Explore every episode of the podcast The Goats of Growth

In this episode, Jackie Wu, CEO & co-founder of Corvus Robotics, breaks down his progression from doing everything himself—including thousands of cold calls—to building a scalable, repeatable, non–founder-led sales motion. He discusses early scrappiness, the turning point when revenue became repeatable, how he hired and enabled his first sales reps, and the moment Corvus hit the kind of growth curve that required bringing in a CRO. Jackie shares the mindset, processes, and lessons that helped him step back from day-to-day selling and empower a true go-to-market organization.

Jackies Linkedin Page

Key Takeaways:

• He exited founder-led sales only after the motion became repeatable
• He created a simple but clear "founder playbook" to transfer his knowledge
• He hired reps with a rare blend of salesmanship + technical precision
• He used "trust but verify" while quickly transitioning ownership
• Explosive growth triggered the need for a CRO—allowing Jackie to truly step back

If you're a founder struggling with when to make a similar transition, definitely check out this episode.

On this episode of The Goats of Growth, David "DMo", Morse, CRO, and best selling author of "The Heart of the Sale--How to Close More Deals with Disciplined Discovery", shares how disciplined discovery is what gives life to successfully closing b2b enterprise deals.

There are many aspects of the discovery process, certainly too many to cover in one episode, but at the heart of of the discovery process is what he calls the "Magnificent 7", which are 7 kinds of questions that need to be asked throughtout dicsovery--with "Problem Questions" being chief among them.

This is a must-listen episode for anyone who is paid to sell, or is paid to manage those who are paid to sell. 

You can buy "The Heart of the Sale" Amazon now through this link. And if you're a CRO/VP Sales looking to help your team get better at disciplined discovery, reach out to DMo at yodavidmorse.com

What you'll learn:

🔹 From Marine to Sales Leader – How military discipline translates into consistent success in business
🔹 The Power of Continuous Improvement – Why the best reps and leaders never stop evolving
🔹 The Magnificent Seven – A framework for disciplined discovery and deeper client understanding
🔹 The Problem Loop – Identifying the true cause behind business pain points
🔹 Trust & Timing – How to build credibility and guide clients through tough conversations
🔹 Empathy in Leadership – Balancing toughness with understanding to inspire high performance

David Morse Linkedin Profile

Buy the book here.

On this episode of The Goats of Growth, Chris Lee, CRO at Interos, talks about the power of AI and and his sales methodology he calls P.O.W.E.R.

Chris dives into what it takes to build high-performing teams, the power of collaboration, and why investing in people always pays off.

What you'll learn:

🔹 Vision & Curiosity – How asking the right questions creates answers others can't see
🔹 Building Trust – Why trust is the foundation of every elite team
🔹 Partnerships – Why indirect channels will become vital over the nest year or so
🔹 Team Selling – How collaboration creates unstoppable teams

If you're scaling a team, leading through change, or looking to blend vision with values, this one's packed with wisdom.

Chris Lees Linkedin Profile

Timestamps

00:00 – Curiosity as the spark for vision
05:42 – Growing up as the youngest of five and finding creativity
12:30 – Making life easier through innovation and efficiency
18:15 – Why leaders need to think beyond features and functionality
25:10 – Curiosity vs. intelligence: asking better questions
32:40 – The future of indirect channels and partnerships in AI
38:44 – Rapid Fire: What motivates Chris Lee
39:55 – Humility as the path to continuous learning
41:03 – Why Indiana Jones is the ultimate leadership metaphor
42:51 – Family over meetings: the true measure of success

On this episode of The Goats of Growth, I sat down with Tanveer Bhangoo — former Go-To-Market leader, author of Pro Business Mindset, and the upcoming Bet on People. From being a first-generation athlete in Canada to leading in the tech industry, Tanveer's story is a blueprint for resilience, adaptability, and leadership done right.

He breaks down why off-season preparation is just as important in business as it is in sports, how to build trust quickly in a new role, and why betting on people is the single most powerful move a leader can make. Tanveer also shares the daily habits that drive his performance, the role of humility in growth, and how he navigates scrutiny while pushing teams to win.

What you'll learn:

🔹 From Athlete to Tech Leader – How sports shaped Tanveer's leadership DNA
🔹 Off-Season Prep – Why your biggest wins are built before the season starts
🔹 Relationship Building – The foundation for success in any new role
🔹 Betting on People – How to invest in your team for exponential results
🔹 Adaptability – The most valuable skill in today's business landscape
🔹 Daily Habits & Reflection – The underrated edge top performers use
🔹 Leadership Under Pressure – How to stay grounded while driving change

A candid conversation packed with lessons for leaders, athletes, and anyone who wants to win in the long game.

Tanvirs Linkedin Page
Tanvir's Official Website
Order the book here

00:30 Introduction to Tanveer Bangu 02:00 The Journey of Writing 'Pro Business Mindset' 05:40 Commonalities in Leadership and Sports 11:40 Micro Habits for Long-Term Success 14:00 The Impetus Behind 'Bet on People' 22:20 The Importance of Trust and Benefit of the Doubt 24:50 The Power of Potential Over Experience 28:20 Betting on People: A Leader's Responsibility 31:40 Adaptability in the Age of AI 33:52 Key Traits for Team Success 36:20 Reflecting on Career Growth and Future Goals  

In this episode of The Goats of Growth, Kyle Natichioni, VP of Sales at Reveleer, pulls back the curtain on how his team helped scale the company from $50M to over $100M in ARR — all within the high-stakes world of healthcare tech.

Kyle dives into what it really takes to build a high-performing sales org, from mastering recruiting and revenue operations to creating a sales culture that attracts and retains top talent. He also opens up about the power of grit, lessons from hard coaching, and what drives his leadership style.

What you'll learn:

🔹 Scaling to $100M+ ARR – Behind-the-scenes strategies from Revolair's growth story
🔹 Sales Leadership – How to recruit, empower, and retain high-caliber reps
🔹 Grit & Coaching – The uncomfortable but necessary path to becoming elite
🔹 Revenue Ops – Why investing here unlocks compounding growth
🔹 Playbook Building – Why there's no such thing as a one-size-fits-all approach
🔹 Sales Culture – How to foster a team that thrives on accountability and ambition

If you're leading, building, or dreaming of scaling a sales org, this one's a masterclass.

Kyles Linkedin Profile   00:00 Introduction to Revolair and Kyle Natichioni 02:45 Growth Journey: From 50 to 100 Million in ARR 05:39 Building a High-Performing Sales Team 08:27 The Importance of Talent Acquisition 11:22 Grit and Resilience in Sales 14:20 Learning from Setbacks and Coaching 19:51 Leveraging Technology in Sales Training 23:00 Strategies for Growing a $5 Million Company 28:41 Hiring for Success: Building a Strong Team 30:40 The Importance of Playbook Building 32:27 Data-Driven Decisions in Sales 34:22 Challenges of Embracing Revenue Operations 36:17 Finding the Right Company Culture 39:29 Motivating Sales Teams and Retaining Talent 40:47 Rapid Fire Questions: Insights and Reflections

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 10, a seasoned sales leader with extensive experience in tech startups, particularly in AI and pharma. We talked about her journey from being an early employee at startups to leading high-performing sales teams.

Candidate 10 emphasized the value of foundational sales skills, understanding individual motivations, and crafting effective compensation plans. She also shared her unique ability to read people, her aspirations for future leadership roles, and her perspective on what truly defines a successful sales leader.

 

Chapters
00:00 Introduction to the Goats of Growth Podcast
01:02 Jenna Okoro's Career Journey
03:08 The Importance of Foundational Sales
05:21 Transitioning from Individual Contributor to Leader
07:40 Identifying Individual Strengths in Sales
08:27 Understanding Comp Plans and P&L Management
10:47 Future Aspirations and Industry Preferences
12:54 Bonus Question: Magic Wand Abilities
14:59 The Art of Reading People
17:49 Secret Sauce: What Makes You Unique
19:21 Conclusion and Final Thoughts

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 8, a sales professional with a unique background in ministry. We discussed his transition from being a pastor to building a career in technology and cybersecurity, and the vital role that empathy and relationship-building play in sales. Candidate 8 shared powerful insights on personal growth through adversity, the value of in-person communication, and his aspirations for future leadership roles. We also touched on work ethic, life lessons, and the journey of redefining oneself in a new career path.

Chapters 00:00 Introduction to the Goats of Growth Podcast 01:16 From Ministry to Technology: A Unique Career Path 03:40 Building Relationships and Empathy in Sales 07:54 Learning from Challenges: Growth in Sales 12:39 Finding Comfort in the Sales Process 16:16 Future Aspirations: Leadership and Growth 19:09 Mantras and Life Lessons 22:55 Redefining Oneself: Skills and Growth

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 7, who shares his unique career journey from military service to cybersecurity sales. We discuss the importance of channel sales, valuable career advice, and how he balances work with family life. Candidate 7 reflects on facing setbacks, seeking new opportunities, and the impact of recommendations in the job market. He outlines his ideal job description and expresses openness to roles beyond cybersecurity, highlighting the importance of SaaS.

Chapters

00:00 Introduction to the Goats of Growth Podcast 01:06 Unique Career Journey 04:52 The Importance of Channel Sales 06:33 Valuable Career Advice: Visit Customers 09:11 Balancing Work and Family Life 11:51 Facing Setbacks and Personal Growth 13:25 Seeking New Opportunities 15:37 The Value of Recommendations 17:10 Ideal Job Description for Future Roles 20:42 Open to Opportunities Beyond Cybersecurity 21:48 Compensation Expectations 22:57 Career Advice for the Next Generation

In this episode of the Goats of Growth podcast, I have Candidate 6, a seasoned sales leader with over two decades of experience across major enterprises and high-growth startups. Candidate 6 shares insights into what it truly means to "win" in sales, the critical importance of hiring the right people, and how strong leadership shapes team performance. He dives into the role of preparation, strategic alignment, and the powerful lessons learned from top leaders throughout his career.

