4 episodes

Revenue Talent Talk is a podcast for SaaS revenue leaders and individual contributors looking to grow their career.
If you’re looking for career advice, how to win as a the job seeker, how to deal with layoffs, and the state of the job market, this podcast was built for you.
Our host, Captivate Talent founder Chris Gannon, talks with revenue leaders and hiring managers in SaaS to deliver actionable advice and tips to help you level up your career in SaaS.
Chris has over 15 years of experience recruiting for revenue talent and Captivate Talent has placed 100s of professionals in SaaS revenue roles.
Perfect for those in sales, marketing, and customer success.
Revenue Talent Talk is brought to you by Captivate Talent, a recruiting agency that helps match top revenue talent with high-growth SaaS startups.

Revenue Talent Talk Captivate Talent

    • Business
    • 5.0 • 2 Ratings

Revenue Talent Talk is a podcast for SaaS revenue leaders and individual contributors looking to grow their career.
If you’re looking for career advice, how to win as a the job seeker, how to deal with layoffs, and the state of the job market, this podcast was built for you.
Our host, Captivate Talent founder Chris Gannon, talks with revenue leaders and hiring managers in SaaS to deliver actionable advice and tips to help you level up your career in SaaS.
Chris has over 15 years of experience recruiting for revenue talent and Captivate Talent has placed 100s of professionals in SaaS revenue roles.
Perfect for those in sales, marketing, and customer success.
Revenue Talent Talk is brought to you by Captivate Talent, a recruiting agency that helps match top revenue talent with high-growth SaaS startups.

    Pivoting your career into SaaS (with Drew Brucker, pivoted from non-SaaS sales to SaaS marketing)

    Pivoting your career into SaaS (with Drew Brucker, pivoted from non-SaaS sales to SaaS marketing)

    Episode overview
    Even if you aren’t in SaaS, it doesn’t mean you can’t get into SaaS. Today, there are a ton of professionals who have pivoted into SaaS revenue roles.
    Getting into SaaS can seem tough though. How do you successfully pivot your career into a SaaS job? And even once you’re in SaaS, how do you make sure you quickly get up to speed.
    For a lot of people, breaking into SaaS can seem like a hard task. Do you need to have a network to get in? What skills are required to break in?
    We’ll dive into pivoting your career into SaaS with Drew Brucker, a VP of Growth at a SaaS company who first got his career started in non-SaaS sales.
    Episode highlights
    What Drew learned from his first job ever
    How Drew was able to pivot into marketing from sales
    When you should consider taking a short-term career step back for long-term gains
    Here are the signs to look for if you want to pivot into SaaS
    What you should focus on first in your first SaaS job pivoting from non-SaaS
    What you can do to catch up on knowledge when you start a new SaaS role
    What are signs to look for that it might be time to move on from a job
    What Drew has been working on in his current role at Lasso and why he joined
    How to handle imposter syndrome when you get a leadership role
    One of the most important things you should think about when making hires
    Why not getting a job isn't something to dwell on
    What you should be doing to be better prepared for interviews


    Episode links:
    Follow Captivate Talent on LinkedIn, Twitter, Instagram, Facebook, YouTube, and TikTok
    Connect with Chris Gannon on LinkedIn
    Connect with Drew Brucker on LinkedIn


