecasting in generating a predictable pipeline. Cultural Integration in M&A: How to navigate and blend different company cultures during mergers and acquisitions. Data-Driven Decisions: How data guides product focus and growth strategy. Investing in People: Why employee satisfaction and strategic planning are key for future success. Join us for this episode filled with valuable lessons on scaling, leadership, and marketing strategy from one of the industry's top CMOs! Jamies Linkedin Profile Chapters 00:00 Introduction to KeyFactor and Jamie Walker 03:02 Strategic Priorities for Growth 05:47 The Importance of Predictability in Marketing 08:53 Long-Term vs Short-Term Wins 11:49 Cross-Functional Collaboration and Trust 15:09 Building a High-Performing Marketing Team 30:33 Radical Candor and Accountability in Growth 32:49 Blending Cultures: Education and Training 34:41 Reshaping Company Values and Messaging 38:35 The Long-Term Impact of Culture on Growth 42:44 Strategic Planning for Future Growth 46:20 Motivation and Goal Setting 48:43 Learning from Success and Failure 51:34 Balancing Work and Family Life 55:23 Trust as a Key Quality in Leadership

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.

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  

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

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. Gregg Carmens Linkedin Profile 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

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 Burke Each 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

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.  

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.

In this episode of "The Goats of Growth," I have a podcast first in which you'lI hear my interview with not one guest, but two! Scott Anderson and Jason Ingargiola of And1 Advisors join me to  discuss the 6 cultural pillars needed for building startups and that become unicorns which are: Culture of Living Your Values Hire for Culture Coaching Culture Cross-Funtional Winning Culture Customer Centic Culture Learning Culture Enjoy the episode! Here are the link to find out more about my guests and to get in touch with them. Scott Andersons Linkedin Profile Jason Ingargiolas Linkedin Profile And 1 Advisors Website Living Your Values (00:09:52) Importance of embodying and holding each other accountable to company values for a successful culture. Foundation of Ownership (00:12:15) Creating a culture where everyone takes ownership of their roles and decisions, fostering a sense of responsibility and accountability. Culture of Speed (00:13:26) Encouraging innovation, learning from failures, and driving quick decision-making and execution to maintain a competitive edge. Feedback and Accountability (00:14:46) Establishing a feedback loop and holding individuals accountable for aligning with the company's values and culture. Leadership Examples (00:16:47) Illustrating the importance of upholding values through executive actions and the impact of living company principles in decision-making. Company Values in Action (00:18:08) Demonstrating the significance of adhering to core principles through real-world examples from the consumer packaged goods industry. Mutuality (00:19:06) Internal and external mutuality, vendor and partner relationships, and living company values. Hiring for Culture (00:20:09) Recruiting best athletes, holding mutual accountability, and conducting separate cultural interviews. Determining Cultural Fit (00:24:30) Objective and subjective hiring approaches, stability, repeatability, and scalability. Coaching Culture (00:31:14) Creating a coaching culture, coaching for performance, and soft skills for effective coaching. The importance of listening and understanding (00:37:28) Understanding the significance of active listening and interpreting communication styles for better understanding and mentorship. Mentor mentality and cultural dynamics (00:39:31) Discussing the impact of adding team members on the cultural dynamics and the importance of maintaining core values. Cross-functional and winning culture (00:41:26) Emphasizing the importance of a winning culture and recognizing and rewarding individuals based on their unique motivations. Customer-centric culture and client selection (00:48:29) Exploring the significance of making customers part of the culture, being part of their culture, and focusing on ROI for successful partnerships. Saying no to potential clients (00:53:56) Understanding the importance of selecting the right scope of work and being transparent with clients for long-term success. The importance of living company values (00:56:38) The significance of being consistent with values and engaging with the CEO to uphold company values. Run a learning culture (00:57:26) The challenges of implementing learning culture in organizations and the need to have a plan for personal and scalable learning. Accountability and onboarding academy (00:58:55) The role of accountability in information sharing within the organization and the need for a structured onboarding academy. Culture drives retention and recruitment (01:00:59) The impact of culture on retaining talent and driving recruitment strategy for a company. Rapid fire five questions (01:02:32) A series of quick questions and answers related to personal motivations, goals, preferred ways of learning, favorite characters, and leisure activities. Advice to one's past self (01:09:15) Reflections on advice to give to one's past self, including the importance of having a vision and staying true to oneself. Question for the next guest (01:11:33) The hypothetical choice between a team of middling performers and a team with a couple of high performers and many struggling individuals, and the implications for scaling the business.

In this episode of "The Goats of Growth, I talk with Mark Feldman, Co Founder & CEO of Revenue Base. We disucss the pivotal world of data acquisition and its profound impact on business expansion and explore the delicate balance between quantity and quality in outreach strategies. Mark stresses the importance of active listening and adept problem-solving to drive sales aswell as the necessity of cultivating efficient growth in today's dynamic market.  And if you're in need of understanding what the key strategies are for understanding and addressing customer needs on both logical and emotional levels, and how they contribute to driving sales, well we go into details in this episode.  Mark Feldmans Linkedin Profile Mark Feldman's Background (00:01:06) Mark Feldman and Jay reminisce about their first meeting and Mark's career at Net Prospects. Founding of Revenue Base (00:02:03) Mark discusses the impetus for starting RevenueBase and the problems it solves in data quality. Challenges of Data Quality (00:02:28) Mark explains the frustration with data vendors and the focus on quality data at Revenue Base. Time-consuming Data Acquisition (00:03:45) The discussion on the time-consuming and unreliable process of acquiring contact data and building lists. Struggle with Data Quality (00:05:23) The continued struggle of database companies to provide quick access to accurate data for revenue and sales teams. Acceptance of Bad Data (00:06:13) The normalization of dealing with bad data and the need for a shift in mindset towards data quality. Steps for Marketing Growth (00:07:20) Mark Feldman advises on the steps for marketing growth, targeting the right audience, and personalized messaging. Balancing Volume and Quality (00:14:28) Jay seeks advice on the balance between volume and personalization in outreach efforts. Creating Segments for Targeting (00:18:30) Mark Feldman discusses the importance of creating segments and providing value to specific audience groups. Scaling and Iteration (00:20:36) The discussion on finding the right messaging and knowing when to scale and iterate for growth. The benchmark for change (00:21:43) Discussion on when to change strategies based on data benchmarks and the importance of recognizing false signals. Avoiding early mistakes (00:23:19) The significance of listening to and understanding customer needs to avoid common mistakes that hinder growth. Balancing growth and profitability (00:26:08) The shift in investor mindset towards growing efficiently and profitably, and the impact on valuations and exits. Rapid fire five (00:28:00) Five quick questions to know more about Mark Feldman, including his motivations, preferred learning method, and favorite activities outside of work. Learning from failure (00:30:21) Mark greatest defeat, lessons learned, and the importance of learning from failures to move forward. Question for next guest (00:32:43) The question Mark suggests asking the next guest about advice they would give their younger selves at the start of their careers.

