187 episodes

'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.

The Goats of Growth Jay Webb

    • Business
    • 5.0 • 44 Ratings

'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 Think Like a Modern CRO As Told By 5 Recent Guests

    How To Think Like a Modern CRO As Told By 5 Recent Guests

    This is a different kind of show from what I normally do, meaning that most of my shows feature in depth interviews with one guest on various growth oriented topics. However, in this episode, you will hear clips from five recent interviews that I did that basically focus on the same topic, which have been all about the strategic thinking needed for CROs to run profitable and efficient growth organizations in the wake of the growth at all cost error that ended a couple of years ago. So in this episode, you will hear the viewpoints of Meshach Amua -Fuster, portfolio CEO, Tracy Sastilli, former chief revenue officer at Intellimize, Michelle Benfer, SVP of Sales at Bill, Jacco  'Vanderkoi, Founder of Winning by Design  and Katie Ivy.
    Chief Revenue Officer at Walnut. Enjoy the episode.
    Meshachs Linkedin Profile
    Jacco's Linkedin Profile
    Tracys Linkedin Profile
    Michelles Linkedin Profile
    Caties Linkedin Profile

    • 20 min
    Why Mediocrity Gets Exposed When Budgets Get Tight with Catie Ivey

    Why Mediocrity Gets Exposed When Budgets Get Tight with Catie Ivey

    In today's episode of The Goats of Growth, we have Catie Ivey, CRO of Walnut! She discusses the differences between selling in today's environment versus selling just a few years ago. 
    Of course, as a recruiter, the thing that stuck out most to me was the what she said about the differences between great sellers and CSMs and everyone else, and the very real consequences if you're not great at what you do today. 
    Takeaways from this episode:
    Enhancing B2B Sales: Leveraging product demos to create a buyer-centric experience throughout the buying journey.
    Transitioning to CRO: The challenges and learning curve involved in owning the full revenue number.
    Optimizing Sales Processes: Strategies for go-to-market teams to do more with less and improve unit economics.
    Cross-Team Alignment: Creating alignment across product, marketing, sales, and customer success teams for scalability and predictability.
    Building a Strong Team: Hiring candidates with intellectual curiosity, growth mindset, and coachability.
    Mentorship and Diversity: Katie's passion for mentoring young women in sales and promoting diversity in leadership roles.
    Pipeline Building: Exploring new strategies for building pipeline and learning from industry peers.

    Caties Linkedin Profile

    • 42 min
    How To Use Decision Intelligence To Fuel Growth with Gregg Carman

    How To Use Decision Intelligence To Fuel Growth with Gregg Carman

    In this episode of The Goats of Growth, I interviewed Gregg Carman, CEO and Founder of Chiefsight, which empowers mid-market companies to make data-driven financial decisions with generative AI. Cheifsight analyzes data from multiple systems and provides relevant recommendations to make faster decsions while your competiors are stuck in analysis paralysis.
    Want to hear his go-to-market strategy and his visionfor the future? It's all in this episode!
    Data-Driven Decisions: How ChiefSight uses AI to provide real-time measurement of key performance indicators and benchmarks for better, faster business decisions.

    Generative AI in Marketing: Utilizing AI to analyze data from multiple systems and deliver relevant recommendations, significantly improving conversion rates.
    Target Audience Strategies: Focusing on CFOs, with the CEO and CRO as key influencers, and exploring omnichannel strategies for demand generation.

    Thought Leadership: The role of thought leadership in defining and designing a market, leading to market leadership and profitability.

    Market Opportunities: Tapping into the large and growing market for decision intelligence applications.

    Gregg Carmens Linkedin Profile


    00:00 Introduction to ChiefSight and Greg
    03:20 Real-Time Measurement and Benchmarks for Better Decision-Making
    05:45 Using Generative AI to Analyze Data and Provide Recommendations
    09:20 Targeting CFOs with Influencers in the CEO and CRO
    16:13 Exploring an Omnichannel Strategy for Demand Generation
    24:23 The Power of Generative AI in Demand Generation Marketing
    29:14 Thought Leadership: Defining and Designing a Market
    32:20 Scalable and Efficient Content Marketing with Generative AI
    36:19 Building a Business for Sustainable and Profitable Growth
    42:34 The Market Opportunity for Decision Intelligence Applications