    Key takeaways
    [00:01:07] What Drew learned from his first job ever
    If you want to grow your career, you can’t just limit yourself to your job responsibilities. Sometimes, you need to be willing to step out and take on a new responsibility. If you treat things that you’re handed outside of your job as actually “outside of your job”, you may be missing a key opportunity to grow.
    “I think the takeaway was like, everything's your job. You know, there's nothing that's not your job. That was kind of what this role was. I took that mentality with me and that's probably the best takeaway I got of it.
    There are certain things that you're required to do and other things that just need to be done. And so jumping in and doing those things always comes in handy.”
    [00:06:41] How Drew was able to pivot into marketing from sales
    Opportunity happens when luck meets preparation. For Drew, switching into marketing was possible because he happened to talk about a marketing opportunity with a competitor company. He had the skills for marketing but hadn’t been able to apply them in a job. Luckily, when opportunity came calling, Drew was able to take advantage.
    “I had a competitor reach out. We just talked about the opportunity to switch into marketing and they might be willing to take a chance on me. And so I just kind of weaseled my way in. I knew social media at the time. I taught some courses for employees at Camden, just trying to teach them how Facebook works.
    That was like my ticket in, right. So if I could just get a chance, then I felt like this was a great opportunity for me and it, and it was.”
    [00:07:49] When you should consider taking a short-term career step back for long-term gains
    Not every career move is going to result in a higher title or higher salary. Sometimes you have to be willing to take a step back in title or salary to grow long-term. You need to look at long-term growth opportunities when evaluating jobs. Otherwise, you might be limiting your max potential.
    “There was a bigger step back with going into property management. I was making pretty decent money at the time for a 25 year old at Office Depot and sales but I just hated it so much. I was looking for something that actually spoke to me.
    And so that's how I landed in property management. I took a 20-30,000 pay cut there. So that was a

    • 41 min
    How to grow your marketing career in SaaS (with Andrea Kayal, 3x-CMO and Advisor)

    How to grow your marketing career in SaaS (with Andrea Kayal, 3x-CMO and Advisor)

    Episode overview
    Becoming a marketing leader is not just a result of having hard skills. You need to have the right soft skills as well.
    If you want to move into a marketing leadership role or reach the CMO-level, it can be hard knowing what are the right things to focus on. What should you know or be doing to grow your career faster?
    How do you overcome any weaknesses you might have? Even if you know your strengths and weaknesses well, how do you leverage that into career growth?
    We’ll dive into growing your career in marketing with Andrea Kayal, a 3x-CMO and marketing advisor to startups who has grown her career fast.
    Episode highlights
    What Andrea learned about leadership from being a captain for 2 years on the Michigan soccer team
    Andrea's process for starting a new CMO job - what she does first
    Why CMOs need to create the budget vs following a given budget
    What Andrea thinks CMOs should spend their time on after being a 3x CMO
    Why how you manage is more important than hard skills for becoming a marketing leader
    What is the most impactful thing you can do regularly to grow your marketing career
    What you need to know to become a marketing leader instead of an individual contributor
    What is a brag book and why is it critical for growing your career
    What skills and traits should you look for when hiring a marketer
    How to build a process for success if you're a first time manager
    Who are the best revenue leaders to follow for practical advice
    Biggest successes and biggest failures from a 3x CMO
    Why Andrea hates losing more than she loves winning


    Episode links:
    Follow Captivate Talent on LinkedIn, Twitter, Instagram, Facebook, YouTube, and TikTok
    Connect with Chris Gannon on LinkedIn
    Connect with Andrea Kayal on LinkedIn


    Key takeaways
    4:39 - What Andrea learned about leadership from being a captain for 2 years on the Michigan soccer team
    When you captain a team, you have to give guidance and direction to your teammates. You also have to have intense focus on take challenges head on. Those same skills apply to being a leader at a SaaS company.
    To be an effective leader, you need to be able to take any punches, keep moving forward, and make sure you get it done.
    “[Startup] jobs are hard, especially at high-growth tech companies. You kind of need to persevere. There's no other way. At Michigan we had training at four o'clock in the morning. That was the only time we could get gym time and then you'd have to go to class in the freezing cold and then go back to practice and then go to study.
    The person that I am today is because I just said, ‘You know, we gotta get it done.’ And so that's how I feel when I'm in these roles.”
    6:49 - Andrea's process for starting a new CMO job - what she does first
    Taking inventory is an important part of starting a new marketing role. Make sure you have a good understanding of everything your role touches. For more senior roles, that will include things like NPS, customer health, customer sentiment about the product, and more.
    “I actually send a spreadsheet out to all companies that I work for. You should interview companies with the same rigor they used to interview you.
    That spreadsheet has about 25 questions on it. And it's like all about the health of the business, everything from customer NPS to the health of the customers to do the customers actually like the product or is the CEO selling you into the business.
    You could be the best marketer on the planet. Great ideas, very smart in terms of your growth and forecasting. But if the company sucks, the people hate it, and the metrics are all backwards, it's not gonna work.”
    8:33 - Why CMOs need to create the budget vs following a given budget
    The best CMOs don’t just take a budget, they make a budget. Your job as a CMO is to figure out what the business goals are and to build a budget around it. If a business wants to grow by a certain multiple or have a certain goal reached for a campaign, you need to make sure you have eno

