The Goats of Growth Jay Webb
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- Business
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'The Goats Of Growth' features exclusive interviews with GTM Leaders who discuss topics such vision, leadership, strategy, execution, and other insights into how start-up can build a successful go-to-market function.
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10 Ways To Stay Motivated and Productive If You're Going "Solo" As A Fractional CRO
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. -
Sales at Scale: How To Do It, with Vince Beese
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. -
How a CRO/Operating Partner Helps Portfolio Companies Drive Growth and Increase Commercial Value with Sherri Sklar
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. -
Cultural Must Haves For Start Ups with Scott Anderson & Jason Ingargiola
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.
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Using Contact Data And Finding The Sweet Spot Between Quantity and Quality, with Mark Feldman
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. -
Top Characteristics of Top Revenue Leaders, Successful Placements, and Succession Planning
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.
Customer Reviews
Actionable content from people doing the work every day…
I’ve been listening to a few episodes and I appreciate two aspects of Jay’s interviews in particular --
1/ His guests are out there every day doing the work — sales leaders, CEOs, sales trainers.
2/ Jay does a great job of asking questions and then getting out of the way — simply letting his guest answer thoughtfully and completely.
Well done — definitely recommend.
Great for any level of sales
Jay does an amazing job of extracting the most meaningful information, and successful parts of the sales playbook. Each podcast I’ve listened to is loaded with nuggets for people from all levels of sales. You can find value in these podcasts if you’re applying for your first SDR role, or if you’re running a company.
Great conversation.
Jay gives a great interview, glad I found this podcast.