Pit Stops to Podium: B2B RevOps Podcast: Recent Episodes
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Welcome to Pit Stops to Podium, the RevPartners Podcast where we talk to Executives who have competed and won, accelerating their companies from High Growth to High Scale.
In this episode of Pit Stops to Podium, we're thrilled to have Josh Braun, a former Head of Business Development at Basecamp and the Co-Founder & CEO of Sales DNA. Josh's expertise lies in aiding sales leaders, CEOs, and founders to build systems that consistently secure meetings with qualified buyers. Known for hosting the Inside Selling Podcast and creating the Badass Growth Guide, Josh is a seasoned thought leader in sales strategy.
Throughout this episode, Josh delves into customer engagement for successful deals, exploring pivotal sub-topics that redefine sales tactics. From selling without sounding salesy to deciphering why people buy (and why they don't), he navigates strategies like being a red X in a sea of white circles. With valuable insights on personalization versus relevance, overcoming sales objections, and breaking through the zone of resistance, Josh offers actionable advice to revolutionize sales approaches and drive success.
Chapters:
- 00:00 - Intro
- 01:03 - Josh Braun Background
- 04:08 - Who’s Josh Outside Work
- 04:59 - Enhancing Customer Engagement for Mutual Success
- 08:24 - The 'Red X' Strategy for Product and Service Enhancement
- 14:00 - Rethinking Objections in Selling
- 19:51 - Shining a Light on Problems, Not Convincing to Buy
- 22:04 - Engage with Josh
//ENGAGE WITH JOSH
Josh’s LinkedIn
Josh’s Website
//MENTIONS
Dish Network
Jellyvision
HubSpot
Zendesk
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In this episode of Pit Stops to Podium, we are honored to have Jim Cathcart, a renowned mentor, author, and Hall of Fame professional speaker. With his extensive experience as the founder of The Going Pro Experts Academy Mentorship and author of 25 bestselling books, Jim brings a wealth of knowledge and practical insights to our discussion.
During the episode, Jim will explore the essential traits of a great sales professional and the role mindset plays in achieving sales success. He will share proven strategies for bulletproof selling and discuss how "The Acorn Principle" relates to effective sales techniques. Additionally, Jim will provide valuable advice on navigating challenging times in sales and the power of relationship selling.
Chapters:
- 00:00 - Intro
- 00:53 - Who Cathcart Institute Is
- 07:58 - Who’s Jim Outside Work
- 10:56 - Enhancing Sales Leaders' Mindset for Success
- 15:00 - The Half of the Job Mindset
- 16:55 - Implementing Acorn Principle in Bulletproof Selling Strategies
- 21:24 - Guiding Revenue Leaders Through Economic Challenges
- 25:14 - Engage with Jim
//ENGAGE WITH JIM
Jim’s Website
Jim’s LinkedIn
//MENTIONS
American Bank Association
Earl Nightingale
MassMutual
//BOOKS
The Acorn Principle
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In this episode of Pit Stops to Podium, we're thrilled to have Matthew Neuberger, President & CEO at Neuberger & Company, known for elevating sales performance, increasing revenue, impacting company growth, and implementing advanced sales training methodologies.
Today's conversation will explore the realm of superior selling attitudes and behaviors. Matthew will uncover the dynamics behind achieving exceptional sales results while shedding light on the often surprising traits exhibited by top executives. Additionally, he'll delve into the intricacies of primary communication styles essential for effective salesmanship.
Chapters:
- 00:00 - Intro
- 00:47 - Who Neuberger & Company Is?
- 04:24 - Who’s Matt Outside Work
- 08:07 - Understanding The Superior Selling Concept
- 14:05 - Qualify, Close, Present
- 19:35 - Effective Communication Styles with Clients
- 24:52 - Identifying Customer Communication Styles
- 27:31 - Engage with Matthew
//ENGAGE WITH MATTHEW
Matt’s LinkedIn
Neuberger & Co Website
//MENTIONS
Sandler
Fredric G. Reynolds
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In this episode of Pit Stops to Podium, we're excited to introduce Ian Koniak, President and Founder of Ian Koniak Sales Coaching and CEO of Untap Your Sales Potential. With a background in leading national training workshops for Fortune 500 companies and a career sales record exceeding $100 million, Ian's expertise is unmatched. As the former #1 Enterprise Account Executive at Salesforce.com and current Acting Dean at Pavilion's Enterprise Sales School, he brings a wealth of knowledge to our discussion.
Today's episode revolves around Unlocking The Sales Champion Mindset. Ian will explore the defining traits and habits of Sales Champions, offering insights on effective coaching strategies for Account Executives to reach their peak performance.
Chapters:
- 00:00 - Intro
- 00:44 - Who Untap Your Sales Potential Is + Ian’s Background
- 05:47 - Who’s Ian Outside Work
- 08:31 - Unleashing Sales Champion Mindset Dynamics
- 14:56 - Establishing Effective Sales Behavior Patterns
- 22:46 - Managerial Strategies for Prioritizing Sales Pipeline Development
- 30:08 - Engage with Ian
//ENGAGE WITH IAN
Ian’s LinkedIn
Ian’s Website
//MENTIONS
Ricoh USA, Inc
Salesforce
John WoodenNick Saban
Bill Walsh
Kirby Smart
Northrop Grumman
//BOOKS
Ruthless Elimination of Hurry by John Mark Comer
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In this episode of Pit Stops to Podium, we're excited to introduce Ian Altman, Founder at Same Side Selling Academy, a distinguished keynote speaker and author specializing in integrity-based business growth. Ian is renowned as a sales and marketing modernization consultant for B2B business leaders, boasting an illustrious career as a professional speaker, podcast host, and contributor to prestigious platforms such as Forbes and Inc.
Today's episode revolves around overcoming sales traps and embracing value. Ian will delve into the differentiators between top-performing teams and the average, shedding light on the common adversarial traps that sellers encounter. Furthermore, he'll discuss the vital shift from a focus on price to emphasizing value, providing valuable insights for our audience.
Chapters:
- 00:00 - Intro
- 00:54 - Ian's Journey with Same Side Selling Academy
- 03:24 - Same-Side Selling Approach Explained
- 04:32 - Who’s Ian Outside Work
- 07:29 - Embracing Value Shift in Sales Traps
- 11:37 - Adversarial Traps in Pricing for Sellers and Buyers
- 16:55 - Closing the Gap in Seller-Buyer Conversations
- 20:21 - Characteristics of High-Performing Teams
- 27:12 - Engage with Ian
//ENGAGE WITH IAN
Same Side Selling Website
Ian’s LinkedIn
//MENTIONS
Jack Quarles
Keenan
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In this episode of Pit Stops to Podium, we're thrilled to introduce Mor Assouline. Mor is a multi-talented professional who wears various hats in the sales industry. He serves as the Founder at FDTC (From Demo To Close), a Sales Coach at FDTC University, a Strategic Advisor at Vajro, and a Sales Instructor and Mentor at Six Figures. Mor's wealth of experience and expertise promises an enlightening discussion for our audience.
In today's episode, we'll delve into the captivating world of sales demos and how they can be utilized to drive success. Our primary focus for this episode centers around unlocking the potential of persuasive sales demos. We'll also explore the nuances of understanding the different personalities of your prospects and discover how to leverage psychological insights to enhance your win rates. Mor will also share some valuable insights and strategies to help you achieve an outstanding 50% close rate in your sales efforts.
Chapters:
- 00:00 - Intro
- 00:51 - Who’s FDTC + Mor’s Background
- 04:07 - Fun Facts About Mor
- 06:11 - Balancing Discovery and Demo for Sales Success
- 08:11 - Distinguishing Great Demos from Poor Ones
- 12:27 - Adapting Sales Approaches to Buyers' Needs and Personalities
- 16:58 - Improving Your Demo Success with Three Key Questions
- 22:19 - Fostering Humility, Vulnerability, and Effective Communication in Sales
- 25:21 - Maximizing Demo Impact for Faster Sales Cycles
- 26:49 - Engage with Mor
//ENGAGE WITH MOR
Demo to Close Website
Mor’s LinkedIn
//BOOKS
Expert Secrets
Traffic Secrets
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In this episode of "Pit Stops to Podium," we're excited to introduce our featured guest, Casey Jacox. As a Sales & Executive Leadership Coach, Author, Podcaster, and Keynote Speaker at Winning The Relationship, LLC, Casey's diverse skills and knowledge bring tremendous value to our show.
Throughout this episode, we'll delve into the theme of Cultivating enduring client relationships. We'll explore the crucial qualities that define outstanding sales professionals, underscore the "Win the Relationship, Not the Deal" philosophy, and shed light on the fundamental role of relationships in shaping a thriving portfolio and career. Additionally, Casey will impart his "6 Principles for Fostering Strong Client Connections," providing actionable insights for establishing and maintaining meaningful bonds.