 

Chapters

00:00 Introduction to Candidate 6 01:00 A Journey Through Sales Leadership 02:11 Finding Growth in Different Environments 06:37 The Ideal Company Size for Impact 07:47 Understanding Winning and Personas in Sales 12:10 Lessons from Influential Leaders 15:46 Advice for Aspiring Leaders 17:12 Recommended Reads for Sales and Business 20:52 Closing Thoughts and Reflections

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

In this episode of the Goats of Growth podcast, I interview an experienced sales rep with a unique entrepreneurial background. He shares his journey from founding a startup to working in cybersecurity sales, emphasizing the importance of adaptability, time management, and networking in achieving success. He discusses his strategies for maintaining consistency in sales and the significance of company culture and career growth in his next role.

 

Takeaways

Founded a startup that created a running glove with a built-in taser.
He has extensive experience in cybersecurity and cloud sales.
Barry thrives in early-stage startup environments.
He emphasizes the importance of consistency in sales processes.
Time blocking is a key strategy for his productivity.
Networking is crucial for career growth and opportunities.
Barry seeks a culture that fosters community and career development 

Chapters

00:00 Introduction to the Goats of Growth Podcast
00:50 Barry Sun's Entrepreneurial Journey
03:01 Expertise in Cybersecurity and Sales
05:49 Navigating Ambiguity in Startups
09:09 Time Management and Consistency in Sales
12:01 The Importance of Networking
13:56 Career Growth and Future Aspirations
16:10 Closing Thoughts and Final Questions

 

 

In this episode of the Goats of Growth, candidate 3 shares his unique journey from a technical background in computer science to a successful sales career. He discusses the challenges of transitioning from a sales engineer to a full sales role, the importance of mentorship, and how he adapts to the ever-changing landscape of sales, particularly with the rise of technology and AI. He emphasizes the significance of daily habits, continuous improvement, and the need to believe in the products one sells. Finally, he also reflects on his motivations for pursuing a career in sales and offers valuable advice for aspiring sales professionals.

What to expect and when:

00:00 Introduction to the Goats of Growth
00:40 Candidate Background and Sales Journey
03:10 Transition from Sales Engineer to Sales Rep
04:38 Finding Your Zone in Sales
06:10 Learning from Mentors and Peers
08:46 Measuring Growth and Overcoming Challenges
09:54 Adapting to Technology and AI in Sales
11:12 Seeking Insights for Success
12:56 Advice for Aspiring Sales Professionals
13:47 Daily Habits for Sales Success
15:15 Ideal Job Description and Compensation Expectations
18:01 Motivation for a Career in Sales
21:13 Current Motivations and Future Aspirations

In this brand new season of the Goats of Growth, we continue our spotlight on rising talent with 'Candidate 2'.

Candidate 2 is a fast-rising sales professional who's gamified the sales process to stay motivated and find joy in the day-to-day. We dive into his journey from BDR to mid-market AE, how he leverages AI to streamline prospecting, and the role curiosity and organization play in his success. Candidate 2 opens up about the importance of culture, competitive compensation, and staying level-headed under pressure. We also explore how his brother shaped his sales mindset, why refining processes is key to long-term growth, and how building rapport is at the heart of his approach.

Contact us for more info on 'Candidate 2

00:00 Introduction to the Goats of Growth 01:35 Candidate Introduction and Background 02:45 Innovative Sales Techniques 06:25 Personal Growth and Overcoming Challenges 12:57 Future Aspirations and Job Expectations 14:48 Advice for Future Candidates

In this brand new season of the Goats of Growth, we have our very first 'Candidate'.

Candidate 1 is a driven sales professional with a proven track record in high-pressure environments. We disucss the importance of standing out in a crowded job market, how perception shapes success, and why daily prospecting is the backbone of long-term achievement. Candidate 1 shares how AI tools have elevated their productivity, the power of asking the right discovery questions, and how aligning career goals with personal growth fuels motivation. We reflect on the role of failure, the value of in-office collaboration, and what it takes to close larger strategic deals by deeply understanding client pain points.

Contact us for more info on 'Candidate 1'

Chapters

01:27 Candidate Introduction and Background 02:40 Career Insights and Advice 04:54 Daily Habits and Productivity 06:10 Leveraging AI in Sales 07:41 Deep Dive into Discovery 08:23 Future Aspirations and Job Expectations 09:07 Work Environment Preferences 10:14 Closing Thoughts and Feedback

On today's episode of The Goats of Growth, I'm joined by Christian Byza, CEO and Co-Founder of Learn.xyz, as he shares his journey from organizing conferences in high school to building an AI-powered B2B learning platform.

Christian dives deep into the back story of Learn.xyx , pivoting from consumer to enterprise, and building effective go-to-market strategies. He also shares insights into personal branding, a growth hack you must hear, and how a positive mindset fuels his hustle. Tune in to hear insights on:

🔹 The Entrepreneurial Journey – From product management to launching Learn.xyz
🔹 Pivoting to B2B – How user feedback drove a major shift in the business model
🔹 Creative Marketing – Why unconventional tactics like renting an art gallery can make a bigger impact
🔹 Go-To-Market Growth – The importance of building a strong, scalable team
🔹 Personal Branding – How podcasts and visibility build trust and credibility

This episode is packed with practical lessons for founders, marketers, and anyone navigating the startup grind. Let us know your favorite takeaway from Christian's story!

Christians Linkedin Profile

Chapters

02:01 The Evolution of a Conference and Balancing Startups 05:57 From Product Management to Entrepreneurship 12:01 The Journey of Starting a Company 17:52 The Pivot to B2B Learning Solutions 23:53 Acquiring Users and Scaling the Product 39:08 Networking Strategies for Success 42:52 The Art of Fundraising and Building Relationships 48:45 Scaling and Growth Strategies 50:13 Pricing Models and Value Proposition 51:55 Building a Go-To-Market Team  

On today's episode of The Goats of Growth, we're joined by Rob Merklinger, SVP of Global Sales at JRNI to discuss the key traits that drive sales success—curiosity, teamwork, and effective coaching.

Rob shares lessons from his leadership journey, the challenges of first-time management, and the impact of domain expertise in sales. He also dives into the importance of sales enablement, training for new hires, and simplifying sales processes for better results. Tune in to hear Rob's insights on:

🔹 Curiosity in Sales – Why staying curious leads to stronger sales performance.
🔹 Sales as a Team Sport – The power of collaboration in closing deals.
🔹 Effective Coaching & Documentation – How accountability and tracking progress elevate sales reps.
🔹 Sales Enablement & Onboarding – Why training and support are crucial for new hires.
🔹 Mastering the Pipeline – The importance of simplicity and strategic forecasting.
🔹 Adapting Sales Communication – The resurgence of phone calls and evolving outreach methods.

This episode is packed with actionable insights for sales professionals and leaders looking to refine their approach. Tune in and let us know your biggest takeaway!

Robs Linkedin Profile

On today's episode of The Goats of Growth, I sit down with Steve Travaglini again, founder and CEO of WinRate, a sales tool designed to enhance the research capabilities of sales reps. We dive into the evolution of WinRate, exploring how AI-driven research is transforming the way sales reps prepare for calls and approach their work.

Steve shares his journey as a startup founder, from the challenges of early validation to the lessons learned through beta testing. He emphasizes the importance of human capital, customer feedback, and partnerships in building a tech company, offering valuable insights for entrepreneurs and sales reps alike.

Tune in to discover Steve's thoughts on:

• Automating Research in Sales: How WinRate helps sales reps save time while improving their preparation and performance.
• Navigating Startup Challenges: The highs and lows of entrepreneurship, from bootstrapping to building a supportive network.
• The Role of Feedback in Product Development: Why listening to customer needs and iterating based on user input is essential for success.
• Balancing Quantity and Quality in Sales: Striking the right balance for long-term growth.

Steves Linkedin Profile

Chapters

00:00 Introduction to WinRate and Its Value Proposition
06:13 Increasing Sales Capacity and Quality
12:12 Building a Tech Company Without Coding Skills
18:08 Navigating the Early Stages of Product Development
23:16 The Power of Human Capital in Startups
29:11 Identifying Market Needs Through Conversations
35:13 Understanding Beta Testing and Product Development
43:04 Looking Ahead: The Future of WinRate

On today's episode of The Goats of Growth, I have Michaela Dempsey, Chief Marketing Officer at Levelpath, an AI-powered procurement platform, to explore the concept of "delightful procurement" and how AI is transforming the procurement process.

Michaela dives into how AI can streamline procurement and marketing, boosting efficiency and enhancing the user experience. She also shares her views on the essentials of marketing fundamentals, the impact of LinkedIn in B2B growth, and why balancing short-term wins with long-term strategy is key.

Tune in to discover Michaela's insights on:

Delightful Procurement: How AI can make procurement processes smoother and more enjoyable for users.

Retargeting and Visibility: The power of retargeting ads in boosting brand awareness.

Facing Challenges with Confidence: The importance of confidence and resilience in marketing leadership.

Iteration in Marketing: Balancing data-driven insights with gut instincts for effective decision-making.

Long-Term Vision and Sales Alignment: Why aligning marketing and sales with a clear vision drives growth.

Join us for this episode packed with actionable advice on AI, marketing strategy, and leadership from a top industry CMO!

Michaelas Linkedin Profile

LevePath Website

Chapters

00:00 Introduction to Levelpath and Michaela Dempsey. 06:10 The Role of AI in Procurement and Marketing. 11:51 Core Fundamentals of Marketing and Customer Care. 18:13 The Power of Retargeting and Long-Term Strategies. 35:26 Facing Challenges with Confidence. 42:57 The Importance of Iteration in Marketing. 48:21 Motivation and Goals in Marketing Leadership. 55:56 Personal Passions and Work-Life Balance.

On today's episode I sit down with Jamie Walker, CMO of KeyFactor, to explore the strategic marketing initiatives that fueled the company's growth from $15 million to $100 million in ARR.

Jamie shares her insights on the importance of predictable marketing strategies and how balancing short-term wins with long-term goals can drive success. She also dives into the significance of cross-functional collaboration and building a high-performing marketing team that adapts to the evolving needs of the business. Tune in to hear Jamie's perspective on:

KeyFactor's Growth: How the company leveraged a strong product-market fit to scale rapidly.
Marketing Predictability: The role of SEO and forecasting in generating a predictable pipeline.
Cultural Integration in M&A: How to navigate and blend different company cultures during mergers and acquisitions.
Data-Driven Decisions: How data guides product focus and growth strategy.
Investing in People: Why employee satisfaction and strategic planning are key for future success.

