Episode Outline [01:04] How Greg got to where he is today [03:20] The CEO whisperer [05:51] Pivotal career moments [08:26] Recurring themes [11:25] Why some companies fail to implement [13:50] Greg’s frequent rants [17:09] Greg’s advice [20:10] How does Greg unwind? [21:44] Mentors and inspiring people Greg’s Inspirations Greg’s dad and wife Everyone he’s ever worked with Michael Butler Connect with Greg LinkedIn...
Apr 09, 2021•26 min•Season 3Ep. 4
Episode Outline [00:23] Johanna’s background [03:10] The perfect plan that had to change [04:36] Building conviction quickly while testing [05:44] Organizing a globally-distributed team for success [06:46] Approaching the bigger picture [13:45] Solidifying a plan and budget for 2021 with all the unknowns [16:35] How has Johanna adapted her leadership style to empower teams through these times? [18:11] Mentors and inspiring people [19:31] How does Johanna unwind? Johanna’s Inspirations Erik Fjell...
Apr 06, 2021•20 min•Season 3Ep. 3
Episode Outline [00:33] Women in Revenue [03:43] Blending the Analytical and Creative sides of marketing [07:16] Emphasising skillsets in the marketing mix [08:46] How has the marketing mix changed recently? [10:27] Running into challenges convincing executives [12:14] Changing cadences [15:12] Planning and budgeting with variable data [19:11] What does Jennifer do to keep a balance? [21:53] Jennifer’s mentors Jennifer’s Inspirations Heidi Melin Women in Revenue founding board members Mentorship...
Mar 31, 2021•24 min•Season 3Ep. 2
Episode Outline [00:23] Nicolas’s background [06:26] Approaching go-to-market with Chili Piper and KosmoTime [10:42] Missteps and mistakes along the way [15:12] Being remote before remote was cool, and decision memos [22:46] The next big thing for Nicolas [25:46] Mentors and inspiring people Nicolas’s Inspirations Steve Jurvetson Steve Jobs John Sculley Nir Eyal Jeff Bezos Warren Buffett Connect with Nicolas LinkedIn Website...
Mar 23, 2021•27 min•Season 3Ep. 1
Episode Outline [00:24] Catalyst for formalizing RevOps [02:41] Figuring out the need to prioritise RevOps [04:16] What does RevOps seem to you? (Clear your misunderstanding about RevOps) [05:28] A methodology to success! [10:10] When things don't go according to the plan…… [12:54] The tension between sales and marketing [13:52] Overanalysing v/s execution [15:46] How to keep your head clear? [17:15] The colleagues of success Connect with Adam LinkedIn Check out Chargebee Website Twitter...
Dec 16, 2020•21 min•Season 2Ep. 34
Episode Timeline: 1:07 What’s top of mind for Dayna today? 2:59 Has Dayna had to adapt her leadership style through this? 3:58 Significant changes that Dayna had to make 4:37 How Dayna manages Zoom fatigue right now 8:13 How Dayna’s leadership style has changed 14:33 Dayna’s favorite campaigns 18:43 Things that don’t go as Dayna envisioned but she learned something to be able to be better next time 24:18 What does Dayna do to keep her mind calm and be able to be clear and be effective 25:34 Ment...
Dec 10, 2020•27 min•Season 2Ep. 33
Episode outline: 00:34 What does Skilljar do? 01:56 How skills have evolved over time and how Sandi has evolved as an engineer leading a company as CEO 07:45 The moment Sandi decided to pull back and bring in leadership, sales and marketing 10:55 Can Sandi pack them to revenue or is it some other qualitative factor? 16:58 What would Sandi avoid, when starting her next company? 21:37 What gets Sandi really jazzed about this next revenue sprint fresh capital in the bank 23:15 People that helped Sa...
