On today's episode, we delve into the innovative world of BoomCloud, a transformative dental software company. Join us as we explore the dynamic perspectives of Jordon Comstock, the CEO of BoomCloud, and Dustin Kenyon, the Chief Revenue Officer of BoomCloud. Jordon Comstock's journey began as a dental lab technician, eventually propelling him to manage Salt Lake Dental Lab for seven fruitful years. His mastery in managing business operations, establishing sales and marketing departments from scratch, and crafting robust financial systems led him to his passion for UX design, digital marketing, SEO, PPC, and growth entrepreneurship in the SaaS and sales sector. As the visionary behind BoomCloud, Jordon's platform empowers dental practices to create in-house membership programs, fostering independence from dental insurance while augmenting patient retention and case acceptance. Dustin Kenyon brings nearly two decades of expertise as a Sales and Ops Executive. His extensive achievements include successful SaaS company exits, founding "Kaptain" - a Start-Up Consulting Agency for Tech Founders, and co-founding "BootStrapped" - a Founders Financial Education Roundtable. Beyond his professional accomplishments, Dustin's passions encompass family travel and a love for tech start-ups and creative pursuits like music, writing, composing, drawing, and painting. In Part 1 of this insightful interview, we dive into BoomCloud's essence and the beneficiaries of its innovative offerings. Jordon and Dustin share their inspiring journeys, reflecting on Bootstrap/Kaptain sessions and the power of community interactions. Discover the scaling philosophy akin to conquering Mount Everest, where goals become checkpoints measured against key performance indicators (KPIs). For a deeper dive into the groundbreaking work of BoomCloud and their impact on the dental landscape, connect with them at BoomCloudapps.com. Stay tuned for Part 2 tomorrow, where we'll continue this conversation with Jordon Comstock and Dustin Kenyon. EPISODE RESOURCES BoomCloudapps.com https://www.truedentalsuccess.com Dental Success Network Subscribe to The Dentalpreneur Podcast
Show notes for Gunja Gargeshwari Gunja Gargeshwari works as a Chief Revenue Officer at Bright Data, which is a Data Collection & Internet Portals company with an estimated 450 employees; and founded in 2014. They are part of the Sales Executive team within the C-Suite Department and their management level is C-Level. Gunja graduated from Wayne State University in 1996 and is currently based in United States. They used to work at Amazon.com and Théâtre de Paris a Previous Work Experience Gunja Gargeshwari's career began 27 years ago. Prior to joining Bright Data, Gunja worked at 4 companies. 2018 - 2022Zendesk Platform, Zd Sunshine Conversations & Zd Sell Vice President, Worldwide Sales 2015 - 2018Amazon.com Isv Accounts Sales Leader 2015 - 2018Théâtre de Paris Mid Market Isv Accounts Sales Leader 1996 - 2015Oracle Senior Director, Oracle Consulting Sales, Retail & Financial Services We talk about How is Artificial Intelligence impacting data? Are companies really utilizing internal data? What are some good causes for use of public data? What does a Chief Revenue Officer, CRO do? The story of the first 1 billion dollar deal for Amazon? And more Connect with Gunja https://www.linkedin.com/in/gunja-gargeshwari-5bb37/
The geospatial sector in St. Louis is helping to speed up development of seed and other crop products for farmers. Megan Lynch talks with Carlos Hirsch, Chief Revenue Officer for St. Louis AgTech company Eiwa. (Photo credit: fotokostic/iStock/Getty Images Plus)
Today on the Social-Engineer Podcast: The Security Awareness Series, Ryan and I are joined by Evan Blair. He is the General Manager for Searchlight Cyber, which brings industry leading dark web intelligence & security capabilities to the commercial and government sectors. Mr. Blair, a seasoned international cyber security executive, previously held the role of Chief Revenue Officer at the secure communications & data management firm HighSide, co-founded, led and exited the cyber security & threat intelligence firm ZeroFox and ran Accuvant's global partner solutions division. He has been a fixture on Capitol Hill, working to advance legislation and funding for Active Duty military and Veterans cyber protection as well as advanced fraud and cyber protections for the American taxpayer. Blending his cybersecurity expertise with a background in international economics, Mr. Blair helps businesses develop and launch value based cyber initiatives addressing both the concerns of the CISO and the CFO. [Sept 18, 2023] 00:00 - Intro 00:18 - Ryan Intro 01:26 - Intro Links: - Social-Engineer.com - http://www.social-engineer.com/ - Managed Voice Phishing - https://www.social-engineer.com/services/vishing-service/ - Managed Email Phishing - https://www.social-engineer.com/services/se-phishing-service/ - Adversarial Simulations - https://www.social-engineer.com/services/social-engineering-penetration-test/ - Social-Engineer channel on SLACK - https://social-engineering-hq.slack.com/ssb - CLUTCH - http://www.pro-rock.com/ - innocentlivesfoundation.org - http://www.innocentlivesfoundation.org/ 04:39 - Evan Blair Intro 06:08 - An Opportunity That Couldn't Be Passed On 13:21 - The Dark Web: Why You Should Care 22:35 - Telegraphing the Attack 36:49 - Data for Defense 43:03 - Correlation of Actions 46:57 - Find Evan Blair Online - LinkedIn: linkedin.com/in/evanblair/ - Twitter: twitter.com/EvanLBlair - Website: https://www.slcyber.io/ - Guide Book: The Practitioner's Guide To The Dark Web 48:34 - Mentors - John Abraham - James Foster 54:02 - Wrap Up & Outro - www.social-engineer.com - www.innocentlivesfoundation.org
In this episode, Logan and Evan sit down with Koby Hastings and Chris Michelson from SalesRiver (formerly Leadrilla) in Lexington, Kentucky. SalesRiver's software is transforming how insurance sales teams work, making them more efficient, transparent, and compliant. Today, we'll catch up with Koby and Chris, discussing their recent achievements: They raised $4 million in a Series A funding round. They rebranded as SalesRiver. Their team has grown to 23 members. We also introduce Chris Michelson and delve into his career journey to becoming SalesRiver's Chief Revenue Officer. Learn why Leadrilla became SalesRiver and how the new name reflects their mission. SalesRiver signifies the dynamic nature of the sales process. They also unveil a new feature called "Teams." Discover SalesRiver's vision for the future, including AI features, expansion strategies, and revenue goals. Join us for a candid conversation about the ins and outs of SalesRiver's remarkable journey. https://salesriver.com/ Koby's LinkedIn Chris's LinkedIn Visit us at MiddleTech.com Follow Us Twitter Instagram Facebook LinkedIn Logan's Twitter Evan's Twitter Middle Tech is proud to be supported by: KY Innovation Bolt Marketing
Host Dr. Nick van Terheyden aka Dr. Nick, discusses Burnout, Brilliance, and the Road Ahead with John Fryer, Chief Revenue Officer at Lumeris. Their discussion includes the healthcare journey from finance to Cerner Corporation, influenced by innovator Neil Patterson, and the emergence of value-based care, the need to align entrenched stakeholders for VBC & regulatory and policy changes, finding new influencers for positive change, potentially large employers, limited adoption of VBC is attributed to powerful stakeholders and lobbying groups, hindering its widespread adoption, & more. To stream our Station live 24/7 visit www.HealthcareNOWRadio.com or ask your Smart Device to “….Play Healthcare NOW Radio”. Find all of our network podcasts on your favorite podcast platforms and be sure to subscribe and like us. Learn more at www.healthcarenowradio.com/listen
On today's episode, we sit down with Chad Widensky, the dynamic Chief Revenue Officer at Provide. Chad's journey began as a Regional Director of Practice Finance for the Northeast in March 2019, and after demonstrating his unparalleled expertise in practice finance, spanning over 13 years, he was elevated to his current pivotal role in 2022. A proud Boston University graduate with a BS in Political Science and Philosophy, Chad now leads with a focus on driving loan volume and revenue growth across multiple teams. Our conversation dives deep into the nuances of the FinTech industry. Chad draws comparisons between traditional banking institutions and innovative FinTech companies like Provide. What sets them apart? It's not just the software; it's the entire experience, devoid of layers of bureaucracy. Chad recalls his extensive decade-long experience with larger institutions and how it helped him shape and refine the consultative approach he brings to Provide. One of the stand-out moments from the discussion is the emphasis on technology and people. As Chad mentions, technology can streamline processes, but it's the human touch that truly transforms a client's experience. The recent shift in Provide's mission statement—from emphasizing technology first to highlighting the importance of great people backed by innovative technology—is a testament to that belief. Chad sheds light on the internal dynamics at Provide, emphasizing real-time communication tools like Slack and the collaborative ethos it brings, bridging the gap between sales teams and underwriters. He also proudly shares the company's meteoric rise as the second-largest lender in the dental lending space. The conversation then pivots to Chad's unique role as Chief Revenue Officer—a title that might be new to many. Beyond driving revenue, Chad's role encompasses strategy, system development, product delivery, and ensuring that clients, especially healthcare professionals, have a seamless and positive experience with Provide. As the episode wraps up, we get a snapshot of how Provide's reach is expanding across the United States with a strong team of dedicated representatives, and a hint at an intriguing SBA product that's on the horizon. If you've ever been curious about the world of FinTech, or are a professional in the healthcare domain seeking a financial partner that prioritizes both technology and personal touch, this episode is a must-listen. Dive in, get inspired, and discover the future of practice finance with Provide and Chad Widensky! EPISODE RESOURCES www.getprovide.com https://www.truedentalsuccess.com Dental Success Network Subscribe to The Dentalpreneur Podcast
Today we'll hear from Brian Tully, Chief Revenue Officer at Goldcast. Goldcast is a platform for enterprises to conduct meaningful and measurable digital events. Goldcast provides strong tools/dashboards for you, the marketer, to measure the ROI of the event and get strong lead qualification insights. Brian's specialty is quickly growing SaaS companies year over year. In this episode, Brian explains how to build a solid RevOps strategy and how to gather actionable data. He also describes how to expand enterprise, mid-market companies internationally.Guest Bio:Brian is a senior technology executive with 20 years of experience in Go To Market strategy, B2B Implementation, Sales, Operations, and Marketing at Startups and Fortune 500 technology companies. His specialty is rapidly growing SaaS companies 50%+ Year over Year.Guest Quote:“Don't go bankrupt expanding internationally. First of all, you need to have a base to know what works first. Full stop. You need to have the US and find a niche, find a persona, find an industry, find a problem that you solve better than anyone else. You're like, yes, this is working. Cuz if you don't have that yet and you think you're gonna solve it by going international, that's probably like getting married to solve the bickering that you have.”Time Stamps:**(01:12) Brian's role at Goldcast**(03:18) Brian's RevOps strategy**(06:52) What makes a horrible client experience**(16:40) How to know your plan is working**(20:18) Expanding internationally without going bankrupt**(24:08) RevOops**(28:58) What metrics matter**(38:04) Quick hitsSponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links:Connect with Brian Tully on LinkedInConnect with Ian Faison on LinkedinCheck out the GoldCast Website
In episode #57 of The Business Case For Women's Sports, presented by Ally, meet Rachel Goodger - the Chief Revenue Officer at CrowdIQ.As a former division 1 hockey player and a sports industry professional, Rachel has had a front row seat to how the women's sports industry has evolved over the last decade.⚡️Now through her work at CrowdIQ, Rachel works with the team to use their advanced photography technology to provide professional sports teams with actionable insights about their crowd composition and behaviors.