In this weeks episode of The Goats of Growth, I found myself on the flip side of the microphone, participating in the insightful 'Allegos EnableMinute.' During our conversation, we delved into the nuances of strategic hiring, the art of coaching for success, and the pivotal role that revenue leaders play in steering the trajectory of growth. Allegos Linkedin Profile Allego.com Jay Webb's background and the Goats of Growth (00:02:04) Jay Webb's role as the founder and CEO of the Goats of Growth, and the concept behind the name. Interview and hiring process for revenue leaders (00:03:09) The initial steps and process involved in interviewing and hiring a revenue leader. Qualities and characteristics of revenue leaders (00:06:02) The common qualities and characteristics organizations look for in a revenue leader. Assessing a candidate's strategic vision and ability (00:09:18) Methods for assessing a candidate's strategic vision and ability to drive revenue growth. Successful placements and standout candidates (00:13:06) Examples of successful placements for revenue leadership positions and standout candidates. Key trends and emerging practices in revenue leadership (00:16:30) Discussion on key trends and emerging practices in the field of revenue leadership. Succession planning for revenue leaders (00:19:17) The importance of succession planning for revenue leaders and the skills needed for the future. Succession Planning (00:20:28) Importance of staying updated on skills and trends for CEOs and revenue leaders. Early Conversations (00:21:38) The significance of starting conversations about leadership changes early to avoid disruptions. Recruiting Mentality (00:22:26) Emphasizing the need for revenue leaders to have a proactive approach to talent identification and recruitment.

In this episode I spoke with Kevin McShane, private equity Operating Partner and former linebacker of the 1988 National Champion Notre Dame Fighting Irish, who built a career in technology and a reputation as a CRO for creating enough value that would lead to multiple successful exits.   We covered everything from the leadership lessons he learned from Coach Lou Holtz,  his move in tech CRO roles, his advice for other CROs and operators who aspire to make the move into private equity, what makes a succeful private equity operating partner, and much more. Kevin McShanes Linkedin Profile Timestamps from the show:  Lessons from Coach Holtz (00:02:40) Impact of Lou Holtz's leadership on the Kevins career and the importance of caring for every individual. Transition to Private Equity (00:07:27) Kevins journey from CRO to operating partner, including successful exits and leadership principles. Difference Between Venture Capital and Private Equity (00:13:03) Explanation of the distinctions between venture capital and private equity in terms of investment and ownership. From Operator to Operating Partner (00:15:16) The impetus for the guest's transition to an operating partner role and the challenges and excitement of the new position. Training and Leadership (00:17:37) The significance of ongoing training and leadership development in driving growth and success in organizations. Measuring Performance and Impact (00:22:54) Discussion on the challenges of transitioning from day-to-day operations to a broader role and measuring impact in a new position. Building Trust and Collaboration (00:23:43) Operating partner's role, building trust with the CEO and leadership, low ego and collaboration. Co-creating Playbooks (00:26:19) Collaborative approach to combining playbooks, aligning on KPIs, and co-creating game plans. Measuring Success (00:30:29) Metrics for measuring success: annual revenue growth, EBITDA, hiring/training, sales productivity, and hold period. Entering Private Equity (00:34:46) Steps for transitioning to an operating partner role in private equity, research, and targeted outreach. Developing Talent and Leadership (00:42:06) Motivation, extreme ownership, developing talent, and checking ego for leadership success. Favorite Character (00:47:49) Kevin's admiration for Captain Miller from "Saving Private Ryan" and Tom Hanks' portrayal. Yoga Practice (00:49:00) Kevin discusses the importance of checking ego and the lessons learned from practicing yoga. Discipline Equals Freedom (00:51:53) Kevin emphasizes discipline, early rising, and self-care for leadership and personal success. Greatest Defeat (00:54:28) Kevin suggests asking the next guest about their greatest defeat and the lessons learned from it. Reaching Out (00:55:21) Kevin invites people to connect with him on LinkedIn to continue the conversation and share experiences. Passion for Leadership (00:56:18) Kevin shares his passion for developing great leadership and building a supportive community.