Join us for this episode filled with valuable lessons on scaling, leadership, and marketing strategy from one of the industry's top CMOs!

Jamies Linkedin Profile

Chapters

00:00 Introduction to KeyFactor and Jamie Walker
03:02 Strategic Priorities for Growth
05:47 The Importance of Predictability in Marketing
08:53 Long-Term vs Short-Term Wins
11:49 Cross-Functional Collaboration and Trust
15:09 Building a High-Performing Marketing Team
30:33 Radical Candor and Accountability in Growth
32:49 Blending Cultures: Education and Training
34:41 Reshaping Company Values and Messaging
38:35 The Long-Term Impact of Culture on Growth
42:44 Strategic Planning for Future Growth
46:20 Motivation and Goal Setting
48:43 Learning from Success and Failure
51:34 Balancing Work and Family Life
55:23 Trust as a Key Quality in Leadership

On today's episode of The Goats of Growth, Cris Mendes, VP of Sales at WEVO, talks about his unique approach to coaching by first identifying the limiting beliefs that may be preventing people from achieving their goals. Once identified, he works with them to overcome those beliefs so they can reach their full potential.  

Cris' deep passion for coaching, influenced by his own experiences with impactful mentors, is palpable throughout this episode. With a focus on sales fundamentals and personal growth, Cris also dives into the core traits that define great salespeople, including the importance of curiosity and coachability. 

Here's what to listen for:

Coaching in Sales: The significance of effective coaching in sales, focusing on both ability and proficiency to drive long-term success.

Overcoming Limiting Beliefs: How understanding and overcoming personal limiting beliefs can unlock potential in sales and life.

Curiosity and Sales Success: Why curiosity is one of the most essential traits for a successful salesperson.

Discipline Over Talent: The role of discipline in achieving sales success, often outweighing natural talent.

Chris's Linkedin Profile

Timestamps

00:00  Introduction to Cris Mendes 02:06 The Passion for Coaching and Development. 05:17 Fundamentals of Sales Skills. 07:11 Overcoming Limiting Beliefs. 10:20 Practical Coaching Techniques. 14:44 Understanding Neuro-Linguistic Programming. 17:18 The Importance of Curiosity in Sales. 24:54 Ability vs. Proficiency in Sales. 32:47 The Role of Discipline in Sales Success. 36:34 Curiosity and Coachability in Hiring. 48:40 Rapid Fire Questions and Closing Thoughts.

On today's episode of The Goats of Growth, I have Austin Myers, VP of Revenue at Certificial.

Certificial is on a mission to automate and streamline the traditionally labor-intensive COI process, bridging the gap between the insurance and business industries. With a vision of a seamless future where COIs are obsolete and insurance information flows effortlessly across systems, Austin provides deep insights into how Certificial is leading this transformation. Tune in to discover Austin's insights on:

Revolutionizing COI Processes: How Certificial is automating and streamlining the COI process to save time and reduce risk for compliance managers, insurance agents, and vendors.

Connecting Industries: The importance of linking the insurance industry with the business world to ensure real-time compliance and eliminate insurance risks.

Financial Stewardship in Startups: The critical importance of budgeting, profitability, and proper measurement in decision-making, especially in a startup environment.

Hiring for Success: The traits Certificial looks for in their revenue organization, including curiosity, initiative, ownership, and judgment.

AI and Automation: How Certificial uses AI and automation to scale processes and boost efficiency across the organization.

This episode is packed with insights for anyone interested in the intersection of technology, insurance, and business growth! Tune in and let us know your key takeaway.

Austins Linkedin Profile

Chapters

00:00 Introduction to Certificial and the COI Process. 07:00 The Role of VP of Revenue at Certificial. 11:20 Message Market Fit and Evolution. 17:22 Becoming the Category Leader in the COI Space. 20:40 Execution and Growth Strategies. 25:14 Targeting Different Layers of Customers. 29:23 Leveraging Customer Advocacy for Growth. 29:51 The Importance of Budgeting and Being Good Stewards of Money. 31:44 Prioritizing Profitability and Proper Measurement. 34:57 The Role of Experimentation in Sustainable Growth. 36:53 The Hiring Profile for the Revenue Organization. 43:33 Using AI and Automation to Scale Processes.

My guest today is Armen Zildjian, VP of Sales at Clockwork, which is a financial planning and analysis platform for growing businesses and their advisors.

Armen has over 20  years of international software sales and sales leadership experience, and has helped take multiple scale multiple tech companies, including Drift, which achieved $1B valuation in 2021, LogMeIn (IPO), GrabCad (acquired by Stratasys), and Dyn (acquired by Oracle). He knows what it takes in the beginning, managing early-stage sales teams with little structure and process, all the way through international expansion with millions in revenue and a global sales team. 

In this episode he talks about his process for how he makes it all happen. 

Here are several key takeaways from the interview:

Empowering Small Businesses: How Clockwork helps small businesses succeed by providing accurate and timely financial data through financial advisors.

Understanding Customer Value: The significance of truly understanding the customer's problem and the value Clockwork can offer.

Iterative Sales Processes: The need for constant adaptation in sales processes, with feedback loops and certification programs ensuring success.

Hiring and Curiosity: Why hiring experienced salespeople and fostering natural curiosity are crucial for sales success.

Motivation and the 'Why': The importance of having a clear goal and understanding the motivation behind actions in sales.

Empathy in Management: Armen's management style focuses on empathy, understanding the whole person, and unlocking their potential.

This episode is packed with actionable advice for sales leaders looking to scale their teams and empower small businesses! Tune in and let us know your key takeaway.

Armens Linkedin Profile

Timestamps 00:00 Introduction and Background. 02:20 Clockwork's Vision and Value Proposition. 08:49 Growth and Scale: IPO or Acquisition? 14:30 Building and Fine-Tuning the Sales Process. 19:27 Handling Challenges in a Fast-Growing Startup. 23:42 Staying Focused and Disciplined in Decision-Making. 28:13 The Role of Sales Reps and A/B Testing. 32:10 Core Principles and Skills for Sales Success. 34:07 Understanding the 'Why' Behind Your Actions. 37:10 The Impact of Developing Others. 40:31 The Drive to Win: Having a Chip on the Shoulder. 51:01 Finding Fulfillment in Hobbies and Interests.

On today's solo episode of The Goats of Growth, I go deep into how to position yourself for the best job opportunities as we move towards the busiest time of year for recruiting and hiring. 

Focusing on three critical areas—Recruiters, Resumes, and References.

Tune in to insights on:

Building Relationships with Recruiters: Why connecting with recruiters who specialize in your target industry and roles is key to unlocking the best opportunities.

Crafting a Strong Resume: The importance of tailoring your resume to the job you're applying for, with a focus on relevance and showcasing your domain expertise.

Strengthening References: How reconnecting with former managers and establishing strong references can give you an edge in the hiring process.

Timing Your Job Search: Why preparing ahead of time is crucial, especially as the end of Q3 and the beginning of Q4 are peak periods for recruiting and hiring. This episode is packed with actionable advice for job seekers looking to navigate the job market with confidence and success! Tune in and let us know your key takeaway.

00:00 - Introduction 01:08 - Building Relationships with Recruiters 03:06 - Recruiters as Advocates 04:06 - Crafting a Strong and Relevant Resume 06:03 - Reconnecting with Old Managers for References 09:27 - Preparing for Job Opportunities Ahead of Time

In this episode of The Goats of Growth you will hear my interview with Kiva Kolstein, President and Chief Revenue Officer of AlphaSense.

Curious about the success behind an AI-powered market intelligence platform? Kiva shares how AlphaSense delivers quick and accurate search results and how a focus on operational excellence is driving its growth.

Tune in to discover Kiva's insights on:

Growth and Success of AlphaSense: Leveraging AI to provide market intelligence from a vast array of content sources.

Keys to AlphaSense's Growth: The role of operational excellence, sales enablement, and revenue operations in scaling the business.

Building a Strong Team: The importance of fostering a collaborative and feedback-rich culture to drive company success.

Future Plans for AlphaSense: Expanding globally and enhancing the platform with generative AI and natural language interaction.

Balancing Growth and Efficiency: Strategies for maintaining efficiency while pursuing aggressive growth targets.

Enjoy the episode!

Kivas Linkedin Profile

 

This is a different kind of show from what I normally do, meaning that most of my shows feature in depth interviews with one guest on various growth oriented topics. However, in this episode, you will hear clips from five recent interviews that I did that basically focus on the same topic, which have been all about the strategic thinking needed for CROs to run profitable and efficient growth organizations in the wake of the growth at all cost error that ended a couple of years ago. So in this episode, you will hear the viewpoints of Meshach Amua -Fuster, portfolio CEO, Tracy Sastilli, former chief revenue officer at Intellimize, Michelle Benfer, SVP of Sales at Bill, Jacco  'Vanderkoi, Founder of Winning by Design  and Katie Ivy.

Chief Revenue Officer at Walnut. Enjoy the episode.

Meshachs Linkedin Profile

Jacco's Linkedin Profile

Tracys Linkedin Profile

Michelles Linkedin Profile

Caties Linkedin Profile

In today's episode of The Goats of Growth, we have Catie Ivey, CRO of Walnut! She discusses the differences between selling in today's environment versus selling just a few years ago. 

Of course, as a recruiter, the thing that stuck out most to me was the what she said about the differences between great sellers and CSMs and everyone else, and the very real consequences if you're not great at what you do today. 

Takeaways from this episode:

Enhancing B2B Sales: Leveraging product demos to create a buyer-centric experience throughout the buying journey.
Transitioning to CRO: The challenges and learning curve involved in owning the full revenue number.
Optimizing Sales Processes: Strategies for go-to-market teams to do more with less and improve unit economics.
Cross-Team Alignment: Creating alignment across product, marketing, sales, and customer success teams for scalability and predictability.
Building a Strong Team: Hiring candidates with intellectual curiosity, growth mindset, and coachability.
Mentorship and Diversity: Katie's passion for mentoring young women in sales and promoting diversity in leadership roles.
Pipeline Building: Exploring new strategies for building pipeline and learning from industry peers.