Doug Adamic is the CRO @ Brex and leads the company's revenue and growth strategy. Prior to Brex, Doug was most recently the Chief Revenue Officer at SAP Concur, a provider of travel spend management solutions and services. During his 16-year tenure oversaw an organization of 600+ employees. He was responsible for all aspects of revenue, generating go-to-market strategies and departments. Prior to SAP Concur, he had a five-year tenure as an Enterprise Sales Manager for Kronos, Inc. In Today's Episode with Doug Adamic We Discuss: 1. Entry into Sales: Does Doug believe that love of sales is innate or can be learned? When did he discover his love? What does Doug know now about sales he wish he had known when he started? What are 1-2 of his biggest takeaways from leading 600+ people at SAP? 2. Discovery, Pipeline and Qualification: What are the three core reasons why companies buy software today? How do the best sales teams use those needs to get deals done fast? What does great sales discovery mean today? Why do you have to make customers feel uncomfortable to understand their true needs? What are the biggest mistakes sales teams make when asking questions, determining customer pain, willingness to pay etc etc? Why does Doug believe that everyone in the company is responsible for demand creation? What are the core pillars to success in qualification? Where do so many go wrong? 3. Getting Deals Done: Why does Doug disagree that now is the hardest time to be selling? Are companies buying new software today? What is the secret to opening up organizations that say they are not open for buying new software? How can sales teams create multiple champions in a prospect? How can they determine who is really a buyer vs who is an influencer in a prospect? What are the biggest tactics that can be used to reduce sales cycles and create urgency in a sales process? 4. Discounting, Trust and Deal Reviews: What is a good reason to lose a deal? What is a bad reason to lose a deal? How does Doug and Brex conduct deal reviews? What makes a good vs a bad deal review? What is the fastest way to lose trust either with prospects or with customers? Why does Doug believe discounting is BS and should not be used?
Have you ever sat down with a seasoned expert and found yourself completely engrossed in their stories and insights? Imagine doing just that with our guest, Paul Fuller, Chief Revenue Officer at Membrain.com and host of The Art and Science of Complex Sales Podcast. Paul candidly shares his journey from being a Red Hawk to a Wildcat and his love for the University of Arizona. You will hear Paul share the love and gratitude he has for his wonderful wife and amazing children.We learn how Paul's love of coaching experiences has taught him the art of positivity and personal growth. We take a sentimental journey down memory lane, examining our parents' profound impact on shaping us. Paul reflected on the lessons he inherited from his father's business ethos and struggled with depression and the grace his mother exuded that helped him better understand emotions.Lastly, depression will impact many of us throughout our lives. I was grateful for Paul's vulnerability to share about his depression, forgiveness, and the essence of being present in relationships. Paul offers a brave and honest account of his battle and how he has learned to manage it. Paul shares a powerful story from one of his friends regarding how powerful the light of a small candle can be in your mindset.Lastly, we explore how certain words can create anxiety and stress and the necessity of finding balance. We learned together about the power of forgiveness, reconciliation, and the impact of being genuine and present. I hope you take time to learn more about Paul and also share this episode with a dad who could benefit from listening.Thank you, Lattitue Sitka, for your continued support!!!!Please don't forget to leave us a review wherever you consume your podcasts! Please help us get more dads to listen weekly and become the ultimate leader of their homes!
Oliver Jay is a former Chief Revenue Officer of Asana and an advisor and leadership coach for various companies.In this conversation with John McMahon, Oliver Jay discusses the concept of product-led growth (PLG) and its impact on B2B sales. PLG is a methodology that focuses on using the product as the primary conduit for acquiring users, driving sales, and retaining customers. Oliver explains that PLG is effective for certain personas and products, but it requires careful planning and consideration as companies scale. He also highlights the importance of understanding the buyer's perspective and the need to articulate the value of the product in terms of revenue, profitability, and risk.ADDITIONAL RESOURCESWhat CROs Prioritize to Scale PLG Success: https://forc.mx/3LaTFPENavigating Product-Led Growth COmplexities: https://forc.mx/44CnwaBHERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:29] Oliver Jay's background and experience in PLG[00:06:41] Different models of PLG: self-service, product-led sales, freemium[00:07:59] Factors to consider in choosing the right PLG model[00:09:40] Steering customers towards the best PLG model[00:11:33] The benefits and ease of managing trials in PLG[00:13:02] Time to value as a key consideration in PLG model choice[00:13:46] Differentiating products for PLG vs. non-PLG.[00:23:19] Combination of PLG and sales-led growth for enterprise sales.[00:24:42] Building a multi-layered PLG business.[00:25:42] Challenges of transitioning to a traditional sales motion.[00:32:40] Major elements of a PLG system[00:48:23] PLG companies need to break down into granular components[00:56:46] Importance of product market fit for SLG[00:57:30] Selling to users vs. selling to buyers[00:58:56] Adding SLG motions is hard for PLG companiesHIGHLIGHT QUOTES[00:03:27] Oliver Jay: "PLG is an elegant model that uses the product as the primary conduit for acquiring users, driving sales, and increasing retention."[00:39:59] Oliver Jay: "PLG companies should view their self-serve and product-led sales teams as part of the same funnel, not as separate entities."[01:00:50] Oliver Jay: "PLG companies need to be aware that outbound sales is rarely the remedy to growth and should only be pursued when there is product-market fit for a top-down sales motion."Learn more about Oliver Jay through this link.LinkedIn: https://www.linkedin.com/in/oliverjayleadership/Check out John McMahon's book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Your audience is the most important part of your event. At the end of the day, you can spend all the time in the world planning the perfect event, but without an audience, it may all go to waste. One way to make your attendees both feel great about your brand and enticed to come to your event, is to offer them some sort of swag. Who doesn't love free stuff? In this episode, Alex Olley (https://www.linkedin.com/in/alexolley/), Co-Founder and Chief Revenue Officer at Reachdesk (https://reachdesk.com/), joins the show to provide an inside perspective on how you can utilize swag and gifting within your event space. Alex shares that, when done right, swag can be a powerful tool not only for customer marketing, but for boosting internal morale as well. By providing useful products, your attendees will begin to feel a sense of fondness for your brand when they put their swag to use. Alex also explains the importance of sustainability, and how it's more important to gift useful items over something more likely to end up in a landfill. Lastly, you'll learn about how Reachdesk can be used as a tool to ensure you're getting the most out of your gifting efforts. In this episode, you'll learn: The impact of the pandemic on corporate gifting Why you should be thoughtful when determining your swag How Reachdesk is making an impact on an international level
In this episode of the Sales Development Podcast, host David Dulany is joined by Marc Sprecher, the Chief Revenue Officer of ServicePower. Marc shares his journey from a career in corporate finance to becoming a successful sales leader. He discusses the importance of understanding the customer's buying process, the challenges of remote selling in a hybrid work environment, and the value of coaching and mentorship for sales professionals, whether they are newcomers or seasoned veterans.Marc also highlights the significance of joint success planning and the need for effective communication and listening skills in sales. Tune in for valuable insights into navigating the complex world of tech sales and building strong customer relationships!Want more Pipeline and Revenue? Tenbound Free Resources: Newsletter https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenb... / @tenbound https://www.facebook.com/tenboundinc/https://twitter.com/Tenboundhttps://www.instagram.com/tenbound/
Want to up your sales game and understand today's hiring challenges? Get the insights from Tom Daly, guest on the "Grow Your Business & Grow Your Wealth" podcast with host Gary Heldt. Tom Daly serves as a fractional Chief Revenue Officer at Sales Xceleration. With a strong sales strategy and management background, Tom provides valuable insights into sales metrics and processes and what drives revenue growth strategies. His expertise also spans comprehensive sales analyses and the evolution of client behaviors. In his conversation with Gary Heldt, Tom discusses the importance of detailed sales analyses, the current challenges in hiring, and the need for a clear sales process. He emphasizes the value of having meaningful conversations in business. Key Takeaways: ✅ Deep Dive into Sales Analysis: Understanding the reasons behind those numbers is crucial beyond meeting sales targets. Analyzing sales can reveal insights into changing client behaviors and margins. ✅ Hiring Challenges and Solutions: Contrary to popular belief, good talent is available. The key lies in having a strategic approach to hiring. ✅ Importance of Sales Processes: Sales involve more than calls; it requires a clear strategy, the right tactics, and an outcomes analysis. ✅ Power of Conversations: Regular interactions can create future opportunities even if they don't lead to immediate business. Reach Out: Want to connect with Tom Daly? Websites: www.focusinsightsgroup.com , www.salesxceleration.com LinkedIn: https://www.linkedin.com/in/tom-d-4796bb/ Sales Assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=29820526 Learn more about your ad choices. Visit megaphone.fm/adchoices
Recent months have shown an uptick in the frequency and variety of fraudulent music streaming practices, allowing bad actors to collect undue revenue by criminally inflating the number of streams for tracks they upload to DSPs. In the first of two episodes this Fall covering music streaming fraud, we talk to CD Baby's Chief Revenue Officer, Christine Barnum about the history of fraudulent behavior since the start of digital music sales, CD Baby's participation in the Music Fights Fraud initiative, why there is a need for a coalition to combat streaming fraud, and what steps are being taken today to address the issue.
This episode features a conversation with Steve Smith, Chief Revenue Officer of LiveOak Fiber. Steve reveals how LiveOak Fiber started from a PowerPoint and Excel sheet and has become a game-changer with 84 employees, nearly a thousand customers, and offices in two states. Learn how strategic market selection, local talent engagement, and community-driven growth have shaped Live Oak Fiber's journey.
In today's episode Jason Walker, Chief Revenue Officer at Bestpass joins us to talk about rising costs for fleets, infrastructure, new tolls, and how this will impact the bottom line. Follow the Loaded and Rolling Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
In today's episode Jason Walker, Chief Revenue Officer at Bestpass joins us to talk about rising costs for fleets, infrastructure, new tolls, and how this will impact the bottom line. Follow the Loaded and Rolling Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Nishit Asnani, Co-Founder of Sybill, and Ben Sternsmith, Chief Revenue Officer at Sybill, recognize that there are many unspoken truths regarding AI. These speakers from the AI Revenue Summit discuss the truths about what AI is and how your companies can start implementing AI to generate Revenue. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:01 - Myth #1: AI is a FAD3:55 - Myth #2: AI cannot replace sales reps8:33 - Myth #3: AI cannot make decisions for me12:49 - Demo of Sybill within Slack15:20 - Showing how to view record of call in CRM system18:06 - Myth #4: Change management with AI is hard23:50 - Concluding Remarks
Industrial Talk is chatting with Guneet Bedi, Sr. Vice President and GM of Arduino about “Speed is King - Democratization of your Digital Strategy”. The following are some key takeaways for our conversation: The democratization of Arduino. 0:04 Scott Mackenzie is a passionate industry professional dedicated to transferring cutting-edge industry-focused innovations and trends while highlighting the men and women who keep the world moving. The first step is a human conversation. Guneet talks about the democratization of the solution and the compression of time. He also talks about speed and urgency of collecting the data. Gunesh shares his thoughts on the security side. Industry is an education game. 3:39 Industrial talk is an education game, because it is happening and you have to know about it and why not. Guneet shares his background and how he got into the field of data collection and how it has evolved over the last eight years. Greeet is the Chief Revenue Officer for Arduino, helping people use the Arduino platform and ecosystem to do industrial and data collection. The holy grail of manufacturing and the power of data. 8:30 The holy grail of manufacturing is getting real-time data in a cost-effective manner without spending gazillions of dollars, and how to do that with the talent that you have available. The power of what data can do if data is easy to get from any old asset. The only issue they have today is the two issues, the boards and the hardware was not enterprise grade. They launched a team focused on enterprise-grade features like high temperature ranges, security, crypto and security. They have close to 9000 libraries today, but not all of them are enterprise level. We live by Arduino speed skin. 12:54 Adreno speed skin is the first mover advantage, advantage can sink, or you know, a sailor company. The tagline is 24 months to 24 days, and you do not need to pick up a million dollars in nra to get to market. The first step is to get data, but it's only the first step. Then, the hardware needs to be done, and the tool chains need to align with machine learning and artificial intelligence, and need to be super secure. Today, there are over 200 libraries available for developers. How do you start mining data from data? 18:05 There are 180-200 open source libraries available on Github, and Arduino is able to access them and begin collecting data. Arduino has set up an enterprise team in Chicago and Austin. Programmable logic control, ready-to-go for energy management, machinery monitoring, condition monitoring, predictive maintenance, and predictive maintenance. The second approach is system on modules, modular electronics for smart sensing. Reliability folks love having data available in powerbi dashboards, having them local, not to the cloud. They love working with reliability, because they think it's not internet of things, it's internet of legacy things. 80 to 90% of the functionality is available in any cloud, and can be customized. What is the vision for the future of technology?