How do you hire for growth without over hiring? That's part of what I spoke to Karl Sharman, Head of Talent at Forgepoint Capital, about in this episode where he shared his perpective on the following: Why paying attention to ARR/Revenue per employee is so important and the alarming trend he saw happening 2H of 2022 The role of talent management and why he advices their porfolio companies to focus on performance efficiency How he helps their Founders/CEO to understand what great talent management looks like  Why it's important that Forgepoint Capital invest in Founders and CEO's that are coachable What he looks for when evaluating CROs Why having the proper organizational design is so critical to managing burn rate All that an more in this episode.  Karl Sharmans Linkedin Profile The Southampton Football Club (00:01:10) Discussion about the guest's experience and role at the Southampton Football Club. Talent Spotting in Football (00:03:50) Talent spotting process and decision-making in football recruitment. Transition to Forge Point Capital (00:07:41) Karls transition from the football world to working with Forgepoint Capital. Forge Point Capital's Investment Focus (00:10:07) Overview of Forgepoint Capital's investment focus and portfolio companies. Talent Acquisition and Performance Management (00:15:03) Discussion on the shift from talent acquisition to performance management and its impact on companies. The portfolio benchmarking (00:19:14) Discussing the mixed portfolio and the benefits of sharing data and benchmarking for better understanding and decision-making. Performance management and development (00:21:32) Exploring the positive aspects of performance management, including employee development, and dispelling negative connotations. Culture and talent management (00:23:24) Discussing the impact of culture, naming, and positive language in talent management and the importance of coaching and educating founders and executives. Coaching and influencing founders (00:24:23) Exploring the role of coaching and influencing founders and executives in making informed decisions and having a positive impact on their companies. Distribution of organization (00:27:07) Examining the distribution of organizational resources, particularly in relation to engineering, and the importance of achieving a balanced organizational design. Measuring the value of a CRO (00:30:03) Introducing the concept of valuing a Chief Revenue Officer (CRO) and discussing the criteria for measuring their impact and success. Factors affecting CRO tenure (00:31:24) Exploring the reasons for the average 17-month tenure of CROs, including transparency, expectations, and onboarding, and the importance of context and experience in evaluating CRO candidates. Attributes of a top CRO (00:37:47) Discussing the qualities and attributes of a top CRO, including energy, positivity, and previous experience, and the importance of building scorecards to identify top candidates. Tom Brady and NFL Player Comparison (00:38:40) Comparing Tom Brady's role in NFL to hiring the right candidate for a company. Onboarding Responsibility (00:39:43) Discussion on the responsibility of onboarding new hires, particularly for CEO and CRO positions. CEO's Role in Onboarding (00:40:22) The importance of CEO involvement in onboarding, with a reference to Elon Musk's approach. Motivation and Impact (00:43:28) Discussion on what motivates the speaker and the impact of making a difference. Long-Term Goal: Becoming CEO of Disney (00:44:44) Karls ambition to become the CEO of Disney and the long-term goal associated with it. Community and Collaboration Impact (00:48:42) The significant impact of community and collaboration on the speaker's career and business operations.  

In today's episode, I had the pleasure of speaking with Jared Robin, Co-Founder of RevGenius and a new side-hustle he calls The Collab. He revealed his secret about how he builds online, empathetic and inclusive communities which are now boasting a remarkable 40k+ members. What intrigued me the most were Jared's organic growth strategies which were a combination of LinkedIn and a referral program. Pay close attention to the specific ways he used both.  If community-building is anywhere on your radar, this episode is a must-listen.  Jared Robins Linkedin Profile The value of a welcome email (00:01:05) Discussion on the impact of a well-written welcome email and its significance for the right audience. Building empathetic communities (00:03:33) The approach to creating inclusive and empathetic communities for go-to-market leaders. Creating a private community for senior leaders (00:06:04) The rationale and structure behind the creation of a paid private community for senior leaders. Passion projects and community building (00:09:11) The philosophy behind passion projects and the importance of community movements. The growth journey of Rev Genius (00:12:10) Insights into the initial steps and growth strategy of Rev Genius, including the decision to delay monetization. Formation of Rev Genius and early growth tactics (00:14:57) The formation of Rev Genius, initial growth strategies, and the transition from LinkedIn chat to Slack. Utilizing LinkedIn and referral programs for growth (00:20:27) The impact of using LinkedIn, referral programs, and badges for community growth and engagement. Adviser role becomes the norm (00:21:40) Discussion about the trend of having multiple jobs and the experience of being invited to a new job. Transition to Slack community (00:23:24) The shift to using Slack for the community, website development, and initial member growth. Community engagement tactics (00:26:05) Strategies for community engagement, including onboarding, volunteer network, and managing engagement over time. Sponsorship and revenue growth (00:34:21) The various ways sponsors engage with the community, revenue sources, and the core team's structure. Team growth and revenue goals (00:42:29) Discussion about the need for team expansion based on revenue growth and the long-term revenue goals. Sleep and leisure activities (00:45:14) Jared talks about his average hours of sleep and his favorite leisure activity. Impact of AI and collaboration (00:46:36) Jared discusses the potential impact of AI and collaboration on future growth and development.