Chapters:
- 00:00 - Intro
- 01:22 - Casey's Journey to Winning the Relationship
- 05:49 - Who’s Casey Outside Work
- 08:22 - Traits for Successful Sales with a Focus on Relationships
- 15:00 - Applying Customer-Centric Traits and Prioritizing Relationships
- 20:29 - Distinguishing Between Hearing and Listening
- 23:05 - Engage with Casey
//ENGAGE WITH CASEY
Casey’s LinkedIn
The Quarterback DadCast
Casey Jacox Mastermind
//MENTIONS
Ted Lasso
Napoleon Dynamite
John Kaplan
Horst Schulze
Donald Miller
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In this episode of Pit Stops To Podium, we're honored to have Stacey Gordon as our special guest. Stacey is an accomplished Executive Advisor, Keynote Speaker, Author, and DEI Strategist at Rework Work, with a focus on transforming workplace cultures and reducing bias in global talent management. As a LinkedIn instructor, she offers highly popular online courses on diversity, inclusion, and career development, and her book, "UNBIAS: Addressing Unconscious Bias at Work," sheds light on the state of Diversity, Equity, and Inclusion (DEI) in today's professional world.
With a solid educational foundation in MBA and law from Fordham University School of Law, Stacey is well-prepared to lead our discussion on critical workplace issues. We'll explore key topics such as Recognizing and Overcoming Unconscious Bias, the Nature of Unconscious Bias, Navigating Bias versus Discrimination at Work, and the intricacies of Diversity, Equity, and Inclusion (DEI) in the modern professional landscape.
Chapters:
- 00:00 - Intro
- 01:03 - Who’s Rework Work + Stacey Story
- 03:46 - Who’s Stacey Outside Work
- 05:45 - Uncovering the Power of Unconscious Bias
- 06:46 - The Distinction Between Unconscious Bias and Discrimination
- 08:42 - Maintaining the Balance Between Appropriate and Inappropriate Communication
- 11:54 - Effective Tools and Strategies for Inclusive Conversations
- 15:56 - Fostering Diversity and Inclusivity in Organizations
- 20:44 - Engage with Stacey
//ENGAGE WITH STACEY
Stacey’s LinkedIn
Unconscious Inclusion Website
//MENTIONS
Kristen Pressner
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In this episode of Pit Stops To Podium, we're excited to have Andy Paul as our special guest. Andy is an accomplished Author, Host, and Coach, known for his book "Sell Without Selling Out" and the Win Rate Podcast. Our primary focus today is "Selling with Authenticity." Andy passionately discusses the significance of genuine connections and intuition-driven sales, highlighting core values such as curiosity, empathy, and generosity in achieving sales success.
Throughout this conversation, Andy provides insights into how these principles shape his approach to sales, ultimately nurturing long-lasting client relationships.
Chapters:
- 00:00 - Intro
- 01:12 - Andy’s Origin Story
- 03:40 - Andy’s Podcaster Journey
- 06:34 - Who’s Andy Outside Work
- 07:25 - Tour de France: Unchained
- 10:15 - Humanizing the Vendor Experience
- 14:45 - Exploring Core Values in the Sales Process
- 18:26 - The Role of Generosity in Core Values
- 20:21 - Balancing Art and Science in Sales
- 21:57 - The Social Network Theory
- 23:30 - Navigating Buyer Perspectives in Complex Sales
- 25:38 - Engage With Andy
//ENGAGE WITH ANDY
Andy’s LinkedIn
Andy’s Website
//MENTIONS
The Win Rate Podcast
Fabio Jakobsen
StoryBrand
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In this episode of Pit Stops To Podium, we're delighted to welcome Whitney Johnson, the CEO of Disruption Advisors, a distinguished leadership development company specializing in change management. She delves into the profound significance of ongoing growth and learning, emphasizing their role in personal and professional development. Whitney also unravels the captivating concept of the S-Curve, providing a deeper understanding of its relevance and application.
For sales leaders aiming to navigate the S-Curve shift, Whitney offers guidance, shedding light on how to approach this critical transition. We also touch upon the significance of partnership and the unique challenges faced by high-growth B2B SaaS organizations
Chapters:
- 00:00 - Intro
- 00:56 - Disruption Advisors and Whitney's Books
- 01:56 - Who’s Whitney Outside Work
- 04:35 - What Led Whitney To Write “Smart Growth”
- 07:34 - Understanding the S-Curve Concept
- 10:46 - The S-Curve Shift for Sales Leaders
- 14:32 - What Comes After Mastery and Scaling
- 16:58 - Partnership and Challenges in High-Growth B2B SaaS Organizations
- 20:49 - The Backstory of Whitney Connection with Clay Christensen
- 22:22 - Engage With Whitney
//ENGAGE WITH WHITNEY
The Disrupt Advisors Website
Disrupt Yourself Podcast with Whitney Johnson
//MENTIONS
Malcolm Gladwell
Reid Hoffman
//BOOKS
Disrupt Yourself, With a New Introduction
Build an A-Team
Smart Growth
The Brand Called You by Tom Peters
The Innovator's Dilemma by Clayton Christensen
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In this episode of Pit Stops To Podium, we're honored to welcome Bill Schaninger, Senior Partner Emeritus at McKinsey & Company, international speaker, author, researcher, and advisor to senior executives. Bill, a LinkedIn Top Voice, shares his insights on reimagining the role of the manager. He emphasizes that managers are pivotal in the war for talent, stressing the importance of strong people skills to attract and retain the best talent.
Bill also discusses the need for managers to transition from rule enforcers to rule challengers, acting as critical stopgaps for ineffective or obsolete rules. Moreover, he highlights the value of not promoting good managers out of their roles, but instead recognizing their contributions and allowing them to advance within their positions.
Chapters:
- 00:00 - Intro
- 00:56 - Bill’s Background & Who’s McKinsey & Company
- 05:27 - Fads, Crises, and Shifting Power Dynamics
- 07:34 - Who’s Bill Outside Work
- 10:25 - The Vital Role of Middle Managers in Modern Work
- 17:54 - Middle Managers' Role in Boosting Recruitment and Retention
- 23:48 - Fostering Empowerment and Authenticity in Middle Management
- 28:14 - Nurturing and Valuing Middle Management Expertise
- 30:14 - Balancing Individuality and Membership in Organizations
- 32:57 - Engage with Bill
//ENGAGE WITH BILL
Bill’s LinkedIn
Bill’s Email
//MENTIONS
Matt Guthridge
Horst Schulze
//BOOKS
Power to the Middle by Bill Schaninger
//SUBSCRIBE!
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New "pit stops" every week.
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In this episode of Pit Stops To Podium, we're thrilled to have Kyle Coleman as our guest. Kyle is the Senior Vice President of Marketing at Clari and is a recognized Sales and Marketing leader. He also hosts The Run Revenue Show podcast and serves as a Strategic Advisor at Lavender. As a LinkedIn Top Voice, Kyle brings a wealth of experience and knowledge to the discussion.
The main focus of this episode is on the art of creating a highly effective Sales Engine. Kyle emphasizes that there's no one-size-fits-all approach to building such an engine for a team. He also underscores the critical role of risk identification in achieving a successful sales pipeline and highlights the significance of aligning Marketing, Demand Generation, and Sales Development teams.
Chapters:
- 00:00 - Intro
- 00:52 - Who Clari Is + Kyle’s Background
- 03:54 - Fun Facts about Kyle
- 06:03 - Creating an Effective Sales Engine
- 09:43 - Staying Ahead in Revenue Analysis for Future Growth
- 12:42 - Driving Alignment for Revenue Impact
- 18:13 - Beginning the Sales Engine Journey for Beginners
- 20:29 - Engage with Kyle
//ENGAGE WITH KYLE
Clari Website
Kyle’s LinkedIn
The Clari Revenue Cadence Playbook
//MENTIONS
Looker
Mark Roberge
//SUBSCRIBE!
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New "pit stops" every week.
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In this Pit Stops To Podium episode, we're joined by Lou Adler, CEO at Performance-based Hiring Learning Systems. Adler's extensive background spans executive roles in finance and operations. With an engineering degree and an MBA, he transitioned to recruitment in the 70s, later becoming an Amazon best-selling author and featured expert in major publications.
The episode's focus revolves around Unlocking the Secrets to Hiring Exceptional Talent. Join us as Adler delves into key subtopics such as the concept of hiring for the anniversary date, employing the 'High Tech, High Touch' method to elevate talent standards, and expanding the talent pool through defining work by crucial performance objectives.
Chapters:
- 00:00 - Intro
- 00:55 - Who’s Performance-based Hiring Learning Systems?
- 02:56 - Who’s Lou Outside Work
- 07:21 - Is Achieving a Win-Win in Hiring an Imbalance from the Start?
- 12:35 - Applying “High Tech, High Touch” in Talent Recruitment
- 17:28 - Defining Success Objectives for Hiring AEs and SDRs
- 22:39 - Engage with Lou
//ENGAGE WITH LOU
Hire With Your Head Website
//MENTIONS
Buc-ee’s
Sangram Vajre
//BOOKS
Hire with Your Head by Lou Adler
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
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In this episode of Pit Stops To Podium, we're thrilled to welcome Sandy Robinson, Senior Vice President of Revenue Operations at Patra Corporation. With her role as an Ambassador, Contributor, and Podcast Host at Revenue Operations Alliance, Sandy is a respected authority in sales strategy and leadership.
