Welcome to Pit Stops to Podium, the RevPartners Podcast where we talk to Executives who have competed and won, accelerating their companies from High Growth to High Scale.
In this episode of Pit Stops to Podium, we're thrilled to have Josh Braun, a former Head of Business Development at Basecamp and the Co-Founder & CEO of Sales DNA. Josh's expertise lies in aiding sales leaders, CEOs, and founders to build systems that consistently secure meetings with qualified buyers. Known for hosting the Inside Selling Podcast and creating the Badass Growth Guide, Josh is a seasoned thought leader in sales strategy. Throughout this episode, Josh delves into customer engagement for successful deals, exploring pivotal sub-topics that redefine sales tactics. From selling without sounding salesy to deciphering why people buy (and why they don't), he navigates strategies like being a red X in a sea of white circles. With valuable insights on personalization versus relevance, overcoming sales objections, and breaking through the zone of resistance, Josh offers actionable advice to revolutionize sales approaches and drive success. Chapters: 00:00 - Intro 01:03 - Josh Braun Background 04:08 - Who's Josh Outside Work 04:59 - Enhancing Customer Engagement for Mutual Success 08:24 - The 'Red X' Strategy for Product and Service Enhancement 14:00 - Rethinking Objections in Selling 19:51 - Shining a Light on Problems, Not Convincing to Buy 22:04 - Engage with Josh //ENGAGE WITH JOSH Josh's LinkedIn Josh's Website //MENTIONS Dish Network Jellyvision HubSpot Zendesk //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops to Podium, we are honored to have Jim Cathcart, a renowned mentor, author, and Hall of Fame professional speaker. With his extensive experience as the founder of The Going Pro Experts Academy Mentorship and author of 25 bestselling books, Jim brings a wealth of knowledge and practical insights to our discussion. During the episode, Jim will explore the essential traits of a great sales professional and the role mindset plays in achieving sales success. He will share proven strategies for bulletproof selling and discuss how "The Acorn Principle" relates to effective sales techniques. Additionally, Jim will provide valuable advice on navigating challenging times in sales and the power of relationship selling. Chapters: 00:00 - Intro 00:53 - Who Cathcart Institute Is 07:58 - Who's Jim Outside Work 10:56 - Enhancing Sales Leaders' Mindset for Success 15:00 - The Half of the Job Mindset 16:55 - Implementing Acorn Principle in Bulletproof Selling Strategies 21:24 - Guiding Revenue Leaders Through Economic Challenges 25:14 - Engage with Jim //ENGAGE WITH JIM Jim's Website Jim's LinkedIn //MENTIONS American Bank Association Earl Nightingale MassMutual //BOOKS The Acorn Principle //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops to Podium, we're thrilled to have Matthew Neuberger, President & CEO at Neuberger & Company, known for elevating sales performance, increasing revenue, impacting company growth, and implementing advanced sales training methodologies. Today's conversation will explore the realm of superior selling attitudes and behaviors. Matthew will uncover the dynamics behind achieving exceptional sales results while shedding light on the often surprising traits exhibited by top executives. Additionally, he'll delve into the intricacies of primary communication styles essential for effective salesmanship. Chapters: 00:00 - Intro 00:47 - Who Neuberger & Company Is? 04:24 - Who's Matt Outside Work 08:07 - Understanding The Superior Selling Concept 14:05 - Qualify, Close, Present 19:35 - Effective Communication Styles with Clients 24:52 - Identifying Customer Communication Styles 27:31 - Engage with Matthew //ENGAGE WITH MATTHEW Matt's LinkedIn Neuberger & Co Website //MENTIONS Sandler Fredric G. Reynolds //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops to Podium, we're excited to introduce Ian Koniak, President and Founder of Ian Koniak Sales Coaching and CEO of Untap Your Sales Potential. With a background in leading national training workshops for Fortune 500 companies and a career sales record exceeding $100 million, Ian's expertise is unmatched. As the former #1 Enterprise Account Executive at Salesforce.com and current Acting Dean at Pavilion's Enterprise Sales School, he brings a wealth of knowledge to our discussion. Today's episode revolves around Unlocking The Sales Champion Mindset. Ian will explore the defining traits and habits of Sales Champions, offering insights on effective coaching strategies for Account Executives to reach their peak performance. Chapters: 00:00 - Intro 00:44 - Who Untap Your Sales Potential Is + Ian's Background 05:47 - Who's Ian Outside Work 08:31 - Unleashing Sales Champion Mindset Dynamics 14:56 - Establishing Effective Sales Behavior Patterns 22:46 - Managerial Strategies for Prioritizing Sales Pipeline Development 30:08 - Engage with Ian //ENGAGE WITH IAN Ian's LinkedIn Ian's Website //MENTIONS Ricoh USA, Inc Salesforce John WoodenNick Saban Bill Walsh Kirby Smart Northrop Grumman //BOOKS Ruthless Elimination of Hurry by John Mark Comer //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops to Podium, we're excited to introduce Ian Altman, Founder at Same Side Selling Academy, a distinguished keynote speaker and author specializing in integrity-based business growth. Ian is renowned as a sales and marketing modernization consultant for B2B business leaders, boasting an illustrious career as a professional speaker, podcast host, and contributor to prestigious platforms such as Forbes and Inc. Today's episode revolves around overcoming sales traps and embracing value. Ian will delve into the differentiators between top-performing teams and the average, shedding light on the common adversarial traps that sellers encounter. Furthermore, he'll discuss the vital shift from a focus on price to emphasizing value, providing valuable insights for our audience. Chapters: 00:00 - Intro 00:54 - Ian's Journey with Same Side Selling Academy 03:24 - Same-Side Selling Approach Explained 04:32 - Who's Ian Outside Work 07:29 - Embracing Value Shift in Sales Traps 11:37 - Adversarial Traps in Pricing for Sellers and Buyers 16:55 - Closing the Gap in Seller-Buyer Conversations 20:21 - Characteristics of High-Performing Teams 27:12 - Engage with Ian //ENGAGE WITH IAN Same Side Selling Website Ian's LinkedIn //MENTIONS Jack Quarles Keenan //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops to Podium, we're thrilled to introduce Mor Assouline. Mor is a multi-talented professional who wears various hats in the sales industry. He serves as the Founder at FDTC (From Demo To Close), a Sales Coach at FDTC University, a Strategic Advisor at Vajro, and a Sales Instructor and Mentor at Six Figures. Mor's wealth of experience and expertise promises an enlightening discussion for our audience. In today's episode, we'll delve into the captivating world of sales demos and how they can be utilized to drive success. Our primary focus for this episode centers around unlocking the potential of persuasive sales demos. We'll also explore the nuances of understanding the different personalities of your prospects and discover how to leverage psychological insights to enhance your win rates. Mor will also share some valuable insights and strategies to help you achieve an outstanding 50% close rate in your sales efforts. Chapters: 00:00 - Intro 00:51 - Who's FDTC + Mor's Background 04:07 - Fun Facts About Mor 06:11 - Balancing Discovery and Demo for Sales Success 08:11 - Distinguishing Great Demos from Poor Ones 12:27 - Adapting Sales Approaches to Buyers' Needs and Personalities 16:58 - Improving Your Demo Success with Three Key Questions 22:19 - Fostering Humility, Vulnerability, and Effective Communication in Sales 25:21 - Maximizing Demo Impact for Faster Sales Cycles 26:49 - Engage with Mor //ENGAGE WITH MOR Demo to Close Website Mor's LinkedIn //BOOKS Expert Secrets Traffic Secrets //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of "Pit Stops to Podium," we're excited to introduce our featured guest, Casey Jacox. As a Sales & Executive Leadership Coach, Author, Podcaster, and Keynote Speaker at Winning The Relationship, LLC, Casey's diverse skills and knowledge bring tremendous value to our show. Throughout this episode, we'll delve into the theme of Cultivating enduring client relationships. We'll explore the crucial qualities that define outstanding sales professionals, underscore the "Win the Relationship, Not the Deal" philosophy, and shed light on the fundamental role of relationships in shaping a thriving portfolio and career. Additionally, Casey will impart his "6 Principles for Fostering Strong Client Connections," providing actionable insights for establishing and maintaining meaningful bonds. Chapters: 00:00 - Intro 01:22 - Casey's Journey to Winning the Relationship 05:49 - Who's Casey Outside Work 08:22 - Traits for Successful Sales with a Focus on Relationships 15:00 - Applying Customer-Centric Traits and Prioritizing Relationships 20:29 - Distinguishing Between Hearing and Listening 23:05 - Engage with Casey //ENGAGE WITH CASEY Casey's LinkedIn The Quarterback DadCast Casey Jacox Mastermind //MENTIONS Ted Lasso Napoleon Dynamite John Kaplan Horst Schulze Donald Miller //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we're honored to have Stacey Gordon as our special guest. Stacey is an accomplished Executive Advisor, Keynote Speaker, Author, and DEI Strategist at Rework Work, with a focus on transforming workplace cultures and reducing bias in global talent management. As a LinkedIn instructor, she offers highly popular online courses on diversity, inclusion, and career development, and her book, "UNBIAS: Addressing Unconscious Bias at Work," sheds light on the state of Diversity, Equity, and Inclusion (DEI) in today's professional world. With a solid educational foundation in MBA and law from Fordham University School of Law, Stacey is well-prepared to lead our discussion on critical workplace issues. We'll explore key topics such as Recognizing and Overcoming Unconscious Bias, the Nature of Unconscious Bias, Navigating Bias versus Discrimination at Work, and the intricacies of Diversity, Equity, and Inclusion (DEI) in the modern professional landscape. Chapters: 00:00 - Intro 01:03 - Who's Rework Work + Stacey Story 03:46 - Who's Stacey Outside Work 05:45 - Uncovering the Power of Unconscious Bias 06:46 - The Distinction Between Unconscious Bias and Discrimination 08:42 - Maintaining the Balance Between Appropriate and Inappropriate Communication 11:54 - Effective Tools and Strategies for Inclusive Conversations 15:56 - Fostering Diversity and Inclusivity in Organizations 20:44 - Engage with Stacey //ENGAGE WITH STACEY Stacey's LinkedIn Unconscious Inclusion Website //MENTIONS Kristen Pressner //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we're excited to have Andy Paul as our special guest. Andy is an accomplished Author, Host, and Coach, known for his book "Sell Without Selling Out" and the Win Rate Podcast. Our primary focus today is "Selling with Authenticity." Andy passionately discusses the significance of genuine connections and intuition-driven sales, highlighting core values such as curiosity, empathy, and generosity in achieving sales success. Throughout this conversation, Andy provides insights into how these principles shape his approach to sales, ultimately nurturing long-lasting client relationships. Chapters: 00:00 - Intro 01:12 - Andy's Origin Story 03:40 - Andy's Podcaster Journey 06:34 - Who's Andy Outside Work 07:25 - Tour de France: Unchained 10:15 - Humanizing the Vendor Experience 14:45 - Exploring Core Values in the Sales Process 18:26 - The Role of Generosity in Core Values 20:21 - Balancing Art and Science in Sales 21:57 - The Social Network Theory 23:30 - Navigating Buyer Perspectives in Complex Sales 25:38 - Engage With Andy //ENGAGE WITH ANDY Andy's LinkedIn Andy's Website //MENTIONS The Win Rate Podcast Fabio Jakobsen StoryBrand //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we're delighted to welcome Whitney Johnson, the CEO of Disruption Advisors, a distinguished leadership development company specializing in change management. She delves into the profound significance of ongoing growth and learning, emphasizing their role in personal and professional development. Whitney also unravels the captivating concept of the S-Curve, providing a deeper understanding of its relevance and application. For sales leaders aiming to navigate the S-Curve shift, Whitney offers guidance, shedding light on how to approach this critical transition. We also touch upon the significance of partnership and the unique challenges faced by high-growth B2B SaaS organizations Chapters: 00:00 - Intro 00:56 - Disruption Advisors and Whitney's Books 01:56 - Who's Whitney Outside Work 04:35 - What Led Whitney To Write “Smart Growth” 07:34 - Understanding the S-Curve Concept 10:46 - The S-Curve Shift for Sales Leaders 14:32 - What Comes After Mastery and Scaling 16:58 - Partnership and Challenges in High-Growth B2B SaaS Organizations 20:49 - The Backstory of Whitney Connection with Clay Christensen 22:22 - Engage With Whitney //ENGAGE WITH WHITNEY The Disrupt Advisors Website Disrupt Yourself Podcast with Whitney Johnson //MENTIONS Malcolm Gladwell Reid Hoffman //BOOKS Disrupt Yourself, With a New Introduction Build an A-Team Smart Growth The Brand Called You by Tom Peters The Innovator's Dilemma by Clayton Christensen //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we're honored to welcome Bill Schaninger, Senior Partner Emeritus at McKinsey & Company, international speaker, author, researcher, and advisor to senior executives. Bill, a LinkedIn Top Voice, shares his insights on reimagining the role of the manager. He emphasizes that managers are pivotal in the war for talent, stressing the importance of strong people skills to attract and retain the best talent. Bill also discusses the need for managers to transition from rule enforcers to rule challengers, acting as critical stopgaps for ineffective or obsolete rules. Moreover, he highlights the value of not promoting good managers out of their roles, but instead recognizing their contributions and allowing them to advance within their positions. Chapters: 00:00 - Intro 00:56 - Bill's Background & Who's McKinsey & Company 05:27 - Fads, Crises, and Shifting Power Dynamics 07:34 - Who's Bill Outside Work 10:25 - The Vital Role of Middle Managers in Modern Work 17:54 - Middle Managers' Role in Boosting Recruitment and Retention 23:48 - Fostering Empowerment and Authenticity in Middle Management 28:14 - Nurturing and Valuing Middle Management Expertise 30:14 - Balancing Individuality and Membership in Organizations 32:57 - Engage with Bill //ENGAGE WITH BILL Bill's LinkedIn Bill's Email //MENTIONS Matt Guthridge Horst Schulze //BOOKS Power to the Middle by Bill Schaninger //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we're thrilled to have Kyle Coleman as our guest. Kyle is the Senior Vice President of Marketing at Clari and is a recognized Sales and Marketing leader. He also hosts The Run Revenue Show podcast and serves as a Strategic Advisor at Lavender. As a LinkedIn Top Voice, Kyle brings a wealth of experience and knowledge to the discussion. The main focus of this episode is on the art of creating a highly effective Sales Engine. Kyle emphasizes that there's no one-size-fits-all approach to building such an engine for a team. He also underscores the critical role of risk identification in achieving a successful sales pipeline and highlights the significance of aligning Marketing, Demand Generation, and Sales Development teams. Chapters: 00:00 - Intro 00:52 - Who Clari Is + Kyle's Background 03:54 - Fun Facts about Kyle 06:03 - Creating an Effective Sales Engine 09:43 - Staying Ahead in Revenue Analysis for Future Growth 12:42 - Driving Alignment for Revenue Impact 18:13 - Beginning the Sales Engine Journey for Beginners 20:29 - Engage with Kyle //ENGAGE WITH KYLE Clari Website Kyle's LinkedIn The Clari Revenue Cadence Playbook //MENTIONS Looker Mark Roberge //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this Pit Stops To Podium episode, we're joined by Lou Adler, CEO at Performance-based Hiring Learning Systems. Adler's extensive background spans executive roles in finance and operations. With an engineering degree and an MBA, he transitioned to recruitment in the 70s, later becoming an Amazon best-selling author and featured expert in major publications. The episode's focus revolves around Unlocking the Secrets to Hiring Exceptional Talent. Join us as Adler delves into key subtopics such as the concept of hiring for the anniversary date, employing the 'High Tech, High Touch' method to elevate talent standards, and expanding the talent pool through defining work by crucial performance objectives. Chapters: 00:00 - Intro 00:55 - Who's Performance-based Hiring Learning Systems? 02:56 - Who's Lou Outside Work 07:21 - Is Achieving a Win-Win in Hiring an Imbalance from the Start? 12:35 - Applying “High Tech, High Touch” in Talent Recruitment 17:28 - Defining Success Objectives for Hiring AEs and SDRs 22:39 - Engage with Lou //ENGAGE WITH LOU Hire With Your Head Website //MENTIONS Buc-ee's Sangram Vajre //BOOKS Hire with Your Head by Lou Adler //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we're thrilled to welcome Sandy Robinson, Senior Vice President of Revenue Operations at Patra Corporation. With her role as an Ambassador, Contributor, and Podcast Host at Revenue Operations Alliance, Sandy is a respected authority in sales strategy and leadership. Our focus centers on enhancing sales success through improved performance and effective communication. Drawing on her expertise, Sandy champions clear communication that transcends technicalities and resonates with sales professionals. She highlights the significance of simplifying strategies, crafting personalized playbooks, and optimizing performance efficiency. Join us to glean invaluable insights for elevating your sales approach. Chapters: 00:00 - Intro 01:00 - Who Patra is and Sandy's Background 03:35 - Fun Facts About Sandy 05:36 - Empowering through Clear Communication 07:20 - Balancing Urgency and Adaptability in Sales 10:59 - Effective Sales Enablement Strategies for Scaling 13:27 - Balancing Tech and CRM Efficiency 16:07 - Strategic Approach to RevTech Orchestration 21:45 - Engage with Sandy //ENGAGE WITH SANDY Sandy's LinkedIn Revenue Operations Alliance //MENTIONS Stephen Covey Mark Roberge //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode, we're excited to feature Joey Price, CEO of Jumpstart:HR and a respected voice in the Forbes Human Resources Council. With over 15 years of HR experience, Joey has been recognized as a Top 30 HR Professional Under 30 by SHRM's HR Magazine and lends expertise as an Advisory Board Member at UKG. Our discussion centers on the significance of HR and Team Engagement for startups. Discover how HR influences business growth, the advantages of fostering employee commitment, and effective strategies for managing remote teams. Tune in for Joey Price's invaluable insights, offering a roadmap for startups to harness the power of strategic HR approaches. Chapters: 00:00 - Intro 00:58 - Who Jumpstart:HR is? 04:19 - Fun Facts About Joey 06:46 - The Strategic Importance of HR Investment 11:04 - Boosting Engagement in Remote Work 13:50 - Employee Impact on Engagement, Culture, and HR 16:31 - Fostering Trust, Ownership and Empowering Employees 18:25 - Engage with Joey //ENGAGE WITH JOEY Joey's LinkedIn Jumpstart HR Website While We Were Working Podcast //BOOKS A CEO Only Does Three Things by Trey Taylor //MENTIONS Stephen Covey //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode, we're joined by Braden Wallake, the CEO & CSO at HyperSocial. With a proven track record, Braden excels in leading marketing teams and creating potent B2B strategies. Notably, he's driven a Canadian SEO company to $115,500 in 6 months, lowered cost per lead to $2.35, and boosted LinkedIn profile views by 258%. Our central theme revolves around the concept of authenticity and transparency in the online world. Braden provides profound insights into leveraging imperfections for growth, fostering genuine connections within digital landscapes, and cultivating unwavering positivity in the face of adversity. These invaluable lessons hold the key to reshaping your digital footprint and unlocking unparalleled opportunities for personal and professional growth. Chapters: 00:00 - Intro 00:56 - Who HyperSocial is? 02:31 - Fun Facts About Braden 06:13 - LinkedIn vs Instagram: Exploring Social's Strategic Significance 08:15 - The First Steps in Audience Engagement 12:14 - Creating a LinkedIn Voice and Content Strategy 15:38 - Practical Starting Points for Your LinkedIn Advantage 21:04 - Engage with Braden //ENGAGE WITH BRADEN Braden's LinkedIn //MENTIONS Ted Lasso Robert Jones Crystal //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode, we have Richard van der Blom, the Founder & Managing Director at Just Connecting, a leading expert in Social Selling, Digital Transformation, and LinkedIn. As a member of an independent European LinkedIn Think Tank and the author of the Annual LinkedIn Algorithm Research, Richard unravels the secrets of the LinkedIn algorithm for explosive growth. He shares practical insights on using tools to start on LinkedIn, crafting engaging content, understanding target audience motives, and embracing the Triple A's of LinkedIn (Authenticity, Being Active, and Being Approachable). Tune in to uncover the hidden potential of LinkedIn and take your growth to new heights. Chapters: 00:00 - Intro 01:18 - Just Connecting & Richard Background 03:43 - Who's Richard Outside Work 06:28 - Unveiling LinkedIn as the Ultimate B2B Platform 09:42 - A Framework for Authentic, Active, and Approachable Engagement 15:07 - Building a Routine for Consistent and Engaging LinkedIn Content 20:08 - The Essential Technology for Consistency and Engagement 24:17 - Engage with Richard //ENGAGE WITH RICHARD Richard's LinkedIn //MENTIONS Gary Vaynerchuk TextExpander AuthoredUp //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we have the pleasure of sitting down with Gabrielle “GB” Blackwell, the brilliant mind behind The One on One at Workweek. With an impressive background as the former SDR Manager at Airtable and Gong, Gabrielle brings a wealth of experience in sales development to the table. Gabrielle will be sharing her winning strategies for Sales Development Managers. From emphasizing the human element of selling to nurturing successful sales teams, she'll delve into the intricacies of implementing effective sales development processes and methodologies. Tune in as Gabrielle unveils her SDR Manager's Survival Guide, tackles remote work challenges, and offers valuable tips on maximizing productivity through technology-driven remote team management. Chapters: 00:00 - Intro 00:49 - Who Workweek Is? 02:41 - Who's Gabrielle Blackwell Outside Work 04:18 - From SDR to SDR Manager 06:50 - Onboarding SDRs in a Remote Work Environment 10:42 - Rethinking the Importance of Office Space for Remote Teams 13:16 - The Power of Follow-Up and Multi-Channel Approach 16:21 - SDR Success through Follow-Up and Nurturing 19:36 - A Framework for Effective Outreach 25:14 - GB's Favorite Software for Prospecting 27:15 - Engage with Gabrielle //ENGAGE WITH GABRIELLE Gabrielle's LinkedIn The One on One //MENTIONS Andrew Gazdecki Gong //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we sit down with