Caties Linkedin Profile

In this episode of The Goats of Growth, I interviewed Gregg Carman, CEO and Founder of Chiefsight, which empowers mid-market companies to make data-driven financial decisions with generative AI. Cheifsight analyzes data from multiple systems and provides relevant recommendations to make faster decsions while your competiors are stuck in analysis paralysis.

Want to hear his go-to-market strategy and his visionfor the future? It's all in this episode!

Data-Driven Decisions: How ChiefSight uses AI to provide real-time measurement of key performance indicators and benchmarks for better, faster business decisions.

Generative AI in Marketing: Utilizing AI to analyze data from multiple systems and deliver relevant recommendations, significantly improving conversion rates.

Target Audience Strategies: Focusing on CFOs, with the CEO and CRO as key influencers, and exploring omnichannel strategies for demand generation.

Thought Leadership: The role of thought leadership in defining and designing a market, leading to market leadership and profitability.

Market Opportunities: Tapping into the large and growing market for decision intelligence applications.

Gregg Carmens Linkedin Profile

00:00 Introduction to ChiefSight and Greg 03:20 Real-Time Measurement and Benchmarks for Better Decision-Making 05:45 Using Generative AI to Analyze Data and Provide Recommendations 09:20 Targeting CFOs with Influencers in the CEO and CRO 16:13 Exploring an Omnichannel Strategy for Demand Generation 24:23 The Power of Generative AI in Demand Generation Marketing 29:14 Thought Leadership: Defining and Designing a Market 32:20 Scalable and Efficient Content Marketing with Generative AI 36:19 Building a Business for Sustainable and Profitable Growth 42:34 The Market Opportunity for Decision Intelligence Applications

In this episode of The Goats of Growth, I interviewed Bobby Touran, Co-Founder of Rainbow, an insuretech company focusing on the restauant industry. 

One of the biggest questions I had for Bobby was about the keys to raising money in 2024, given that it;s much more difficult than it was just a few years ago.

Enjoy the episode!

Bobbys Linkedin Profile

Timestamps

00:00 Introduction and background 04:27 Seizing Opportunities and Adapting to Change 13:07 Raising Funds and Building a Successful Business 37:22 The Importance of Team, Vision, and Value Proposition in Entrepreneurship

In this episode I interviewed Michelle Benfer, Senior Vice President of the Accounts Payable and Accounts Receivable Product Lines for BILL.

I asked Michelle about a post she shared on LinkedIn that caught my eye about the Rule of 40 and how focusing on the right roles and the right intelligence in RevOps makes you less reliant on sales headcount.

Listen to the episode to find out more, including:

Balancing Profitability and Growth: Understanding the rule of 40 and its significance for public SaaS companies.

Driving Productivity: The critical role of RevOps and how to effectively align bonuses with productivity benchmarks.

Sales Enablement: Strategies for boosting productivity and disseminating best practices across the sales team.

Effective Sales Management: Tips for hiring well, coaching effectively, and focusing on pipeline management, performance, and culture.

Navigating 2024: Insights into the challenges of running a sales team and the importance of investing in the right resources. This episode is packed with actionable advice for sales leaders aiming to achieve a balanced and productive sales organization!

Tune in and let us know your key takeaway.

 

Michelles Linkedin Profile

Timestamps

00:00 Introduction to Michelle Benfer and Bill 01:37 The Rule of 40: Balancing Profitability and Growth 10:17 The Importance of Sales Enablement in Supporting the Sales Team 35:20 Challenges of Running a Sales Team in 2024

In this episode, Steve Travaglini, the CRO that led LinkSquares from $500K to an astounding $50M in ARR in just 5 years, shares his entire journey. 

Struggling with startup setbacks and doubt? Steve resilience, drive, and bias towards action, will inspire you in a way that could set you on path to the same kind of success. Of course, you'll have to do it without Steve.  

Tune in to discover Steve's insights on:

Uncovering Success: The journey from setbacks to triumph, and the lessons learned along the way.

Building a Sales Culture: Hiring for grit and optimism to create an unshakable team.

Driving Revenue: The pivotal role of a game-changing product in the sales landscape.

The Blueprint for Growth: Strategies for forging an unbreakable sales culture and fostering explosive growth. This episode is packed with actionable advice for entrepreneurs and sales leaders aiming to achieve extraordinary success!

Tune in and let us know your key takeaway.

Steves Linkedin Profile

00:00 Introduction and Background 03:01 Getting Fired and Joining Link Squares 08:56 Building the Sales Team at Link Squares 15:54 Lessons Learned and Adjustments Made 32:10 Continued Growth and Challenges Faced 37:55 The Evolution of a Sales Leader 38:22 Staying Involved in the Day-to-Day Operations 39:23 Building a Sales Culture and Scaling a Sales Organization 40:12 Delegating and Working on the Business 44:09 Introducing WinRate 48:45 Addressing Pain Points in Pricing, Packaging, and Value Presentation

On today's episode of The Goats of Growth, we have Tracy Sestili, Chief Revenue Officer of Intellimize!

Struggling to bridge the CMO-to-CRO gap? Tracy, a former CMO herself, reveals how marketing expertise can supercharge your CRO role. Can a marketing background be the secret weapon for CRO success? Tune in to discover Tracy's insights on:

• Unlocking Growth: Collaboration, data-driven decisions, and the power of a user-friendly product.
• Scaling Revenue: Pricing, ICP, and the challenges (and rewards) of new market expansion.
• Product-Led Growth: Dominating your niche, lowering barriers to entry, and building brand advocacy.
• The Future of Sales: Adapting to change and the ever-evolving sales landscape.

This episode is packed with actionable advice for marketing and sales leaders looking to drive explosive growth!

Tracys Linkedin Profile

00:00 Introduction and Tracy's Background. 03:30 The Value of a Marketing Background in the CRO Role. 11:45 The Importance of Cross-Functional Collaboration for CROs. 25:15 Addressing Pricing, ICP, and Product Feature Issues. 28:59 Strategies for Scaling Revenue. 32:19 Challenges of Expanding into New Markets. 35:35 The Challenges of Product-Led Growth. 37:24 Dominating a Market before Expanding. 39:12 Creating a Seamless User Experience. 44:09 Balancing Growth and Efficiency. 46:08 Motivation: Doing Impactful Work. 48:38 Personal Goals and Hobbies. 53:01 The Future of Sales Teams in 2024.

In this episode of The Goats of Growth, we're joined by Solomon Kahn, the CEO behind Delivery Layer. We discuss his data industry journey and the inception of his brainchild, unveiling the niche market's potential as well as Delivery Layer's mission: furnishing robust tools for seamless data sharing—a sector long overlooked.

From the exhilaration of securing the inaugural client to navigating the complexities of missed opportunities, Solomon shares candid anecdotes. Tune in as he unveils his LinkedIn playbook, deciphering how strategic audience cultivation fuels outreach and cultivates promising leads.

Solomons Linkedin Profile

00:00 - Introduction to Solomon Kahn and Delivery Layer 03:32 - The Need for Delivery Layer in the Market 08:35 - Building Delivery Layer and Pricing Strategy 11:34 - The Power of Building an Audience on LinkedIn 22:50 - Future Growth and Challenges for Delivery Layer 35:50 - Exploring the Use Cases of Delivery Layer 46:19 - Building Trust and Reliability in the Data Industry 53:27 - The Long-Term Vision for Delivery Layer 57:26 - Motivation and Learning in the Data Industry 01:02 - Navigating the Jump from $100K to $1 Million in ARR 01:05 - The Importance of Sleep and Personal Well-being

In this episode of "The Goats of Growth," I interview Jacco van der Kooij, founder of Winning by Design, about the challenges facing SaaS companies in achieving go-to-market fit.

Jacco explains that the "growth at all costs" mentality has led to inefficient spending on sales and marketing, resulting in unsustainable growth. Tune in to learn how he advocates for a shift towards process-centric strategies, emphasizing the need for data-driven decisions, cost efficiency, and the unique treatment of different market segments. 

Jaccos Linkedin Profile

Revenue Architecture (00:01:12)
Jacco's book "Revenue Architecture" and its insights into successful revenue leadership.

Has SaaS lost go to market fit? (00:01:48)
Discussion on a paper titled "Has SaaS lost go to market fit?" and its implications for venture-backed SaaS companies.

Product market fit and go to market fit (00:02:53)
Exploration of the concepts of product market fit and go to market fit, and their significance for sustainable growth.

SaaS companies' go to market challenges (00:04:23)
Analysis of the challenges faced by SaaS companies in maintaining go to market fit and the increasing cost of marketing and sales.

Impact of cost increase on go to market fit (00:05:22)
Discussion on the rising cost of acquiring revenue and its impact on go to market fit and sustainability.

Automation and evolving go to market strategies (00:11:13)
Insights into the potential impact of automation on certain tasks and the evolution of go to market strategies in response.

The role of the CFO and CRO in go to market strategies (00:13:47)
Exploration of the evolving roles of the CFO and CRO in managing go to market strategies for rapid growth companies.

Scaling and efficiency in go to market motions (00:17:25)
Consideration of tactics for scaling and maintaining efficiency in go to market motions for companies reaching the $200-300 million revenue level.

The importance of being process-centric (00:21:01)
Discussion on the shift from people-centric to process-centric organizations and the need for optimization and automation.

Impact of process automation on productivity (00:22:21)
Exploration of how automation and technology can increase productivity and revenue per headcount.

Skills and certification for executives (00:25:54)
Discussion on the necessary skills and certification for executives in the context of revenue architecture and the changing business landscape.

The need for education and certification in revenue architecture (00:29:32)
Exploration of the importance of education and certification for executives to understand revenue architecture and compound growth.

Investment in retention and expansion for revenue growth (00:32:10)
Insights into the shift from new revenue acquisition to investment in retention and expansion for revenue growth.

Challenges in shifting marketing and sales alignment (00:37:43)
Discussion on the challenges and time required for shifting marketing and sales alignment in organizations.