Our focus centers on enhancing sales success through improved performance and effective communication. Drawing on her expertise, Sandy champions clear communication that transcends technicalities and resonates with sales professionals. She highlights the significance of simplifying strategies, crafting personalized playbooks, and optimizing performance efficiency. Join us to glean invaluable insights for elevating your sales approach.
Chapters:
- 00:00 - Intro
- 01:00 - Who Patra is and Sandy’s Background
- 03:35 - Fun Facts About Sandy
- 05:36 - Empowering through Clear Communication
- 07:20 - Balancing Urgency and Adaptability in Sales
- 10:59 - Effective Sales Enablement Strategies for Scaling
- 13:27 - Balancing Tech and CRM Efficiency
- 16:07 - Strategic Approach to RevTech Orchestration
- 21:45 - Engage with Sandy
//ENGAGE WITH SANDY
Sandy’s LinkedIn
Revenue Operations Alliance
//MENTIONS
Stephen Covey
Mark Roberge
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In this episode, we're excited to feature Joey Price, CEO of Jumpstart:HR and a respected voice in the Forbes Human Resources Council. With over 15 years of HR experience, Joey has been recognized as a Top 30 HR Professional Under 30 by SHRM's HR Magazine and lends expertise as an Advisory Board Member at UKG.
Our discussion centers on the significance of HR and Team Engagement for startups. Discover how HR influences business growth, the advantages of fostering employee commitment, and effective strategies for managing remote teams. Tune in for Joey Price's invaluable insights, offering a roadmap for startups to harness the power of strategic HR approaches.
Chapters:
- 00:00 - Intro
- 00:58 - Who Jumpstart:HR is?
- 04:19 - Fun Facts About Joey
- 06:46 - The Strategic Importance of HR Investment
- 11:04 - Boosting Engagement in Remote Work
- 13:50 - Employee Impact on Engagement, Culture, and HR
- 16:31 - Fostering Trust, Ownership and Empowering Employees
- 18:25 - Engage with Joey
//ENGAGE WITH JOEY
Joey’s LinkedIn
Jumpstart HR Website
While We Were Working Podcast
//BOOKS
A CEO Only Does Three Things by Trey Taylor
//MENTIONS
Stephen Covey
//SUBSCRIBE!
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In this episode, we're joined by Braden Wallake, the CEO & CSO at HyperSocial. With a proven track record, Braden excels in leading marketing teams and creating potent B2B strategies. Notably, he's driven a Canadian SEO company to $115,500 in 6 months, lowered cost per lead to $2.35, and boosted LinkedIn profile views by 258%.
Our central theme revolves around the concept of authenticity and transparency in the online world. Braden provides profound insights into leveraging imperfections for growth, fostering genuine connections within digital landscapes, and cultivating unwavering positivity in the face of adversity. These invaluable lessons hold the key to reshaping your digital footprint and unlocking unparalleled opportunities for personal and professional growth.
Chapters:
- 00:00 - Intro
- 00:56 - Who HyperSocial is?
- 02:31 - Fun Facts About Braden
- 06:13 - LinkedIn vs Instagram: Exploring Social's Strategic Significance
- 08:15 - The First Steps in Audience Engagement
- 12:14 - Creating a LinkedIn Voice and Content Strategy
- 15:38 - Practical Starting Points for Your LinkedIn Advantage
- 21:04 - Engage with Braden
//ENGAGE WITH BRADEN
Braden’s LinkedIn
//MENTIONS
Ted Lasso
Robert Jones
Crystal
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In this episode, we have Richard van der Blom, the Founder & Managing Director at Just Connecting, a leading expert in Social Selling, Digital Transformation, and LinkedIn. As a member of an independent European LinkedIn Think Tank and the author of the Annual LinkedIn Algorithm Research, Richard unravels the secrets of the LinkedIn algorithm for explosive growth.
He shares practical insights on using tools to start on LinkedIn, crafting engaging content, understanding target audience motives, and embracing the Triple A's of LinkedIn (Authenticity, Being Active, and Being Approachable). Tune in to uncover the hidden potential of LinkedIn and take your growth to new heights.
Chapters:
- 00:00 - Intro
- 01:18 - Just Connecting & Richard Background
- 03:43 - Who's Richard Outside Work
- 06:28 - Unveiling LinkedIn as the Ultimate B2B Platform
- 09:42 - A Framework for Authentic, Active, and Approachable Engagement
- 15:07 - Building a Routine for Consistent and Engaging LinkedIn Content
- 20:08 - The Essential Technology for Consistency and Engagement
- 24:17 - Engage with Richard
//ENGAGE WITH RICHARD
Richard’s LinkedIn
//MENTIONS
Gary Vaynerchuk
TextExpander
AuthoredUp
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In this episode of Pit Stops To Podium, we have the pleasure of sitting down with Gabrielle “GB” Blackwell, the brilliant mind behind The One on One at Workweek. With an impressive background as the former SDR Manager at Airtable and Gong, Gabrielle brings a wealth of experience in sales development to the table.
Gabrielle will be sharing her winning strategies for Sales Development Managers. From emphasizing the human element of selling to nurturing successful sales teams, she'll delve into the intricacies of implementing effective sales development processes and methodologies. Tune in as Gabrielle unveils her SDR Manager's Survival Guide, tackles remote work challenges, and offers valuable tips on maximizing productivity through technology-driven remote team management.
Chapters:
- 00:00 - Intro
- 00:49 - Who Workweek Is?
- 02:41 - Who’s Gabrielle Blackwell Outside Work
- 04:18 - From SDR to SDR Manager
- 06:50 - Onboarding SDRs in a Remote Work Environment
- 10:42 - Rethinking the Importance of Office Space for Remote Teams
- 13:16 - The Power of Follow-Up and Multi-Channel Approach
- 16:21 - SDR Success through Follow-Up and Nurturing
- 19:36 - A Framework for Effective Outreach
- 25:14 - GB’s Favorite Software for Prospecting
- 27:15 - Engage with Gabrielle
//ENGAGE WITH GABRIELLE
Gabrielle’s LinkedIn
The One on One
//MENTIONS
Andrew Gazdecki
Gong
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In this episode of Pit Stops To Podium, we sit down with Andrew Gazdecki, the CEO and founder of Acquire.com, an online marketplace facilitating the buying and selling of small businesses. With extensive experience as an entrepreneur in the technology and startup industry, Andrew is recognized for his expertise in streamlining the acquisition and sale process of businesses, particularly in the technology sector.
Andrew shares his insights on how to effectively grow your business by leveraging content marketing techniques. He highlights the importance of tailoring your content to appeal to sellers, not just buyers, and provides valuable advice on how to supercharge audience growth and engagement through targeted content creation. Join us as we delve into Andrew Gazdecki's expertise and gain practical tips on utilizing content marketing to fuel business growth, establish a strong online presence, and engage with your audience effectively.
Chapters:
- 00:00 - Intro
- 00:52 - Who is Andrew Gazdecki and What Inspired the Creation of Acquire.com?
- 08:21 - Who’s Andrew Gazdecki Outside Work
- 11:26 - Leveraging Content Marketing for Business Growth
- 15:51 - Why Do Companies Struggle to Make the Pivot Towards Content Marketing
- 18:36 - How to Drive Brand Expansion, Engagement, and Demand Creation
- 29:09 - Engage with Andrew
//ENGAGE WITH ANDREW
Andrew's LinkedIn
Acquire.com
//MENTIONS
AJ Bruno
Horst Schulze
Chick-Fil-A
Quotapath
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In this episode of Pit Stops To Podium, we sit down with Collin Mitchell, the Vice President of Sales at Leadium and an accomplished entrepreneur. Collin's journey is nothing short of inspiring, from founding Salescast to hosting the Sales Transformation Podcast, where he shares daily episodes to revolutionize the way we approach selling. In this episode, Collin delves into the incredible potential of podcasting for sales professionals.
Collin emphasizes the importance of delivering value and building a strong personal brand through informative, entertaining, or inspiring content. He also shares valuable insights on cultivating lasting relationships with guests and listeners, which can significantly expand your network and enhance your reputation as a sales professional. Collin’s expertise and practical tips will empower you to grow your network, establish an impactful personal brand, and foster meaningful connections through the power of podcasting.
Chapters:
- 00:00 - Intro
- 01:06 - Leadium and Sales Transformation Podcast Origins
- 03:05 - Who’s Collin Mitchell Outside Work
- 06:10 - What Inspired Collin to Start Podcasting
- 10:52 - Value of Podcasting for Revenue Leaders
- 14:02 - Creating Relevant, Informative, and Entertaining Podcast Content
- 15:58 - Successful Tips for Relationship Building and Prospecting with Podcasts
//ENGAGE WITH COLLIN
Sales Transformation Podcast
Collin’s LinkedIn
//MENTIONS
Chris Decker
Salescast
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New "pit stops" every week.
Join our growing community!