Andrew Gazdecki, the CEO and founder of Acquire.com, an online marketplace facilitating the buying and selling of small businesses. With extensive experience as an entrepreneur in the technology and startup industry, Andrew is recognized for his expertise in streamlining the acquisition and sale process of businesses, particularly in the technology sector. Andrew shares his insights on how to effectively grow your business by leveraging content marketing techniques. He highlights the importance of tailoring your content to appeal to sellers, not just buyers, and provides valuable advice on how to supercharge audience growth and engagement through targeted content creation. Join us as we delve into Andrew Gazdecki's expertise and gain practical tips on utilizing content marketing to fuel business growth, establish a strong online presence, and engage with your audience effectively. Chapters: 00:00 - Intro 00:52 - Who is Andrew Gazdecki and What Inspired the Creation of Acquire.com? 08:21 - Who's Andrew Gazdecki Outside Work 11:26 - Leveraging Content Marketing for Business Growth 15:51 - Why Do Companies Struggle to Make the Pivot Towards Content Marketing 18:36 - How to Drive Brand Expansion, Engagement, and Demand Creation 29:09 - Engage with Andrew //ENGAGE WITH ANDREW Andrew's LinkedIn Acquire.com //MENTIONS AJ Bruno Horst Schulze Chick-Fil-A Quotapath //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we sit down with Collin Mitchell, the Vice President of Sales at Leadium and an accomplished entrepreneur. Collin's journey is nothing short of inspiring, from founding Salescast to hosting the Sales Transformation Podcast, where he shares daily episodes to revolutionize the way we approach selling. In this episode, Collin delves into the incredible potential of podcasting for sales professionals. Collin emphasizes the importance of delivering value and building a strong personal brand through informative, entertaining, or inspiring content. He also shares valuable insights on cultivating lasting relationships with guests and listeners, which can significantly expand your network and enhance your reputation as a sales professional. Collin's expertise and practical tips will empower you to grow your network, establish an impactful personal brand, and foster meaningful connections through the power of podcasting. Chapters: 00:00 - Intro 01:06 - Leadium and Sales Transformation Podcast Origins 03:05 - Who's Collin Mitchell Outside Work 06:10 - What Inspired Collin to Start Podcasting 10:52 - Value of Podcasting for Revenue Leaders 14:02 - Creating Relevant, Informative, and Entertaining Podcast Content 15:58 - Successful Tips for Relationship Building and Prospecting with Podcasts //ENGAGE WITH COLLIN Sales Transformation Podcast Collin's LinkedIn //MENTIONS Chris Decker Salescast //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we are joined by Alina Vandenberghe, Co-Founder and Chief Experience Officer of Chili Piper. Alina shares her entrepreneurial journey, starting with the creation of Chili Piper, the leading scheduling and routing software for B2B revenue teams. She provides valuable insights on standing out in a crowded market, acquiring early customers, and driving long-term success through effective marketing strategies. Additionally, Alina delves into the challenges and rewards of building and maintaining a strong company culture in a remote-only environment. With her experiences at Chili Piper and her AI-powered productivity startup, KosmoTime, Alina offers valuable perspectives on the art of building a billion dollar company from scratch while prioritizing customer acquisition, differentiation, and cultivating a thriving organizational culture. Chapters: 00:00 - Intro 00:56 - Who Chili Piper Is? 02:47 - Who's Alina Vandenberghe Outside Work 04:30 - Lessons from Chili Piper's Founding Success 06:08 - Strategies for Success in the Post-COVID Digital Landscape 09:07 - Marketing vs. Sales: When Does Prospecting Kick In for Chili Piper? 11:20 - Nurturing a Thriving Culture at Chili Piper 14:44 - Engage With Alina //ENGAGE WITH ALINA Alina's LinkedIn Chili Piper Website //MENTIONS Bloomberg Pearson //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we are delighted to welcome Joe Musselman, the Founder and Managing Partner of Broom Ventures. With nearly two decades of experience in building exceptional teams and cultivating thriving cultures, Joe has a proven track record as the CEO and Founder of Honor.org, a pioneering career transition institute for Navy SEALs and the U.S. Special Operations community. During this episode, Joe will share his expertise on the TLC Trinity: Teams, Leadership, and Culture. We will explore the art of building and leading high-performing teams, including strategies to identify and recruit top talent. Joe will also delve into effective communication during times of uncertainty and provide insights on adapting to new challenges. Furthermore, we will gain valuable insights into creating and maintaining a great organizational culture and how it directly impacts a company's overall success. Chapters: 00:00 - Intro 01:12 - Joe's Background and Who's Broom Ventures 06:32 - Who's Joe Musselman Outside Work 09:54 - The Foundation of Team, Leadership, and Culture 14:20 - From Vision to Achievement 17:25 - Leading with Vision, Mission, and Values 22:20 - Reinforcing a Culture of Purpose & Values Alignment 27:25 - Effective Leadership Through Encouragement 28:45 - Engage with Joe //ENGAGE WITH JOE Broom Ventures Website Joe's Email //MENTIONS Michael Lage Dan T Cathy Andy Stanley //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we are delighted to have George Suarez as our guest. George is the Founder and CEO of Opnbx.ai, a cutting-edge platform that assists sales representatives in quickly crafting personalized emails. With a dedicated team focused on enhancing sales efficiency, George brings valuable experience in the sales technology industry. During our conversation, we explore the crucial topic of personalization and relevance in cold emails. George shares insights on transforming any cold email into a personalized and relevant communication, highlighting the differences between personalization and relevance in sales communication. We also delve into the power of relevance in making cold emails significant to prospects. By leveraging technology and AI, George reveals effective strategies to capture the attention and interest of potential clients, ultimately improving sales efforts. Chapters: 00:00 - Intro 01:14 - Who's George Suarez and Opnbx.ai 05:57 - Fun Facts About George 07:12 - The Difference Between Personalization and Relevance 09:29 - Showcase of Personalization for Structuring Effective Emails 14:14 - The Importance of Structure, Length, and Engagement 15:54 - Balancing Volume and Relevancy in Sales Outreach 16:57 - Leveraging AI Technology as a Sales Tool 17:54 - Engage with George //ENGAGE WITH GEORGE George's LinkedIn Opnbx.ai //MENTIONS Jeff Hoffman Yamini Rangan //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we are thrilled to have Brian Honigman as our guest. Brian is a Marketing Strategy Consultant at Honigman Media, a Philadelphia-based marketing consultant, and an adjunct professor at Kellogg and UFM. With his extensive experience in the industry, we delve into the world of social media trends and how businesses can effectively approach them. During our conversation, we explore the importance of staying ahead of the curve in social media. Brian shares insights on leveraging owned media platforms to establish expertise and expand influence. We also dive into the power of social media data analysis and how it can be used to increase your following. Additionally, we discuss strategies to break through the noise in marketing and make a lasting impact in a crowded digital landscape. Chapters: 00:00 - Intro 01:07 - Who Honigman Media Is? 05:21 - Fun Facts About Brian 08:49 - Investing Time And Resources In Social Media 13:39 - B2B Marketing Trends on LinkedIn 16:10 - Standing Out in the Noise of B2C and B2B Marketing 23:13 - Tips to Establishing Your Brand's Distinctive Voice 27:59 - Engage with Brian //ENGAGE WITH BRIAN Brian's LinkedIn Social Media Marketing Trends Course //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