Balancing short-term demands and long-term growth (00:40:04)
Exploration of the paradoxical challenge of meeting short-term demands while focusing on long-term growth strategies.

Server, software, and GTM (00:41:13)
Discussion on the design and success rates of server, software, and go-to-market motion.

Success rates of server and software (00:41:57)
Explanation of the success rates of server (99%) and software (five nines).

Success rate of GTM (00:42:39)
Exploration of the success rate of companies in the go-to-market motion, defined as closing over a $3 million round in funding.

Vision and compound growth (00:45:41)
Discussion on the importance of vision and compound growth in go-to-market strategy.

Changing GTM motion (00:47:44)
Exploration of the evolving go-to-market motion and the need for proper architecture in sales strategies.

Exploring future topics (00:48:43)
Request for a future episode to delve into the seeds being planted for the next phase of go-to-market strategies.

In this episode, you will hear the excerpts from 6 inetrviews I did for The GOATS of Growth book. I asked everyone the same question, which was, "What major setbacks did you face early on and how did you overcome them?"

In order of appearance, you will hear:

• Ed Calnan
• Elissa Fink
• Mark Roberge
• John McMahon
• Laura Zwahlen
• Ryan Burke

Each one of them has acheived, by definition, uncommon success, and all of them faced challenges early on in their journeys before they achived their respective success. Persistence, is the common theme that I took away from hearing their stories, and I think you will too. 

Enjoy

In this episode I had the pleasure of speaking with Kayvon Touran, CEO and Co-Founder of Zal.ai.

He shared how a career frustration he had inspired Zal which helps organizations implement career pathing and specifically to help them contextualize, apply and measure the efficacy of their learning and development programs. 

That said, more than anything, this episode is about the start of an entrepreneurial journey and how to take an idea and see it through all the way to builing a product with a market and a strategy to sell it. Lots of leanings along the way. 

Enjoy!

Kayvons Linkedin Profile

 

The ideation phase (00:02:05) Kayvon's journey in early stage technology startups.

The need for context in learning and development programs (00:03:19) Kayvon's realization of the context problem in workforce development and the need for personalized, dynamic, and applicable learning content.

Challenges in career pathing implementation (00:05:25) The difficulties and opportunities in implementing career pathing, the value of career pathing, and its challenges in terms of cost and time.

Creating alignment between strategic initiatives and career goals (00:07:11) The importance of creating alignment between an organization's strategic initiatives and employees' career goals, and the challenges faced in achieving this alignment.

The messy process of ideation and information gathering (00:16:56) The chaotic process of gathering information, following instincts, and overcoming doubts during the ideation phase.

Judging information and separating signal from noise (00:19:58) Kayvon's intuitive approach to processing information and the importance of combining different perspectives to determine the accuracy of the information.

Resources for Research (00:21:40) Kayvon talks about the various resources used for research, including programs and homegrown research.

Challenges in Job Architecture (00:25:33) Kayvon explains the challenges faced by companies in creating accurate job architecture and how Zol addresses these issues.

Career Path Tool and Skill Verification (00:28:44) Kayvon details the features of the career path tool and the importance of skill verification in their platform.

Staying Disciplined in Feature Development (00:30:54) Kayvon discusses the discipline required to avoid building unnecessary features and the focus on delivering value to users.

Building the First AI MVP (00:31:29) Kayvon explains the process of creating the first AI minimum viable product and the value-driven approach to development.

Customer Acquisition Strategy (00:37:40) Kayvon shares the strategy of building a community of interested individuals and incorporating customer feedback into the product development process.

Pricing and Commercializing (00:40:39) Discussion on pricing strategies and challenges in quantifying the value of solutions for changing job dynamics.

Iterative Process and Refinement (00:41:27) Emphasizing the iterative approach in developing the business, including pricing strategies and market positioning.

Investing in Company Growth (00:45:38) Strategies for reinvesting in the company to enhance product offerings and expand the customer base.

Target Market Segmentation (00:49:40) Segmenting the target market based on company size and tailoring offerings to specific audience and organizational needs.

 

In this episode of the "Goats of Growth" podcast, I interview Meshach Amuah-Fuster, a dynamic business leader. Meshach shares insights from his journey, emphasizing the evolving role of revenue-focused CEOs. We discuss topics such as customer lifetime value, cost management, and the delicate balance between growth and profitability. Our conversation also highlights the importance of data-driven decisions and creating value in today's digital age.

Whether you're just starting your ascent or already a seasoned CEO, this episode is packed with wisdom for every stage of your journey.

Meshachs Linkedin Profile

Becoming a CEO (00:02:34)
Meshach's transition from sales to CEO, driven by a passion for operational aspects and the evolving role of a CEO.

CEO's Revenue Focus (00:05:59)
The shift towards revenue-focused CEOs due to the paramount importance of top and bottom-line revenue and the need for hands-on leadership.

Leap from CRO to CEO (00:08:18)
The significance of the leap from CRO to CEO and the need to fill skill gaps for effective leadership.

Customer Lifetime Value to CAC Ratio (00:13:00)
Explaining the significance of the customer lifetime value to customer acquisition cost ratio and its impact on marketing investment decisions.

Cost-Cutting Decisions (00:19:03)
The impact of cost-cutting on different business models and the need to understand where to maximize top and bottom-line simultaneously.

Decisiveness in Making Business Decisions (00:21:02)
The importance of making quick decisions during crises and the process of decision-making in business.

Organizational Pivots and Decision-Making (00:25:45)
Discussion on the frequency and magnitude of organizational pivots, including quick changes and larger strategic shifts.

CEO's Time Management and Daily Routine (00:27:54)
Insight into the CEO's daily routine, including early rising, exercise, nutrition, writing, and time for thinking and planning.

Vision, Strategy, and Execution (00:31:59)
The relationship between vision, strategy, execution, and the significance of consistency and discipline in achieving success.

The valuation metrics (00:39:41)
Explanation of key components influencing the valuation of an organization, including run rate, retention rate, globalization, ROI, and barriers to entry.

Growth vs. profit focus (00:40:55)
Discussion on organizations' focus on growing valuation and exiting in a few years versus traditional profit-focused approach.

Creating value and tapping into emotional states (00:43:50)
Explanation of creating value and tapping into emotional states in sports and fashion industries to drive revenue and profit.

Importance of Vision vs. Execution (01:01:55)
Discussion on the significance of vision and execution in business strategy.

In this episode of "The Goats of Growth," I got a solo episode for you to keep yourself productive and motivated, especially if you're working solo as an entrepreneur or fractional CRO.

Jays Linkedin Profile

Change your latitude (00:06:40)
Discussing the benefits of changing work locations daily for increased focus and productivity.

Hire people who can do the teachable and repeatable (00:12:56)
Explaining the value of hiring help for tasks that are teachable and repeatable, allowing for focus on strategic activities.

Find and follow people who have walked in your path (00:15:23)
Highlighting the significance of seeking guidance and inspiration from those who have pursued a similar career path.

Do the hardest stuff first (00:18:28)
Stressing the importance of prioritizing challenging tasks early in the day to ensure focus and productivity.

Time block everything (00:20:19)
Emphasizing the benefits of scheduling and time-blocking activities to maintain a purposeful and focused workday.

Partnerships and Collaboration (00:21:25)
The speaker discusses the benefits of working closely with partners and finding someone to share experiences and accountability.

Involving Family in Business (00:22:23)
The speaker shares how involving family members, in this case, his wife, can provide support and help in managing the business.

Importance of Walks (00:23:17)
The speaker emphasizes the value of taking walks for mental clarity, idea generation, and strategic thinking.

Public Accountability (00:25:08)
The speaker talks about the importance of being publicly accountable, such as committing to regular podcast episodes, to stay productive and motivated.

Final Remarks and Call to Action (00:27:05)
The speaker concludes the episode, encouraging listeners to follow, rate, and share the podcast, and promises a guest for the next episode.

In this episode of "The Goats of Growth," I spoke with Vince Beese, Founder of Sales@Scale and Sales HQ. You'll hear his insights into how he consistenly scaled revenues for many companies, including an IPO and 3 other successful exits. But before sharing his strategic approach to growth, he added the caveat that nothing else will matter if you don't have product, market, fit. Once you have that,the real work begins and there is no silver bullet.  Find out how he finds sales at scale. 

A must listen to anyone.

Vinces Linkedin Profile

Understanding Product-Market Fit (00:02:25)
Achieving extreme growth relies on product-market fit. Vince discusses the importance of product-market fit in achieving substantial revenue growth.

Differentiating in a Crowded Space (00:09:53)
Vince explains the significance of understanding and communicating the unique value proposition and differentiation in a crowded market.

Generating Top Pipeline (00:13:45)
The discussion shifts to strategies for generating top pipeline, including channels, outbound communication, and the handoff process from leads to opportunities.

Testing and Data Reliability (00:15:15)
Vince highlights the importance of testing and data reliability in outbound communication, sharing insights on when to consider data reliable.

Benchmarking Response Rates (00:19:45)
The conversation touches on benchmarking response rates for outbound communication, providing insights for less experienced individuals.

Importance of Personalization in Enterprise Sales (00:21:26)
Exploring the significance of personalization in enterprise sales and strategies for achieving it at scale.

Scalability and Human Element in Sales (00:23:16)
Discussing the balance between scalability and the human touch in sales, including recruiting, coaching, and development.

Leveraging Networks and Referrals (00:26:03)
Highlighting the value of networking, referrals, and personal connections in sales and business growth.

Overcoming Bottlenecks in Revenue Growth (00:33:43)
Addressing common bottlenecks in revenue growth and challenges in advancing from one revenue milestone to the next.

Sales HQ and Co-Selling Community (00:38:53)
Introduction to Sales HQ, a co-selling community, and its vision for providing a collaborative environment for sales professionals.

Creating a Hybrid and Remote Sales Environment (00:39:56)
Vince explains the concept of recreating a collaborative and motivating environment for remote and hybrid sales teams.

Community and Collaboration at Sales HQ (00:40:45)
Vince emphasizes the importance of community, collaboration, and learning from each other in the sales environment.