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Website: revpartners.io
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In this episode of Pit Stops To Podium, we are joined by Alina Vandenberghe, Co-Founder and Chief Experience Officer of Chili Piper. Alina shares her entrepreneurial journey, starting with the creation of Chili Piper, the leading scheduling and routing software for B2B revenue teams. She provides valuable insights on standing out in a crowded market, acquiring early customers, and driving long-term success through effective marketing strategies.
Additionally, Alina delves into the challenges and rewards of building and maintaining a strong company culture in a remote-only environment. With her experiences at Chili Piper and her AI-powered productivity startup, KosmoTime, Alina offers valuable perspectives on the art of building a billion dollar company from scratch while prioritizing customer acquisition, differentiation, and cultivating a thriving organizational culture.
Chapters:
- 00:00 - Intro
- 00:56 - Who Chili Piper Is?
- 02:47 - Who’s Alina Vandenberghe Outside Work
- 04:30 - Lessons from Chili Piper's Founding Success
- 06:08 - Strategies for Success in the Post-COVID Digital Landscape
- 09:07 - Marketing vs. Sales: When Does Prospecting Kick In for Chili Piper?
- 11:20 - Nurturing a Thriving Culture at Chili Piper
- 14:44 - Engage With Alina
//ENGAGE WITH ALINA
Alina’s LinkedIn
Chili Piper Website
//MENTIONS
Bloomberg
Pearson
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Website: revpartners.io
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In this episode of Pit Stops To Podium, we are delighted to welcome Joe Musselman, the Founder and Managing Partner of Broom Ventures. With nearly two decades of experience in building exceptional teams and cultivating thriving cultures, Joe has a proven track record as the CEO and Founder of Honor.org, a pioneering career transition institute for Navy SEALs and the U.S. Special Operations community.
During this episode, Joe will share his expertise on the TLC Trinity: Teams, Leadership, and Culture. We will explore the art of building and leading high-performing teams, including strategies to identify and recruit top talent. Joe will also delve into effective communication during times of uncertainty and provide insights on adapting to new challenges. Furthermore, we will gain valuable insights into creating and maintaining a great organizational culture and how it directly impacts a company's overall success.
Chapters:
- 00:00 - Intro
- 01:12 - Joe’s Background and Who’s Broom Ventures
- 06:32 - Who’s Joe Musselman Outside Work
- 09:54 - The Foundation of Team, Leadership, and Culture
- 14:20 - From Vision to Achievement
- 17:25 - Leading with Vision, Mission, and Values
- 22:20 - Reinforcing a Culture of Purpose & Values Alignment
- 27:25 - Effective Leadership Through Encouragement
- 28:45 - Engage with Joe
//ENGAGE WITH JOE
Broom Ventures Website
Joe’s Email
//MENTIONS
Michael Lage
Dan T Cathy
Andy Stanley
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In this episode of Pit Stops To Podium, we are delighted to have George Suarez as our guest. George is the Founder and CEO of Opnbx.ai, a cutting-edge platform that assists sales representatives in quickly crafting personalized emails. With a dedicated team focused on enhancing sales efficiency, George brings valuable experience in the sales technology industry.
During our conversation, we explore the crucial topic of personalization and relevance in cold emails. George shares insights on transforming any cold email into a personalized and relevant communication, highlighting the differences between personalization and relevance in sales communication. We also delve into the power of relevance in making cold emails significant to prospects. By leveraging technology and AI, George reveals effective strategies to capture the attention and interest of potential clients, ultimately improving sales efforts.
Chapters:
- 00:00 - Intro
- 01:14 - Who’s George Suarez and Opnbx.ai
- 05:57 - Fun Facts About George
- 07:12 - The Difference Between Personalization and Relevance
- 09:29 - Showcase of Personalization for Structuring Effective Emails
- 14:14 - The Importance of Structure, Length, and Engagement
- 15:54 - Balancing Volume and Relevancy in Sales Outreach
- 16:57 - Leveraging AI Technology as a Sales Tool
- 17:54 - Engage with George
//ENGAGE WITH GEORGE
George’s LinkedIn
Opnbx.ai
//MENTIONS
Jeff Hoffman
Yamini Rangan
//SUBSCRIBE!
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In this episode of Pit Stops To Podium, we are thrilled to have Brian Honigman as our guest. Brian is a Marketing Strategy Consultant at Honigman Media, a Philadelphia-based marketing consultant, and an adjunct professor at Kellogg and UFM. With his extensive experience in the industry, we delve into the world of social media trends and how businesses can effectively approach them.
During our conversation, we explore the importance of staying ahead of the curve in social media. Brian shares insights on leveraging owned media platforms to establish expertise and expand influence. We also dive into the power of social media data analysis and how it can be used to increase your following. Additionally, we discuss strategies to break through the noise in marketing and make a lasting impact in a crowded digital landscape.
Chapters:
- 00:00 - Intro
- 01:07 - Who Honigman Media Is?
- 05:21 - Fun Facts About Brian
- 08:49 - Investing Time And Resources In Social Media
- 13:39 - B2B Marketing Trends on LinkedIn
- 16:10 - Standing Out in the Noise of B2C and B2B Marketing
- 23:13 - Tips to Establishing Your Brand's Distinctive Voice
- 27:59 - Engage with Brian
//ENGAGE WITH BRIAN
Brian’s LinkedIn
Social Media Marketing Trends Course
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On this episode of Pit Stops To Podium, we are joined by Minnie Ingersoll, Partner at TenOneTen Ventures and host of the LA Venture Podcast. In this episode, we will dive into key topics that shape the world of venture capital and startup success. Minnie will share her insights on the art of decision making when it comes to capital, the significance of fostering a thriving team culture, and provide valuable entrepreneurial advice for building strong teams, raising capital, and navigating the challenges faced by startups.
Get ready to explore the decision-making process surrounding capital in the startup ecosystem. Minnie Ingersoll will shed light on when and how to make strategic choices regarding funding, weighing the benefits and risks associated with various capital sources. Additionally, we will delve into the critical role of team culture and effective communication in driving startup success. Minnie will share her expertise in building teams that thrive, fostering collaboration, and creating an environment conducive to innovation.
Chapters:
- 00:00 - Intro
- 00:54 - Who Is TenOneTen Ventures?
- 03:12 - Who Is LA Venture Podcast?
- 03:58 - Minnie's Energizing and Joyful Activities Outside of Work
- 06:10 - When and Why to Raise Capital
- 08:48 - Tailoring Strategies to Different Stages of Growth
- 10:24 - Building Team Clarity and Cohesion
- 13:44 - Decoding the Traits and Characteristics of Promising Founders
- 16:02 - Engage With Minnie
//MENTIONS
Surf Ranch - Kelly Slater Wave Company
Evan Williams
//ENGAGE WITH MINNIE
LA Venture Podcast
Minnie’s LinkedIn
//SUBSCRIBE!
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New "pit stops" every week.
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Website: revpartners.io
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On this episode of Pit Stops To Podium, we're thrilled to have Tom Slocum, Founder at SD Lab, a leading sales consulting agency. Tom specializes in building and scaling sustainable sales development teams that consistently achieve quotas. With a focus on research, relatability, and relevancy in outreach, Tom shares his expertise in improving sales success through cold calling.
Join us as we explore the world of outbound sales motions and their role in accelerating company growth. Tom will provide insights on developing effective cold calling approaches, building rapport, establishing trust with potential customers, and the importance of persistence and follow-up in successful campaigns.
Chapters:
- 00:00 - Intro
- 01:12 - Who Is SD Lab + Tom’s Background
- 05:44 - Tom's Energizing and Joyful Activities Outside of Work
- 09:22 - The Relevance and Importance of Prospecting
- 14:01 - Proactive vs Reactive on Outbound Sales
- 17:56 - Quick Start Strategies for Structuring an Outbound Approach
- 22:57 - Embracing Outside Help for Business Success
- 24:55 - Identifying Challenges in Prospecting: Conversations vs. Follow-up
- 25:59 - Engage With Tom
//MENTIONS
Morgan Ingram
Jared Robin
RevGenius
//ENGAGE WITH TOM
Tom’s LinkedIn
The SD Lab Website
//SUBSCRIBE!
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New "pit stops" every week.
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Join us on this episode of Pit Stops To Podium as we welcome Keenan, the CEO & President at A Sales Growth Company. With 37 years of sales experience and the author of the best-selling book "Gap Selling," Keenan brings immense knowledge to our discussion. Recognized as a top influencer in social sales by Forbes, his expertise has been featured in publications like Fast Company, Harvard Business Review, Sloan MIT, and Inc.
In this episode, Keenan will share valuable insights on diagnosing and understanding "The Gap" within the sales process, along with the importance of opportunity management and how to transition from a product-centric selling approach to a problem-centric selling approach.
Chapters:
- 00:00 - Intro
- 01:06 - Who Is Keenan?
- 03:04 - Fun Facts About Keenan
- 06:06 - What Is the Gap?
