Podcast outline [01:09] Alex’s background [02:42] What Alex does in his role as VP of Growth at Puppet [03:57] Lessons Alex has learned through his former positions that have influenced what he does at Puppet today [06:03] Focus on product market fit before instrumenting telemetry and funnels [07:00] How to know when you’ve over indexed and need to course correct [08:23] Time with customers is important in the early stages [13:22] Pros and cons to being somewhere small and being somewhere larger...
Aug 25, 2020•24 min•Season 2Ep. 7
Episode Outline [01:03] Michelle’s background [03:12] Why you should make sure you have the demand to support your sales team before investing in the head count [05:28] The importance of experimentation and stabilization [07:15] The importance of cross functional partnerships and financial acumen [09:21] How to make better decisions for your team and company. [11:50] How to create culture within your company [14:30] What’s next for Michelle [17:11] How Michelle unplugs and maintains her energy C...
Aug 20, 2020•21 min•Season 2Ep. 6
Episode Outline [01:25] The importance of mentorship and how to choose a mentor [02:57] The second type of mentor [04:56] Why you need to know how to ask for help and how asking for help will put you ahead [08:20] Mentorship for underprivileged and underrepresented populations [10:34] Prospecting and selling are two different skill sets [14:54] How to use SalesSource [17:20] Lars’s career, what he has learned, and his priorities now Lars’ Inspirations Dennis Lyandres Sarah Brazier Tom Reilly Con...
Aug 18, 2020•25 min•Season 2Ep. 5
Podcast outline [01:35] Aditya’s background [03:20] What consumers care about more than your product [05:35] Why companies need to identify the problems prospective customers are trying to solve [08:45] Why retention is more important than acquisition [10:48] The biggest lesson Aditya has learned in his career [12:00] How Aditya builds trust with consumers through “problem marketing” [13:35] Why building community is important and how Aditya builds community [14:24] What it was like for Aditya t...
Aug 12, 2020•22 min•Season 2Ep. 4
Podcast Outline [01:38] Mike’s background [04:55] The secret sauce that many leaders of Fortune 500 companies don’t know about [06:20] The one percenter mentality that takes companies to the next level [08:00] The qualities and mindset of successful leaders [09:27] Successful leaders understand the 3 elements: Mindset, language, and patterns [10:35] Marketing leaders vs sales leaders [11:00] What the most effective leaders across all niches have in common [11:45] The relationship between mindset...
Aug 11, 2020•22 min•Season 2Ep. 3
Episode Outline [04:39] John’s background [07:16] There's two types of companies and you can't have it both ways. [10:13] How you're either a growth company or you're a lifestyle company [11:18] What usually you going through your coaching process [12:04] How to create an engine that consistently fills the pipeline with enough opportunities to flow through [14:34] Segmenting roles and responsibilities and sales with kind of the inbound SDR [16:35] How dumping shitty leads over to the sales team ...
Aug 05, 2020•27 min•Season 2Ep. 2
Episode Outline [04:39] Carol’s background [07:16] Why people have to make trade offs with what they have available and also what's available in their neighborhoods [10:13] How to wrap up with analytics as broad topics that might be the most productive [11:18] The hardest lesson learned in your career thus far [12:04] When you're small, usually marketing just kind of does whatever it wants [14:34] Discount marketing and getting disillusioned [16:35] Who's building their career and perhaps about ...
Aug 04, 2020•23 min•Season 2Ep. 1
Episode Outline [04:39] David’s background [07:16] Why he decided to focus on sales and then to become a sales manager and help with strategy at a management level [10:13] How to wrap up with analytics as broad topics that might be the most productive [11:18] The way having a strategy of some kind is really important, even if it fails to understand that it did fail and why failed and that you need to move somewhere else is really important [12:04] Ask yourself, are you focusing on a certain indu...
Jul 30, 2020•23 min•Season 1Ep. 24
Episode Outline [04:39] Richard’s background [07:16] Understand that early customers are buying that CEO's passion, that founder's passion [10:13] Importance of getting a quote from the decision maker of the deployment [11:18] Realize that your customers aren't fortune companies with big legal team [12:04] “If you're a one to 10 million and you're going after a new customer, what's the first thing your potential customer is probably going to ask you about?” [14:34] So everybody wants a discount,...
Jul 27, 2020•23 min•Season 1Ep. 23
Episode Outline [04:39] Sean’s background [07:16] Operational issues and then the other one had to do with just the fundamental shift [10:13] Reason these companies were failing, had more to do with people and the behaviors of the people [11:18] Realize that affiliation with a company who's been successful in that industry [12:04] Hiring and supporting and developing and growing other humans [14:34] If you think about things from a red, yellow, green perspective, you put people in a stoplight bu...