On this episode of Pit Stops To Podium, we are joined by Minnie Ingersoll, Partner at TenOneTen Ventures and host of the LA Venture Podcast. In this episode, we will dive into key topics that shape the world of venture capital and startup success. Minnie will share her insights on the art of decision making when it comes to capital, the significance of fostering a thriving team culture, and provide valuable entrepreneurial advice for building strong teams, raising capital, and navigating the challenges faced by startups. Get ready to explore the decision-making process surrounding capital in the startup ecosystem. Minnie Ingersoll will shed light on when and how to make strategic choices regarding funding, weighing the benefits and risks associated with various capital sources. Additionally, we will delve into the critical role of team culture and effective communication in driving startup success. Minnie will share her expertise in building teams that thrive, fostering collaboration, and creating an environment conducive to innovation. Chapters: 00:00 - Intro 00:54 - Who Is TenOneTen Ventures? 03:12 - Who Is LA Venture Podcast? 03:58 - Minnie's Energizing and Joyful Activities Outside of Work 06:10 - When and Why to Raise Capital 08:48 - Tailoring Strategies to Different Stages of Growth 10:24 - Building Team Clarity and Cohesion 13:44 - Decoding the Traits and Characteristics of Promising Founders 16:02 - Engage With Minnie //MENTIONS Surf Ranch - Kelly Slater Wave Company Evan Williams //ENGAGE WITH MINNIE LA Venture Podcast Minnie's LinkedIn //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
On this episode of Pit Stops To Podium, we're thrilled to have Tom Slocum, Founder at SD Lab, a leading sales consulting agency. Tom specializes in building and scaling sustainable sales development teams that consistently achieve quotas. With a focus on research, relatability, and relevancy in outreach, Tom shares his expertise in improving sales success through cold calling. Join us as we explore the world of outbound sales motions and their role in accelerating company growth. Tom will provide insights on developing effective cold calling approaches, building rapport, establishing trust with potential customers, and the importance of persistence and follow-up in successful campaigns. Chapters: 00:00 - Intro 01:12 - Who Is SD Lab + Tom's Background 05:44 - Tom's Energizing and Joyful Activities Outside of Work 09:22 - The Relevance and Importance of Prospecting 14:01 - Proactive vs Reactive on Outbound Sales 17:56 - Quick Start Strategies for Structuring an Outbound Approach 22:57 - Embracing Outside Help for Business Success 24:55 - Identifying Challenges in Prospecting: Conversations vs. Follow-up 25:59 - Engage With Tom //MENTIONS Morgan Ingram Jared Robin RevGenius //ENGAGE WITH TOM Tom's LinkedIn The SD Lab Website //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
Join us on this episode of Pit Stops To Podium as we welcome Keenan, the CEO & President at A Sales Growth Company. With 37 years of sales experience and the author of the best-selling book "Gap Selling," Keenan brings immense knowledge to our discussion. Recognized as a top influencer in social sales by Forbes, his expertise has been featured in publications like Fast Company, Harvard Business Review, Sloan MIT, and Inc. In this episode, Keenan will share valuable insights on diagnosing and understanding "The Gap" within the sales process, along with the importance of opportunity management and how to transition from a product-centric selling approach to a problem-centric selling approach. Chapters: 00:00 - Intro 01:06 - Who Is Keenan? 03:04 - Fun Facts About Keenan 06:06 - What Is the Gap? 10:13 - Effective Tools or Questions to Discover the Gap 14:19 - Why Sales Reps Focus On The Product Instead of the Problem 16:25 - Coaching Reps for Urgent Deal Closure Based on Customer Goals 21:42 - Engage With Keenan //ENGAGE WITH KEENAN Sales Growth Website Keenan LinkedIn //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we are joined by Dale Dupree, aka The Copier Warrior. Dale is the Founder and CSO at The Sales Rebellion, a renowned organization offering sales coaching, training, mentorships, and tools. With a background in the copier industry and a passion for authentic sales, Dale shares his expertise on selling with authenticity. Our conversation with Dale centers around the importance of developing an authentic voice in sales and improving the buyer-seller relationship. We explore the strategies for taking risks, building credibility, and managing the need for approval in sales. Additionally, Dale provides valuable insights on building trust with clients and prospects. Join us as we uncover the secrets to selling with authenticity and learn from Dale Dupree, The Copier Warrior, on how to elevate your sales career to new heights. Chapters: 00:00 - Intro 00:43 - Dale's Background & Founding Sales Rebellion 03:01 - Fun Facts About Dale 07:24 - Developing an Authentic Voice in Sales 10:43 - Effective Words to Use on Discovery & Close Calls 14:28 - Is People Pleasing Good or Bad For Sales? 17:27 - Playing The Long Term Game In Sales 22:00 - Engage With Dale //ENGAGE WITH DALE Dale's LinkedIn The Sales Rebellion Website //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we are joined by Ratan Manehani, Partner at Fort Ross Ventures, a venture capital firm that specializes in investing in mid to late stage technology companies in the U.S. Ratan brings with him a wealth of experience from his decade-long career in working with and investing in disruptive technologies and business models. Our conversation with Ratan focuses on the pillars of success for disruptive tech companies. We explore the benchmarks that companies should be aware of on unit economics and the importance of incorporating product into post-market fit scaling. Ratan shares valuable insights on how to maintain a product's competitive edge in a constantly changing market and what metrics to monitor to optimize unit economics for growth. Chapters: 00:00 - Intro 00:42 - Who Fort Ross Ventures Is? 02:25 - Fun Facts About Ratan 04:25 - What Are the Pillars of Success? 07:30 - Benchmarks To Be Aware Of On Unit Economics 15:42 - Incorporating Product into Post-Market Fit Scaling 21:14 - Engage With Ratan //ENGAGE WITH RATAN Ratan's Email Ratan's LinkedIn //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we welcome Kyle Vamvouris, CEO at Vouris, a company that helps early-stage startups and large enterprises grow their revenue using a data-driven approach. Kyle is a sales expert and best-selling author with extensive experience working with over 45 B2B software and service companies. We'll discuss building and scaling sales teams in early-stage businesses, data-driven sales leadership, building effective sales teams, and common growth pitfalls to avoid. As the author of best-selling books "Cold to Committed" and "The Sales Development Framework," Kyle Vamvouris will share expert insights on developing effective sales processes that drive results. Don't miss this opportunity to learn from one of the industry's top sales experts and authors. Chapters: 00:00 - Intro 00:46 - Who Vouris Is? 01:31 - Kyle's Background 03:57 - 3 Fun Facts About Kyle 06:53 - Repeatable Process For Early Stage Business 09:17 - Using Data For First Hires / Early Stage Business 12:43 - Tools To Track Activity & Email 14:36 - Human-Centric Considerations for Building a Successful Team 17:12 - Common Mistakes To Avoid When Building a Sales Team 20:14 - Engage With Kyle //ENGAGE WITH KYLE Kyle's LinkedIn Vouris Website //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we are delighted to have Ziad Ahmed, CEO and Founder of JUV Consulting, a marketing and strategy consulting firm that specializes in Gen Z and Millennial insights. Join us as we delve into the world of marketing to Gen Z, including insights and trends that every marketer needs to know. Ziad will share his expert knowledge on the topic, including first steps for a young startup founder, social entrepreneurship, and how to effectively engage with the Gen Z audience. With his extensive experience in the industry, Ziad will provide practical tips for young entrepreneurs looking to market their products or services to Gen Z. As a renowned speaker and advocate for social justice, Ziad will also discuss the importance of incorporating social responsibility into your marketing strategy. Chapters: 00:00 - Intro 00:41 - Who JUV Consulting Is? 02:40 - Fun Facts About Ziad 04:38 - Understanding The Gen Z 07:27 - How To Attract Gen Z Talent 11:38 - What Gen Z Can Offer 14:56 - Gen Z's Influence on Product Strategy & Sales 00:19 - The Biggest Misconceptions About Gen Z 19:49 - Engage With Ziad //ENGAGE WITH ZIAD JUV Consulting Website Ziad's LinkedIn //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io
In this episode of Pit Stops To Podium, we're thrilled to welcome Donald Kelly, Founder & Chief Sales Evangelist of The Sales Evangelist. Join us as we explore the world of social selling for B2B sellers and why it matters. Donald will walk us through his Social Selling Framework, including the connect, share, and engage stages, and provide practical tips for integrating this framework into your sales strategy. As a renowned sales trainer, keynote speaker, and consultant, Donald has helped countless B2B sellers and entrepreneurs worldwide to boost their sales performance and increase their revenue. He's also the host of The Sales Evangelist Podcast, featured in Forbes and Entrepreneur Magazine. Chapters: 00:00 - Intro 00:46 - Who The Sales Evangelist is? 01:33 - The Inspiration Behind The Sales Evangelist 03:30 - 3 Fun Facts About Donald 05:30 - Why Sellers Should Leverage Social 10:30 - The Process Of Engagement In The Social Space 16:37 - Connecting with VP of Sales in B2B Tech Through LinkedIn 21:22 - Engage With Donald //ENGAGE WITH DONALD Donald's LinkedIn The Sales Evangelist Website //MENTIONS Jarrod Best-Mitchell //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode, we sit down with Jyri Engeström, Co-founder of Yes VC and experienced entrepreneur and investor, to discuss the role of entrepreneurship as a "soda straw" between different communities. Jyri shares his insights on how startups can bridge gaps between diverse communities and create positive social impact through innovation. With a focus on investing in startups that are building a better future, Jyri draws on his years of experience in the tech industry to provide valuable perspectives and actionable advice for aspiring entrepreneurs. We also explore the differences between angel investors and venture capitalists, and the importance of aligning expectations and being clear about goals and values when working with investors. Chapters: 00:00 - Intro 00:46 - Who Yes VC Is? 05:55 - Where Do The Best Deals Come From? 07:45 - Jyri's Hobbies Outside Work 11:59 - Evaluating an Entrepreneur's Potential through the Soda Straw Concept 15:27 - The 3 Jobs Of CEOs 17:10 - Focusing In 1 Company at Time 18:31 - Building a Network As A Multi Entrepreneur 21:45 - Engage With Jyri //ENGAGE WITH JYRI Jyri's Twitter Jyri's Email //MENTIONS Jaiku Caterina Fake //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode, we sit down with David Hornik, Founding Partner of Lobby Capital and experienced venture capitalist, to discuss The Investor's Perspective on founding a Startup. David shares his insights on the venture landscape, offering advice to entrepreneurs on building a successful startup. We also discuss the challenges and rewards of supporting a one-person startup, as well as strategies for building a strong team. With a focus on enterprise applications and infrastructure software, fintech, and consumer-facing software and services, David draws on his years of experience investing in information technology companies to provide valuable perspectives and actionable advice for aspiring entrepreneurs. Join us as we explore the mindset and strategies needed to succeed in the competitive world of startups. Chapters: 00:00 - Intro 00:44 - Who Is Lobby Capital? 03:37 - 3 Fun Facts About David 08:30 - Venture Capital Landscape & Trends 13:09 - Investing in Early Stages Startups 16:11 - Net Revenue Retention Is THE Metric 18:07 - NRR In The Sales & Marketing Perspective 22:32 - Engage With David //ENGAGE WITH DAVID David's Email //MENTIONS David Marquardt Yamini Rangan Zéh Palito Fastly //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we have Rick Zullo, Co-Founder and General Partner at Equal Ventures, a venture capital firm focused on bridging the digital divide. Rick is currently on the board of multiple companies including Threeflow, Smarthop, Leap Retail, Ghost Retail, MVMNT, Starday Foods, David Energy, Odyssey Energy Solutions and vQuip Insurance. In this conversation, we dive into the topic of Vertical vs. Horizontal solutions, discussing why there is no one-size-fits-all approach to growth. We explore the need to combine industry networks with modern sales practices to scale vertical solutions, and we look at the differences between GTM strategies in vertical vs. horizontal markets. Additionally, we touch on the alternative monetization methods required for industries that have low digital adoption, budget, or willingness to pay. Chapters: 00:00 - Intro 00:44 - Who Is Equal Ventures? 04:06 - 3 Fun Facts About Rick 06:56 - Vertical Vs Horizontal Growth Strategies 08:57 - Recommendations For Vertical Marketing Approach 12:21 - Driving Adoption in High Friction Industries 16:40 - Finding Early Adopters and Evangelizing Customers in New Markets 19:16 - Rewarding Early Adopters for Network Effect with Scalable Value Creation 22:40 - Scalable Value Creation and Monopolistic Growth Opportunities 24:03 - Engage With Rick //ENGAGE WITH RICK Equal Ventures Website Equal Ventures Substack Rick's Email Rick's Twitter //BOOKS Crossing The Chasm by Geoffrey A. Moore //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we have Brad Bentz, Co-Founder and Partner at ATX Partners. Brad is a seasoned investor with a proven track record of successful project management across several departments in multiple role functions. Brad's experience includes working at a boutique private equity firm where he participated in over a dozen transactions involving more than $72M in equity capital. More recently, he worked at IDC and Boston Consulting Group before joining the investment team at ATX Venture Partners. Join us as we explore Brad's insights on the venture capital industry, key metrics and growth signals that investors look for in potential investments, and his advice for those looking to break into the world of startups and investing. Chapters: 00:00 - Intro 00:51 - Who ATX Partners Is? 04:09 - Fun Facts About Brad 07:29 - Sustainable Growth 08:42 - Insights into Growth Indicators as Perceived by Investors 14:56 - How Early Stage Companies Should Work Retention & Churn 16:37 - Tips For New Founders Looking To Raise in 2023 20:07 - Engage With Brad //ENGAGE WITH BRAD Brad's LinkedIn ATX Partners Website //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