In this episode, I had the pleasure of sitting down with Shawn Green, a seasoned CRO and go-to-market advisor for startups. We go deep into the crucial tasks that every new Chief Revenue Officer should prioritize during their initial 90 days on the job as well as the importance of tailoring your approach to the specific stage of the startup you're joining. Assessing the current state of the company [00:02:17] Sean discusses the importance of spending time understanding the company's current revenue generation process, strategies, and overall revenue goals. Developing a revenue growth strategy [00:02:17] Sean emphasizes the need for a comprehensive revenue growth strategy, including setting clear revenue targets, identifying new market opportunities, and creating a roadmap to achieve company revenue goals. Building and optimizing the sales team [00:03:40] Sean explains the importance of assessing the current sales team, identifying gaps in skills or resources, and making necessary adjustments such as restructuring, hiring new talent, and providing training and development opportunities. The skills gap assessment [00:12:35] Discussion on how to assess the skills gap in a sales team and the importance of aligning skills with the company's go-to-market strategy. Failing fast and constant pace [00:13:43] The significance of failing fast and maintaining a constant pace in revenue growth, and the need for internal and external validation in decision-making. Rapid fire five [00:16:34] A quick Q&A session covering topics such as motivation, preferred learning methods, sleep habits, and favorite hobbies outside of work. Shawn Greens Linkedin Page
Hamilton comes to Alpen with experience driving nationwide adoption of LED lighting and other energy-efficiency investments in commercial and industrial buildings. During a time when LED technology was new and virtually unknown, he advanced the end-user knowledge base, addressing a market need that lead to widespread implementation. Hamilton's sales and leadership tenure at his previous organization, Dalkia Energy Solutions (formerly Groom Energy), contributed to nearly 10-times sales growth over a 10-year period. Earlier in his career, he held multiple senior sales positions with Plan4Demand, a supply chain consulting firm.Our services for both our clients and candidates can be found below✔️For Employers: https://www.nenniandassoc.com/for-employers/✔️For Candidates: https://www.nenniandassoc.com/career-opportunities/✔️Consulting: https://www.nenniandassoc.com/consulting-services/✔️Executive Search: https://www.nenniandassoc.com/executive-search/Nenni and Associates on Social Media:► Follow on LinkedIn: https://www.linkedin.com/company/nenni-and-associates/► Like on Facebook: https://www.facebook.com/nenniandassoc/► Email Listing: https://www.nenniandassoc.com/join-email-list/► Subscribe to our YouTube channel: https://www.youtube.com/c/NenniAssociates
Cassie left the show in Nick's hands this week so he brought in the Chairman of the Board, Joe! They talk Ryder Cup teams, male vs. female clubs, Happy Gilmore, and MORE! (00:00-11:01) Ryder Cup Team USA takes, salty snubs, and Viktory to the tune of $18 million (11:02-15:57) Bob Barker (RIP), Scottie's scoring is seventh to one, and an unfortunate 4-putt steals the show (15:58-23:38) Patrick Reed really doesn't know how to use hashtags, salty snubs redux, and a penalty that might have been worth it? (23:39-31:18) Club Champion news: new demos, new studios, Putter Fitting Month is here (31:19-53:51) Yea or nays featuring Scotch games, playoff formats, Yellowstone, and MORE (53:52-01:27:24) Interview with Samir Ghousheh, Chief Revenue Officer at Winston Products, which carries Flat Cat Grips Don't forget to rate, review and subscribe to the show! For more club content, follow us on Instagram: @clubchampionmedia Let us know what you think of the show on Twitter: @clubchampmedia
This week on the Revenue Insights Podcast, we are joined by Shannon Reedy, Chief Revenue Officer at Terakeet, the preferred owned asset optimization (OAO) partner for Fortune 500 brands seeking meaningful customer connections and online business growth. In this episode, Lee and Shannon dive into the importance of transitioning from founder-led to sales-led sales, building meaningful connections with customers, how stage gate processes ensure operational consistency, and how to use data to improve the effectiveness of enterprise sales. Shannon became a part of Terakeet in 2009, right after earning her bachelor's degree in communications and rhetorical studies from Syracuse University. Today, she leads a team dedicated to driving the growth and success of Terakeet's clients. Shannon's expertise in precise program success metrics, coupled with her understanding of high-impact, high-yield strategies, has fostered strong client retention and created win-win partnerships.
Terry Tripp is the Chief Revenue Officer of Tines, a high-growth company in the security orchestration, automation, and response (SOAR) space. With a background in sales and recruiting, Terry brings a wealth of experience to his role.In this conversation with John McMahon, Terry Tripp, CRO of Tines, discusses the importance of a well-defined sales process and the top three things he focuses on when starting a new role. He emphasizes the need to understand the people, get feedback from customers, and identify early opportunities for improvement. Terry also explains the concept of SOAR and how Tines is disrupting the cybersecurity market.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:01] Overview of Tines and its role in the cybersecurity market[00:06:16] Top three things a CRO wants to learn on day one[00:08:54] What a CRO wouldn't find when joining a startup[00:10:27] Importance of a well-defined sales process[00:18:24] The importance of thorough discovery before entering an account[00:19:23] Show up with an informed hypothesis and a provocative point of view[00:20:37] Researching competitors and industry challenges for a PPOV[00:22:11] Understanding the pressures faced by CIOs and CISOs.[00:22:44] Tailoring messaging based on industry and persona.[00:24:55] Moving from a general point of view to specific scoping.[00:33:03] Importance of KPIs and metrics.[00:33:15] Understanding wins and losses.[00:33:45] KPIs to monitor during the quarter and after the quarter ends.[00:35:13] The importance of fundamentals and hiring A players.[00:35:56] The significance of emotional intelligence (EQ) in sales roles.[00:46:35] Priorities for sales leaders: making the number, playbook, pipeline[00:47:59] Pitfalls of having a small pipeline and not qualifying deals[00:51:34] Learning from various role models and experiences in salesAdditional Resources:Connect with Terry: https://www.linkedin.com/in/terrytripp/Resources for Selling to the C Suite: https://forc.mx/3YTzfQMHIGHLIGHT QUOTES[00:13:21] Terry Tripp: “I think you've got to have things that you know that as you look across your deal portfolio, your pipeline, your current quarter forecast, next, next quarter forecast that you have confidence that if you see certain deals that are at a certain point in that process, if we're, you know, true to those, to those criteria and, and the stages along the way.”[00:16:55] Terry Tripp: “There's certain, it's somewhat in my experience. Depends a little bit on, on the, on the nature of the lead, if you will, the nature of the opportunity. If somebody is coming and knocking on our door, it's something that's more of an inbound. We probably have a slightly different qualification lens on that inbound opportunity. You know, what's driving it? Why are they coming to us? Try to understand a bit more about the problem they're trying to solve.”Learn more about Terry Tripp through this link.LinkedIn: https://www.linkedin.com/in/terrytripp/Website: https://www.tines.com/Check out John McMahon's book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Host Dr. Nick van Terheyden aka Dr. Nick, discusses Money Matters in Medicine with Ryne Natzke, Chief Revenue Officer at Sphere. Their discussion includes challenges in healthcare payments and the need for transparency and security, complexity of estimating patient payments due to insurance plans and unplanned medical expenses, discomfort of discussing money in healthcare and the importance of making financial conversations standard, the shift towards personalized and digital payment options in healthcare, the future of healthcare payments involves more choices for patients and generational shifts towards a more connected approach to health. To stream our Station live 24/7 visit www.HealthcareNOWRadio.com or ask your Smart Device to “….Play Healthcare NOW Radio”. Find all of our network podcasts on your favorite podcast platforms and be sure to subscribe and like us. Learn more at www.healthcarenowradio.com/listen
President & Chief Revenue Officer of Oilers Entertainment Group, Stew MacDonald shares details of single-game tickets and how the Oilers brand has grown in popularity with McDavid and this current core. Learn more about your ad choices. Visit megaphone.fm/adchoices
Katie Lauver received the Optical Women's Association Emerging Leader Award in 2022 and recently shared an article titled "Creating Positive Change In Your Life" on her story and how she got to where she is today. Our conversation dives deeper into that story and the strategies Katie continues to use to be successful in her personal and professional life. We also chat about what she's learned working with private practice owners in her role as Chief Revenue Officer at GPN and how practice owners and leaders can make positive changes in their business. To connect with Katie her email is firstname.lastname@example.org
In this episode of the Mortgage Reports Podcast, host Craig Berry NMLS# 200401 welcomes Mark Gordon, the Chief Revenue Officer of Princeton Mortgage. Mark shares his expertise in the mortgage industry, discussing his role in helping loan originators reach their full potential through coaching and guidance. He highlights the importance of supporting younger individuals reach their next level of success. By addressing and conquering their obstacles, individuals can unlock their full potential and pursue their career aspirations with confidence.>>Read more about Mark Gordon on themortgagereports.comJump to Listen Ahead:[00:02:29] Changes in Mark's role. [00:04:29] Overcoming limited mindsets. [00:06:23] Radical transparency. [00:11:02] The Princeton Promise. [00:12:37] Transparency and accountability. [00:16:11] Player's mindset and discipline. [00:22:29] Selling real estate strategies. [00:24:31] Partnering to accelerate business growth. The Mortgage Reports Podcast is operated by Full Beaker, inc. NMLS# 1019791
This is episode 625. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Martha Mathers is the Chief Revenue Officer for OPEXUS (formerly AINS). MARTHA'S TIP: "Take every opportunity you can to learn. If I don't understand something, I will take the time to invest. I try and hire people who can teach me something new and help broaden my horizons or help me learn different perspectives as well. For me it's that learning and constantly looking at the next horizon and never assuming I have a complete playbook, or toolbox, or something along those lines, always looking for ways to improve.