- 10:13 - Effective Tools or Questions to Discover the Gap
- 14:19 - Why Sales Reps Focus On The Product Instead of the Problem
- 16:25 - Coaching Reps for Urgent Deal Closure Based on Customer Goals
- 21:42 - Engage With Keenan
//ENGAGE WITH KEENAN
Sales Growth Website
Keenan LinkedIn
//SUBSCRIBE!
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New "pit stops" every week.
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Website: revpartners.io
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In this episode of Pit Stops To Podium, we are joined by Dale Dupree, aka The Copier Warrior. Dale is the Founder and CSO at The Sales Rebellion, a renowned organization offering sales coaching, training, mentorships, and tools. With a background in the copier industry and a passion for authentic sales, Dale shares his expertise on selling with authenticity.
Our conversation with Dale centers around the importance of developing an authentic voice in sales and improving the buyer-seller relationship. We explore the strategies for taking risks, building credibility, and managing the need for approval in sales. Additionally, Dale provides valuable insights on building trust with clients and prospects. Join us as we uncover the secrets to selling with authenticity and learn from Dale Dupree, The Copier Warrior, on how to elevate your sales career to new heights.
Chapters:
- 00:00 - Intro
- 00:43 - Dale’s Background & Founding Sales Rebellion
- 03:01 - Fun Facts About Dale
- 07:24 - Developing an Authentic Voice in Sales
- 10:43 - Effective Words to Use on Discovery & Close Calls
- 14:28 - Is People Pleasing Good or Bad For Sales?
- 17:27 - Playing The Long Term Game In Sales
- 22:00 - Engage With Dale
//ENGAGE WITH DALE
Dale’s LinkedIn
The Sales Rebellion Website
//SUBSCRIBE!
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New "pit stops" every week.
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Website: revpartners.io
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In this episode of Pit Stops To Podium, we are joined by Ratan Manehani, Partner at Fort Ross Ventures, a venture capital firm that specializes in investing in mid to late stage technology companies in the U.S. Ratan brings with him a wealth of experience from his decade-long career in working with and investing in disruptive technologies and business models.
Our conversation with Ratan focuses on the pillars of success for disruptive tech companies. We explore the benchmarks that companies should be aware of on unit economics and the importance of incorporating product into post-market fit scaling. Ratan shares valuable insights on how to maintain a product's competitive edge in a constantly changing market and what metrics to monitor to optimize unit economics for growth.
Chapters:
- 00:00 - Intro
- 00:42 - Who Fort Ross Ventures Is?
- 02:25 - Fun Facts About Ratan
- 04:25 - What Are the Pillars of Success?
- 07:30 - Benchmarks To Be Aware Of On Unit Economics
- 15:42 - Incorporating Product into Post-Market Fit Scaling
- 21:14 - Engage With Ratan
//ENGAGE WITH RATAN
Ratan’s Email
Ratan’s LinkedIn
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Website: revpartners.io
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In this episode of Pit Stops To Podium, we welcome Kyle Vamvouris, CEO at Vouris, a company that helps early-stage startups and large enterprises grow their revenue using a data-driven approach. Kyle is a sales expert and best-selling author with extensive experience working with over 45 B2B software and service companies. We'll discuss building and scaling sales teams in early-stage businesses, data-driven sales leadership, building effective sales teams, and common growth pitfalls to avoid.
As the author of best-selling books "Cold to Committed" and "The Sales Development Framework," Kyle Vamvouris will share expert insights on developing effective sales processes that drive results. Don't miss this opportunity to learn from one of the industry's top sales experts and authors.
Chapters:
- 00:00 - Intro
- 00:46 - Who Vouris Is?
- 01:31 - Kyle's Background
- 03:57 - 3 Fun Facts About Kyle
- 06:53 - Repeatable Process For Early Stage Business
- 09:17 - Using Data For First Hires / Early Stage Business
- 12:43 - Tools To Track Activity & Email
- 14:36 - Human-Centric Considerations for Building a Successful Team
- 17:12 - Common Mistakes To Avoid When Building a Sales Team
- 20:14 - Engage With Kyle
//ENGAGE WITH KYLE
Kyle's LinkedIn
Vouris Website
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New "pit stops" every week.
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Website: revpartners.io
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In this episode of Pit Stops To Podium, we are delighted to have Ziad Ahmed, CEO and Founder of JUV Consulting, a marketing and strategy consulting firm that specializes in Gen Z and Millennial insights. Join us as we delve into the world of marketing to Gen Z, including insights and trends that every marketer needs to know. Ziad will share his expert knowledge on the topic, including first steps for a young startup founder, social entrepreneurship, and how to effectively engage with the Gen Z audience.
With his extensive experience in the industry, Ziad will provide practical tips for young entrepreneurs looking to market their products or services to Gen Z. As a renowned speaker and advocate for social justice, Ziad will also discuss the importance of incorporating social responsibility into your marketing strategy.
Chapters:
- 00:00 - Intro
- 00:41 - Who JUV Consulting Is?
- 02:40 - Fun Facts About Ziad
- 04:38 - Understanding The Gen Z
- 07:27 - How To Attract Gen Z Talent
- 11:38 - What Gen Z Can Offer
- 14:56 - Gen Z's Influence on Product Strategy & Sales
- 00:19 - The Biggest Misconceptions About Gen Z
- 19:49 - Engage With Ziad
//ENGAGE WITH ZIAD
JUV Consulting Website
Ziad’s LinkedIn
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
In this episode of Pit Stops To Podium, we're thrilled to welcome Donald Kelly, Founder & Chief Sales Evangelist of The Sales Evangelist. Join us as we explore the world of social selling for B2B sellers and why it matters. Donald will walk us through his Social Selling Framework, including the connect, share, and engage stages, and provide practical tips for integrating this framework into your sales strategy.
As a renowned sales trainer, keynote speaker, and consultant, Donald has helped countless B2B sellers and entrepreneurs worldwide to boost their sales performance and increase their revenue. He's also the host of The Sales Evangelist Podcast, featured in Forbes and Entrepreneur Magazine.
Chapters:
- 00:00 - Intro
- 00:46 - Who The Sales Evangelist is?
- 01:33 - The Inspiration Behind The Sales Evangelist
- 03:30 - 3 Fun Facts About Donald
- 05:30 - Why Sellers Should Leverage Social
- 10:30 - The Process Of Engagement In The Social Space
- 16:37 - Connecting with VP of Sales in B2B Tech Through LinkedIn
- 21:22 - Engage With Donald
//ENGAGE WITH DONALD
Donald’s LinkedIn
The Sales Evangelist Website
//MENTIONS
Jarrod Best-Mitchell
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In this episode, we sit down with Jyri Engeström, Co-founder of Yes VC and experienced entrepreneur and investor, to discuss the role of entrepreneurship as a "soda straw" between different communities. Jyri shares his insights on how startups can bridge gaps between diverse communities and create positive social impact through innovation.
With a focus on investing in startups that are building a better future, Jyri draws on his years of experience in the tech industry to provide valuable perspectives and actionable advice for aspiring entrepreneurs. We also explore the differences between angel investors and venture capitalists, and the importance of aligning expectations and being clear about goals and values when working with investors.
Chapters:
- 00:00 - Intro
- 00:46 - Who Yes VC Is?
- 05:55 - Where Do The Best Deals Come From?
- 07:45 - Jyri’s Hobbies Outside Work
- 11:59 - Evaluating an Entrepreneur's Potential through the Soda Straw Concept
- 15:27 - The 3 Jobs Of CEOs
- 17:10 - Focusing In 1 Company at Time
- 18:31 - Building a Network As A Multi Entrepreneur
- 21:45 - Engage With Jyri
//ENGAGE WITH JYRI
Jyri’s Twitter
Jyri’s Email
//MENTIONS
Jaiku
Caterina Fake
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In this episode, we sit down with David Hornik, Founding Partner of Lobby Capital and experienced venture capitalist, to discuss The Investor's Perspective on founding a Startup. David shares his insights on the venture landscape, offering advice to entrepreneurs on building a successful startup. We also discuss the challenges and rewards of supporting a one-person startup, as well as strategies for building a strong team.
With a focus on enterprise applications and infrastructure software, fintech, and consumer-facing software and services, David draws on his years of experience investing in information technology companies to provide valuable perspectives and actionable advice for aspiring entrepreneurs. Join us as we explore the mindset and strategies needed to succeed in the competitive world of startups.
Chapters:
- 00:00 - Intro
- 00:44 - Who Is Lobby Capital?
- 03:37 - 3 Fun Facts About David
- 08:30 - Venture Capital Landscape & Trends
- 13:09 - Investing in Early Stages Startups
- 16:11 - Net Revenue Retention Is THE Metric
- 18:07 - NRR In The Sales & Marketing Perspective
- 22:32 - Engage With David
//ENGAGE WITH DAVID
David’s Email
//MENTIONS
David Marquardt
Yamini Rangan
Zéh Palito
Fastly
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In this episode of Pit Stops To Podium, we have Rick Zullo, Co-Founder and General Partner at Equal Ventures, a venture capital firm focused on bridging the digital divide. Rick is currently on the board of multiple companies including Threeflow, Smarthop, Leap Retail, Ghost Retail, MVMNT, Starday Foods, David Energy, Odyssey Energy Solutions and vQuip Insurance.