Benefits of Hybrid Model and Expansion Plans (00:44:26)
Vince discusses the performance benefits of the hybrid model and his vision for expanding Sales HQ to other cities.

Personal Interests and Networking (00:49:10)
Vince shares his love for sports, particularly being a season ticket holder, and his passion for staying active.

Building a Great Sales Culture (00:50:02)
Vince highlights the importance of transparency, open communication, and trust in building a great sales culture.

Bonus Question: An Interesting Fact about Oneself (00:51:21)
Vince shares his go-to interview question and discusses the challenge of finding something genuinely interesting about oneself.

In this episode of "The Goats of Growth," I had the pleasure of speaking with Sherri Sklar,  a seasoned tech growth strategist and Chief Revenue Officer, while also an Operating Partner at Edison Partners, which a growth equity firm. Sherri partners with Boards, CEOs, and executive leaders to help them build, scale and optimize their sales, marketing and customer success teams. 

In this episode we discuss:

• Strategies for effectively aligning sales and marketing efforts.
• How she first added Operating Partner to her CRO title 
• The significant role her network track record of success has played  
• The value of assessing talent and recruitng the best
• There sponsibilities of a CRO/Operating Partner 
• Key metrics for gauging and optimizing success.
• Valuable insights into fostering a robust sales culture.
• All that and more.

Tune in and enjoy the episode.

Sherri's Linkedin Profile

Sherri Sklar's expertise (00:01:02)
Overview of Sherri Sklar's expertise and career in tech growth strategy and revenue leadership.

Defining the role of an operating partner (00:02:07)
Explanation of the role and purpose of an operating partner at a private equity firm.

Operating partner expertise areas (00:04:10)
Discussion of the different function areas besides go-to-market that operating partners may focus on.

Transition to operating partner role (00:09:24)
Sherri Sklar's transition from Chief Revenue Officer to operating partner and the circumstances leading to it.

Networking and career opportunities (00:10:56)
The role of networking and relationships in career opportunities and job referrals.

Impact on a portfolio company (00:13:29)
Sherris impact on a portfolio company's growth and success.

Strategic decision-making (00:16:31)
The process of making strategic decisions and conducting assessments for growth strategies.

Identifying common growth challenges (00:19:49)
Common challenges and areas for improvement in scaling companies, particularly related to identifying ideal customer profiles and aligning sales and marketing.

Transitioning from fractional CRO to operating partner (00:25:01)
The path from being a fractional CRO to becoming an operating partner at a private equity firm and the necessary qualifications.

The role of an operating partner (00:32:12)
The responsibilities and involvement of an operating partner in a private equity firm, including due diligence, creating plans, and being an advocate for portfolio companies.

Measuring success and impact on portfolio companies (00:34:52)
Evaluating success and impact in terms of enterprise value, growth, bookings, and retention, and the key levers to impact results positively.

Evaluating sales talent for portfolio companies (00:38:14)
The qualities and skills to look for in evaluating sales talent and the impact of getting the right talent on the commercial value of the company.

Coaching and leadership (00:51:15)
Sherri discusses the importance of coaching and leadership in developing both talented and struggling team members.

Building a great sales culture (00:54:33)
Sherri suggests a meaty question for the next guest about building a great sales culture and its impact on organizational success.

In this episode of "The Goats of Growth," I have a podcast first in which you'lI hear my interview with not one guest, but two! Scott Anderson and Jason Ingargiola of And1 Advisors join me to  discuss the 6 cultural pillars needed for building startups and that become unicorns which are:

• Culture of Living Your Values
• Hire for Culture
• Coaching Culture
• Cross-Funtional Winning Culture
• Customer Centic Culture
• Learning Culture

Enjoy the episode!

Here are the link to find out more about my guests and to get in touch with them.

Scott Andersons Linkedin Profile

Jason Ingargiolas Linkedin Profile

And 1 Advisors Website

Living Your Values (00:09:52)
Importance of embodying and holding each other accountable to company values for a successful culture.

Foundation of Ownership (00:12:15)
Creating a culture where everyone takes ownership of their roles and decisions, fostering a sense of responsibility and accountability.

Culture of Speed (00:13:26)
Encouraging innovation, learning from failures, and driving quick decision-making and execution to maintain a competitive edge.

Feedback and Accountability (00:14:46)
Establishing a feedback loop and holding individuals accountable for aligning with the company's values and culture.

Leadership Examples (00:16:47)
Illustrating the importance of upholding values through executive actions and the impact of living company principles in decision-making.

Company Values in Action (00:18:08)
Demonstrating the significance of adhering to core principles through real-world examples from the consumer packaged goods industry.

Mutuality (00:19:06)
Internal and external mutuality, vendor and partner relationships, and living company values.

Hiring for Culture (00:20:09)
Recruiting best athletes, holding mutual accountability, and conducting separate cultural interviews.

Determining Cultural Fit (00:24:30)
Objective and subjective hiring approaches, stability, repeatability, and scalability.

Coaching Culture (00:31:14)
Creating a coaching culture, coaching for performance, and soft skills for effective coaching.

The importance of listening and understanding (00:37:28)
Understanding the significance of active listening and interpreting communication styles for better understanding and mentorship.

Mentor mentality and cultural dynamics (00:39:31)
Discussing the impact of adding team members on the cultural dynamics and the importance of maintaining core values.

Cross-functional and winning culture (00:41:26)
Emphasizing the importance of a winning culture and recognizing and rewarding individuals based on their unique motivations.

Customer-centric culture and client selection (00:48:29)
Exploring the significance of making customers part of the culture, being part of their culture, and focusing on ROI for successful partnerships.

Saying no to potential clients (00:53:56)
Understanding the importance of selecting the right scope of work and being transparent with clients for long-term success.

The importance of living company values (00:56:38)
The significance of being consistent with values and engaging with the CEO to uphold company values.

Run a learning culture (00:57:26)
The challenges of implementing learning culture in organizations and the need to have a plan for personal and scalable learning.

Accountability and onboarding academy (00:58:55)
The role of accountability in information sharing within the organization and the need for a structured onboarding academy.

Culture drives retention and recruitment (01:00:59)
The impact of culture on retaining talent and driving recruitment strategy for a company.

Rapid fire five questions (01:02:32)
A series of quick questions and answers related to personal motivations, goals, preferred ways of learning, favorite characters, and leisure activities.

Advice to one's past self (01:09:15)
Reflections on advice to give to one's past self, including the importance of having a vision and staying true to oneself.

Question for the next guest (01:11:33)
The hypothetical choice between a team of middling performers and a team with a couple of high performers and many struggling individuals, and the implications for scaling the business.

In this episode of "The Goats of Growth, I talk with Mark Feldman, Co Founder & CEO of Revenue Base.
We disucss the pivotal world of data acquisition and its profound impact on business expansion and explore the delicate balance between quantity and quality in outreach strategies. Mark stresses the importance of active listening and adept problem-solving to drive sales aswell as the necessity of cultivating efficient growth in today's dynamic market. 

And if you're in need of understanding what the key strategies are for understanding and addressing customer needs on both logical and emotional levels, and how they contribute to driving sales, well we go into details in this episode. 

Mark Feldmans Linkedin Profile

Mark Feldman's Background (00:01:06) Mark Feldman and Jay reminisce about their first meeting and Mark's career at Net Prospects.

Founding of Revenue Base (00:02:03) Mark discusses the impetus for starting RevenueBase and the problems it solves in data quality.

Challenges of Data Quality (00:02:28) Mark explains the frustration with data vendors and the focus on quality data at Revenue Base.

Time-consuming Data Acquisition (00:03:45) The discussion on the time-consuming and unreliable process of acquiring contact data and building lists.

Struggle with Data Quality (00:05:23) The continued struggle of database companies to provide quick access to accurate data for revenue and sales teams.

Acceptance of Bad Data (00:06:13) The normalization of dealing with bad data and the need for a shift in mindset towards data quality.

Steps for Marketing Growth (00:07:20) Mark Feldman advises on the steps for marketing growth, targeting the right audience, and personalized messaging.

Balancing Volume and Quality (00:14:28) Jay seeks advice on the balance between volume and personalization in outreach efforts.

Creating Segments for Targeting (00:18:30) Mark Feldman discusses the importance of creating segments and providing value to specific audience groups.

Scaling and Iteration (00:20:36) The discussion on finding the right messaging and knowing when to scale and iterate for growth.

The benchmark for change (00:21:43) Discussion on when to change strategies based on data benchmarks and the importance of recognizing false signals.

Avoiding early mistakes (00:23:19) The significance of listening to and understanding customer needs to avoid common mistakes that hinder growth.

Balancing growth and profitability (00:26:08) The shift in investor mindset towards growing efficiently and profitably, and the impact on valuations and exits.

Rapid fire five (00:28:00) Five quick questions to know more about Mark Feldman, including his motivations, preferred learning method, and favorite activities outside of work.

Learning from failure (00:30:21) Mark greatest defeat, lessons learned, and the importance of learning from failures to move forward.

Question for next guest (00:32:43) The question Mark suggests asking the next guest about advice they would give their younger selves at the start of their careers.

In this weeks episode of The Goats of Growth, I found myself on the flip side of the microphone, participating in the insightful 'Allegos EnableMinute.' During our conversation, we delved into the nuances of strategic hiring, the art of coaching for success, and the pivotal role that revenue leaders play in steering the trajectory of growth.

Allegos Linkedin Profile

Allego.com

Jay Webb's background and the Goats of Growth (00:02:04) Jay Webb's role as the founder and CEO of the Goats of Growth, and the concept behind the name.

Interview and hiring process for revenue leaders (00:03:09) The initial steps and process involved in interviewing and hiring a revenue leader.

Qualities and characteristics of revenue leaders (00:06:02) The common qualities and characteristics organizations look for in a revenue leader.

Assessing a candidate's strategic vision and ability (00:09:18) Methods for assessing a candidate's strategic vision and ability to drive revenue growth.

Successful placements and standout candidates (00:13:06) Examples of successful placements for revenue leadership positions and standout candidates.

Key trends and emerging practices in revenue leadership (00:16:30) Discussion on key trends and emerging practices in the field of revenue leadership.

