Grow & Tell Dock

Casey Armstrong, CMO of ShipBob, shares marketing lessons from his 5 years growing ShipBob to a $1b valuation. 
Casey Armstrong knows his way around ecommerce marketing – he's led both B2B and B2C marketing teams during his career.

On this week's episode, Alex and Casey go deep on ShipBob’s startup marketing strategy, including:
Why they started with only a few channelsCasey's advice for partnering with bigger brandsHow they built out their marketing teamHow their messaging has evolved with their ICP

Open AI's Conor Dragomanovich shares his personal sales career growth story at Productboard, where he went from founding AE to VP of Commercial Sales in only 5 years.
As a two-time founding AE, Conor Dragomanovich knows all about what it takes to start and build a successful sales team.
On today's episode, Conor and Alex chat about
Productboard's early product-led sales processWhat it was like to transition into an enterprise roleThe transition from managing reps to managing managersHow to hire a founding AEWhat sales looks like at OpenAI

Chris Gadek, CRO at AdQuick, shares the company's growth story and best practices for out-of-home advertising in B2B.
Out-of-home advertising is one of the most underrated strategies for B2B startups.

Billboards might feel like a tactic reserved for large corporations, but Chris Gadek from AdQuick actually recommends them for Series A startups.

That's why he's joining us for a crash course on running out-of-home ads.

On this week's episode, Alex and Chris discuss:
Building AdQuick's two-sided marketplaceHow AdQuick digitized an old-school industryWhat you need to run a strong billboard campaign

Lish Barber, Senior Director of Enablement at Sigma Computing, shares stories and lessons from building early enablement programs at iHeartMedia, Algolia, and Sigma Computing.
After starting her career in sales at iHeartMedia, Lish Barber accidentally fell into a sales operations role overnight. 

It was there that she started her long career in enablement — building programs for technical products like Algolia and Lattice before landing her current role at Sigma Computing.

In today's episode, Lish and Alex talk all things enablement, including:
How to balance product vs. process in technical sales education What goes into a great sales kickoffWhere sales enablement sits on a cross-functional teamWhat tools should be in every enablement tech stack

Pete Hancock, former VP of National Sales at Yelp and current SVP of Global Sales at Restream, shares stories from the early days of Yelp's go-to-market plan.
During his 11 years at Yelp, Pete Hancock helped the then-startup grow from $1m in revenue to over $750m.
He also built a rigorous sales program that trained thousands of AEs.

In this episode, Alex and Pete discuss:
What sales looked like in the earliest days of YelpYelp’s intense sales training programHow they built a community marketplace around the productPete’s transition to selling national accountsThe impact Yelp’s sales culture has had on the broader industry

Kyle Norton, CRO of Owner, shares learnings from launching Shopify's retail POS program and building Owner's sales team.
Kyle Norton has led sales teams at two unicorn companies — League and Shopify.

While leading sales at League, he grew revenue to $20 million and scaled their sales team to 40 reps.

3 years later, he joined Shopify as Head of Revenue for their retail division to help roll out their point-of-sale products.

In today's episode, Kyle joins Alex to discuss:
Building 3 sales motions from scratch at LeagueWhy he made the move from startups to ShopifyShopify's POV sales pitchWorking with a first-time founder at Owner