In this episode of "The Goats of Growth," I had the pleasure of chatting with Carol Meyers, a seasoned go-to-market executive, about the ins and outs of serving on a company's board. We covered everything from snagging a board seat to the impact and responsibilities of board members, touching on the time commitment involved. Carol shared some fascinating experiences, including insights into crisis management and the dynamics of board interactions. We also dived into the path to board membership for different C-level executives and unraveled the distinctions between a board of directors and advisors. A must listen and let us know your key takeaways.    Carol Meyers Linkedin Profile   Getting the First Board Member Seat (00:02:00) Carol Meyers shares her experience of getting her first board member seat and the value of being a potential customer. Purpose of Asking Questions (00:04:36) Carol Meyers explains the reasons for asking questions during board meetings, including seeking clarification, provoking different viewpoints, and ensuring good governance. Measuring Value as a Board Member (00:07:22) Carol Meyers discusses how she gauges her impact as a board member and the indicators of adding value, such as team and CEO appreciation and the implementation of ideas. Time Commitment as a Board Member (00:09:58) Carol Meyers outlines the varied time commitments for board members, including meetings with company leaders, preparation for board meetings, and the flexibility required for unexpected events. Weekly Meetings with CEO (00:12:24) Carol Meyers describes her weekly meetings with a CEO, emphasizing the evolving nature of discussions and the role of collaboration and support for the CEO. Challenges Faced as a Board Member (00:13:42) Carol Meyers highlights potential challenges faced by board members, including crises, mergers, and leadership transitions, and the need for proactive and flexible responses. Dynamics Between Board Members (00:16:08) Carol Meyers discusses the dynamics between board members, particularly in venture-backed companies, emphasizing the importance of prioritizing shareholder interests over personal agendas. OpenAI and Sam Altman Board Situation (00:19:12) Jay asks Carol Meyers about the board situation with OpenAI and Sam Altman, seeking her opinion and explanation of what went wrong. The unique situation (00:19:30) Discussion about a unique situation where a nonprofit board transitioned into a for-profit business, causing misalignment and poor handling. Career path to the board (00:21:18) Advice for C-level executives on how to position themselves for a board seat, emphasizing personal responsibility, learning, and networking. Importance of P&L responsibility (00:23:20) The significance of profit and loss responsibility for board members, and its relevance in board discussions and decision-making. Transition to board roles (00:27:12) Advice for executives without a clear path to board seats, focusing on learning and broadening expertise to become valuable board members. Board of directors vs. advisors (00:29:41) Differentiating between the roles of board of directors and advisors, including responsibilities and compensation. Motivation and goals (00:33:14) Discussion on personal motivation and a big goal, with a focus on achievement and a light-hearted goal of improving at golf. Learning preferences and sleep habits (00:35:34) Carol's preferred way of learning and staying sharp, and her transition to getting eight hours of sleep per night. Leisure activities and favorite character (00:37:29) Carol's diverse leisure activities, including golf, boating, and traveling, and her admiration for Audrey Hepburn as a favorite character. Introduction to Inflection (00:40:09) Introduction and discussion about the app "Inflection" and its features. Using LinkedIn (00:42:10) The use of LinkedIn as the preferred platform for communication and networking.

In this episode of "The Goats of Growth," I sit down with Breen Sullivan, founder of The Fourth Effect. We discuss her company's mission to match board-ready women with companies seeking new board members.  Our conversation took us through the intricacies of advisory versus governing boards, exploring the significance of directors and officers insurance, and dissecting the strategic roles governing boards play in the corporate landscape. A great discussion that shed light on boardroom dynamics. Breens Linkedin Profile The Fourth Effect's Website--Unstoppable Campaign Background and Founding of The Fourth Effect (00:01:26) Breens background and the founding of The Fourth Effect to empower women in board appointments. Breaking into the Board Candidate Pipeline (00:03:41) Advice on entering the board candidate pipeline and positioning oneself for board roles. Difference Between Advisory and Governing Boards (00:08:31) Explanation of the distinctions between advisory and governing boards, including contractual relationships and fiduciary obligations. Stratifying Roles within the Governing Board (00:17:34) Discussion on selecting individuals for the governing board and their roles, emphasizing strategic high-level involvement. Compensation and Independence in Fiduciary Boards (00:18:43) Insight into the compensation, independence, and trust aspects of fiduciary boards, emphasizing the importance of high trust and independence. The difference between advisory and governing board (00:22:08) Discussion on the difference between advisory and governing boards, including liability and insurance. Function of the governing board (00:25:31) Exploration of the role and expectations of governing board members in advising and impacting the company. Types of directors (00:30:34) Explanation of the differences between independent directors, executive directors, and non-executive directors. Word of mouth growth and backroom investment club (00:32:28) How the platform grows through word of mouth and the role of the backroom investment club in connecting companies and board candidates. The importance of diversity and the link between boardrooms and cap tables (00:35:50) Discussion on the significance of diversity in boardrooms and the connection between board service and equity investment. Rapid fire five and bonus question (00:38:54) A series of quick questions and answers, along with a bonus question about a personal fact not found on LinkedIn. Reaching out to The Fourth Effect (43:43) Breen shares how to contact The Fourth Effect and invites listeners to visit their website. Corporate Partnerships and Professional Development (46:06) Breen discusses opportunities for corporations to support women's memberships and professional development at The Fourth Effect.

Welcome to another episode of "The Goats of Growth"! Today, I sit down with Evan Macedo, the Treasurer & VP of Operations/Finance at Sapers and Wallack, a financial services business. We're diving into the world of executive benefits packages and why they matter for venture and private equity portfolio companies In our chat, Evan breaks down why these packages are a big deal for attracting and keeping the best talent. He shares practical tips on designing these benefits, making sure they match what employees really want and need. Plus, if you're a new executive, Evan has some straightforward advice on how to negotiate your own package. Evan Macedos Linkedin Profile https://sapers-wallack.com/ The importance of executive benefits packages (00:02:03) Discussing why having the right executive benefits package is critical for attracting and retaining talent. Case study: Offering a competitive executive benefits package (00:03:59) Exploring how a tech company under $100 million in revenue can offer a benefits package to incentivize a new Chief Revenue Officer and retain them. Common mistakes in executive benefits packages (00:09:34) Highlighting the lack of communication and understanding of benefits as a common issue in companies. The importance of communication and meaningful benefits (00:10:18) We discuss the importance of effective communication and offering benefits that hold personal value to employees. The "Keep Plan" to incentivize employee retention (00:11:22) Evan introduces the "Keep Plan," which offers financial incentives for employees with children going to college, encouraging them to stay with the company. The Sharpe Concept for maximizing retirement savings (00:12:38) Evan explains the Sharpe Concept, a supplemental alternative retirement program that allows individuals to maximize their retirement savings beyond traditional 401(k) plans. Unreasonable Expectations (00:21:41) Discussion on the importance of doing homework on a company and avoiding unreasonable expectations from an incoming employee. Long-Term Investment (00:22:12) Importance of finding the right fit between company goals and employee goals to avoid making a bad hire and the benefits of upfront due diligence. Motivation to Help People (00:23:33) Evan's motivation to wake up every day and help people by solving their retirement worries and providing peace of mind. Evan Macedo's contact information (00:31:46) Evan shares his contact information and encourages listeners to visit the company's website to learn more about their services. Show notes with Evan Macedo's details (00:32:15) Jay mentions that they will include the details of Evan Macedo's contact information in the show notes for easy reference.    