Talking about professional and career development inside and outside a company we have Cassie Yettru joining us in this episode of Pit Stops To Podium. Cassie is the General Manager of Wise. She's a career expert in the startups and software world, specializing in sales recruiting as a talent advisor and manager at CloserIQ. She joined in 2017 and has been working on Wise since 2019. She has extensive cross-functional experience and expertise across sales, customer success, partnerships, marketing, product, event production, and management. Proven track record of successful project management across several departments in multiple role functions in an early-stage startup environment. Chapters: 00:00 - Intro 00:56 - Who Is Wise? 01:47 - Fun Facts About Cassie 03:01 - The Importance Of Networking To Career Development 04:18 - Essential Steps To Become Good At Networking 07:21 - Networking Online & Offline 11:08 - Career Development & Companies Internal Mobility 13:43 - Integrating Employee Growth in Company Development 17:12 - Practical Steps To Advance In Your Career 18:26 - Engage With Cassie //ENGAGE WITH CASSIE Cassie's LinkedIn //MENTIONS Coursera Wise Udemy //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we have the amazing Leslie Venetz joining us. She is the Founder of Sales Team Builder. As a 3x Head of Sales who successfully sold SMB to C-suite enterprise, Leslie brings a unique perspective and diverse set of experiences to help commercial teams build repeatable processes and winning playbooks that produce revenue. Leslie is a motivated and dedicated sales leader, with a powerful history of success in new business development & sales leadership. Chapters: 00:00 - Intro 01:00 - Who Is Sales Team Builder? 02:13 - Founding Sales Team Builder 04:28 - 3 Fun Facts About Leslie 07:43 - Meeting The Needs Of The Modern B2B Buyer 11:14 - Creating and Implementing a Sales Cycle 14:56 - Structuring The Cadence of Customer Engagement 18:29 - Tips & Tools for Sales Differentiation 22:09 - Why Is It Worth It & Where To Start? 23:50 - Engage With Leslie //ENGAGE WITH LESLIE Leslie's LinkedIn Leslie's TikTok //MENTIONS Yellowstone ChatGPT Regie.ai Lavender Boomerang Humantic.ai //BOOKS Sell without Selling Out by Andy Paul Suspended Sentences by Mark Polizzotti //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we had a conversation about Product Marketing Fit with Andrew Goldner. He's the Co-Founder and CEO of GrowthX, a venture fund that helps first and then invests. They work alongside B2B founders in rising cities to help them find product-market fit. Andrew has been in the startup scene since 1998, based in NYC, Hong Kong, Singapore, Palo Alto and Nashville. He Kicked off his career when the Internet was first commercializing as a tech lawyer for Alta Vista, Yahoo, DoubleClick, Salesforce and others pioneers. Chapters: 00:00 - Intro 00:58 - Who's GrowthX? 02:57 - Who's Andrew Outside The Work? 06:47 - What Means "Slow Is Smooth, Smooth Is Fast"? 09:14 - Learning Precedes Revenue 12:47 - You're Not Selling Until You Find Product Market Fit 15:25 - What Being In The Green Zone Of PMF Means 16:57 - The 5 Steps To Confirm Product Market Fit 22:56 - How To Find Product Market Fit 28:58 - Engage With Andrew //ENGAGE WITH ANDREW Andrew's LinkedIn GrowthX LinkedIn Page //LINKS GrowthX - 5 Steps To Product Market Fit GrowthX - Do These Things To Find Product Market Fit GrowthX - The Revenue Accelerator // SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! // STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we have Corey Haines joining us. Corey is a marketer, entrepreneur, podcaster, and investor. He is the founder of Swipe Files, a membership site that provides content, community, and courses to help you master marketing. His mission is to help people with exceptional products, services, and content get the attention they deserve. Corey curates marketing examples, copywriting help, and more through his newsletter, membership community, and podcast. Chapters: 00:00 - Intro 00:59 - Who Is Swipe Files? 02:17 - 3 Fun Facts About Corey 03:28 - The Point Of Marketing Sales 04:48 - The Landscape Of SaaS Marketing 06:03 - Marketing Like A Media Company 09:56 - Brand Marketing vs Performance Marketing 16:05 - How To Measure The Performance Marketing Approach 20:18 - Balancing Motivation + Accountability On Performance Marketing 24:19 - Engage With Corey //ENGAGE WITH COREY Corey's LinkedIn Corey's Twitter Swipe Files Website //MENTIONS Everything is Marketing Podcast Drift David Cancel Coinbase Wistia One, Ten, One Hundred //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
In the episode #61 of Pit Stops To Podium, we had the pleasure to talk to Jimmy Daly. Jimmy is the co-founder and CEO of Superpath, an organization focused on content marketing. Prior to that, Jimmy served as Vice President of Growth at Animalz, a prominent content marketing agency. We'll be talking about standing out in content marketing, using a community to boost content creation and distribution, AI and much more. Superpath is a free community for content marketers. They are here to help people navigate their careers, connect with their peers and find work/talent. Chapters: 00:00 - Intro 00:51 - What Is Superpath? 02:32 - 3 Fun Facts About Jimmy 04:38 - The Challenges At Content Marketing 05:52 - Standing Out As A Content Marketing Agency Today 07:36 - Building A Content Team 11:02 - Usage Of AI In Content Marketing 14:32 - Creating A Better Content Marketing With Communities 18:07 - Engage With Jimmy //ENGAGE WITH JIMMY Jimmy's LinkedIn Superpath Website //MENTIONS Slack Animalz Jasper Copy.ai //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
On episode #60 of the Pit Stops to Podium podcast, talking about how to master the intersection between Sales, Leadership and Mindset, we have Phil Gerbyshak joining us. He's a sales expert, speaker, trainer, leader mentor, podcaster and coach. He's written 5 books, more than 3000 articles, and has been quoted in the Wall Street Journal, Daily Globe and many other publications. Phil is known as a Sales, Social Selling and Technology Authority with a particular expertise in inside sales, LinkedIn and social selling. He works with self-employed and small business owners to build more business using social media, video and technology. Chapters: 00:00 - Intro 00:39 - Who Is Phil Gerbyshak 01:50 - 3 Fun Facts About Phil 05:43 - The Importance Of The Intersection of Sales, Leadership and Mindset 07:36 - The First Building Block: Mindset 10:12 - The Next Block: Leadership 14:35 - The Third Block: How We Should Think About Sales 19:35 - How To Start On Sales 21:00 - Engage With Phil //ENGAGE WITH PHIL Phil's Email Phil's Facebook Mindset Brew //MENTIONS 30 Minutes to President's Club Podcast Miracle and Wonder: Conversations with Paul Simon Ender's Game Alive Go For No by Richard Fenton & Andrea Waltz // SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! // STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
Talking about building relationships with audience, out-care and influencer marketing, we have Jessika Phillips joining us on Pit Stops To Podium. Known as the Queen of Relationship Marketing, Jessika is on a mission to redefine corporate America and create something she wanted to be part of. Jessika founded NOW Marketing Group in 2010 with only a laptop and a vision to give people with heart an upper hand. NOW Marketing Group was recognized as Inc. Best places to work 2022, is a Forbes recognized Agency Partner, Partnered with Facebook, Google and and a certified inbound partner with Hubspot. NOW Marketing Group works with more than 100 clients across the United States and beyond, choosing to serve – not sell. Jessika lives by a personal mission of helping inspire people to love more, give more and be more through authentic relating and proving doing what's right, not what's easy can turn a vision to a profitable agency that produces results. Chapters: 00:00 - Intro 00:48 - Who is NOW Marketing Group 01:14 - 3 Fun Facts About Jessika 02:55 - Building Relationships WIth The Audience 04:52 - Focus On The Out-Care 07:54 - What Is Your Company's Manifesto? 08:52 - Next Steps On Out-Care 11:09 - Co-Creation Is the Future Of Influencer Marketing 14:39 - Good Examples Of Co-Creation 16:54 - Engage With Jessika //ENGAGE WITH JESSIKA Jessika's Website Free C.A.R.E. Workbook //MENTIONS Mr. Manhole // SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! // STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