Dec 02, 2020•27 min•Season 2Ep. 32
Episode Outline: 2:11 PeakSpan’s product market fit definition 3:50 Patterns of success growth and failures, on Matt’s perspective 7:50 Preferred industries based on how things play out 13:50 Talks about the whitespaces in tech or sales that is yet to see a company enter 16:33 Influences that helped shape Matt’s path and continue to inspire 18:52 Matt’s extracurricular activities Matt’s Inspirations: His wife...
Nov 24, 2020•22 min•Season 2Ep. 31
Episode outline [01:12] Introducing Carolina [03:10] The most common mistakes Carolina sees companies making across the portfolio and advice she gives her clients [06:16] The process for European companies that wish to expand into the United States [07:40] How Carolina prioritizes hiring and hiring patterns in the United States versus Europe [10:00] Lessons from companies Carolina has seen succeed [12:00] How European companies can expand into the US for the first time [13:35] Playbooks that Car...
Nov 16, 2020•22 min•Season 2Ep. 30
Episode outline [01:15] Latane’s background [02:44] How Latane decides when to share her ideas [05:37] “When you say yes to something, you say no to something else”: How Latane decides what to work on [08:53] “You have to earn the right to go big” [11:38] The importance of diversity and market representation on boards [16:28] What Latane is currently working on [20:15] Latane’s inspirational people [24:10] How to participate in CMO Coffee Talk [25:37] How Latane unwinds Latane’s Inspirations Kat...
Nov 09, 2020•28 min•Season 2Ep. 28
Episode outline [01:18] Kirti’s background [01:45] How Kirti developed work-life balance [06:13] What Kirti learned from her consulting career and how she uses these lessons today [10:35] Good habits that will positively impact your work [12:32] How others respond to Kirti’s views on work-life balance [13:13] 3 of Bugnsag’s best campaigns during the last 12 months and 3 that Kirti is excited about in the future [17:22] How Bugsnag pivoted to online events and how successful they have been [20:10...
Nov 05, 2020•22 min•Season 2Ep. 27
Episode outline [01:30] Daniel’s background [03:39] How Daniel started out at Sendoso and what attracted him to the company [04:50] How Sendoso adapted their business strategy in response to the COVID-19 pandemic [06:48] The three most effective ways Sendoso engaged their customers during the pandemic [08:22] How Daniel approaches the challenge of keeping organized and keeping his teams aligned [10:05] How Sendoso prioritizes ICP accounts [11:40] How Daniel approaches partnership with the sales ...
Nov 03, 2020•24 min•Season 2Ep. 26
Episode outline [01:09] Matt Singer’s background [02:12] What it was like for Matt to transition to marketing to government and what makes it exciting [04:44] How Matt responds to change and the importance of building and tracking brand awareness [09:03] What it’s like to get to work with such prominent board members and some questions that have come up in meetings with the board [11:10] The biggest new opportunities Matt sees for himself and his business over the next year [14:04] The unique co...
Oct 28, 2020•25 min•Season 2Ep. 25
Kevin Dorsey, better known as KD is the VP of Inside Sales at Patient Pop inc. Kevin has built numerous teams from 0-150+ reps and revenues from 0-$750M (and counting). He’s a mentor and consultant for early, mid, and late-stage SaaS companies across the globe
Oct 27, 2020•30 min•Season 2Ep. 24
Episode Outline [02:00] Kerry’s background [04:20] How Kerry has overcome challenges and made her company stand out [08:05] How Kerry pivoted during the COVID-19 pandemic [12:20] Kerry’s approach to changes in buyer behavior and identifying profitable markets [15:10] The importance of having a marketing tech stack and what Kerry has in her marketing tech stack [19:35] Why Kerry thinks the BDR should report to marketing instead of sales [22:30] How Kerry unwinds Connect with Kerry LinkedIn Websit...