In this conversation, we dive into the topic of Vertical vs. Horizontal solutions, discussing why there is no one-size-fits-all approach to growth. We explore the need to combine industry networks with modern sales practices to scale vertical solutions, and we look at the differences between GTM strategies in vertical vs. horizontal markets. Additionally, we touch on the alternative monetization methods required for industries that have low digital adoption, budget, or willingness to pay.
Chapters:
- 00:00 - Intro
- 00:44 - Who Is Equal Ventures?
- 04:06 - 3 Fun Facts About Rick
- 06:56 - Vertical Vs Horizontal Growth Strategies
- 08:57 - Recommendations For Vertical Marketing Approach
- 12:21 - Driving Adoption in High Friction Industries
- 16:40 - Finding Early Adopters and Evangelizing Customers in New Markets
- 19:16 - Rewarding Early Adopters for Network Effect with Scalable Value Creation
- 22:40 - Scalable Value Creation and Monopolistic Growth Opportunities
- 24:03 - Engage With Rick
//ENGAGE WITH RICK
Equal Ventures Website
Equal Ventures Substack
Rick’s Email
Rick’s Twitter
//BOOKS
Crossing The Chasm by Geoffrey A. Moore
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In this episode of Pit Stops To Podium, we have Brad Bentz, Co-Founder and Partner at ATX Partners. Brad is a seasoned investor with a proven track record of successful project management across several departments in multiple role functions.
Brad's experience includes working at a boutique private equity firm where he participated in over a dozen transactions involving more than $72M in equity capital. More recently, he worked at IDC and Boston Consulting Group before joining the investment team at ATX Venture Partners. Join us as we explore Brad's insights on the venture capital industry, key metrics and growth signals that investors look for in potential investments, and his advice for those looking to break into the world of startups and investing.
Chapters:
- 00:00 - Intro
- 00:51 - Who ATX Partners Is?
- 04:09 - Fun Facts About Brad
- 07:29 - Sustainable Growth
- 08:42 - Insights into Growth Indicators as Perceived by Investors
- 14:56 - How Early Stage Companies Should Work Retention & Churn
- 16:37 - Tips For New Founders Looking To Raise in 2023
- 20:07 - Engage With Brad
//ENGAGE WITH BRAD
Brad’s LinkedIn
ATX Partners Website
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Talking about professional and career development inside and outside a company we have Cassie Yettru joining us in this episode of Pit Stops To Podium. Cassie is the General Manager of Wise. She’s a career expert in the startups and software world, specializing in sales recruiting as a talent advisor and manager at CloserIQ. She joined in 2017 and has been working on Wise since 2019.
She has extensive cross-functional experience and expertise across sales, customer success, partnerships, marketing, product, event production, and management. Proven track record of successful project management across several departments in multiple role functions in an early-stage startup environment.
Chapters:
- 00:00 - Intro
- 00:56 - Who Is Wise?
- 01:47 - Fun Facts About Cassie
- 03:01 - The Importance Of Networking To Career Development
- 04:18 - Essential Steps To Become Good At Networking
- 07:21 - Networking Online & Offline
- 11:08 - Career Development & Companies Internal Mobility
- 13:43 - Integrating Employee Growth in Company Development
- 17:12 - Practical Steps To Advance In Your Career
- 18:26 - Engage With Cassie
//ENGAGE WITH CASSIE
Cassie’s LinkedIn
//MENTIONS
CourseraWiseUdemy //SUBSCRIBE!
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*In this episode of Pit Stops To Podium, we have the amazing Leslie Venetz joining us. She is the Founder of Sales Team Builder. As a 3x Head of Sales who successfully sold SMB to C-suite enterprise, Leslie brings a unique perspective and diverse set of experiences to help commercial teams build repeatable processes and winning playbooks that produce revenue.
Leslie is a motivated and dedicated sales leader, with a powerful history of success in new business development & sales leadership.*
Chapters:
- 00:00 - Intro
- 01:00 - Who Is Sales Team Builder?
- 02:13 - Founding Sales Team Builder
- 04:28 - 3 Fun Facts About Leslie
- 07:43 - Meeting The Needs Of The Modern B2B Buyer
- 11:14 - Creating and Implementing a Sales Cycle
- 14:56 - Structuring The Cadence of Customer Engagement
- 18:29 - Tips & Tools for Sales Differentiation
- 22:09 - Why Is It Worth It & Where To Start?
- 23:50 - Engage With Leslie
//ENGAGE WITH LESLIE
Leslie’s LinkedInLeslie’s TikTok
//MENTIONS
YellowstoneChatGPTRegie.aiLavenderBoomerangHumantic.ai
//BOOKSSell without Selling Out by Andy PaulSuspended Sentences by Mark Polizzotti
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In this episode of Pit Stops To Podium, we had a conversation about Product Marketing Fit with Andrew Goldner. He's the Co-Founder and CEO of GrowthX, a venture fund that helps first and then invests. They work alongside B2B founders in rising cities to help them find product-market fit.
Andrew has been in the startup scene since 1998, based in NYC, Hong Kong, Singapore, Palo Alto and Nashville. He Kicked off his career when the Internet was first commercializing as a tech lawyer for Alta Vista, Yahoo, DoubleClick, Salesforce and others pioneers.
Chapters:
- 00:00 - Intro
- 00:58 - Who's GrowthX?
- 02:57 - Who's Andrew Outside The Work?
- 06:47 - What Means "Slow Is Smooth, Smooth Is Fast"?
- 09:14 - Learning Precedes Revenue
- 12:47 - You're Not Selling Until You Find Product Market Fit
- 15:25 - What Being In The Green Zone Of PMF Means
- 16:57 - The 5 Steps To Confirm Product Market Fit
- 22:56 - How To Find Product Market Fit
- 28:58 - Engage With Andrew
//ENGAGE WITH ANDREWAndrew's LinkedIn
GrowthX LinkedIn Page
//LINKSGrowthX - 5 Steps To Product Market Fit
GrowthX - Do These Things To Find Product Market Fit
GrowthX - The Revenue Accelerator
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In this episode of Pit Stops To Podium, we have Corey Haines joining us. Corey is a marketer, entrepreneur, podcaster, and investor. He is the founder of Swipe Files, a membership site that provides content, community, and courses to help you master marketing. His mission is to help people with exceptional products, services, and content get the attention they deserve.
Corey curates marketing examples, copywriting help, and more through his newsletter, membership community, and podcast.
Chapters:
- 00:00 - Intro
- 00:59 - Who Is Swipe Files?
- 02:17 - 3 Fun Facts About Corey
- 03:28 - The Point Of Marketing Sales
- 04:48 - The Landscape Of SaaS Marketing
- 06:03 - Marketing Like A Media Company
- 09:56 - Brand Marketing vs Performance Marketing
- 16:05 - How To Measure The Performance Marketing Approach
- 20:18 - Balancing Motivation + Accountability On Performance Marketing
- 24:19 - Engage With Corey
//ENGAGE WITH COREYCorey’s LinkedInCorey’s Twitter
Swipe Files Website
//MENTIONSEverything is Marketing PodcastDriftDavid CancelCoinbaseWistiaOne, Ten, One Hundred //SUBSCRIBE!
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*In the episode #61 of Pit Stops To Podium, we had the pleasure to talk to Jimmy Daly. Jimmy is the co-founder and CEO of Superpath, an organization focused on content marketing. Prior to that, Jimmy served as Vice President of Growth at Animalz, a prominent content marketing agency. We’ll be talking about standing out in content marketing, using a community to boost content creation and distribution, AI and much more.
Superpath is a free community for content marketers. They are here to help people navigate their careers, connect with their peers and find work/talent.*
Chapters:
- 00:00 - Intro
- 00:51 - What Is Superpath?
- 02:32 - 3 Fun Facts About Jimmy
- 04:38 - The Challenges At Content Marketing
- 05:52 - Standing Out As A Content Marketing Agency Today
- 07:36 - Building A Content Team
- 11:02 - Usage Of AI In Content Marketing
- 14:32 - Creating A Better Content Marketing With Communities
- 18:07 - Engage With Jimmy
//ENGAGE WITH JIMMYJimmy’s LinkedInSuperpath Website
//MENTIONSSlackAnimalzJasperCopy.ai
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New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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*On episode #60 of the Pit Stops to Podium podcast, talking about how to master the intersection between Sales, Leadership and Mindset, we have Phil Gerbyshak joining us. He’s a sales expert, speaker, trainer, leader mentor, podcaster and coach. He's written 5 books, more than 3000 articles, and has been quoted in the Wall Street Journal, Daily Globe and many other publications.