In this episode of "The Goats of Growth", I had the plasure of talking with Cliff McDonald, co-managing partner of BrainHeart Growth and Chief Growth Officer of RehabPath. Cliff shares his personal journey with addiction and recovery, and how this led him to his role at RehabPath. We discuss the importance of managing career stress, aligning personal values with one's work, the significance of emotional intelligence in team dynamics, and the necessity of psychological safety in the workplace. Cliff dives into insights on evaluating a company's culture and the importance of authentic core values. Cliff Macdonalds Linkedin Profile The journey to Rehab Path (00:01:08) Cliff McDonald discusses his transition from BrainHeart Growth to becoming the Chief Growth Officer at RehabPath. Working in behavioral health (00:03:11) Cliff shares his personal experience with substance use disorder and his passion for working in the behavioral health industry. Discovering Rehab Path (00:07:04) Cliff explains how he came across Rehab Path and his initial involvement with the company before joining as a formal team member. The importance of having a guide in recovery (00:11:22) Cliff discusses how having a platform like RehabPath can match individuals with treatment providers. The pressure of being revenue responsible (00:12:25) Cliff reflects on the pressure of being revenue responsible and shares a story about Shaquille O'Neal's perspective on pressure in comparison to his own experience. The importance of finding meaning and mission in work (00:16:54) Cliff talks about the significance of finding meaning and purpose in one's career, and how being tied to the mission of an organization contributes to overall well-being and prevents burnout. The importance of engagement and relationships (00:21:53) Discussion on the significance of engagement and relationships in finding the next opportunity and experiencing positive emotions and achievement. The value of core values and team dynamics (00:24:56) Exploration of the importance of core values and team dynamics in creating a positive work environment and successful teams. Challenging toxic cultures in sports and business (00:30:16) Conversation about the need to challenge toxic cultures in sports and business, promoting psychological safety and creating a safe environment for individuals to perform their best. The culture of an organization (00:31:11) Discussion on how to evaluate the culture of an organization during the interview process and how to uncover if it is authentic or just lip service. Authentic core values (00:33:01) Importance of authentic core values in a company and how they are proven or disproven through stories shared by leaders. The spiritual life and past life exploration (00:41:44) Cliff discusses his experience of feeling free in nature and speculates about being an explorer in a past life. The story of the two wolves (00:42:27) Cliff shares an old Native American tale about the two wolves that exist within each person, one representing negative emotions and the other representing positive emotions. Reflections on fatherhood and future lives (00:43:24) Cliff and Jay discuss the idea of coming back in a future life, with Cliff expressing a desire to come back as a wolf and Jay jokingly suggesting he wants to come back as his own children.

In this episode of "The Goats of Growth", I interview Lindsay Meyl, co-founder of RevAmp, a platform that enhances the impact of revenue teams by analyzing and intervening in all revenue-generating activities. We discuss discuss her bottoms-up capacity model  and the common mistakes people make in capacity planning--particulary pertaining to have the proper GTM resources to hit your target.  You do not want to miss out on this episode if you're capacity planning for 2024.  Lindsey Meyls Linkedin Profile Bottoms Up Capacity Planning Model (00:04:34) Jay discusses the bottoms up capacity planning model created by Lindsay and asks her about common mistakes people make in their planning for the future. The go-to-market strategy (00:11:13) Explains the different components of a go-to-market strategy, including outbound and inbound actions, partner plays, and customizing resource ratios. Assigning demand channels (00:12:18) Discusses how the model assigns specific demand channels based on the go-to-market motion, allowing for easy translation into pipe council meetings. Establishing baselines and improving productivity (00:17:07) Emphasizes the importance of setting personal baselines for performance and improving from there, rather than relying on external benchmarks. Also discusses the relationship between headcount and productivity in achieving revenue goals. The monthly targets for revenue (00:21:04) Discussion about the monthly targets for each team to ensure they are on track to meet the revenue target. The importance of having a tool like Revamp (00:21:59) The need for a tool like Revamp to provide visibility and ease of analyzing information to improve performance. Knowing when to scale (00:23:31) Exploring the concept of scaling based on leading indicators of success, such as time to value and net retention revenue. The big goal (00:31:17) Lindsay Mitchell talks about her goal for Revamp to become the next HubSpot and disrupt the go-to-market industry. Preferred way to learn (00:32:17) Lindsay discusses her preferred ways to learn, including listening to podcasts and participating in go-to-market communities and courses. Favorite thing to do when not working (00:34:09) Lindsay reveals that she enjoys reading as her favorite activity when she's not working.