Oct 21, 2020•24 min•Season 2Ep. 23
Episode Outline [00:25] Why you need to be familiar with Product Led Growth [03:00] How Brian organizes funnels at InVision [05:20] The importance of harmonizing messaging in improving the user experience [06:00] How to create a culture of revenue [12:50] Brian’s thoughts on unification of sales and marketing [17:50] How to influence existing customers [19:14] Brian’s inspirations Brian’s Inspirations Brian Halligan Dharmesh Shah Frank Slootman Marc Benioff Connect with Brian LinkedIn Website Tw...
Oct 19, 2020•26 min•Season 2Ep. 22
Episode Outline [00:44] How and why Vivek founded QuestionPro with no venture capital [03:59] Vivek’s decision making factors when it comes to his company [07:40] How Vivek succeeded in secondary markets and made the decision to pursue them [10:05] How to identify when an investment is paying off [13:00] How Vivek approached his business endeavors and the decisions that led to where he is now [15:55] What drives and keeps Vivek excited growing his business [18:39] What gives Vivek energy outside...
Oct 14, 2020•22 min•Season 2Ep. 21
Episode Outline [00:50] Romi’s shift from Microsoft to the startup space [02:04] The transferable skills Romi gained from Microsoft and what he had to learn and unlearn [04:23] Where Romi is at in his current company [06:20] Why Romi’s company split off from their parent company to become an independent entity [07:35] Romi’s growth thesis and how his thesis evolved as his company grew [09:24] How Romi structured his shift from direct sales into channel selling [11:54] The strategy that Romi’s co...
Oct 12, 2020•27 min•Season 2Ep. 20
Episode Outline [00:45] Geoff’s background [02:30] How Geoff grew SEO from zero to $300 million at Overstock.com [04:18] The series of pivots that led to the idea for Huckabuy [06:38] How to know when you have product/market fit and are ready to expand [07:55] Mistakes Geoff made in his career that ultimately led to valuable lessons [11:15] When and how Geoff shifted his focus with Huckabuy to achieve product/market fit [13:00] What Geoff is prioritizing to scale his business [15:00] How Geoff r...
Oct 07, 2020•20 min•Season 2Ep. 19
Episode Outline [01:22] The importance of manufacturing your own luck [07:25] How leaders can ramp and grow teams [12:25] The state of LATAM for Hubspot today [14:50] How companies can expand into emerging markets and what mistakes to avoid [24:05] Paul’s inspirations Paul’s Inspirations Brian Halligan Mark Roberge Peter Caputa Jeetu Mahtani Connect with Paul LinkedIn Twitter Hubspot...
Oct 05, 2020•31 min•Season 2Ep. 18
Episode Outline [12:30] Lessons Thiago learned from door-to-door sales [15:10] How Thiago developed his growth mindset [18:30] The most influential people in Thiago’s career and what he learned from them [23:50] What Thiago is most excited about at Chorus [26:15] Thiago’s biggest challenge this year and where his focus is now [30:35] Thiago’s prediction for the future of sales [32:20] What Thiago does to blow off steam Thiago’s Inspirations Scott Olrich Dave Simon Paul Hamilton Steve Hallowell D...
Sep 30, 2020•24 min•Season 2Ep. 17
Episode Outline [00:36] Jake’s background [02:50] How Jake scaled Glassdoor from 0 to almost 1M in MRR in under 16 months [04:00] Some of Jake’s early pitfalls and how he learned from them [08:28] Jake’s process for evaluating whether someone is a good fit for his team [11:02] Why Jake started his own firm [16:17] Don’t underinvest in process or infrastructure as you grow in scale [18:15] How Jake unwinds [18:44] How Jake works smart and efficiently Jake’s Inspirations Clark Beacom Connect with ...
Sep 23, 2020•25 min•Season 2Ep. 16
Episode Outline [00:59] Failures that helped shape Brett’s success at Anagram [03:13] What led to Brett founding Anagram [06:00] When Brett realized he had product market fit and could begin to scale the business [07:42] Subsequent steps after realizing they had a product that could sell [10:10] What Brett would have done differently [11:55] The importance of building out a referral network and advisory board [13:50] Brett’s advice for startups [15:50] Where Brett is at in his process of figurin...
