The Goats of Growth Jay Webb

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.
Quest