'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.
How To Bring a Category Creating Product To Market After Almost Running Out Of Money, with Steven Hoffman
My guest, Steven Hoffmen, also known as Captain Hoff, is the CEO and chairman of Founders Space, a global innovation hub for entrepreneurs, corporations and investors with over 50 partners in 22 countries. Captain Hoff is also a venture investor, founder of three venture backed and a bootstrap startups as well as the author of several award winning books.
In todays episode you will here how Capt. Hoff and his team brought the the world's first-massively multi-user gaming platform to market despite many setbacks, including almost running out of money.
The power of asking the right questions Foundational steps in a startup Tactically refining your pitch as you get rejected by investor after investor Learning to pivot business Importance of leveraging multiple opportunities If you like stories full of setbacks that lead to an ultiimate triumph, you're going to love this episode.
Process, Preparation and Performance, with Dale Brown
My guest, Dale Brown, is the Chief Revenue Officer at PachyDerm. Pachyderm is the leader in data versioning and pipelines for MLOps and they provide the data foundation that allows science teams to automate and scale their machine learning lifecycle. Dale's vast career has consistently put him at the intersection of sales execution, revenue, product development, and go-to-market results.
In todays episode we discuss,
Coaching and selling with confidence. Preparation for positive performance. Developing trust within your teams. How to shorten a sales process. The timing in adopting and engaging in new ways. Identifying friction points in a sales process. Outlining deliverables and validating outcomes.
Sales, hiring, coaching, data driven performance, outlining outcomes - This episode is full of key insights and value. Let us know your key takeaway from this episode.
3 Pillars Needed to Scale, with Don Hammond
Don Hammond, COO at Lightning Fit, the undisputed industry leader in EMS fitness technology, has scaled start-ups from 0 to 8 figures, and from 8 to 9 figures. In this episode we unpack some of the keys to his success.
The 3 legs of the stool needed for a start-up to scale. How to build a scalable and repeatable process. The importance of teaching the basics. How VPs can grow into CROs. Hiring good people and setting expectations. Building a winning formula. This episode is PACKED with so much information and can definitely add value to your toolbox whether you’re new to the game or already operating at the executive level.
How To Build & Scale A Team-Based Incentive Program
I'm celebrating episode 100 with David Barron, Global Director of Sales, leading teams in North America for HubSpot, the unquestionable pioneers of inbound marketing software and a leading marketing automation. Since it's early days, HubSpot has evolved into much more, including the products that David’s team sells, which are HubSpot CMS, Service Hub and Operations Hub.
In todays episode we discuss
Creating a compensation and incentive based structure. Setting clear expectations for the sales teams. Implementing a hiring philosophy. What to look for when scaling and building a team. The importance of a diverse high performing team. Restructuring onboarding to maximize training. All of that and more! If you’re looking to scale and build a diverse, high performing team, this episode is a must listen.
My Takeaways from "The Qualified Sales Leader", by John McMahon
I just finished reading "The Qualified Sales Leader" by John McMahon, 5X CRO at start-ups that IPO'd, and a Board member and Advisor to a number of other notable companies--- which make him the G.O.A.T.
If you're a Founder, CEO, Sales Leader, or anyone else in the sales ecosystem, especially if you want to know how the GOATS of Growth lead and scale world-class sales teams, this is a must read.
To that end, as an experienced recruiter and interviewer, I've learned to read between the lines and l obsess about what's NOT being said. It helps me recognize patterns of behavior that typically lead to success--or failure.
When I read John's book, I took the same approach. It's not a review of the book, or even a summary of the book, but it's focused on the major takeaways I got from the book that weren't always said, but what I understood certain things to mean--especially when identify and recruiting talent.
In fact, most people will find my takeaways bland and nothing spectacular--or even new.
But that's the point.
It shines a big, glaring light on basic, practical, fundamental leadership and management principles that, frankly, a lot of people know, but just don't commit to.
There is a tale John tells in the book called "The Fox and the Hedgehog", that illustrates this well.
This book starts with the basics, which are a great reminder for all of us.
Building Team Success By Solving Problems & Building Confidence
My guest, John Sheffield, is the ‘Vice President of Sales’ at Yottaa, which the the leading cloud platform for eCommerce acceleration.
In this episode we discuss:
Developing sales methodology Behavior traits and successful sales habits Building confidence in your sales team. Sustaining low a attrition rate Evaluating and hiring new team members Overcoming setbacks and encouraging your team The value of intellectual curiosity All of that and more. If you’re a sales leader or aspiring to lead a team to success, this episode is for you.
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.
Jay gives a great interview, glad I found this podcast.