Jul 23, 2020•25 min•Season 1Ep. 22
Episode Outline [04:39] Danielle’s background [07:16] How the whole petition process of a charter school is funded with public money. So you have to petition the state to let you do what you want to do in the district. [10:13] Why starting a charter school in some ways is very much like starting a startup [11:18] Understand that we're firefighters and we're all here to do whatever needs to get done because our building is constantly on fire especially in the first year of operations [12:04] The ...
Jul 21, 2020•31 min•Season 1Ep. 21
Episode Outline [04:39] Justin’s background [07:16] Repeatable revenue engine and a marketing automation [10:13] Reason these companies were failing, had more to do with people and the behaviors of the people [11:18] Realize that affiliation with a company who's been successful in that industry [12:04] Hiring and supporting and developing and growing other humans [14:34] If you think about things from a red, yellow, green perspective, you put people in a stoplight bucket [16:35] Best fit based o...
Jul 16, 2020•20 min•Season 1Ep. 20
Episode Outline [04:39] Mandy’s background [07:16] Discovering that running a company, it's evident it's an emotional business. [10:13] Take time to really take a step back and use data as your foundation. [11:18] While that looks great in a spreadsheet, it doesn't work in real life because until you have a process that's documented and that you can measure, and that is getting consistent results. [12:04] Think deeply what needs to happen to hit your goal and direction you’re going to, based on ...
Jul 13, 2020•26 min•Season 1Ep. 19
Episode Outline [04:39] Nate’s background [07:16] How does one focus on team building, service delivery, customer experience? [10:13] The ability to build a revenue engine that works with the product engine. [11:18] Understanding marketing and sales channels as your platforms [12:04] What to look for inside of an eCommerce transaction funnel or inside of a marketplace [14:34] What could also serve as instrumentation panel for success [16:35] How to ensure strategic direction is implemented [17:0...
Jul 07, 2020•25 min•Season 1Ep. 18
Episode Outline [04:39] Meagen’s background [07:16] How leaders gravitate more towards fear to motivate and others gravitate towards love [10:13] A good frame is the carrot and stick. Meagen is more of a carrot because that's how she responds. If she’s praised or rewarded, she want more of that. So she work even harder. [11:18] How COVID changes things. We have to go online. We have to log in. We have to have security. We're remote. We have to collaborate all these different tools. [12:04] Havin...
Jul 06, 2020•28 min•Season 1Ep. 17
Episode Outline [04:39] Jen’s background [07:16] What is takes to be able to developed and executed inbound lead generation and content marketing strategy [10:13] The ability to supporting a channel of referral, reseller, co-branded, and white-labeled partners [11:18] Why great communication leads to great partnership [12:04] Methods in developing and executing an inbound demand generation strategy, raising brand and market awareness [14:34] Habits to be great at sales and marketing that can nev...
Jul 03, 2020•32 min•Season 1Ep. 16
Episode Outline [04:39] Adam’s background [07:16] His journey from minoring in advertising company to ending up in a company like G2 [10:13] How we learn best by getting our hands dirty [11:18] The way his company helps in cutting through the noise of what marketers get all the time [12:04] The culture in G2, where people leaving reviews or you're getting traffic to your profile or there's traffic to the category and people are comparing you against one of your competitors [14:34] HelpScout is r...
Jul 02, 2020•27 min•Season 1Ep. 15
Episode Outline [02:39] Andrew’s background [04:16] Flexibility in mindset and not getting stuck in your ways [08:13] Understanding that there's no problem with making mistakes. Learn and apply the lessons learned as you go forward. [10:22] List of regulations from California [11:18] On developing self awareness, self reflection, and deep introspection [12:04] Technical evangelism and doing deep workshops that benefit the organization [14:34] Privacy as a first class citizen and why that matters...
Jun 29, 2020•20 min•Season 1Ep. 13
Episode Outline [04:39] Brian’s background [07:16] ARR to aim for if you have a SaaS company [10:13] The ability to develop a broader strategy [11:18] Understanding growth loops [12:04] Why people screw up their first growth hire [14:34] Thoughts about custom internal tools [16:35] How to ensure strategic direction is implemented [17:04] The art of inbound marketing [19:22] Use the playbook created by HubSpot to grow customers [20:19] How to capitalize on new trends and marketing tactics Brian's...
Jun 24, 2020•25 min•Season 1Ep. 13
Episode Outline [04:39] Chris’s background [07:16] What is takes to find product market fit [10:13] What he learned was what success looked like [11:18] Blueprint for entire future executive to impact [12:04] Thinking about how a startup would scale [14:34] Habits to be great at crossing the chasm [16:35] Refuse to sort of sit and pontificate over like products and product [17:04] How to find the right people and getting them in the right seats [19:22] What was hugely valuable and formative for ...