    • 31 min
    Mastering your mindset to grow your career (with Larry Long Jr., 16+ years coaching and training sales orgs)

    Mastering your mindset to grow your career (with Larry Long Jr., 16+ years coaching and training sales orgs)

    Episode overview
    Having the right mindset is key to hitting your personal goals. You’ll probably still end up failing a few times, but the right mindset can keep you going and growing.
    For those that are very ambitious, they usually have a long list of goals that they want to hit both personally and professionally. How do you make sure you’re staying on track with your goals?
    If you start to lose motivation and energy, how do you make sure you don’t miss those goals?
    We’ll dive into mastering your mindset with Larry Long Jr., an entrepreneur who has seen failure a few times before becoming a successful speaker and coach for sales organizations.
    Episode highlights
    Lessons from Larry’s first job
    What Larry learned from running an early business idea
    Connecting sales calls to real experiences for success
    The importance of positive conversations with yourself
    Staying motivated through company layoffs
    Larry's mindset and approach to trying entrepreneurship again after failing
    Personal goals for Larry
    How Larry stays focused on hitting his goals and takeaways
    Overcoming low motivation and low energy periods
    About Larry's weekly motivation event


    Episode links:
    Follow Captivate Talent on LinkedIn, Twitter, Instagram, Facebook, YouTube, and TikTok
    Connect with Chris Gannon on LinkedIn
    Connect with Larry Long Jr. on LinkedIn


    Key takeaways
    2:13 - Lessons from Larry's first job
    Larry learned early that not everything is given to you. Sometimes you have to take things that you want. Even if you’re scared or nervous of doing something, you have to take those risks to grow sometimes.
    “I was so scared to knock on doors to start my lawn mowing business as a kid. My mom said, ‘I pitied the fool. Get out there.’ I said, ‘No’. She said, ‘What are you scared of? What's the worst thing they can say?’ And I said, ‘No'. She said, ‘Is it really that bad?’ I said, ‘Yes, I don't like hearing that.’
    But once I got over that obstacle of being fearful and knocked on some doors, I had some conversations and picked up some clients. It was amazing! I was playing summer baseball and to be able to mow lawns around my baseball schedule and make a little bit of money. It was unbelievable!”
    3:52 - What Larry learned from running an early business idea
    It’s important to follow your passion. Sometimes following your passion will come with risks. You might fail but you’ll learn lessons along the way that will ultimately help you grow.
    “I said, ‘Let me go ahead and follow my dreams. Follow my passion.’ I moved to North Carolina to open an indoor baseball and softball academy teaching youngsters the fundamentals of the game, as well as the fundamentals of life.
    Well, after a year and a half, the numbers that we knew — batting averages, stolen bases, home runs, RBIs. Those aren't the numbers that you need to run a successful business. That's your income statement? Your balance sheet. Whoa, whoa. And your statement of cash flows. Whoa, Lordy. We had no idea what those numbers meant.
    So I had to brush my shoulders off and go out there back to the working world. I found a job where I was making 150 cold calls CPA firms.”
    5:37 - Connecting sales calls to real experiences for success
    If you want to be successful, you need to play to your strengths especially in sales. Larry remembers a time back when he was cold calling when he struggled a lot.
    The thing that helped him find success? Being able to relate with clients through some of the struggles he faced himself.
    “My boss said, find that happy medium with my personality and our customer’s personality and speak to people like they're people. And you're gonna have a lot of success. Lo and behold, he was right. I was just having conversations, sharing my story of being a failed business owner.
    And all of a sudden I'm making connections. I'm getting demos, I'm getting promoted.”
    9:08 - The importance of positive conversations with yourself
    If you want to succeed,