This episode features an interview with Kiva Kolstein, President and Chief Revenue Officer at AlphaSense, Inc. AlphaSense is a market intelligence and search platform used by the world's leading companies and financial institutions. There, Kiva oversees revenue operations, renewals, and referrals. Kiva will describe the importance of breaking down marketing silos while building a strong RevOps team. He'll dive into using data to tell an important company story to your investors, board, and the sales organization. Guest BioKiva is an experienced senior executive with over 25 years of experience building and leading high performance, cost-effective revenue organizations. He's a seasoned and disciplined executive, and an influential process improvement leader. Kiva's a creative problem solver with the ability to deliver innovative customer-focused strategies that grow revenue, and generate long-term customer loyalty. He's been both presenter and facilitator, conference panelist and moderator.Guest Quote“The other thing that rev ops does for me is help me use the data that I might find in Salesforce or Tableau or Gong or and tell a story with that data. I'm telling a story to an investor, to a candidate, to the board, to the broader sales organization. And so what they become are storytellers helping me tell stories with the data that they pull out. Really, really important.”Time Stamps**(00:27) - Defining RevOps**(10:40) - Building a RevOps Team**(15:49) - RevObstacles **(25:39) - The Toolshed **(37:01) - Quick Hits SponsorRise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links Connect with Kiva on LinkedInConnect with Ian Faison on LinkedinCheck out the AlphaSense Website
Jim Stirewalt started his career as an entrepreneur at the urging of his father. After growing and selling his company and learning the art of sales he jumped into enterprise sales, growing and leading international sales teams for iconic companies such as Kronons, SAP, and IBM. As Vice President of SAP, leading the Fashion and Retail business Jim helped grow the business by 247% in his final two years. Jim was head of World Wide Sales for IBM Watson Customer Engagement. During this time, he led the transformation of a 1,600-person sales team in charge of $1.6B in software sales. Furthermore, he helped lead an AI initiative to disrupt markets leading to a pipeline of new business over $100M. He later was part of a $2B divesture of the IBM Watson Customer Engagement business. He also has been the Chief Revenue Officer of CoreMedia Corp, President of Marketplacer, and SVP and Managing Partner of GreyOrange. Jim has vast experience in business, ranging from start-ups to global enterprises. Show Notes:4:00 – Jim's origin and the beginning of his fascination for building businesses. Jim talks abouthis entry into graphic design and the development of his small business and how he grew it intoa full-service agency over a 7-year span.13:45 – Jim breaks his journey into three parts: entrepreneurialism (“hustle and sell”), thepower of the network, and execution.19:00 – Jim talks about how he took the sales leader skills that he learned early on in his careerand took it into his role in corporate America.23:00 – Bob asks Jim's advice that he would give to young people who might have a friend or apeer or mentor who is approaching them and trying to give them executive coaching. Jim'sadvice, “seek people's feedback actively.” Quote - “Pride is the biggest hindrance to growth.”28:15 – Jim is in the second stage of his career. He discusses the failures andsuccesses he has experienced and the lessons he is learning. The importance of knowing theproduct, the value proposition, and how it fits into the market. The 3 key elements of asuccessful deal are: First, execution sponsorship, second, business value assessment, third, mutually agreed sequenceof events.40:00 – Jim applies his learnings to a direct-to-consumer model. Jim discusses the consumptiongap.50:20 – Bob asks how Jim handles the complex changes and difficulties he experienced in hiscareer. Jim talks about his experience before announcing a vast change in the company.53:45 – Bob talks about how there will be times in your career where you will be facing achallenge or obstacle that is high stress and high stakes and you're asking yourself, “how am Igonna execute this particular challenge?” Bob gives the advice to operate with a high level ofcharacter and integrity and be honest and take good care of your people. Jim advises toembrace the situation wholly and to force yourself to be adaptable.59:00 – Bob and Jim discuss how to embrace the challenging times we have faced and willcontinue to face. Jim talks about the importance of adaptability and resilience.1:04:00 – Bob asks Jim if he has ever found himself in a spot in his career where the timing wasbad, where the product or service was “past its sell date,” or the economy was moving inanother direction and how did he pivot out of these times.1:10:00 – Jim shares his experience and the challenges of scaling small, start-up companies.Jim shares the quote, “fail fast forward,” meaning to make a plan, learn from it, readjust, execute.1:15:30 – Bob begins asking rapid-fire questions. Jim gives advice for young people whenfacing adversity, what books he is reading at the moment, the “imposter syndrome," how pridecan be connected to insecurity, and more. Quote - “I grow the most when I am in a place whereI am being stretched.”
Identity Digital's CMO and CRO talk top level domain names. Identity Digital operates more top level domains than any other company, with over 270 new top level domains, including .info, .pro, .live and more. On this episode, the company's Chief Marketing Officer, Rachel Sterling, and Chief Revenue Officer, Matt Overman, talk about the business and […] Post link: Identity Digital & TLD marketing – DNW Podcast #450 © DomainNameWire.com 2023. This is copyrighted content. Domain Name Wire full-text RSS feeds are made available for personal use only, and may not be published on any site without permission. If you see this message on a website, contact editor (at) domainnamewire.com. Latest domain news at DNW.com: Domain Name Wire.
We talk to Dan O'Connell, who got his start at Google at the age of 22 back in 2003 and after a 9 year journey, went to scale the sales team at Adroll.com. After a successful career in Ad Tech, Dan became the CEO and President of TalkIQ where within 18 months he helped lead the company through a successful acquisition. Dan is now the Chief Strategy Officer and Chief Revenue Officer at Dialpad. Dan has done it all and has successfully built highly cohesive and scalable teams as both a sales leader and CEO, and we are fortunate he shares some of his playbook and actionable advice on this topic. Give it a listen, you won't be disappointed! --- Support this podcast: https://podcasters.spotify.com/pod/show/uncharted1/support
Imagine being privy to the hidden strategies of a top Chief Revenue Officer that can propel your business growth. I have a Fractional Chief Revenue Officer with me today, Kyle Mealy from Next Level Coaching. He's about to share some game-changing methodologies and strategies he uses to help businesses grow.
Summary:This past June at the WorldatWork Conference, Steve Brink, President and Chief Revenue Officer at uFlexRewards, and our very own David Turetsky led a presentation that focused on working with HR consultants. Sometimes, you're presented with an HR problem that needs to be solved much sooner than later—there's not time to hire and onboard a new team and you find yourself looking externally for help. With such a wide array of options, it's important to know what to expect and which questions to ask when looking to hire a consultant. In this episode, Steve and David talk about the “why”, “when”, and “how” of hiring and HR consultant to work with your company. Chapters:[0:00 - 5:15] IntroductionWelcome, Steve Brink and David Turetsky!Today's Topic: Why Hire an HR Consultant and What to Expect[5:16 - 16:58] Hiring a consultant to quickly address HR problemsIdentifying and working with a trusted advisorHow a consultant can help you see and avoid unintended consequences[16:59 - 33:55] Knowing if you're ready to start working with a consultantThe importance of gathering all of the relevant data, getting buy-in, and doing all of the homeworkCatalyzing internal motive and movement so actions can be taken with the consultant's dataHire for best fit—because hiring for price may not get the results you're looking for[33:56 - 52:55] How to embrace change, even if it may be difficultThe value of explaining “why” and letting the consultant help with communicating and educatingWhy you should engage early on parties who may be resistant[52:56 - 56:08] Final Thoughts & ClosingTips for working with consultantsThanks for listening!Quotes:“When you hire a consultant, the job isn't over for you. . . . You need to be prepared to actively work with them to get the job done.”“Sometimes you can use [consultants] to help educate a board, executives, managers or employees.”Contact:Steve's LinkedInDavid's LinkedInPodcast Manger: Karissa HarrisEmail us!Production by Affogato Media
Ever wondered about the diverse paths marketing professionals can tread? In this episode, Nick Herrera joins me as we dive into his varying marketing experience, focusing on the contrasting worlds of in-house and fractional CMO roles.Together, we dissect the advantages and challenges of each domain, exploring the immersive journey of an in-house Chief Marketing Officer deeply embedded within a single brand's ethos versus the agile and multi-faceted role of a fractional CMO. We unravel the art of setting boundaries and harmonizing budgets with campaign goals, all while delving into the personal side of professional accomplishments and self-worth.Our conversation culminates in a thought-provoking exploration of self-valuation in the consulting landscape, emphasizing the pivotal task of recognizing one's true worth. Join us for a conversation that unveils the intricacies of marketing careers and the empowerment that stems from understanding one's role in this dynamic industry.Learn more about Nick:Nick Herrera is a 15+ year veteran in the marketing space. He has served as a Senior Consultant, Vice President of Marketing, Chief Marketing Officer, Chief Revenue Officer, and Founder. He has worked with over 250 clients in his career with multiple celebrity clients including from Rachel Rodgers, Brooke Castillo, Floyd Mayweather, Dan Fleyshman, Dan Bilzerian, Shawne Merriman, and many others.Nick's Links:LinkedIn: https://www.linkedin.com/in/nickcharlesherrera/Connect with Veronica on Instagram: https://www.instagram.com/vromney/Master your role, nurture your team, prioritize your well-being, and elevate your marketing leadership. Get your free Rainmaker's Roadmap today and start your new journey towards advancing your career as a leader! http://bit.ly/3DFY6xFIf you found value in today's episode, I would appreciate it if you could leave a rating and review.
This week our host Brandi Starr is joined by special guests, Mike Geller, President, Co-Founder and Chief Technology Officer at Tegrita and Rolly Keenan, Chief Revenue Officer at Tegrita. Mike Geller, Rolly Keenan and Brandi Starr are co-authors of the book CMO to CRO: The Revenue Takeover by the Next Generation Executive. Mike Geller is the cofounder of Tegrita and is the firm's principal technologist. Mike graduated from the famed Ryerson University, Toronto and wasted no time in building a 15-year career covering all angles of marketing technology consultancy. Mike's a self-proclaimed coffee snob, an author, a Trekkie, a husband, and a proud dad to two children. Rolly Keenan is a CRO who resides in Colorado. He is a born leader and the key growth specialist at Tegrita as our CRO. Rolly brings 25 years of diverse experiences at the likes of LinkedIn, Oracle, Gallup, and the US Olympic Volleyball Teams. Graduating with his MBA in Marketing from Northwestern University's Kellogg School of Management, Rolly has had some unique experiences in his career including making over 500,000 cold calls and he has even spent time in training for high-stakes negotiation protocol for hostage situations. He is a partner to the wonderful, Veronica, and a father to six children and one dog, Nala. On the couch in this weeks' episode, Brandi, Mike and Rolly will tackle Revenue Takeover on Revenue Rehab: Author Discussion. Links: Get in touch with Mike Geller on: LinkedIn CMO to CRO: Revenue Takeover CMO to CRO: The Revenue Takeover by the Next Generation Executive Tegrita Get in touch with Rolly Keenan on: LinkedIn CMO to CRO: Revenue Takeover CMO to CRO: The Revenue Takeover by the Next Generation Executive Tegrita Referenced Episode(s): Episode 50 - RevOps as a Growth Driver: Why CMOs Need to Invest Episode 23 - Un-Siloed - Leading a Single Revenue Team Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
**Episode Summary: Omri Weinberg @ DoControl - Growing Sales and Revenue in the Cybersecurity Industry**Are you a founder, CEO, or sales professional in the cybersecurity industry who wants to accelerate sales and revenue growth? In this episode of the Cybersecurity Startup Revenue Podcast, we dive into key strategies and insights from Omri Weinberg, Chief Revenue Officer at DoControl. Get ready to explore effective sales approaches, overcoming challenges in a noisy market, and the importance of trust in building relationships with clients. Don't miss out on this valuable conversation that could transform your approach to sales and revenue generation in the cybersecurity space.