In this episode of "The Goats of Growth", I had the pleasure of speaking with Josh Atkins, VP of Sales and General Manager of Life Sciences at Qualtrics. We discuss the best approach to building a successful sales team, including his "AEIOU" approach, while emphasizing hiring individuals with a deep understanding of the industry and a passion for their work. We also delve into the importance of clear communication, prioritizing wellness, and fostering a passionate and active work environment. Josh Atkins Linkedin Profile Building a New Life Sciences Team (00:02:23) Josh Atkins discusses his role as the VP of Sales and General Manager of Life Sciences at Qualtrics and the process of building a new team. Core Competencies for Sales Reps (00:03:45) Josh Atkins shares the core competencies he looks for when hiring sales reps, including being active, an ensemble player, inquisitive, an operator, and having industry knowledge. The Evolution of Hiring Criteria (00:09:26) Josh Atkins talks about how his hiring criteria evolved over time and the advantage of having the freedom to build his own team. The Love Language of Life Sciences (00:10:30) Josh discusses the importance of finding people who have a passion for life sciences and can understand the industry. Evolution of Team Building (00:12:29) Josh talks about his desire to build his own team and the shift in his thinking when it comes to location and qualifications of potential team members. Screening for Operators (00:18:40) Josh explains how he screens for operators by assessing their ability to navigate different roles and stakeholders in order to advance a deal. The prioritization of deals (00:20:31) The importance of showing up prepared, giving a pre-read, and clearly communicating your ask to prioritize your deal. The role of leaders in deals (00:20:54) The need for leaders to understand their role and be specific about what they need to do to support the deal. Defining enterprise sales (00:23:31) The ability to articulate a solution hypothesis, ingest data, and understand the client's business to effectively engage in enterprise sales. The victim mentality and excuses (00:30:13) Josh Atkins discusses how he used to make excuses to cover up lack of results and the feeling of being a victim in his career. Taking radical self-assessment and surrounding oneself with smart people (00:31:00) Josh Atkins emphasizes the importance of creating a path, chart, and list to avoid forgetting important tasks, and the value of self-understanding and surrounding oneself with intelligent individuals.

In this episode of "The Goats of Growth," I had the pleasure of sitting down with Colin Spector, the VP of Sales at Orum—an innovative AI-powered live conversation platform. We dive deep into a discussion about the core skills essential for success in sales, such as grit, curiosity, and care, and Colin shared invaluable insights into how he nurtures these qualities within his team. A key highlight was Colin emphasizing the significance of leaders actively listening to their team members' ideas. A must listen for leaders with ambitions of growing their team. Colins Linkedin Page Developing Sales Skills and Empowerment (00:04:05) Colin discusses the importance of grit, curiosity, and care in sales reps, and how to empower them to think outside the box and improve their skills. The reason for pattern interrupt (00:11:09) Colin explains how using an engineer as a salesperson was a pattern interrupt that led to more successful meetings. The importance of attitude and activity (00:14:05) Colin discusses the two levers that can be controlled every day: attitude and activity, and how they contribute to success in sales. Caring and champion building (00:18:03) Colin emphasizes the importance of caring for customers and building champions by helping them solve their problems and achieve their goals. Taking care of each other in business (00:22:12) Discussion about the importance of taking care of employees, sales reps, and customers in order to create a positive work environment. Big goal: Purchasing a rental property in Portugal (00:23:06) Colin's goal of buying a rental property in Portugal that can be used as a vacation property for his family. Learning new information through immersion(00:24:24) Colin's preferred way of learning new information, including languages and industries, by immersing himself in the culture and language.

In this podcast of The Goats of Growth, I had the pleasure of talking with Ron Gupta, Chief Revenue Officer at Ushur, an AI-powered customer experience platform. Ron highlighted the key strategy of focusing on customer retention and lifetime value, especially in the enterprise market. He stressed the importance of understanding reasons for declining revenue and investing in existing customers to expand market share. Ron also touched on challenges in scaling, emphasizing the need for strong customer success, marketing, and account management. Check out the episode for quick insights into growing a business and excelling in the world of AI and customer experience. Ron Guptas Linkedin Profile Customer Retention and Lifetime Value (00:05:42) Ron prioritizes focusing on customer retention rates and lifetime value. He explains that for enterprise companies, it is crucial to invest in existing customers, especially if there are product issues or flaws. By over investing in existing customers, companies are more likely to retain them and increase their lifetime value. Increase Market Share (00:09:01) Ron mentions that by focusing on customer retention and lifetime value, companies can automatically increase their market share. He gives an example of selling to subsidiaries within an enterprise, which allows for an increase in market share. Expand into New Markets (00:09:01) Ron also mentions that by focusing on customer retention and lifetime value, companies can expand into new geographies. He gives an example of starting with selling in the US and then expanding to the European entity of a customer. The importance of customer feedback (00:09:27) Exploring the value of gathering feedback from existing customers to improve products and features. The snowball effect of customer success (00:11:35) Discussing how satisfied customers can lead to increased case studies, higher net promoter scores, and more positive reviews, which can attract new customers. Investing in existing customers (00:13:13) Highlighting the need to allocate resources towards customer success, marketing, and account management in order to drive growth from the existing customer base. Sales Enablement and Cross-Pollination (00:18:41) Discussion on the importance of sales enablement and cross-pollination of successful strategies among customers, partners, and the university program. Selling to Existing Customers.(00:19:38) The significance of selling to existing customers, the lower cost involved, and the role of capabilities, success, marketing, and account management in this process. Motivation and Goal Setting (00:20:26) The motivation for winning, personal goal of achieving work-life balance, and the preferred timeframe for accomplishing it.