Succession planning for revenue leaders (00:19:17) The importance of succession planning for revenue leaders and the skills needed for the future.

Succession Planning (00:20:28) Importance of staying updated on skills and trends for CEOs and revenue leaders.

Early Conversations (00:21:38) The significance of starting conversations about leadership changes early to avoid disruptions.

Recruiting Mentality (00:22:26) Emphasizing the need for revenue leaders to have a proactive approach to talent identification and recruitment.

In this episode I spoke with Kevin McShane, private equity Operating Partner and former linebacker of the 1988 National Champion Notre Dame Fighting Irish, who built a career in technology and a reputation as a CRO for creating enough value that would lead to multiple successful exits.   We covered everything from the leadership lessons he learned from Coach Lou Holtz,  his move in tech CRO roles, his advice for other CROs and operators who aspire to make the move into private equity, what makes a succeful private equity operating partner, and much more.

Kevin McShanes Linkedin Profile

Timestamps from the show: 

Lessons from Coach Holtz (00:02:40)
Impact of Lou Holtz's leadership on the Kevins career and the importance of caring for every individual.

Transition to Private Equity (00:07:27)
Kevins journey from CRO to operating partner, including successful exits and leadership principles.

Difference Between Venture Capital and Private Equity (00:13:03)
Explanation of the distinctions between venture capital and private equity in terms of investment and ownership.

From Operator to Operating Partner (00:15:16)
The impetus for the guest's transition to an operating partner role and the challenges and excitement of the new position.

Training and Leadership (00:17:37)
The significance of ongoing training and leadership development in driving growth and success in organizations.

Measuring Performance and Impact (00:22:54)
Discussion on the challenges of transitioning from day-to-day operations to a broader role and measuring impact in a new position.

Building Trust and Collaboration (00:23:43)
Operating partner's role, building trust with the CEO and leadership, low ego and collaboration.

Co-creating Playbooks (00:26:19)
Collaborative approach to combining playbooks, aligning on KPIs, and co-creating game plans.

Measuring Success (00:30:29)
Metrics for measuring success: annual revenue growth, EBITDA, hiring/training, sales productivity, and hold period.

Entering Private Equity (00:34:46)
Steps for transitioning to an operating partner role in private equity, research, and targeted outreach.

Developing Talent and Leadership (00:42:06)
Motivation, extreme ownership, developing talent, and checking ego for leadership success.

Favorite Character (00:47:49)
Kevin's admiration for Captain Miller from "Saving Private Ryan" and Tom Hanks' portrayal.

Yoga Practice (00:49:00)
Kevin discusses the importance of checking ego and the lessons learned from practicing yoga.

Discipline Equals Freedom (00:51:53)
Kevin emphasizes discipline, early rising, and self-care for leadership and personal success.

Greatest Defeat (00:54:28)
Kevin suggests asking the next guest about their greatest defeat and the lessons learned from it.

Reaching Out (00:55:21)
Kevin invites people to connect with him on LinkedIn to continue the conversation and share experiences.

Passion for Leadership (00:56:18)
Kevin shares his passion for developing great leadership and building a supportive community.

How do you hire for growth without over hiring?

That's part of what I spoke to Karl Sharman, Head of Talent at Forgepoint Capital, about in this episode where he shared his perpective on the following:

• Why paying attention to ARR/Revenue per employee is so important and the alarming trend he saw happening 2H of 2022
• The role of talent management and why he advices their porfolio companies to focus on performance efficiency
• How he helps their Founders/CEO to understand what great talent management looks like 
• Why it's important that Forgepoint Capital invest in Founders and CEO's that are coachable
• What he looks for when evaluating CROs
• Why having the proper organizational design is so critical to managing burn rate

All that an more in this episode. 

Karl Sharmans Linkedin Profile

The Southampton Football Club (00:01:10)
Discussion about the guest's experience and role at the Southampton Football Club.

Talent Spotting in Football (00:03:50)
Talent spotting process and decision-making in football recruitment.

Transition to Forge Point Capital (00:07:41)
Karls transition from the football world to working with Forgepoint Capital.

Forge Point Capital's Investment Focus (00:10:07)
Overview of Forgepoint Capital's investment focus and portfolio companies.

Talent Acquisition and Performance Management (00:15:03)
Discussion on the shift from talent acquisition to performance management and its impact on companies.

The portfolio benchmarking (00:19:14)
Discussing the mixed portfolio and the benefits of sharing data and benchmarking for better understanding and decision-making.

Performance management and development (00:21:32)
Exploring the positive aspects of performance management, including employee development, and dispelling negative connotations.

Culture and talent management (00:23:24)
Discussing the impact of culture, naming, and positive language in talent management and the importance of coaching and educating founders and executives.

Coaching and influencing founders (00:24:23)
Exploring the role of coaching and influencing founders and executives in making informed decisions and having a positive impact on their companies.

Distribution of organization (00:27:07)
Examining the distribution of organizational resources, particularly in relation to engineering, and the importance of achieving a balanced organizational design.

Measuring the value of a CRO (00:30:03)
Introducing the concept of valuing a Chief Revenue Officer (CRO) and discussing the criteria for measuring their impact and success.

Factors affecting CRO tenure (00:31:24)
Exploring the reasons for the average 17-month tenure of CROs, including transparency, expectations, and onboarding, and the importance of context and experience in evaluating CRO candidates.

Attributes of a top CRO (00:37:47)
Discussing the qualities and attributes of a top CRO, including energy, positivity, and previous experience, and the importance of building scorecards to identify top candidates.

Tom Brady and NFL Player Comparison (00:38:40)
Comparing Tom Brady's role in NFL to hiring the right candidate for a company.

Onboarding Responsibility (00:39:43)
Discussion on the responsibility of onboarding new hires, particularly for CEO and CRO positions.

CEO's Role in Onboarding (00:40:22)
The importance of CEO involvement in onboarding, with a reference to Elon Musk's approach.

Motivation and Impact (00:43:28)
Discussion on what motivates the speaker and the impact of making a difference.

Long-Term Goal: Becoming CEO of Disney (00:44:44)
Karls ambition to become the CEO of Disney and the long-term goal associated with it.

Community and Collaboration Impact (00:48:42)
The significant impact of community and collaboration on the speaker's career and business operations.

 

In today's episode, I had the pleasure of speaking with Jared Robin, Co-Founder of RevGenius and a new side-hustle he calls The Collab. He revealed his secret about how he builds online, empathetic and inclusive communities which are now boasting a remarkable 40k+ members.

What intrigued me the most were Jared's organic growth strategies which were a combination of LinkedIn and a referral program. Pay close attention to the specific ways he used both.  If community-building is anywhere on your radar, this episode is a must-listen. 

Jared Robins Linkedin Profile

The value of a welcome email (00:01:05) Discussion on the impact of a well-written welcome email and its significance for the right audience.

Building empathetic communities (00:03:33) The approach to creating inclusive and empathetic communities for go-to-market leaders.

Creating a private community for senior leaders (00:06:04) The rationale and structure behind the creation of a paid private community for senior leaders.

Passion projects and community building (00:09:11) The philosophy behind passion projects and the importance of community movements.

The growth journey of Rev Genius (00:12:10) Insights into the initial steps and growth strategy of Rev Genius, including the decision to delay monetization.

Formation of Rev Genius and early growth tactics (00:14:57) The formation of Rev Genius, initial growth strategies, and the transition from LinkedIn chat to Slack.

Utilizing LinkedIn and referral programs for growth (00:20:27) The impact of using LinkedIn, referral programs, and badges for community growth and engagement.

Adviser role becomes the norm (00:21:40) Discussion about the trend of having multiple jobs and the experience of being invited to a new job.

Transition to Slack community (00:23:24) The shift to using Slack for the community, website development, and initial member growth.

Community engagement tactics (00:26:05) Strategies for community engagement, including onboarding, volunteer network, and managing engagement over time.

Sponsorship and revenue growth (00:34:21) The various ways sponsors engage with the community, revenue sources, and the core team's structure.

Team growth and revenue goals (00:42:29) Discussion about the need for team expansion based on revenue growth and the long-term revenue goals.

Sleep and leisure activities (00:45:14) Jared talks about his average hours of sleep and his favorite leisure activity.

Impact of AI and collaboration (00:46:36) Jared discusses the potential impact of AI and collaboration on future growth and development.

In this episode of "The Goats of Growth," I had the pleasure of chatting with Carol Meyers, a seasoned go-to-market executive, about the ins and outs of serving on a company's board. We covered everything from snagging a board seat to the impact and responsibilities of board members, touching on the time commitment involved.

Carol shared some fascinating experiences, including insights into crisis management and the dynamics of board interactions. We also dived into the path to board membership for different C-level executives and unraveled the distinctions between a board of directors and advisors. A must listen and let us know your key takeaways. 

 

Carol Meyers Linkedin Profile

 

Getting the First Board Member Seat (00:02:00) Carol Meyers shares her experience of getting her first board member seat and the value of being a potential customer.

Purpose of Asking Questions (00:04:36) Carol Meyers explains the reasons for asking questions during board meetings, including seeking clarification, provoking different viewpoints, and ensuring good governance.

Measuring Value as a Board Member (00:07:22) Carol Meyers discusses how she gauges her impact as a board member and the indicators of adding value, such as team and CEO appreciation and the implementation of ideas.

Time Commitment as a Board Member (00:09:58) Carol Meyers outlines the varied time commitments for board members, including meetings with company leaders, preparation for board meetings, and the flexibility required for unexpected events.

Weekly Meetings with CEO (00:12:24) Carol Meyers describes her weekly meetings with a CEO, emphasizing the evolving nature of discussions and the role of collaboration and support for the CEO.

Challenges Faced as a Board Member (00:13:42) Carol Meyers highlights potential challenges faced by board members, including crises, mergers, and leadership transitions, and the need for proactive and flexible responses.

Dynamics Between Board Members (00:16:08) Carol Meyers discusses the dynamics between board members, particularly in venture-backed companies, emphasizing the importance of prioritizing shareholder interests over personal agendas.

OpenAI and Sam Altman Board Situation (00:19:12) Jay asks Carol Meyers about the board situation with OpenAI and Sam Altman, seeking her opinion and explanation of what went wrong.