Today's guest is David Mcllwaine David is a seasoned entrepreneur and successful executive with deep experience in business growth, scale and delivering results. His real estate experience is vast--spanning over 20 years. Show Summary: In this episode David Mcllwaine shares his journey from corporate America to real estate investing, discussing his experiences of being downsized and how it led him to pursue real estate as a way to take control of his career and build wealth. He talks about the challenges he faced in the real estate industry, including losing over $1 million in earnest money. David also emphasizes the importance of not being displaced by technology and provides insights on the current economic cycle and upcoming challenges in the commercial property market. -------------------------------------------------------------- Intro [00:00:00] Real estate as the next path forward [00:01:07] Challenges and learnings in real estate [00:07:38] The impact of reduced transaction volume [00:11:34] Positioning oneself in the current economic cycle [00:13:36] Breaking the golden handcuffs mindset [00:17:32] Work ethic and agency [00:22:14] Job loss and building wealth [00:23:12] Closing [00:23:21] -------------------------------------------------------------- Connect with David: David McIlwaine Facebook Personal Page https://www.facebook.com/david.mcilwaine/ MAC Assets Facebook Business Page https://www.facebook.com/MACAssets/ MAC Assets Instagram Page https://www.instagram.com/macassetsco/ David McIlwaine LinkedInPersonal Page https://www.linkedin.com/in/david-mcilwaine/ MAC Assets LinkedIn Business Page https://www.linkedin.com/company/mac-assets/ Podcast https://podcasts.apple.com/us/podcast/break-your-golden-handcuffs/id1680781274 Connect with Sam: I love helping others place money outside of traditional investments that both diversify a strategy and provide solid predictable returns. Facebook: https://www.facebook.com/HowtoscaleCRE/ LinkedIn: https://www.linkedin.com/in/samwilsonhowtoscalecre/ Email me → email@example.com SUBSCRIBE and LEAVE A RATING. Listen to How To Scale Commercial Real Estate Investing with Sam Wilson Apple Podcasts: https://podcasts.apple.com/us/podcast/how-to-scale-commercial-real-estate/id1539979234 Spotify: https://open.spotify.com/show/4m0NWYzSvznEIjRBFtCgEL?si=e10d8e039b99475f -------------------------------------------------------------- Want to read the full show notes of the episode? Check it out below: 00:00:00:00 - 00:00:26:04 David McIlwaine Breaking your golden handcuffs is really not just quitting a W2 job. In fact, it's far from that. It is recognizing how you can take your situation and tournament those handcuffs in a tournament of powerful tools. Welcome to the How to Scale Commercial Real Estate Show. Whether you are an active or passive investor, we'll teach you how to scale your real estate investing business into something big. 00:00:28:01 - 00:00:41:08 Sam Wilson David McElwain is a seasoned entrepreneur and successful executive with deep experience in business growth, scale and delivering results. His real estate experience is vast, spanning over 20 years. David, welcome to the show. 00:00:42:08 - 00:00:46:14 David McIlwaine Sam I love hearing all that with a deep baritone voice. Thank you so much for having me. 00:00:47:02 - 00:00:56:04 Sam Wilson David The pleasure is mine. There are three questions I ask every guest who comes on the show in 90 seconds or less. Can you tell me where did you start? Where are you now and how did you get there? 00:00:57:03 - 00:01:23:11 David McIlwaine I started in corporate America running a sales force after 25 years in the advertising industry. I got downsized. 18 months later, I was downsized again after being the chief revenue officer for a tech startup, and I went through a divorce. So what happened is I could no longer live on an airplane as a high flying corporate executive carrying a tiny suitcase in a tiny briefcase and sitting in seat one day. 00:01:23:22 - 00:01:40:17 David McIlwaine I had to figure out to make a living on my own. And I came to realize I came into real estate. Fast forward ten years later, I own a residential real estate brokerage and I'm a general partner in a thousand multifamily doors and on a private equity real estate firm helping investors to maximize their returns. 00:01:40:23 - 00:01:56:06 Sam Wilson Oh, that's cool. I love that. I love that. What what were the things that took you for that said Hook that said, hey, real estate's the way. That's the next path forward after getting. Well, it was once, but twice. I mean, that's that's painful in and of itself. 00:01:56:23 - 00:02:20:02 David McIlwaine It was pretty painful. Was that the day I got cut, the first time was a merger. And I lost my job the day I hit the quota for the upcoming quarter. And it was like my, I don't know, 13th or 14th quarter in a row. I had hit the budget prior to the start. Wow. So. So my team and I were pretty good at what we did. 00:02:21:03 - 00:02:57:00 David McIlwaine Corporate merger. If you've been a top shelf dog, you know that a merger means job loss, huh? Period. Every single time. And from there, I went to Tech and I said, okay, I'm good up. Dust myself off and get back up on the horse. I did. I reversed seven negatives, quarters of revenue decline and lost my job the day after we closed on a series big round of funding because the CEO came in and said, Hey, Chief Revenue Officer, those 35 sales executives, you were going to hire those 35 reps. 00:02:58:06 - 00:03:24:18 David McIlwaine We're not going to hire them because we paid off our debt. I said, what debt? And I'm the second in command and I didn't know about that. Oh, wow. Yeah. So I got to real estate because I realized that I could never again give away agency over my career to the vagaries of someone else's decision making. 00:03:25:02 - 00:03:44:18 Sam Wilson Right, right. Yeah. Me. And that's powerful. That's powerful. And that's I mean, it's I can't imagine I've never lived in that world, but I mean, just hearing that this makes my skin kind of crawl like, wow, okay, so you've done everything you're supposed to do. You've done it, all right? You've hit home runs for the company, and they're like, Hey, thanks. 00:03:45:09 - 00:04:15:03 David McIlwaine Yeah. And and it's happened. I watch it happen to my father in the eighties. I watch it happen to my friends. I watched it even happened to my former wife. I've watch it happen to people. Odd ends tonight. A thing. And I'm not saying that corporate America is bad. Hear me out. I'm saying that we as investors and entrepreneurs and if you're listening to this podcast, you're listening because you want to learn something, you want to invest in something, you want to grow something. 00:04:15:03 - 00:04:25:17 David McIlwaine And all of us are seeking some knowledge. Right. And I say this because I don't want people being blindsided. Mm hmm. And it's painful. 00:04:26:03 - 00:04:35:22 Sam Wilson Absolutely. Absolutely. You saw it. You saw real estate as the next thing to get into. What was what what were the steps in that journey that bring you to today? 00:04:36:24 - 00:05:03:09 David McIlwaine Well, it's real simple. In advertising, the Internet destroyed a lot of vehicles and created a lot of vehicles. And I had seen technology displace realtors. I have seen technology displace newspapers. I have seen Amazon displace retailers. So I went through a through a moses in the desert period. And I looked at all kinds of different ways that I could meet certain criteria. 00:05:03:16 - 00:05:28:18 David McIlwaine One of them is to never be dis displaced by Amazon or technology. That was a real core foundation of mine is I've got to have a product and an offering that the technology cannot take away. His introductions. People are petrified. I'm not. The second thing I had to do was find a way to build wealth for others, and that was really important. 00:05:28:18 - 00:05:55:15 David McIlwaine I didn't want to build wealth for me. I got enough. I'm okay. But what I really enjoy is teaching others how to make critical decisions, how to think for themselves, and how to create agency and sovereignty in their lives. All right. So there's items one items, too, out of three. What products fulfill that shelter? Shelter does not get replaced. 00:05:55:24 - 00:06:18:10 David McIlwaine We might replace around the edges, but ultimately, at the end of the day, every single one of us, according to Maslow, and he was right. We have a hierarchy of needs. Food, clothing, shelter. Right. So I'm not going to provide food. I'm not a very good farmer. I got a garden growing right now and I'm waiting for the yield. 00:06:18:11 - 00:06:39:03 David McIlwaine My first thing was a couple of slices of dill, so I was happy to see that. But I can't feed the masses. Right? I'm not God. I'm not going to make it rain and I've done a rain dance and it didn't yield any fruit. So therefore, oh, shelter, I can help with that. And that led me to multifamily into housing. 00:06:39:12 - 00:06:53:07 David McIlwaine So I started as an agent, went from an agent to a brokerage owner, from a brokerage owner and single family. I bought some investments. Then I discovered the power of multifamily and the power of leverage. And I jumped on it. Jumped in with both feet. 00:06:53:16 - 00:07:08:22 Sam Wilson That's cool. I love that. And that, you know, and that that brings two things that satisfies you're never be displaced and then building your wealth for others idea. Tell me where you guys have a thousand units at this point? 00:07:09:10 - 00:07:11:20 David McIlwaine Mm hmm. That's cool. 2000 doors. 00:07:11:24 - 00:07:16:12 Sam Wilson I love it. 1000 doors. I'm sorry. Yeah, a thousand doors at this point. 00:07:16:20 - 00:07:17:10 David McIlwaine What? 00:07:17:12 - 00:07:37:14 Sam Wilson What has been that journey like? And where are you guys now? I mean, a lot of operators have gone penciled down. It's July of 2023. I get the year right that we're recording this. So where are you guys now in that process? Are you still actively buying? If so, what and where and why? Tell me. Tell me about that side of your business. 00:07:38:03 - 00:08:00:12 David McIlwaine Well, it's been a challenge for sure. We haven't made an acquisition in over 12 months. We were in the middle of an acquisition in Q2 of last year when the Fed raised rates for the first time and then they raised rates by the BI. It hurts my heart to think about the number of percentage rate by 500 basis point over 350 basis points in 90 days. 00:08:00:21 - 00:08:44:23 David McIlwaine Yeah. And we weren't able to perform on a contract and we lost over $1,000,000 earnest money. My partner's like, whoa. Oh, wow. Yeah. Whoa. And talk about great learnings. You know, it's it's a great series of learnings. And one of the biggest learnings that I came away with this was, okay, I can't control the Fed. And that might sound like a stupid learning, but the reality is that there's so much that people think they can control that is out of their control. 00:08:45:03 - 00:09:00:01 David McIlwaine MM. But what I can do is make informed, strategic, calculated risks. And perhaps we hadn't made the right calculator at risk how they were. 00:09:00:18 - 00:09:01:19 Sam Wilson I'm sorry. Go ahead. I cut you. 00:09:01:19 - 00:09:03:01 David McIlwaine Off. No, go ahead. Go ahead. 00:09:03:22 - 00:09:17:13 Sam Wilson What things? Looking back on that. Okay. Yeah. Hindsight's 2020, I think. Maybe not. All right, but. Okay, so you lost $1,000,000 in earnest money. Maybe you didn't calculate. 00:09:17:15 - 00:09:25:22 David McIlwaine But my partners and I lost it. I didn't lose it all. I did lose a big six figure number. But yeah, we as a team lost over $1,000,000. 00:09:26:01 - 00:09:44:03 Sam Wilson I don't like losing a dollar. I lost a $50 bill. We were on vacation last week and I had to take the kids down to the pool. And so I stuck a 50 in my driver's license in my back pocket, in my swimsuit, and then somehow are Urumqi. Urumqi and a $50 bill because I didn't want to take other stuff with me. 00:09:44:03 - 00:09:55:14 Sam Wilson And I lost a 50 at some point, I'm like, Oh, crud, where'd that go? Of course, by this point in time, it's gone. I was upset about that, like, Oh my God, I'm an idiot. But it wasn't $1,000,000. I mean. 00:09:55:18 - 00:09:59:01 David McIlwaine Yeah, well, losing money is easy, right? 00:09:59:22 - 00:10:03:02 Sam Wilson Yeah, it is. It is like that. It's very easy. 00:10:03:02 - 00:10:30:00 David McIlwaine Losing is easy. Learning from it is growth. Yeah. So a couple of the things that we learned, right? I can't I can't predict the Fed. I have to be much more sensitive to the winds of change in the investor community. The reason we fell apart was that we had a 1031 exchange that came to us at the 11th hour and said, We're not going to do it. 00:10:30:15 - 00:10:44:21 David McIlwaine We'd already had three extensions, and that was about 18% of our total investment, and we didn't have enough time from the seller to reload that. Ten $31 amount. Yeah. 00:10:44:24 - 00:11:02:20 Sam Wilson And and they had you by the throat. By the barrel. Yeah. With a million bucks on the line and they see that as like. So you're saying if I don't extend I get $1,000,000. Okay. Twist my arm. I don't extend. That's basically what happened. 