Talking about practicing evangelism to increase sales and growth, we have Jen Allen on today's episode of the Pit Stops To Podium Podcast. Jen is the Community Growth Specialist at Lavender, the number #1 AI email assistant. Prior to that, she spent 14 years selling at CEB and Gartner. Her passion is to help teams stop losing deals to status quo, price, no-decision, or commoditization. Chapters: 00:00 - Intro 00:52 - Who Is Challenger? 01:43 - 3 Fun Facts About Jen 03:30 - Evangelism Definition 05:33 - How Customers Buy Today 07:16 - Tips And Tricks For Creating Evangelism In The Market 09:35 - Jen's Role Transition 11:24 - Proactive Ways To Create Value With Evangelism 14:13 - Way To Measure Brand Value 15:29 - Who's Doing Evangelism The Right Way 16:38 - Engage With Jen //ENGAGE WITH JEN Jen's LinkedIn Challenger Website //MENTIONS “Winning the Challenger Sale” Podcast Chili Piper Vidyard Todd Clouser Ethan Beaute Will Aitken // SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! // STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
Bob Phibbs, CEO of the Retail Doctor, is an internationally recognized business strategist, customer service expert, sales coach, marketing mentor, author of three books, and motivational business speaker. He's the founder of SalesRX online retail sales training, a strategy and done-for-you virtual training firm that specializes in working with retailers and brands who want to sell their merchandise more profitably. Bob was named one of the top retail influencers of 2018, a recognition he is humbled and grateful to receive. His website and blog have been named Best On The Planet For Retail in by Feedbuzz and was listed on over twenty retail influencer lists in 2018, often as #1. He is a Top Voice on LinkedIn. Chapters: 00:00 - Intro 01:19 - Who Is SalesRX? 02:19 - 3 Fun Facts About Bob 05:33 - The Product Is No Longer The Hero 08:31 - Shifting Focus From Product To Customer 10:30 - Employees Selling From Their Own Wallets 13:00 - Ongoing Training 14:13 - Being Brilliant On The Basics 15:59 - Good Examples Of Onboarding 16:46 - What Success Looks Like? 19:50 - Engage With Bob //ENGAGE WITH BOB Bob's LinkedIn //MENTIONS Lemonade Day // SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! // STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
Have you ever heard about parallel entrepreneurship? It's about entrepreneurs who run multiple companies, all at once. Talking about this, we have Kevin Lee on our Episode 56 of Pit Stops To Podium. Kevin Co-Founded Didit, a leading digital-first marketing firm in 1996. He also founded GivingForward.org, a cause marketing nonprofit with a focus on generating revenues for other nonprofits. Previously to Giving Forward, Kevin founded We-Care a cause marketing platform which generated over $8 million for nonprofits, becoming the “inspiration” for Amazon SMILE ($350 million in donations). Kevin is also the CEO of the eMarketing Association. Kevin invents marketing technology solutions for Didit clients and has written 4 books, spoken at more than 500 events, and published 700+ articles on marketing. Kevin received his MBA from Yale and lives in Scarsdale NY. Chapters: 00:00 - Intro 00:50 - Introducing Kevin Lee 01:37 - Who's Didit What & Who's eMarketing Association? 03:19 - 3 Fun Facts About Kevin 04:47 - The Starting Of Giving Forward 07:27 - Kevin's Passion About Parallel Entrepreneurship 09:09 - Thinking Like An Inventor For Clients 12:17 - Stoicism Philosophy For Business 14:55 - Rising Tides On A Parallel Entrepreneur Concept 18:29 - Engage With Kevin //ENGAGE WITH KEVIN Kevin Lee on LinkedIn Kevin Lee on Twitter Didit Website Giving Forward Website //MENTIONS AmazonSmile Org Central “Conspiracy” by Ryan Holiday “The Obstacle Is The Way” by Ryan Holiday Getting the Right People in the Right Seat with Rob Forman // SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! // STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
Is it important to find a community? Joining us in episode 55 of Pit Stops to Podium is Allison Eman. Allison is a Sales, Marketing and Business Development senior leader, connector and executive with over 30 years of experience. Chief Executive Officer at Venture Atlanta Conference, Venture Atlanta is the premier investor showcase in the Southeast. The conference brings the most innovative technology companies together with top-tier investors from around the country. //ENGAGE WITH ALLISON LinkedIn: Allyson Eman | LinkedIn Venture Atlanta: Venture Atlanta Conference: Resumen | LinkedIn
What has been the growth of ecosystems within business?. Joining us again in episode 54 of Pit Stops to Podium is Scott Brinker. Scott Brinker is VP of Platform Ecosystem at HubSpot, helping to grow and nurture the company's community of technology partners. He writes the Chiefmartec.com blog and serves as the program chair of the MarTech Conference Series. He is the author of the best-selling book Hacking Marketing, published by Wiley. Today we are learning about the Breadth, Depth, and where is HubsPot going to next building ecosystems. //ENGAGE WITH SCOTT LinkedIn: (8) Scott Brinker | LinkedIn // STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
Fanocracy - does this matter for your company? Joining us in episode 53 of Pit Stops to Podium is David Meerman Scott. David is Author of 12 books including ‘'New Rules Of Marketing'' and ‘'Fanocracy''. He is a marketing & business growth speaker and advisor to emerging companies on how to align marketing with the ways that people buy. It's not enough to simply satisfy customers. Learn how you can turn your customers into raving fans and understand how humanity can help you grow your company or business. //ENGAGE WITH DAVID LinkedIn: https://www.linkedin.com/in/davidmeermanscott/ Website: www.fanocracy.com New "pit stops" every week. Join our growing community! // STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
High intent without the necessary steps means nothing. Joining us in episode 52 of Pit Stops to Podium is Horst Schulze. Horst is a founding member of The Ritz-Carlton Hotel Company. He established a new standard of excellence in the hospitality industry. Under his leadership, The Ritz-Carlton Hotel Company became the first service-based company to be awarded the prestigious Malcolm Baldrige National Quality Award – twice. Later in his career, Mr. Schulze founded The Capella Hotel Group. Now, he energizes organizations to reconnect with their service commitment. He recently also completed his first book titled “Excellence Wins." Learn what it means to take a decision and bring it to a high intent while finding the right people along the way. //ENGAGE WITH HORST AND ARCH + TOWER LinkedIn: https://www.linkedin.com/in/horstschulze/ Website: https://www.archandtower.com/ // STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
Cold calling done right can be really effective. Joining us in episode 49 of Pit Stops to Podium is Kevin Hopp, who brings us the best tips and tricks for a good quality outbound strategy. Kevin is the CEO at Hopp Consulting Group, a company dedicated to helping early-stage SaaS startups build outbound sales structure and processes. Ready to learn the key to cold calling? //ENGAGE WITH KEVIN AND HOPP CONSULTING GROUP LinkedIn: https://www.linkedin.com/in/khopp/ Website: https://www.hoppconsultinggroup.com/ // STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
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