The unique situation (00:19:30) Discussion about a unique situation where a nonprofit board transitioned into a for-profit business, causing misalignment and poor handling.

Career path to the board (00:21:18) Advice for C-level executives on how to position themselves for a board seat, emphasizing personal responsibility, learning, and networking.

Importance of P&L responsibility (00:23:20) The significance of profit and loss responsibility for board members, and its relevance in board discussions and decision-making.

Transition to board roles (00:27:12) Advice for executives without a clear path to board seats, focusing on learning and broadening expertise to become valuable board members.

Board of directors vs. advisors (00:29:41) Differentiating between the roles of board of directors and advisors, including responsibilities and compensation.

Motivation and goals (00:33:14) Discussion on personal motivation and a big goal, with a focus on achievement and a light-hearted goal of improving at golf.

Learning preferences and sleep habits (00:35:34) Carol's preferred way of learning and staying sharp, and her transition to getting eight hours of sleep per night.

Leisure activities and favorite character (00:37:29) Carol's diverse leisure activities, including golf, boating, and traveling, and her admiration for Audrey Hepburn as a favorite character.

Introduction to Inflection (00:40:09) Introduction and discussion about the app "Inflection" and its features.

Using LinkedIn (00:42:10) The use of LinkedIn as the preferred platform for communication and networking.

In this episode of "The Goats of Growth," I sit down with Breen Sullivan, founder of The Fourth Effect. We discuss her company's mission to match board-ready women with companies seeking new board members. 

Our conversation took us through the intricacies of advisory versus governing boards, exploring the significance of directors and officers insurance, and dissecting the strategic roles governing boards play in the corporate landscape. A great discussion that shed light on boardroom dynamics.

Breens Linkedin Profile

You can tour the platform here.

Background and Founding of The Fourth Effect (00:01:26) Breens background and the founding of The Fourth Effect to empower women in board appointments.

Breaking into the Board Candidate Pipeline (00:03:41) Advice on entering the board candidate pipeline and positioning oneself for board roles.

Difference Between Advisory and Governing Boards (00:08:31) Explanation of the distinctions between advisory and governing boards, including contractual relationships and fiduciary obligations.

Stratifying Roles within the Governing Board (00:17:34) Discussion on selecting individuals for the governing board and their roles, emphasizing strategic high-level involvement.

Compensation and Independence in Fiduciary Boards (00:18:43) Insight into the compensation, independence, and trust aspects of fiduciary boards, emphasizing the importance of high trust and independence.

The difference between advisory and governing board (00:22:08) Discussion on the difference between advisory and governing boards, including liability and insurance.

Function of the governing board (00:25:31) Exploration of the role and expectations of governing board members in advising and impacting the company.

Types of directors (00:30:34) Explanation of the differences between independent directors, executive directors, and non-executive directors.

Word of mouth growth and backroom investment club (00:32:28) How the platform grows through word of mouth and the role of the backroom investment club in connecting companies and board candidates.

The importance of diversity and the link between boardrooms and cap tables (00:35:50) Discussion on the significance of diversity in boardrooms and the connection between board service and equity investment.

Rapid fire five and bonus question (00:38:54) A series of quick questions and answers, along with a bonus question about a personal fact not found on LinkedIn.

Reaching out to The Fourth Effect (43:43) Breen shares how to contact The Fourth Effect and invites listeners to visit their website.

Corporate Partnerships and Professional Development (46:06) Breen discusses opportunities for corporations to support women's memberships and professional development at The Fourth Effect.

Welcome to another episode of "The Goats of Growth"! Today, I sit down with Evan Macedo, the Treasurer & VP of Operations/Finance at Sapers and Wallack, a financial services business. We're diving into the world of executive benefits packages and why they matter for venture and private equity portfolio companies

In our chat, Evan breaks down why these packages are a big deal for attracting and keeping the best talent. He shares practical tips on designing these benefits, making sure they match what employees really want and need. Plus, if you're a new executive, Evan has some straightforward advice on how to negotiate your own package.

Evan Macedos Linkedin Profile

https://sapers-wallack.com/

The importance of executive benefits packages (00:02:03) Discussing why having the right executive benefits package is critical for attracting and retaining talent.

Case study: Offering a competitive executive benefits package (00:03:59) Exploring how a tech company under $100 million in revenue can offer a benefits package to incentivize a new Chief Revenue Officer and retain them.

Common mistakes in executive benefits packages (00:09:34) Highlighting the lack of communication and understanding of benefits as a common issue in companies.

The importance of communication and meaningful benefits (00:10:18) We discuss the importance of effective communication and offering benefits that hold personal value to employees.

The "Keep Plan" to incentivize employee retention (00:11:22) Evan introduces the "Keep Plan," which offers financial incentives for employees with children going to college, encouraging them to stay with the company.

The Sharpe Concept for maximizing retirement savings (00:12:38) Evan explains the Sharpe Concept, a supplemental alternative retirement program that allows individuals to maximize their retirement savings beyond traditional 401(k) plans.

Unreasonable Expectations (00:21:41) Discussion on the importance of doing homework on a company and avoiding unreasonable expectations from an incoming employee.

Long-Term Investment (00:22:12) Importance of finding the right fit between company goals and employee goals to avoid making a bad hire and the benefits of upfront due diligence.

Motivation to Help People (00:23:33) Evan's motivation to wake up every day and help people by solving their retirement worries and providing peace of mind.

Evan Macedo's contact information (00:31:46) Evan shares his contact information and encourages listeners to visit the company's website to learn more about their services.

Show notes with Evan Macedo's details (00:32:15) Jay mentions that they will include the details of Evan Macedo's contact information in the show notes for easy reference.

 

 

In this episode of "The Goats of Growth", I had the plasure of talking with Cliff McDonald, co-managing partner of BrainHeart Growth and Chief Growth Officer of RehabPath.

Cliff shares his personal journey with addiction and recovery, and how this led him to his role at RehabPath. We discuss the importance of managing career stress, aligning personal values with one's work, the significance of emotional intelligence in team dynamics, and the necessity of psychological safety in the workplace. Cliff dives into insights on evaluating a company's culture and the importance of authentic core values.

Cliff Macdonalds Linkedin Profile

The journey to Rehab Path (00:01:08) Cliff McDonald discusses his transition from BrainHeart Growth to becoming the Chief Growth Officer at RehabPath.

Working in behavioral health (00:03:11) Cliff shares his personal experience with substance use disorder and his passion for working in the behavioral health industry.

Discovering Rehab Path (00:07:04) Cliff explains how he came across Rehab Path and his initial involvement with the company before joining as a formal team member.

The importance of having a guide in recovery (00:11:22) Cliff discusses how having a platform like RehabPath can match individuals with treatment providers.

The pressure of being revenue responsible (00:12:25) Cliff reflects on the pressure of being revenue responsible and shares a story about Shaquille O'Neal's perspective on pressure in comparison to his own experience.

The importance of finding meaning and mission in work (00:16:54) Cliff talks about the significance of finding meaning and purpose in one's career, and how being tied to the mission of an organization contributes to overall well-being and prevents burnout.

The importance of engagement and relationships (00:21:53) Discussion on the significance of engagement and relationships in finding the next opportunity and experiencing positive emotions and achievement.

The value of core values and team dynamics (00:24:56) Exploration of the importance of core values and team dynamics in creating a positive work environment and successful teams.

Challenging toxic cultures in sports and business (00:30:16) Conversation about the need to challenge toxic cultures in sports and business, promoting psychological safety and creating a safe environment for individuals to perform their best.

The culture of an organization (00:31:11) Discussion on how to evaluate the culture of an organization during the interview process and how to uncover if it is authentic or just lip service.

Authentic core values (00:33:01) Importance of authentic core values in a company and how they are proven or disproven through stories shared by leaders.

The spiritual life and past life exploration (00:41:44) Cliff discusses his experience of feeling free in nature and speculates about being an explorer in a past life.

The story of the two wolves (00:42:27) Cliff shares an old Native American tale about the two wolves that exist within each person, one representing negative emotions and the other representing positive emotions.

Reflections on fatherhood and future lives (00:43:24) Cliff and Jay discuss the idea of coming back in a future life, with Cliff expressing a desire to come back as a wolf and Jay jokingly suggesting he wants to come back as his own children.

In this episode of "The Goats of Growth", I interview Lindsay Meyl, co-founder of RevAmp, a platform that enhances the impact of revenue teams by analyzing and intervening in all revenue-generating activities.

We discuss discuss her bottoms-up capacity model  and the common mistakes people make in capacity planning--particulary pertaining to have the proper GTM resources to hit your target. 

You do not want to miss out on this episode if you're capacity planning for 2024. 

Lindsey Meyls Linkedin Profile

Bottoms Up Capacity Planning Model (00:04:34) Jay discusses the bottoms up capacity planning model created by Lindsay and asks her about common mistakes people make in their planning for the future.

The go-to-market strategy (00:11:13) Explains the different components of a go-to-market strategy, including outbound and inbound actions, partner plays, and customizing resource ratios.

Assigning demand channels (00:12:18) Discusses how the model assigns specific demand channels based on the go-to-market motion, allowing for easy translation into pipe council meetings.

Establishing baselines and improving productivity (00:17:07) Emphasizes the importance of setting personal baselines for performance and improving from there, rather than relying on external benchmarks. Also discusses the relationship between headcount and productivity in achieving revenue goals.

The monthly targets for revenue (00:21:04) Discussion about the monthly targets for each team to ensure they are on track to meet the revenue target.

The importance of having a tool like Revamp (00:21:59) The need for a tool like Revamp to provide visibility and ease of analyzing information to improve performance.

Knowing when to scale (00:23:31) Exploring the concept of scaling based on leading indicators of success, such as time to value and net retention revenue.

The big goal (00:31:17) Lindsay Mitchell talks about her goal for Revamp to become the next HubSpot and disrupt the go-to-market industry.

Preferred way to learn (00:32:17) Lindsay discusses her preferred ways to learn, including listening to podcasts and participating in go-to-market communities and courses.

Favorite thing to do when not working (00:34:09) Lindsay reveals that she enjoys reading as her favorite activity when she's not working.