00:11:03:16 - 00:11:28:02 David McIlwaine Yeah. The reality is that they extended twice already and they were just tired of it. So I understand it. It makes sense to me. I don't like it, you know, and I can dig in a whole bunch of operational issues or I could dig into a whole bunch of emotional issues. And the lessons there are really powerful. Like when the Fed starts making moves, people do react. 00:11:28:20 - 00:11:31:21 David McIlwaine The entire commercial real estate marketplace is seized. 00:11:32:08 - 00:11:45:22 Sam Wilson Yeah, slowed down a lot. What is it? You're a year, what? 70, 75% fewer multifamily transactions? I think that's right. 00:11:45:22 - 00:12:14:15 David McIlwaine I think we're I think we're at 15% of year over year transactions. Yeah. So it's fallen off by 70 to 80%. Right. Either way, you look at it. Right, it's a huge hole. And your listeners might be thinking, so what? Here's what that means to everybody. If there are no transactions, intrinsically, values are not known. The if the values are not known, it makes it really hard to secure financing. 00:12:15:04 - 00:12:43:24 David McIlwaine Financing is the number one expense of every commercial real estate investment because we make money for leverage. So we want to use financing as a tool to expand our profits and your returns. Right. So if we don't have that that transactional volume, we don't have value, we don't have good financing numbers. Therefore, we also don't have any development or greatly reduced development. 00:12:43:24 - 00:13:08:04 David McIlwaine As we have greatly reduced development, the pipeline for the future shrinks further. Homebuilders get scared. Condo builders get scared. The reason all of us have all this value in our home is that we are honest because there's a national supply of housing. There's a shortage. There's a national shortage of housing. Compound this with code and you've got all kinds of things coming at us. 00:13:08:16 - 00:13:34:11 David McIlwaine So the lack of volume is not just about somebody not losing commissions or not making commissions. It really does affect a large swath of people. And it's jobs, jobs, jobs, jobs. Right. Politics is local and politics is jobs. The economy is jobs. The economy is pay it. And all of these things have an impact and a domino effect for sure. 00:13:36:18 - 00:13:48:21 Sam Wilson That they do. What are you doing right now, then, to position yourself to take advantage of this economic cycle or that wherever we are in this economic cycle, I guess I should say. 00:13:49:10 - 00:14:13:08 David McIlwaine A of things are going on. I've been pencils down for a while. I'm putting a pic of my pencil back up. We are starting to see some normalcy. Lending is starting to slow, slowly return. The Fed has a requirement to lend so much to Fannie and Freddie and they need to hit those lending targets. So there will be some easing of lending constraints. 00:14:13:23 - 00:14:41:08 David McIlwaine The DC hours, the debt service coverage ratios have skyrocketed now on what they require. So it used to be that you had to have a 1.2 times cash flow to pay your debt service. Now it's 1.3. Mm. So that's a 50% increase in the free cash you have to have in an asset to get lending. Right, which means you can't borrow the same leverage, which means you got to borrow less, which means the investor is getting smaller returns no matter what. 00:14:41:22 - 00:14:46:10 Sam Wilson In the investor is getting smaller returns and assets have to come down in price. 00:14:47:11 - 00:15:07:11 David McIlwaine Or the lend. It has to go up in the assets, have it come down in price, which is why the market is seized. Right? Because if you're selling one of your properties, you believe that it's worth X and the market says it's worth X minus Y, but you don't need to sell it. There's no compelling reason for you to sell it. 00:15:07:11 - 00:15:42:05 David McIlwaine Why would you write? Right. And so part of that freight train is coming because commercial properties are typically mortgaged on five year cycles. And a lot of them in the last go go version of the teens had or the toes have been leveraged on 3 to 5 year floating rates. And those are coming due. So I'm starting to look at the beginnings of that freight train, doing shows like this to talk to people about our company and what we do and to get out the word that you can still make money in real estate. 00:15:42:13 - 00:16:05:13 David McIlwaine We're also looking at some different asset classes, like self-storage, like some funds for oil and natural gas, build for build to rent and and townhomes and apartment complexes. So it's not completely void. It's just that were shifting our focus more to education right now than we are to acquisition because we don't want to acquire just to acquire. 00:16:05:15 - 00:16:13:01 Sam Wilson Right. Right. No, no, you don't. You mean you could. You can you could easily just buy yourself a job and or a an albatross. 00:16:13:11 - 00:16:17:24 David McIlwaine If you buy yourself an albatross and not the can you have a golf when you when you get a two out of five. 00:16:18:13 - 00:16:26:00 Sam Wilson Right. No, not that. This is this is the what was the rhyme of the Ancient Mariner? Wasn't that the albatross? Not. 00:16:26:06 - 00:16:31:19 David McIlwaine Yeah, yeah, I know what you're talking about. I can't remember exactly, but it's a heavy burden on your shoulders, right? 00:16:31:23 - 00:16:43:14 Sam Wilson It's a dead bird. They hang around the guy, right? Yeah. Because he shot the bird in the bird was right. And so then they shot it. They made they made the sailor where the dead bird around his neck. So that's the albatross around your neck reference like. Oh, great. And it's. 00:16:43:20 - 00:16:46:01 David McIlwaine And it's heavy and sticky and a burden and a. 00:16:46:01 - 00:17:09:20 Sam Wilson Burden. Right. So you might just get yourself an out. I've never talked about that here on the podcast before. Okay. On that nasty thought, let's keep moving. I do want to talk about something. Speaking of mindset, it's a mindset shift. One of the things I see a lot on social media from you is just that talking about your mindset, talking about getting I think your podcast is your best is your podcast called Break Your Golden Handcuffs. 00:17:09:20 - 00:17:12:00 Sam Wilson Do you have a podcast called that or is that just the name of your. 00:17:12:17 - 00:17:18:06 David McIlwaine That is correct. My podcast is called Break Your Gold Handcuffs Available Wherever you get your your podcast. Tell me a. 00:17:18:06 - 00:17:31:09 Sam Wilson Little bit about that and then tell me what some of the things are you cover on that show, because I think this is relevant to kind of just how you're approaching your business. And then, you know, to a lot of our listeners, I think some of what you're sharing here would be incredibly valuable. 00:17:31:23 - 00:17:53:03 David McIlwaine Well, I appreciate that, Sam. So the show is around the concept that we've all got handcuffs in some way, shape or form that we let shackle us. Yeah, the the break of golden handcuffs. The logic is that or the the traditional definition of a set of golden handcuffs is that you're going to have a job. You can't quit because if you quit, you lose money. 00:17:54:02 - 00:18:16:08 David McIlwaine I had golden handcuffs where I was making so much money, I couldn't replace the money anywhere else. It wasn't that I had to wait to get paid a bonus. It was that I just couldn't walk away from what I did. I didn't love it, but it was awesome income, right? Or I've got a pilot who loves to fly, but that's all he does is fly. 00:18:16:08 - 00:18:40:06 David McIlwaine So he doesn't want to do just being a pilot for 40 years. There's more to life. So one of my pilot friends started a cattle ranch on the side. I got another pilot friend who's a syndicator. You know, he got there's different things to do if let's say that you're a police officer and you love being a police officer, but you don't want to make that the only way you create a source of income, right? 00:18:41:03 - 00:19:10:08 David McIlwaine So part of that is to recognize that breaking your golden handcuffs is really not just quitting a W2 job. In fact, it's far from that. It is recognizing how you can take your situation and tournament those handcuffs and in turn turn them into powerful tools. Maybe they become bracelets, maybe they become assets. So in my story, I made a plan of what was going to happen once I left corporate America. 00:19:10:23 - 00:19:36:05 David McIlwaine Now I left involuntarily. So my plan was to completely executed. But had I not made that plan, I would have been in a whole different position. Hmm. I never missed a meal. My kids never missed a meal. I went through a really expensive, nasty divorce. No child support payment was ever missed. You know, my kids went to college on the college plans that I created during those handcuff days. 00:19:37:06 - 00:19:55:15 David McIlwaine So I might not have had the perfect freedom at that moment. But now I have the agency over my day, my time, my decision making, my career, who and where I work. And the idea that about mindset is that we have choice. Yeah. And people don't realize that. 00:19:55:22 - 00:20:05:03 Sam Wilson They don't realize that. And there's this idea that there's entrepreneurial people and then there's not entrepreneurial people. It sounds like you would dispel that myth. 00:20:07:01 - 00:20:37:17 David McIlwaine The interesting question, I haven't thought of it like that. What I would say is that I was highly entrepreneurial and a publicly traded company and I was successful because I'm an entrepreneur, thought I would challenge that and say instead it's those who think and take action and those who process and take no action. Yeah, you can be an entrepreneur inside of Disney, in fact. 00:20:38:04 - 00:20:45:00 David McIlwaine So there are some of the best jobs Disney has, right? When you're an Imagineer, you're an entrepreneur. Right? 00:20:47:08 - 00:20:57:14 David McIlwaine And you can be an entrepreneur inside of a law firm and start a different practice. Or yet an entrepreneur doesn't have to just be their own company owner. 00:20:59:05 - 00:21:29:06 Sam Wilson And I like that. I like that because you talk about breaking the mold, breaking the golden handcuffs. It's this idea that there is capacity in each of us, no matter what we're doing, to set things up the way the art of the design, the life that we want, and we're not necessarily just tied to doing this. I think it takes some training and probably maybe you'd agree or disagree with that, but I think it takes some training to get people outside of that mindset that this is the way I make an income or this is the way I provide for my family. 00:21:29:06 - 00:21:38:10 Sam Wilson It's like, okay, that's a way of right and kind of opening up those windows for them to go, okay, there's there's some other opportunity out here maybe that you hadn't considered. 00:21:39:15 - 00:22:01:12 David McIlwaine Yeah, my headset on my battery, my batteries on the headset just died. So I got to go. Sorry about that. But the whole thing here is that we do have that agent see of our decision making. I was at dinner last night with my with my kids. They're 20 and 19 college junior college sophomore. And we're talking about decision making. 00:22:03:03 - 00:22:31:08 David McIlwaine And I asked them how they go about their decision process and what do they think we were talking about values and decision making and we talked about what values are different that they have than I have. And one of them was work ethic. Hmm. Okay, let's explore this. The work ethic wasn't ethic, it was ours. Hmm. What they learned was that their mom did a 9 to 5 work from home post-divorce pre divorce. 00:22:31:08 - 00:22:55:22 David McIlwaine I did a 7 to 7 live on the road post-divorce. I work seven days a week, but it's not always 9 to 5. I went backpacking last week on Monday and Tuesday with my son because we had this window where he wasn't working and I wasn't working. That's cool. But I work Sunday and Saturday. Okay, so what? So that's agency. 00:22:56:06 - 00:23:11:23 Sam Wilson Right? Right. That's cool. David. I love, love what you've done. Love how you've done it. Thanks for kind of bringing the insight to going from multiple mergers, which I wrote down here. Merger equals job loss, which I never really thought. Yeah. 00:23:12:12 - 00:23:17:19 David McIlwaine It it's not if you lose your job, it's when do you lose your job. 00:23:18:11 - 00:23:38:17 Sam Wilson That's yeah, that's that's that's harsh. That's harsh reality. But one that you know very, very well. And I love how you've then taken that the pain of that job in high paying job loss at that and then created your own mantra of never be displaced, building wealth for wealth for others. That's two things that you said there early on that are kind of your driving and motivating forces. 00:23:38:17 - 00:23:58:21 Sam Wilson You've done it through multifamily. You've taught us the mistakes that you are some some lessons, rather you learned through losing $1,000,000 in earnest money which yeah I'm at the sit down after the show and think about that one that's that's hard and also also you know, breaking the golden handcuffs and the opportunities that lie out there for so many of us. 00:23:58:21 - 00:24:06:02 Sam Wilson So I just thank you again for coming on the show today. I certainly appreciate it. If our listeners want to get in touch with you and learn more about you, what is the best way to do that? 00:24:06:21 - 00:24:20:00 David McIlwaine You have two choices, Max assets dot com MRC assets assess etsy.com and there you can connect with us or you can follow my podcast, which is also on that website and that's break your golden handcuffs. 00:24:20:14 - 00:24:30:01 Sam Wilson Break your golden handcuffs and Mac assets dot com. We'll make sure you put both of those there in the show notes. David, thank you again for your time today. I do appreciate it. 00:24:30:15 - 00:24:32:07 David McIlwaine Sam, it's been a pleasure. Hey, thanks for. 00:24:32:07 - 00:24:34:07 Sam Wilson Listening to the How to Scale Commercial Real. 00:24:34:07 - 00:24:39:15 David McIlwaine Estate Podcast. If you can do me a favor and subscribe, leave us a review on Apple. 00:24:39:15 - 00:24:42:20 Sam Wilson Podcasts, Spotify, Google Podcasts or whatever platform. 00:24:42:20 - 00:24:44:04 David McIlwaine It is you use to listen. 00:24:44:15 - 00:24:49:19 Sam Wilson If you can do that for us, that would be a fantastic help to the show. It helps us both attract. 00:24:49:19 - 00:24:50:13 David McIlwaine New listeners. 00:24:50:19 - 00:24:56:10 Sam Wilson As well as rank higher on those directories. So appreciate you listening. Thanks so much and hope to catch you on the next episode.