    • 44 min
    The Keys To Raising Money In 2024 with Bobby Touran

    The Keys To Raising Money In 2024 with Bobby Touran

    In this episode of The Goats of Growth, I interviewed Bobby Touran, Co-Founder of Rainbow, an insuretech company focusing on the restauant industry. 
    One of the biggest questions I had for Bobby was about the keys to raising money in 2024, given that it;s much more difficult than it was just a few years ago.
    Enjoy the episode!
    Bobbys Linkedin Profile
    Timestamps
    00:00 Introduction and background
    04:27 Seizing Opportunities and Adapting to Change
    13:07 Raising Funds and Building a Successful Business
    37:22 The Importance of Team, Vision, and Value Proposition in Entrepreneurship

    • 43 min
    How Getting RevOps Right Makes You Less Reliant On Sales Headcount, with Michelle Benfer

    How Getting RevOps Right Makes You Less Reliant On Sales Headcount, with Michelle Benfer

    In this episode I interviewed Michelle Benfer, Senior Vice President of the Accounts Payable and Accounts Receivable Product Lines for BILL.
    I asked Michelle about a post she shared on LinkedIn that caught my eye about the Rule of 40 and how focusing on the right roles and the right intelligence in RevOps makes you less reliant on sales headcount.
    Listen to the episode to find out more, including:
    Balancing Profitability and Growth: Understanding the rule of 40 and its significance for public SaaS companies.
    Driving Productivity: The critical role of RevOps and how to effectively align bonuses with productivity benchmarks.
    Sales Enablement: Strategies for boosting productivity and disseminating best practices across the sales team.
    Effective Sales Management: Tips for hiring well, coaching effectively, and focusing on pipeline management, performance, and culture.
    Navigating 2024: Insights into the challenges of running a sales team and the importance of investing in the right resources. This episode is packed with actionable advice for sales leaders aiming to achieve a balanced and productive sales organization!
    Tune in and let us know your key takeaway.
     
    Michelles Linkedin Profile
    Timestamps
    00:00 Introduction to Michelle Benfer and Bill
    01:37 The Rule of 40: Balancing Profitability and Growth
    10:17 The Importance of Sales Enablement in Supporting the Sales Team
    35:20 Challenges of Running a Sales Team in 2024

    • 40 min
    Scaling From $500K to $50M, with Steve Travaglini

    Scaling From $500K to $50M, with Steve Travaglini

    In this episode, Steve Travaglini, the CRO that led LinkSquares from $500K to an astounding $50M in ARR in just 5 years, shares his entire journey. 
    Struggling with startup setbacks and doubt? Steve resilience, drive, and bias towards action, will inspire you in a way that could set you on path to the same kind of success. Of course, you'll have to do it without Steve.  
    Tune in to discover Steve's insights on:
    Uncovering Success: The journey from setbacks to triumph, and the lessons learned along the way.
    Building a Sales Culture: Hiring for grit and optimism to create an unshakable team.
    Driving Revenue: The pivotal role of a game-changing product in the sales landscape.
    The Blueprint for Growth: Strategies for forging an unbreakable sales culture and fostering explosive growth. This episode is packed with actionable advice for entrepreneurs and sales leaders aiming to achieve extraordinary success!
    Tune in and let us know your key takeaway.




    Steves Linkedin Profile
    00:00 Introduction and Background
    03:01 Getting Fired and Joining Link Squares
    08:56 Building the Sales Team at Link Squares
    15:54 Lessons Learned and Adjustments Made
    32:10 Continued Growth and Challenges Faced
    37:55 The Evolution of a Sales Leader
    38:22 Staying Involved in the Day-to-Day Operations
    39:23 Building a Sales Culture and Scaling a Sales Organization
    40:12 Delegating and Working on the Business
    44:09 Introducing WinRate
    48:45 Addressing Pain Points in Pricing, Packaging, and Value Presentation

    • 1 hr 7 min

Customer Reviews

5.0 out of 5
44 Ratings

44 Ratings

Love the energy ,

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.

Blob232323 ,

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.

mastersonj ,

Great conversation.

Jay gives a great interview, glad I found this podcast.

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