Phil is known as a Sales, Social Selling and Technology Authority with a particular expertise in inside sales, LinkedIn and social selling. He works with self-employed and small business owners to build more business using social media, video and technology.*
Chapters:
- 00:00 - Intro
- 00:39 - Who Is Phil Gerbyshak
- 01:50 - 3 Fun Facts About Phil
- 05:43 - The Importance Of The Intersection of Sales, Leadership and Mindset
- 07:36 - The First Building Block: Mindset
- 10:12 - The Next Block: Leadership
- 14:35 - The Third Block: How We Should Think About Sales
- 19:35 - How To Start On Sales
- 21:00 - Engage With Phil
//ENGAGE WITH PHILPhil’s EmailPhil’s FacebookMindset Brew
//MENTIONS30 Minutes to President's Club Podcast
Miracle and Wonder: Conversations with Paul Simon
Ender's Game Alive
Go For No by Richard Fenton & Andrea Waltz
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Talking about building relationships with audience, out-care and influencer marketing, we have Jessika Phillips joining us on Pit Stops To Podium.
Known as the Queen of Relationship Marketing, Jessika is on a mission to redefine corporate America and create something she wanted to be part of. Jessika founded NOW Marketing Group in 2010 with only a laptop and a vision to give people with heart an upper hand. NOW Marketing Group was recognized as Inc. Best places to work 2022, is a Forbes recognized Agency Partner, Partnered with Facebook, Google and and a certified inbound partner with Hubspot.
NOW Marketing Group works with more than 100 clients across the United States and beyond, choosing to serve – not sell. Jessika lives by a personal mission of helping inspire people to love more, give more and be more through authentic relating and proving doing what’s right, not what’s easy can turn a vision to a profitable agency that produces results.
Chapters:
- 00:00 - Intro
- 00:48 - Who is NOW Marketing Group
- 01:14 - 3 Fun Facts About Jessika
- 02:55 - Building Relationships WIth The Audience
- 04:52 - Focus On The Out-Care
- 07:54 - What Is Your Company’s Manifesto?
- 08:52 - Next Steps On Out-Care
- 11:09 - Co-Creation Is the Future Of Influencer Marketing
- 14:39 - Good Examples Of Co-Creation
- 16:54 - Engage With Jessika
//ENGAGE WITH JESSIKAJessika’s Website
Free C.A.R.E. Workbook
//MENTIONSMr. Manhole
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Talking about practicing evangelism to increase sales and growth, we have Jen Allen on today’s episode of the Pit Stops To Podium Podcast. Jen is the Chief Evangelist at Challenger, where she helps sales leaders assess gaps in their current go-to-market approach. Prior to that, she spent 14 years selling at CEB and Gartner.
Her passion is to help teams stop losing deals to status quo, price, no-decision, or commoditization.
Chapters:
- 00:00 - Intro
- 00:52 - Who Is Challenger?
- 01:43 - 3 Fun Facts About Jen
- 03:30 - Evangelism Definition
- 05:33 - How Customers Buy Today
- 07:16 - Tips And Tricks For Creating Evangelism In The Market
- 09:35 - Jen’s Role Transition
- 11:24 - Proactive Ways To Create Value With Evangelism
- 14:13 - Way To Measure Brand Value
- 15:29 - Who’s Doing Evangelism The Right Way
- 16:38 - Engage With Jen
//ENGAGE WITH JENJen’s LinkedInChallenger Website
//MENTIONS“Winning the Challenger Sale” PodcastChili PiperVidyardTodd ClouserEthan BeauteWill Aitken
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Website: revpartners.io*
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*Bob Phibbs, CEO of the Retail Doctor, is an internationally recognized business strategist, customer service expert, sales coach, marketing mentor, author of three books, and motivational business speaker. He’s the founder of SalesRX online retail sales training, a strategy and done-for-you virtual training firm that specializes in working with retailers and brands who want to sell their merchandise more profitably.
Bob was named one of the top retail influencers of 2018, a recognition he is humbled and grateful to receive. His website and blog have been named Best On The Planet For Retail in by Feedbuzz and was listed on over twenty retail influencer lists in 2018, often as #1. He is a Top Voice on LinkedIn.*
Chapters:
- 00:00 - Intro
- 01:19 - Who Is SalesRX?
- 02:19 - 3 Fun Facts About Bob
- 05:33 - The Product Is No Longer The Hero
- 08:31 - Shifting Focus From Product To Customer
- 10:30 - Employees Selling From Their Own Wallets
- 13:00 - Ongoing Training
- 14:13 - Being Brilliant On The Basics
- 15:59 - Good Examples Of Onboarding
- 16:46 - What Success Looks Like?
- 19:50 - Engage With Bob
//ENGAGE WITH BOBBob’s LinkedIn
//MENTIONSLemonade Day
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Have you ever heard about parallel entrepreneurship? It's about entrepreneurs who run multiple companies, all at once. Talking about this, we have Kevin Lee on our Episode 56 of Pit Stops To Podium.
Kevin Co-Founded Didit, a leading digital-first marketing firm in 1996. He also founded GivingForward.org, a cause marketing nonprofit with a focus on generating revenues for other nonprofits.
Previously to Giving Forward, Kevin founded We-Care a cause marketing platform which generated over $8 million for nonprofits, becoming the “inspiration” for Amazon SMILE ($350 million in donations). Kevin is also the CEO of the eMarketing Association. Kevin invents marketing technology solutions for Didit clients and has written 4 books, spoken at more than 500 events, and published 700+ articles on marketing. Kevin received his MBA from Yale and lives in Scarsdale NY.
Chapters:
- 00:00 - Intro
- 00:50 - Introducing Kevin Lee
- 01:37 - Who's Didit What & Who's eMarketing Association?
- 03:19 - 3 Fun Facts About Kevin
- 04:47 - The Starting Of Giving Forward
- 07:27 - Kevin's Passion About Parallel Entrepreneurship
- 09:09 - Thinking Like An Inventor For Clients
- 12:17 - Stoicism Philosophy For Business
- 14:55 - Rising Tides On A Parallel Entrepreneur Concept
- 18:29 - Engage With Kevin
//ENGAGE WITH KEVIN
Kevin Lee on LinkedIn
Kevin Lee on Twitter
Didit Website
Giving Forward Website
//MENTIONSAmazonSmile Org Central
“Conspiracy” by Ryan Holiday
“The Obstacle Is The Way” by Ryan HolidayGetting the Right People in the Right Seat with Rob Forman
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Is it important to find a community? Joining us in episode 55 of Pit Stops to Podium is Allison Eman. Allison is a Sales, Marketing and Business Development senior leader, connector and executive with over 30 years of experience. Chief Executive Officer at Venture Atlanta Conference, Venture Atlanta is the premier investor showcase in the Southeast. The conference brings the most innovative technology companies together with top-tier investors from around the country.
//ENGAGE WITH ALLISON
LinkedIn: Allyson Eman | LinkedIn
Venture Atlanta: Venture Atlanta Conference: Resumen | LinkedIn
What has been the growth of ecosystems within business?. Joining us again in episode 54 of Pit Stops to Podium is Scott Brinker. Scott Brinker is VP of Platform Ecosystem at HubSpot, helping to grow and nurture the company’s community of technology partners. He writes the Chiefmartec.com blog and serves as the program chair of the MarTech Conference Series. He is the author of the best-selling book Hacking Marketing, published by Wiley. Today we are learning about the Breadth,
Depth, and where is HubsPot going to next building ecosystems.
//ENGAGE WITH SCOTT
LinkedIn: (8) Scott Brinker | LinkedIn
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Fanocracy - does this matter for your company? Joining us in episode 53 of Pit Stops to Podium is David Meerman Scott. David is Author of 12 books including ‘’New Rules Of Marketing’’ and ‘’Fanocracy’’. He is a marketing & business growth speaker and advisor to emerging companies on how to align marketing with the ways that people buy. It’s not enough to simply satisfy customers. Learn how you can turn your customers into raving fans and understand how humanity can help you grow your company or business.
//ENGAGE WITH DAVID
LinkedIn: https://www.linkedin.com/in/davidmeermanscott/
Website: www.fanocracy.com
New "pit stops" every week.
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// STAY AWESOME & DO IT BIG!!
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High intent without the necessary steps means nothing. Joining us in episode 52 of Pit Stops to Podium is Horst Schulze. Horst is a founding member of The Ritz-Carlton Hotel Company. He established a new standard of excellence in the hospitality industry. Under his leadership, The Ritz-Carlton Hotel Company became the first service-based company to be awarded the prestigious Malcolm Baldrige National Quality Award – twice. Later in his career, Mr. Schulze founded The Capella Hotel Group. Now, he energizes organizations to reconnect with their service commitment. He recently also completed his first book titled “Excellence Wins." Learn what it means to take a decision and bring it to a high intent while finding the right people along the way.
//ENGAGE WITH HORST AND ARCH + TOWER
LinkedIn: https://www.linkedin.com/in/horstschulze/
Website: https://www.archandtower.com/
// STAY AWESOME & DO IT BIG!!
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Cold calling done right can be really effective. Joining us in episode 49 of Pit Stops to Podium is Kevin Hopp, who brings us the best tips and tricks for a good quality outbound strategy. Kevin is the CEO at Hopp Consulting Group, a company dedicated to helping early-stage SaaS startups build outbound sales structure and processes. Ready to learn the key to cold calling?