    • 29 min
    Navigating the bear market in SaaS sales (with Kevin Mulrane, ex-CRO and 4x VP of Sales)

    Navigating the bear market in SaaS sales (with Kevin Mulrane, ex-CRO and 4x VP of Sales)

    Episode overview
    The economy boomed in 2021 after businesses figured out how to work during the pandemic. Now, the market is entering a correction period that’s seeing many layoffs in SaaS.
    As we enter a downmarket, startups and growing SaaS companies are facing difficult decisions when it comes to their employees. Do they keep their staff or cut their staff to increase runway?
    If you’re at a company that might be vulnerable to layoffs, how do you manage this? Even if your company isn’t considering layoffs, how do you manage the upcoming recession, especially if it’s your first time?
    We’ll dive into how to navigate this bear market with Kevin Mulrane, an ex-CRO and 4x VP of Sales who also worked and survived during the last recession.
    Episode highlights
    How to prepare for a recession if you work in SaaS sales
    Making yourself invaluable during a recession to avoid layoffs
    Good and bad indicators to consider when joining a startup
    What SaaS startups can do to win during a recession
    Dealing with a layoff in your company
    Side hustles to do during a recession
    Resources to check out to help survive the recession
    What to expect after the recession
    What to focus on right now in your job
    The impact of benefits as the market shifts back to employers
    Handling in-office requirements from employers


    Episode links:
    Follow Captivate Talent on LinkedIn, Twitter, Instagram, Facebook, YouTube, and TikTok
    Connect with Kevin Mulrane on LinkedIn


    Key takeaways
    3:21 - How to prepare for a recession if you work in SaaS sales
    Kevin says it’s important to plan your personal budget, especially if a majority of your income is commission based. Cut the things that you don’t need to spend money on right now. You can always add those things back later.
    “If you're in a sales function and a lot of your income is based on your ability to sell and commissions and it's not guaranteed, get your finances and your budgets in order.
    Find the things that you don't need to spend money on and cut it for now. It'll come back later. That was one thing I didn’t do during the last recession that I wish I did. I think for me, I knew it was gonna be hard. So I kind of just flipped the mindset and said I'm just gonna have to work a little bit harder now.”
    5:43 - Making yourself invaluable during a recession to avoid layoffs
    Most companies will typically cut low performing talent and talent that they’ve over-hired for during down markets. Kevin says to avoid layoffs, you need to make yourself invaluable and irreplaceable.
    “Ask what you can do to be irreplaceable and invaluable? I think this is where you can have communication with your manager or whoever and ask what are the things that you can do that makes you irreplaceable?”
    9:25 - Good and bad indicators to consider when joining a startup
    If you decide to join a startup, you need to make sure to ask the right questions so you can ensure job security. During a bad market, companies can fail easily if they don’t have enough runway or product market fit. Make sure you’re asking the right questions before accepting an offer.
    “I would, I would ask some tough questions around funding runway and how are the decisions around spending capital?
    If you are junior, it might be a little uncomfortable to ask those questions. But I would try to get a good sense of like, are they, are they spending like drunken sailors or are they actually being very thoughtful about spending.
    I would then go into things around like product market fit and repeatability with revenue motions. Do they have a team that's consistently hitting or is this a replacement role because people aren't performing right?”
    12:57 - What SaaS startups can do to win during a recession
    For companies that want to survive a recession, you have to focus on your product and the personas you sell to. Kevin says that nice-to-have solutions won’t win in a bear market.
    “I think where I would start is to take a look at your product or servi

    • 35 min

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Great insights for revenue job seekers

Only a few episodes in but Captivate Talent has already done a great job bringing in revenue leaders to share career advice.

Have learned a lot about creating a better mindset plus actionable tips I can implement monthly to grow my career faster!

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