Sep 21, 2020•22 min•Season 2Ep. 15
Episode Outline [01:10] How Backblaze accomplishes 90% inbound [06:00] The unconventional ways Ahin drove growth at Backblaze [09:23] The challenges of content marketing [12:27] Campaigns that did not pan out and what Ahin learned from them [16:23] The importance of having a unique view of value to share [19:20] How learning the mechanics of collaborative databases benefited Ahin’s career [20:35] Why Ahin thinks professional wrestling is America’s most important art form and purest form of story...
Sep 16, 2020•24 min•Season 2Ep. 14
Episode Outline [02:10] Most important lessons Rob has brought to GoFormz from former companies [04:00] How Rob motivates people and the challenges that come with motivating others [07:25] How Rob has been driving growth at GoFormz [11:53] Examples of sales advice Rob has given to help companies grow [17:50] The importance of understanding your customer base [20:08] Rob’s personal professional goals [21:30] How Rob unwinds Rob’s Inspirations Mark Bickerstaffe Bobby Napiltonia Marc Benioff Connec...
Sep 14, 2020•26 min•Season 2Ep. 13
Episode Outline [00:49] Evan’s background [02:16] How Evan went from teaching to DOD consulting to SaaS startup [05:34] How Pypestream stands out and proves what conversational AI can achieve to large enterprises [11:19] The role of Chief Business Officer [12:18] The biggest challenge Pypestream is facing this year [15:15] Lessons Evan has learned on the way to where Pypestream is today [17:51] Pypestream’s most and least successful campaigns [22:30] How Evan unwinds Evan’s Inspirations Adrian S...
Sep 09, 2020•26 min•Season 2Ep. 12
Podcast Outline [00:48] Walter’s background [04:16] Common themes and mistakes Walter notices among founding teams when he starts working with them [05:40] What do First Principles mean in the context of sales? [07:30] How to apply an engineering mindset to sales, compassion, and truth [09:58] Becoming a better salesperson: The 3 W’s (Steve Browne) [15:10] Usually the biggest obstacle is oneself [23:36] How Walter unwinds Connect with Walter LinkedIn Website Twitter...
Sep 08, 2020•25 min•Season 2Ep. 11
Episode Outline [00:10] Olin’s background [01:14] How Olin knew when it was time to evolve between business models [05:27] Two important things you need to know to get a good customer profile [07:45] What Olin wishes he understood about starting a venture-backed company before starting LeadCrunch [10:46] Why Olin chose not to run a subscription model [18:19] How Olin unwinds Olin’s Inspirations Tom Peterson Grady Burnett Marv Langston Connect with Olin LinkedIn Twitter Website...
Sep 03, 2020•23 min•Season 2Ep. 10
Episode outline [00:40] How Michael went from 200K to 6M in ARR at Namely [03:26] The most challenging aspect of Michael’s first 6 months at Namely [04:55] The most important actions to take in developing a pricing strategy [07:54] The moment when Namely’s revenue motion and ICP fell into place [09:30] What Michael learned from the impressive board he worked with at Namely [11:24] Preconceptions Michael had and what he learned after experience [15:14] What got Michael excited about working with ...
Sep 01, 2020•23 min•Season 2Ep. 9
Podcast Outline [00:40] Sydney’s background [01:00] Trends in marketing right now [04:37] Gated versus ungated content in marketing [05:59] How Sydney’s team makes the decision whether to gate and request demos [10:10] How to know when to run an account-based strategy [12:13] Essentials for Series A and Series B companies [16:32] The role of CMO in increasing retention and how to ensure customer success [21:18] Sydney’s plans for personal development [24:21] How Sydney recharges Sydney’s Inspira...
Aug 27, 2020•29 min•Season 2Ep. 8