In this episode of "The Goats of Growth" I interview Alex Levin, CEO and Co-Founder of Regal.io, a customer engagement platform. Alex discusses the company's approach and focus on customer outcomes which has led to significant revenue growth for over 150 brands. He also talks about the importance of balancing growth and burn rate, and how Regal maintains a competitive edge despite having less funding than incumbents. Alex Levins Linkedin Profile The $2 billion in revenue and value proposition (00:01:22) Alex Levin explains the value proposition of Regal and how they quantify the $2 billion in revenue they have helped drive for brands. The importance of engaging customers in communication (00:02:11) Alex Levin discusses how engaging customers in thoughtful communication leads to higher customer lifetime value and how Regal helps facilitate this. Scaling the team and the role of engineering (00:04:51) Alex Levin explains why Regal hasn't needed to double their team despite doubling their business, particularly highlighting the role of engineering and the importance of effective communication within a team. The concept of removing people from a project (00:10:01) The strategy of removing people from a project instead of adding them to ensure focus and efficiency. Zero-based budgeting and linking metrics to hiring decisions (00:11:41) The concept of zero-based budgeting and the importance of linking hiring decisions to metrics or revenue goals. Investor expectations and growth vs burn rate (00:13:46) The expectations of public markets regarding growth and burn rate, and how it affects hiring decisions and investor attractiveness. Marketing spend and payback period (00:19:38)  Discussion on the percentage of revenue spent on marketing and the payback period for SaaS companies. Competition and competitive advantage (00:20:37)  Exploration of competition in the market and the competitive advantage of startups in terms of distribution. Attributing success to market opportunity (00:24:32)  The importance of being in the right market with growth potential for success, rather than solely relying on the strength of the team. Big goal and timeline (00:28:55) Alex Levin shares his big goal of reaching 10 billion in revenue for their customers within a year or two. Leading with empathy (00:30:46) Alex Levin explains how he leads with empathy by considering the needs and priorities of different stakeholders, including employees, customers, and investors, while making decisions.

In this episode, Rouzbeh Rotabi, the Founder and CEO of The Aval Group, joined me for a second time to discuss the challenges of growing during uncertain times. We highlighted the importance of teamwork, efficiency, and getting everyone on the same page.  He also mentioned the importtance of using customer data, moving resources wisely, and making sure everyone is aligned throughout the entire organization.     Rouzbeh Rotabis Linkedin Profile   Scaling through challenging times (00:03:04) Discussion on how to continue scaling during challenging times, including alignment, efficiency, and having the right team. Becoming more efficient (00:05:05) Exploration of the concept of efficiency in scaling, including focusing on specific markets and aligning go-to-market strategies. Making data-driven decisions (00:06:12) Importance of honest and transparent conversations in decision-making, considering data, and focusing on profitable verticals for growth. Terminating customers for business sense (00:10:19) Rouzbeh Rotabi shares an example of when his company made the tough decision to terminate 27 customers due to bad revenue and excessive servicing. He highlights the importance of looking at the information and fact base correctly when making such decisions. Reallocation of internal resources (00:13:00) The conversation shifts to the reallocation of internal resources, particularly when it comes to personnel matching with different verticals. Rouzbeh suggests having honest conversations with customers about changing the servicing model and discusses the need to assess resource allocation based on ROI calculations and the specific roles and talents of team members. The importance of understanding the revenue cycle (00:18:35) The importance of understanding the revenue cycle in a B2B environment and the value of gross revenue retention. The shift towards customer success (00:19:02) Rouzbeh talks about the shift towards focusing on customer success and the need to harmonize execution in marketing, sales, and customer success. The importance of prioritization (00:28:08) Discussion on the need to prioritize and align on key unit of measures in order to drive growth and success. The challenge of alignment in venture-backed companies (00:29:43) Exploration of the difficulties in achieving alignment between different teams and departments in venture-backed companies. The significance of repeatability and product-market fit (00:31:35) Explanation of the importance of having a repeatable product and achieving product-market fit in order to demonstrate success in venture-backed companies. The challenges of technical difficulties (00:36:57) Discussion on the technical difficulties experienced during the podcast recording and the need to address and react to them. Being curious and adaptable in the face of market changes (00:38:10) Conversation on the mindset needed to navigate market changes, emphasizing the importance of being curious about technology options and adaptable to current situations.  

In this episode of The Goats of Growth, I had the privilege of chatting with Nirav Sheth, who currently serves as the VP of Presales and Specialists for the Americas at Okta. Nirav's career journey is quite a fascinating one, with stints at big-name companies like Google and Cisco. During our conversation, he shared some of his key leadership principles, notably the significance of building capacity within an organization. Nirav stressed the importance of investing in the growth and development of individuals within a company and highlighted the role of mentorship in helping people build confidence. He also gave us a glimpse into his personal journey, which took him from aspiring to be a doctor to becoming a successful business leader. This episode is packed with insights that can benefit anyone, so don't miss it! Niravs Linkedin Profile Building a Legacy by Creating Capacity [00:04:07] Nirav explains the importance of building capacity throughout all levels of the organization to create a legacy and drive growth. Meaningful Career Conversations [00:05:48] Nirav discusses the significance of having meaningful career conversations with individuals to understand their aspirations and align them with business needs. Enabling Empowerment and Entrepreneurship [00:07:37] Nirav shares an example of empowering a high-potential individual to lead a cross-functional team and drive a campaign, creating an entrepreneurial environment within the organization. Building confidence and support for growth [00:10:19] Discusses the importance of providing support and mentorship to individuals aspiring for leadership roles to build their confidence and help them transition to the next level. Striking the balance between autonomy and support [00:11:21] Explores the need to strike a balance between empowering individuals with autonomy while also providing the necessary support and removing obstacles when they face roadblocks. Investing in personal and professional growth [00:12:48] Focuses on the journey of continuous development, including cross-functional experiences, mentorship, executive coaching, and continuous learning through reading and consuming various forms of content. The surprise of not becoming a doctor [00:19:30] Nirav talks about how his 18-year-old self would be surprised that he did not become a doctor, despite initially planning to pursue a medical career. Choosing an MBA over medical school [00:19:50] Nirav explains how he made the decision to pursue an MBA instead of going to medical school, and how his family's involvement in business influenced his choice.