Our expert host, Kate Moody, is joined by some great guests to ask: "Has the fintech revolution ignored older customers?” This week's guests include: Alexandre Gauthier, Chief Revenue Officer, ClearEstate Jasper Martens, CMO, PensionBee Will Jones, Executive Creative Director, 11:FS The fintech revolution of the last decade has done a lot for millennials in terms of banking options and now attention is turning Gen Z. But what about those who are aged 60 and over? Are they being properly served by the options available today? In this show, we've put together a panel of amazing experts to discuss: the options for over-60s in the current market, the challenges in serving older customers, and what the future looks like in this space. Fintech Insider by 11:FS is a bi-weekly podcast dedicated to all things finance, banking, technology, and financial services. Our expert hosts, with real industry experience, are joined by the biggest decision-makers, VCs, and reporters from across financial services including guests from Visa, Nubank, M-Pesa, Techcrunch, Starling, and JP Morgan Chase to discuss the latest news, developments, and trends within the industry. Our weekly news show drops every Monday and tackles the biggest news stories, from acquisitions and launches, to regulatory changes and innovation. Then, every Friday our Insights show dives deeper into the hottest topics shaping the industry like web3 and BNPL. Whether you're already immersed in the world of financial services, or just keen to learn more, this is the #1 podcast for you. If you enjoyed this episode, don't forget to subscribe and please leave a review Follow us on Twitter: @fintechinsiders where you can ask the hosts questions, or email firstname.lastname@example.org! Get your tickets for After Dark at 11fs.com/afterdark (https://www.eventbrite.co.uk/e/11fs-fintech-insider-presents-after-dark-underground-london-registration-690897582267?aff=podcast) Special Guests: Alexandre Gauthier, Jasper Martens, and Will Jones.
In this episode of Rise of RevOps, we talk with Scott Hofmann, Chief Revenue Officer of GFT USA. GFT is a digital transformation IT professional services firm that develops sustainable solutions based on new technologies, including artificial intelligence and blockchain. As CRO, Scott manages the marketing, go-to-market strategy, and brand awareness strategy in the US.Today, Scott describes the accountability aspect of RevOps, and building empathy between teams and clients. He also explains why tools can't replace thoughtful strategy and development in the industry.Guest BioAs of March 2023, Global digital transformation company GFT has named Scott Hofmann its Chief Revenue Officer (CRO) in the U.S. Hofmann joins GFT following the company's recently announced plans to unify operations in the Americas to serve companies both in the U.S. and throughout the region. In his most recent role as Senior Vice President and Managing Director at Globant, Hofmann led the digital transformation of U.S. businesses through nearshoring via Globant's Latin American delivery centers. He also served as Vice President at Capgemini Invent, where he was responsible for a North American portfolio covering asset and wealth management.Guest Quote“[RevOps is] an accountability aspect. It's deriving empathy between these different, unique areas of skill to understand how we each impact the other. And it doesn't devolve into tools. Just lots of tools where we can automate all these things and we know everything about a client, and that's the end of it and you're done. The human aspect and that accountability aspect, I think is probably the most interesting and critical thing.”Time Stamps:00:34 - Scott's start02:06 - About GFT08:16 - About DevOps10:34 - Selling human capability 12:22 - RevObstacles14:55 - RevOops17:15 - The tool shed24:19 - Areas of investment 29:11 - Data tips32:11 - Quick hitsSponsorRise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links Connect with Scott Hofmann on LinkedInConnect with Ian Faison on LinkedinCheck out GFT Group
The $100M mark is a unicorn in the software industry, as well as in many others. But Stijn Hendrikse has done it – and he found a duplicatable solution to help you do it too. Stijn is the Author of T2D3: How some software startups scale, where many fail, a book written for early-stage SaaS leaders who want to build their go-to-market toolkit. T2D3 stands for Triple Triple Double Double Double: The idea that you can triple annual revenue 2 years in a row, only to double it 3 more years after that – to ultimately reach that $100 million annual recurring revenue mark. It sounds like a rarity, but it is possible. By using Stijn's tips in sales, marketing and niching down, entrepreneurs and founders can turn their SaaS companies into wild successes and stay true to the power of their ideas. Stijn has contributed to the success of 10+ startups as a C-level executive, including Chief Revenue Officer of Acumatica and CEO of MightyCall, a SaaS contact center solution. Stijn founded Kalungi - the global leading Growth-as-a-Service provider focused solely on B2B SaaS companies, and Amy.us, an AI-powered conversation platform that allows small business owners to service their customers better. Stijn has served as CMO and CEO for multiple B2B SaaS companies, including MightyCall and Acumatica. Stijn led Global SMB Marketing and B2B Product Marketing for Office at Microsoft, including the launch of Office 365 and the adoption of the Open XML ISO 29500 Standard. A shift from quantity to quality Stijn agrees that software as an industry has boomed for the past 15 years since the great economic recession. However, he shares that this growth comes at a significant cost. Just 5-10 years ago, companies focused on rapid growth achieved their goals. They quickly expanded, cutting corners and taking shortcuts. The mindset was growth at all costs - and it shows in their lack of infrastructure. Now, Stijn points out that companies who did exceptionally well a decade ago were not built to last. They are struggling to retain clients with the introduction of new technologies such as generative AI, as suddenly their customers are going elsewhere. In his book and in this episode, Stijn encourages us to look beyond traditional measures of success and evaluate our businesses with an open mind. We should ask ourselves: When someone lands on our website, how many stay, and for what? How many sign up for our product or service? How many are recurring customers? How many recommend it to others?” In order to evaluate our businesses, he reminds us that the most frustrating mistake he sees is when entrepreneurs fail to establish real product-market-fit: Defined on wikipedia as “the degree to which a product satisfies a strong market demand.” This comes down to doing your research. What value are you adding to the market – and what value will you continue to add? Depth over width in business growth When SaaS Founders consider methods to reach the $100M mark, they often think that they have to appeal to a wide range of members or customers to achieve their goals. But Stijn shares that this is not the case. By focusing on width, you are more likely to score temporary users. You'll ultimately spend more money this way, especially in the marketing process. It's smarter and more effective to target specific users who will become diehard fans of your product. They are more likely to recommend it to others, use it for years and get excited when new features launch. This saves you money in advertising dollars and builds a more solid foundation for your company to thrive. It also helps you focus your efforts in the right places. In a competitive market like SaaS, competitors will come out of the woodwork offering cheaper or better features. However, your users are more likely to stay when you focus on their needs, ask them questions about what features they'd like to see, and serve the clients you already have rather than focusing on new ones. Enjoy this exciting wisdom from SaaS entrepreneur and Author Stijn Hendrikse… Quotes “Marketing and sales can be really hard for founders. You often have a founder who is either an engineer who found a problem to solve, or a subject matter expert, like a dentist who builds software for clients in the dental industry. Neither have real sales or marketing backgrounds! I founded a company called Kalungi where founders of companies, when they are ready to go talk with the world and scale, can do that!” “After the 2008 financial crisis, things have gone really well in the world of software and SaaS business. But it was about growth at any expense – and it's coming back to a few companies who did not do the basics well.” “In the end, we need to add value. With generative AI, it's rapidly changing. When you think of a marketing agency, that's half of what they do! They have to rethink - am I really solving a problem? Am I able to prove it in the end?” “Time is our most valuable resource. We can never make more of it. Every time you spend an hour doing something, how do you turn that into more?” “T2D3 talks about the $100M mark. To achieve this – People often think they have to go really broad, really wide. But if you look at how big markets are for a meaningful solution, a meaningful software product that actually solves a really important problem - getting to a $100M doesn't actually require you to have a very large market! It just requires you to do really, really well.” “Staying relevant is also about saying no, and not trying to do more for more people - just doing more for the existing audience you have.” Links mentioned in this episode: Visit the website for T2D3 at https://www.t2d3.pro/ Read the Blog Post: 10 Milestones to Reach Product Fit: https://www.kalungi.com/blog/10-milestones-to-reach-product-market-fit https://www.amazon.com/T2D3-software-startups-scale-where-ebook/dp/B09HPDDHDY/ref=sr_1_1?dchild=1&keywords=t2d3+book&qid=1634416736&s=digital-text&sr=1-1&__hstc=194312882.aa180531902a7c98291215f661c2f5b9.1690673640933.1690673640933.1690673640933.1&__hssc=194312882.1.1690673640934&__hsfp=1912911101&hsCtaTracking=eadd46a3-9889-41b4-a84a-48522e8a9558%7Ce9667de1-79c1-42e5-a954-83983243b9a3 Connect with Stijn Hendrikse on LinkedIn at https://www.linkedin.com/in/stijnhendrikse/ Follow Stijn on twitter at https://twitter.com/stijnh1
Today's next guest only happens through the generous introduction made by Brett Cavanagh, who was a former guest himself on our podcast! Join us as we step into the life of Kevin Standa, the Chief Revenue Officer at TempWorks Software and Lone Oak Payroll, and explore the complexities of being a father. We navigate through the joys, pressures, and the often amusing tales of raising children. Kevin opens up about his gratitude for his family, revealing the deep impact they've made on his life. Ever wondered how to instill a sense of accountability and appreciation in our children? Well, Kevin and I share our thoughts on this, inspired by our own experiences growing up. We also dive into a candid discussion about the importance of vulnerability in fostering strong parent-child relationships. We explore how meaningful conversations not only strengthen bonds but also help children understand their world better. Additionally, we talk about the NHL, Golf, Football and ways these sports taught us so much!As we wrap up our conversation, we ponder upon the significance of nurturing a competitive spirit in our children. We draw from our own journeys, using our failures and successes to guide their path. Kevin shares endearing stories about his father and the importance of quality time with our little ones. Finally, we delve into personal reflections, with Kevin providing insight into his relationship with his wife and family. Join us for this heartwarming episode as we peel back the layers of parenting and share a few laughs along the wayPlease don't forget to leave us a review wherever you consume your podcasts! Please help us get more dads to listen weekly and become the ultimate leader of their homes!