Jun 15, 2020•23 min•Season 1Ep. 11
Episode Outline: [04:39] Logan’s background [07:16] What it takes to be able to capture value in the bull cycle [10:13] What Logan looks for in early-stage SaaS companies [11:18] LTV to CAC [12:04] Why companies are failing to occupy the white space out there [14:34] Habits to be great at sales and marketing that can never go wrong [16:35] How to embrace a more diverse set of perspectives at the decision-making table [17:04] How to provide business development support and connecting them into cu...
Jun 11, 2020•32 min•Season 1Ep. 12
Episode Outline [04:39] Angela’s background [07:16] How does sales and marketing operationalize their work [10:13] The ability to be more creative and more agile with more of your execution moving forward. [11:18] Early risk taking that you can model [12:04] Technical founders who are creating product to solve kind of niche-y problems [14:34] To be a good investor, you have to be willing to be wrong [16:35] How to embrace a more diverse set of perspectives at the decision-making table [17:04] Wi...
Jun 11, 2020•22 min•Season 1Ep. 10
Episode Outline [04:39] Matt’s background [07:16] How does sales and marketing operationalize their work [10:13] The ability to be more creative and more agile with more of your execution moving forward. [11:18] How do you become an essential service? [12:04] Why focusing on internal process improvement can really provide a strong ROI [14:34] What CEO can do to improve that interchange between sales and marketing [16:35] Some of the most common mistakes leaders make [17:04] Be creative and uniqu...
Jun 01, 2020•25 min•Season 1Ep. 9
Episode Outline [04:39] Arjun’s background [07:16] How grew up here in the Valley and a lot of my family was coming from all over the world [10:13] How to judge whether it is math question vs communications question [12:04] The journey into the SaaS business [16:34] The process of seizing fabulous opportunity right now [16:35] You only need to have a hundred customers and then you can scale something [19:22] The challenge of scaling your first company [27:04] Starting a company is hard. Finding ...
May 28, 2020•41 min•Season 1Ep. 8
Episode Outline [04:39] How Kasey apply big picture thinking into her career [07:16] The trap most marketers fall into [10:13] How to judge whether it is math question vs communications question [12:04] Steps in developing team spirit and energy [16:34] The process of seizing fabulous opportunity right now [16:35] Lessons from running large marketing campaigns and listening to contextual cues [19:22] The importance of running a good referral marketing strategy [27:04] How Al is like chiropractic...
May 18, 2020•26 min•Season 1Ep. 7
Episode OutlineEpisode Outline [02:39] Mark’s experience in the HubSpot team [07:16] Steps he used to achieve product-market fit [11:13] Lead indicator of retention [12:04] Steps in identifying leader and getting the economics right [14:34] The process of getting prospects through the funnel [16:35] Lessons from managing and onboarding people [19:22] The importance of getting data through customer cohorts Mark’s Inspirations: John McMahon David Skok Brian Halligan Connect with Mark LinkedIn Twit...
May 18, 2020•27 min•Season 1Ep. 6
Episode Outline [04:39] How Salesforce is applying AI and data science in their products [07:16] Alok’s journey into independent consulting and helping early-stage founders [11:13] How to bet on founders and help them succeed [12:04] Steps in domain expertise and identify the pain point of the buyer [14:34] The process of getting prospects through the funnel [16:35] Lessons from the school of hard knocks [19:22] The importance of a peer group of folks who are on a similar journey Alok’s Inspirat...
May 15, 2020•21 min•Season 1Ep. 5
Episode Outline [04:39] Having the mindset of hustling and outworking everybody [06:16] The purpose of writing his new book [10:10] How investing in sales operations help scale the company [12:04] Thoughts on recruiting and training people [14:34] The bias and mistakes founders usually make [16:35] How to communicate to your prospects in a way that is relevant to their needs [19:22] The regret of not having a sales mentor or business mentor Scott's Inspirations Mike Lindstrom Richard Harris John...
May 11, 2020•22 min•Season 1Ep. 4
Episode Outline [01:39] How Neha’s face was on the Times Square [04:46] Many talent people in community colleges [07:10] How Neha embark on the path of leadership [10:04] The most important part of selling [15:34] On helping companies to grow [17:35] Setting up the best practices and tools [21:22] How to create inbound interest by word of mouth [24:12] What sailing taught her about startups [26:58] Thoughts on a bootstrapped company for the first 10 years [29:01] On being a proponent of females ...
May 07, 2020•35 min•Season 1Ep. 3
Outline of this Episode [01:39] Early lessons from Olivier L'Abbe’s journey in his career [04:46] Evaluating the core skills to learn in a job [07:10] How Olivier is adjusting to working from home [10:04] On making the transition from the banking industry [15:34] Tips to get prospects or customers to engage with you [17:35] How to manage oneself effectively in personal space and work [21:22] Creating predictability in your business Olivier's Inspirations Jacco van der Kooij from Winning By Desig...
May 04, 2020•23 min•Season 1Ep. 2