In this exciting episode of the Goats of Growth I had the pleasure of interviewing Tony Medrano, an experienced go-to-market executive with a track record of success in health tech and AI SaaS.  Tony focuses on the art of prioritization in the context of a high-growth environment and  underscores the critical nature of honing in on high-revenue opportunities, a strategic move that can lead to your success.  But what truly sets this episode apart is the personal touch Tony brings to the discussion. He opens up about his most significant failure, a story that holds important lessons for us all. In addition to his professional insights, ensuring this episode is one you won't want to miss. Tony's LinkedIn Profile Deals first [00:03:23] Tony discusses the importance of prioritizing deals and focusing on closing them, especially in hypergrowth scenarios. How to prioritize your deal time [00:04:25] Tony explains how to prioritize deal time by allocating a significant portion of time to pursuing high-revenue opportunities and dedicating a portion to strategic long-term initiatives. Q Health's growth during COVID [00:07:35] Tony provides context on Q Health, the company he worked for during the COVID-19 pandemic, and their premier molecular diagnostic point-of-care test for COVID-19. He highlights the company's growth and their initial customer, the NBA. The 60-30-10 Rule [00:10:34] Discussion on how to prioritize time for highest revenue, strategic thinking, and flexibility. Building a Small Team [00:13:50] Importance of starting with a small team and managing them properly in a hypergrowth situation. Making Your Bed [00:18:39] Emphasis on taking care of administrative tasks early in the day to be prepared for unexpected customer needs and urgent situations. The underdog story [00:22:10] Tony discusses how underdog stories motivate him in business and personal life. Completing another Ironman [00:23:03] Tony shares his goal of completing another Ironman triathlon competition and the benefits it brings to his life. Tools for learning [00:26:25] Tony provides tips for learning new information, including using chat bots, utilizing YouTube, and taking online courses. Travel [00:30:26] Tony talks about his experiences traveling and exploring different countries, including biking, running, and swimming in various locations. Biggest Failure[00:31:47]  Tony shares the story of starting a company during his grad school days, raising funding, experiencing growth, and then facing a sudden market crash. Question for my next guest [00:34:01]  Tony suggests a question for the next guest, asking what their 18-year-old self would think if they were suddenly placed in their current situation.

In this (part 2) episode, I have the pleasure of speaking with Steven Birdsall, a 3X CRO and 4X COO, of both private and public companies. To recap part 1, we explored pivotal nuances between private and public companies, with a focus on the challenges and opportunities of going public as well as the strategies for optimizing go-to-market approaches, including insights on maintaining focus, achieving margin expansion, and the significance of the "rule of 50" in creating value. This episode is a contuation of that discussion, but it starts off with Steven answering the question of how to manage expecatations when you have multiple investors, in his case, Board members from 5 separate PE firms. Whether you're in that position now, or it's possible you could be in the future, you'll find Steven's perspective and advice helpful.  Steven's LinkedIn Profile What to listen for: Managing Expectations with Board Members  Managing the expectations of different board members requires understanding their specific goals and context, whether it's achieving rule of 50 or market expansion. Doing more with less: Explains two ways to do more with less: planting seeds by developing new products and adjusting pricing. Transparency in communication Emphasizes the importance of transparent communication from the CEO when making changes, such as cutting resources or expanding into new markets. Focus, efficiency, and channel model Discusses the importance of focusing on a specific market, improving efficiency, and utilizing channel models effectively for growth. What motivates Stephen?  Stephen discusses his motivation to help others in various aspects of his life, such as at work, at home, and in church. Stephen's goal to become a CEO  Stephen shares his goal to become a CEO and his decision to leave his current company to focus on achieving this goal by the end of the year. And much more!

In this episode, I have the pleasure of speaking with Steven Birdsall, a 3X CRO and 4X COO, of both private and public companies. Together, we explore pivotal nuances between private and public companies, with a focus on the challenges and opportunities of going public as well as the strategies for optimizing go-to-market approaches, including insights on maintaining focus, achieving margin expansion, and the significance of the "rule of 50" in creating value. So much so that like mentioned in the outro, I had to seperate this epic episode into 2 parts. Stay tuned for part 2. Steven Birdsalls Linkedin Profile Laying the Proper Foundation for Going Public [00:01:12] Discussion on the importance of laying a strong foundation for a company before going public. Difference Between Board Expectations in Private and Public Companies [00:01:41] Exploration of the contrasting expectations from boards in private and public companies. Experience with Taking a Company Public [00:07:58] Stephen Birdsall shares his experience of taking Anaplan public in 2018 and discusses the different scenarios he has encountered in his career regarding IPOs. The significance of changing the go-to-market model [00:11:27] Stephen Birdsall discusses the importance of changing the go-to-market model when preparing for an IPO and the challenges faced in the planning software market. Creating a pod-based go-to-market strategy [00:14:20] Birdsall explains the concept of a pod-based go-to-market strategy, focusing on the benefits of streamlining different functions and creating accountability at a TAM (Total Addressable Market) level. Building scale through industry-level TAMs [00:17:08] Birdsall talks about the next step in scaling the business by creating industry-level TAMs and how it leads to a more efficient go-to-market strategy centered around specific industries. Focus on Industry and Geography [00:18:00] Companies under $100 million should focus on a specific industry or geography to maximize their opportunities and scale. Traditional Go-to-Market vs Pods [00:19:00] Sub $100 million companies selling to specific personas, such as CFOs, should focus on traditional go-to-market strategies instead of implementing pods. Private Equity Rule of 50 [00:23:34] Private equity-backed companies aim to achieve the Rule of 50, balancing growth and margin expansion to ensure profitable growth in the business. Solving Math Equations [00:27:15] Explanation of how to solve math equations by separating known and unknown variables and the importance of setting up the problem correctly. Different Approaches to Learning Math [00:28:10] Discussion about how kids learn math differently today and the importance of coming to the same solution regardless of the approach. Growth at All Costs Mentality [00:30:28] Exploration of the concept of growing at all costs and the potential consequences of disrupting the rule of 50 in terms of profitability and workforce. Private Equity's Value Creation Mode [00:36:43] Private equity firms aim to create value by acquiring rule of 50 companies and unlocking their potential. The Importance of Rule of 50 [00:37:40] Having a plan to reach rule of 50 is essential for creating value and attracting investors in a company.