Christopher Ault, Chief Revenue Officer at Cooper University Hospital joins the podcast to discuss his background, opportunities and headwinds he's keeping his eye on, how he's thinking about growth and adding value to his organization, a risk or investment worth making this year, and where he sees the best opportunities for growth in the future.
4 Ways to Supercharge Your Sales Follow Up” In today's electrifying episode, we dive deep into the heart of sales success - the follow-up. It's not just about making the first contact, but about nurturing and guiding potential leads to a close. Discover four transformative strategies to elevate your follow-up game: 1.Daily Huddles: Learn how these quick, focused meetings can align your team, address concerns in real-time, and keep the momentum going. 2.Targeted Training: Uncover the power of ongoing professional development and how the right training can make all the difference in your sales conversion rates. 3.Call Scheduling Hacks: Dive into the tools, tricks, and tactics that top sales professionals are using to ensure they never miss an opportunity to connect with a lead. 4.Mastering the CRM: Your CRM is more than just a database; it's the backbone of your sales process. Learn how to leverage its full potential and ensure every lead is effectively nurtured and managed. Tune in, take notes, and transform your sales follow-up strategy! Join us on the Morning Jolt Podcast and get ready to supercharge your sales journey. ⚡️
How does a sales leader drive consistent growth and navigate through the challenges of the ever-changing tech industry, including mergers and acquisitions? Join us as Brendan Conley , Chief Revenue Officer of AppOmni, shares his invaluable insights gained from a glittering 25+ year career into sales strategies, adapting to market dynamics, and successfully navigating the complexities of mergers and acquisitions in the tech world. Get ready to learn from the best and take your sales career to new heights. KEY TAKEAWAYS FROM THIS WEEK'S EPISODE Understand the unique traits of successful startup individuals and their ability to thrive in challenging environments without extensive support. Identify your ideal customer profiles and allocate resources strategically to maximize impact. Manage sales pipelines effectively, acknowledging the unpredictable nature of closing deals, and remain patient and persistent. Embrace visionary leadership and strategic acquisitions to build a strong platform in the market. Prioritize culture fit, likability, and back channel references when hiring, while demonstrating passion for the industry and a service mindset. THIS WEEK'S GUEST - BRANDON CONLEY Introducing Brandon Conley, a dynamic sales leader with an incredible career spanning over 25 years, driving growth in early stage and multinational technology businesses. Notably, he spent seven years with Aventail, which was later acquired by SonicWall, followed by five years there, until he moved on to Zenprise, acquired by Citrix, where he led the Mobility sales teams across the Americas. Brendan then made significant contributions to Netskope and Redlock, both subsequently acquired by Palo Alto Networks, where he successfully ran their global Cloud Security sales team, phenomenally scaling annual sales from $2M to $100M. As the Chief Revenue Officer of AppOmni since 2020, Brandon continues to lead with vision and passion, steering the company at the forefront of SaaS Security Management software providers. With an unwavering commitment to driving innovation and a proven history of empowering businesses,he remains an influential figure in the cybersecurity industry, inspiring growth and success at every turn. Connect with Brandon on LinkedIn, and learn more about AppOmni here. YOUR HOST Simon Lader is the host of The Conference Room, Co-Founder of global executive search firm Salisi Human Capital, and podcast growth consultancy Viva Podcasts. Since 1997, Simon has helped cybersecurity vendors to build highly effective teams, and since 2022 he has helped people make money from podcasting. Get to know more about Simon at: Website: https://simonlader.com/ Make Money from Podcasting: https://www.vivapodcasts.com/podcastpowerups Twitter: https://twitter.com/simonlader LinkedIn: https://www.linkedin.com/in/headhuntersimonlader The Conference Room is available on Spotify Apple Podcasts Amazon Music iHeartRadio And everywhere else you listen to podcasts!
Discover the intriguing world of the investment market as we sit down with John V Santelli, the Chief Revenue Officer of Rehab Financial. As passionate as he is experienced, John takes us on an insightful journey through his 25-year career, shedding light on the subtleties of the lending and marketing industry while sharing personal anecdotes, from answering phones in his father's company to the eventual takeover. Expect an enlightening discourse on the subprime lending collapse, his ventures with Amazon, and his transition to Rehab Financial. Keen on understanding the impacts of inflation, unemployment, and foreclosures on the marketplace? As we navigate these complex terrains, John offers us a unique perspective on the state of the investment market, emphasizing the significance of FICO scores in the investment space and Wall Street's cautious approach. We also explore how lenders and servicers have creatively tackled the pandemic, the opportunities that savvy investors can seize, and why building a war chest of cash is crucial.As we delve deeper into our conversation, we unravel the complexities of mortgage-backed securities, the role of private money in the investment space, and the potential impact of commercial loans on multifamily investments. John's profound understanding of the securitization market and the challenges in securing capital will empower you with the knowledge needed to navigate the investment space. So, buckle up for an engrossing ride as we dissect the current economic state and the impact of inflation and unemployment on the market.JOHN SINTELLI'S SOCIAL:WEBSITE: https://rehabfinancial.comLINKEDIN: https://www.linkedin.com/in/johnvsantilli We're interested in buying your apartment building from you! Our highly skilled team is here to assist you during the hassle-free process.Contact Us Now!EMAIL: email@example.comWEBSITE: https://www.premierridgecapital.com/Support the show
"Remember, ‘Life is not a dress rehearsal'." This vital fatherly wisdom from Robin Wheeler's childhood resonates in each step of her successful journey. As the Chief Revenue Officer at Fetch, Robin lives by this credo, becoming a risk-taker who skillfully transforms every challenge into an opportunity. She unveils her exceptional journey navigating significant roles at industry powerhouses such as People Magazine, AOL, Twitter, and intricately weaves a narrative of how her success required a move across the country to integrate her career with her personal life. Robin brings to light the critical elements of her success, primarily her daring choice of venturing into the less-traveled path and embracing challenges outside her comfort zone. She identified her super power for connecting with people and influencing through sales. With an unwavering belief in her value, she recomposes our understanding of self-worth: trusting ourselves and knowing the remarkable skills we bring to the table. This episode untangles the bustling knitting of a thriving career and mothering twins. Hear from Robin herself about her effective strategies surrounding work-life integration and the importance she assigns to downtime expectations. Visit gobeyondbarriers.com where you will find show notes and links to all the resources in this episode, including the best way to get in touch with Robin. Highlights: [03:03] Robin's background and path to Twitter [08:51] Adapting & evolving [11:45] Knowing your strengths [14:37] Leveraging your community [19:22] How to make decisions and avoiding analysis paralysis [22:52] Work/life integration [27:37] Lightning round questions Quotes: “People are at the heart of sales.” – Robin Wheeler “You have to trust the value that you're bringing and know that you belong in that role.” – Robin Wheeler “If work/life balance means you have to take a step back, that doesn't mean you're failing, that doesn't mean you're not growing, it just means that's what's right for you at the moment.” – Robin Wheeler Lightning Round Questions: What book has greatly influenced you? - “Mindset: The New Psychology of Success” by Carol Dweck What is your favorite inspiring quote or saying? - "Life is not a dress rehearsal.” And “Mind over matter, anything is achievable.” And “Comparison is the thief of joy.” What is one word or moniker you would use to describe yourself? - Authentic What is one change you've implemented that made your life better? - Getting outside at least once a day. What power song would you want playing as you walk out onto a stage? - "Confident” by Demi Lovato About Robin Wheeler: Robin Wheeler is a strategic and inspirational Global leader with over 20 years of experience leading revenue teams. She has a strong track record of building high performing teams from the ground up and leading existing teams through change and turnarounds. A data driven decision maker, Robin is adept at successfully navigating the challenges of fast paced and constantly evolving industries in order to drive results. Robin currently serves as the Chief Revenue Officer at Fetch, a consumer engagement and rewards platform. In her role she oversees the sales team and partners with the biggest names across consumer packaged goods, retail and restaurants to help them leverage Fetch's unique data and engaged user base to drive measurable results for their businesses. Prior to Fetch, Robin spent 11 years at Twitter where she held various leadership roles throughout that tenure. In addition to overseeing the Consumer Packaged Goods team and the Technology and Telecom team, Robin also launched a new division targeted at mid-market businesses. Robin also spent time as the Global Head of MoPub, Twitter's mobile app monetization platform, overseeing the Supply Team, the Demand Team, Marketing, Analytics and Operations in the US, UK, Japan, Singapore and Dublin. Robin also served as Twitter's Vice President, US Client Solutions, where she oversaw the team that serviced the largest brands all the way through to the Customer Success team who onboarded new small businesses. Prior to Twitter, Robin worked for AOL, Time Inc and US News and World Report and started her career on the agency side at TBWAChiatDay LA where she worked on the Apple business. Robin also sits on the board of Sliide, a mobile technology company, based in the UK. Robin holds a Bachelor of Arts from Villanova University. When Robin isn't working she loves spending time traveling with her family, snowboarding, hiking with her dogs and working out at F45. She resides in the Bay Area in Northern California with her husband and twin teenage daughters. Links: LinkedIn: https://www.linkedin.com/in/robin-partenheimer-wheeler/ Twitter: https://twitter.com/robinw