//ENGAGE WITH KEVIN AND HOPP CONSULTING GROUP
LinkedIn: https://www.linkedin.com/in/khopp/
Website: https://www.hoppconsultinggroup.com/
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Starting a company can be a very lonely and difficult journey, but it doesn’t have to be! Joining us in episode 50 of Pit Stops to Podium is Aaron Hurst who shares with us the power of entrepreneur communities. Aaron is the founding managing director of Endeavor Atlanta, a unique global organization dedicated to the selection and support of high growth entrepreneurs in underserved geographies, providing them with the services they need to scale their business no matter where they are located. Ready to take the journey and find the right community for you?
//ENGAGE WITH AARON AND ENDEAVOR ATLANTA
LinkedIn: https://www.linkedin.com/in/amhurst/
Website: https://www.endeavoratlanta.org/
// STAY AWESOME & DO IT BIG!!
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Nothing in this life is worth sacrificing your family or health, and that includes making money. Joining us in episode 49 is Scott Mackes and he brings his 10x growth framework with a work smarter not harder mindset. Scott is the founder of the Service Academy Business Mastermind (SABM) Group, a worldwide community of military veterans who share resources, information, insight and professional guidance to advance business ideas and opportunities through a trusted network. Get ready to learn the most efficient ways to achieve 10x growth, including finding your genius, applying it to your work, and finding complementary minds.
//ENGAGE WITH SCOTT AND SABM GROUP
LinkedIn: https://www.linkedin.com/in/scottmackes/
Website: https://sabmgroup.com/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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There are many questions that arise during the Acquisition / Integration process. For some, it can be a very intimidating procedure. Joining us in episode 48 is Donald Monistere and he is giving us all the answers plus his own tips and tricks in navigating this situation. Don is the CEO and President of General Informatics, an IT services provider dedicated to helping companies succeed through the use of technology. Listen and learn how Don makes use of his step by step integration process and how defining what integration means to you can lead you to a clear end-state.
There will be moments in your life where you will need to ask for help, and when those moments come, it’s time to mentor up! Building meaningful mentorship relationships can lead you to exciting new experiences. In episode 47, Hiro Rodriguez shares his journey and experiences as both a mentor and a mentee. Hiro is the CRO at Prefect, a dataflow automation platform. In his words, “lending my experience to somebody is certainly what it’s all about.” So don’t go at it alone. Ready to become a mentor or a mentee?
//ENGAGE WITH HIRO AND PREFECT
LinkedIn: https://www.linkedin.com/in/hirorodriguez/
Website: https://www.prefect.io/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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As a leader, optimizing a team is a priority. In episode 46, George Alifragis, a seasoned data-centric team leader, shares the secret sauce in his People, Experiences, and Systems (PES) Framework for building teams and organizations. George is the COO at Analance, a global systems integrator and data solutions provider. He brings more than 15 years of experience in spearheading revenue-driven organizations across the technology, telecom, and financial services industries. Grab an apron and follow George's framework recipe to successfully build your own team.
//ENGAGE WITH GEORGE AND ANALANCE
LinkedIn: https://www.linkedin.com/in/george-alifragis/
Website: https://analance.ducenit.com/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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What does a life of success and significance look like? In episode 45, Sterling Snow shares how to set standards in different aspects of our lives to become the person we want to be. Sterling is the Chief Revenue Officer at Divvy, a financial platform for businesses. Join us and hear from Sterling how living purposefully and being intentional about your goals and who you surround yourself with can shape your future.
//ENGAGE WITH STERLING AND DIVVY
LinkedIn: https://www.linkedin.com/in/sterling-snow-051baab5/
Website: https://getdivvy.com/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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Traditional digital marketing, sales, and partnership strategies work until they don’t. When that happens, it’s time to get creative! In episode 43, Robin Gregg shares the best strategies for selling into non-tech verticals. Robin is a longtime payments person, with 15 years of experience in both commercial and consumer related transactions. She is currently the CEO of RoadSync, a digital solutions platform dedicated for the transportation industry to easily and efficiently accept payments. Join us and learn how applying her strategies can open windows in a room full of closed doors.
//ENGAGE WITH ROBIN AND ROADSYNC
LinkedIn: https://www.linkedin.com/in/robingregg/
Website: https://roadsync.com/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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Hiring and retaining great talent is difficult, but not impossible. In Episode 43, Kevin Gaither walks us through the process of recruiting and retaining a top-performing sales team. Kevin is the former SVP of Sales at ZipRecruiter where he led over 550 Inside and Enterprise Salespeople. He is currently an advisor and consultant to a handful of early-stage tech companies and is the Co-host of the SaaSHoles Podcast. Don’t miss out on his knowledge and experience as he shares with us the tips and tricks that you’ll need to build a successful sales team.
//ENGAGE WITH KEVIN AND SAASHOLES
LinkedIn: https://www.linkedin.com/in/kevingaithe
Website: https://saasholes.net/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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There are five Valleys of Death that every company faces when scaling their business. In Episode 42, Sangram Vajre, co-founder of Terminus and best selling author of MOVE: The 4-Question Go-to-Market Framework, shares the best methods that every company should know to avoid dying in these valleys. Sangram became a student of Go-to-Market while trying to answer the question - “What makes a company go from good to great?” Join us and learn from the best how to answer the questions that come up in each evolution of your business.
//ENGAGE WITH SANGRAM AND TERMINUS
LinkedIn: https://www.linkedin.com/in/sangramvajre/
Website: https://terminus.com/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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“Throughout history, the things that you do to be successful work until they don’t.” In episode 41, Ed Rusch walks us through every stage of scaling a business. Ed is the CRO of Deck Commerce, a company dedicated to helping brands create an exceptional customer experience. His knowledge of high growth technology companies shines through as he describes the change in mindset that must occur at each phase. Tune it to find out how to avoid the trap of simply repeating what you have done in the past instead of adopting new practices as you scale your business.
//ENGAGE WITH ED AND DECK COMMERCE
Linkedin: https://www.linkedin.com/in/edrusch
Website: https://www.deckcommerce.com/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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In Episode 40 of the RevPartners podcast, Jon Ostenson opens a new topic with our host and audience - Franchising. He illuminates the successes that franchising can bring and ways to “de-risk” the desire to be a business owner that most of our audience shares. Listen in to understand more behind who is buying and what it takes.
//ENGAGE WITH JON AND FRANBRIDGE
Linkedin: https://www.linkedin.com/in/jonostenson/
Website: https://franbridgeconsulting.com/
Learn from Jeremie Kubicek how to discover your leadership voice and communicate with the other voices of leadership in your company on this episode of the RevPartners podcast. Jeremie is the Co-Founder of GiANT, a company focused on certifying consultants around the globe to unlock the potential of teams. In addition to GiANT, Jeremie has started 27 companies and acquired 17 over time and his love for building extends beyond teams to neighborhoods as well! Don’t miss the free resources and assessment mentioned at the end of the episode and linked below.
//ENGAGE WITH JEREMIE AND GIANT
Free Assessment: https://www.giant.tv/5voices/summit
Website: jeremiekubicek.com
Twitter: https://twitter.com/jeremiekubicek
Linkedin: https://www.linkedin.com/in/jeremiekubicek/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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In Episode 37, Mike Brown, coaches founders and executives of companies on where to direct their time and focus in the seed stage to prevent the need to raise a bridge round. Mike is a Managing Partner of Bowery Capital which is a firm based in San Francisco that focuses on seed stage companies and legacy replacement in and around technology. Hear from his experience on the type of thinking, decisions, and metrics that ensure they are positioned for success.
//ENGAGE WITH MIKE AND BOWERY
Check out the Bowery Cap Blog! https://bowerycap.com/blog
Or concepts on the podcast: https://bowerycap.com/blog/podcasts
Reach out! https://www.linkedin.com/in/browmich/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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Episode 36 with Spencer Sutlive on unleashing the power of the “Who Not How” mindset in your organization. Spencer has applied this principles in his many entrepreneurial efforts, most recently as the Founder and CEO of Rugged Road Outdoors, a company reinventing and rethinking the high-performance cooler. Learn from his experience on how breaking our way of thinking, dreaming big, and creating clarity will bring you closer to your "Big Hairy Audacious Goals" as well as attract others to join mission.
//ENGAGE WITH SPENCER
Website: https://ruggedroadoutdoors.com/
Linkedin: https://www.linkedin.com/in/spencer-sutlive-b01604a6/
Instagram Handle: rugged_road_outdoors
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Episode 34: Mike Lage from Chick-fil-A, Inc on Keeping Up with the Pace of Change
//ENGAGE WITH MIKE
Connect on Linkedin: https://www.linkedin.com/in/michael-lage-2291496/
Download the CFA ONE App Today!
// SUBSCRIBE!
www.youtube.com/channel/UCLhmwZeWmZtw6T-LBuvo0Jw
New "pit stops" every week.
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// STAY AWESOME & DO IT BIG!!
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“A brand is a promise...built by what it says and what it does." In this episode of Pit Stops to Podium, Kat Cole speaks to the B2C leaders to give specific insight into what it takes to build a winning brand. She categorizes indicators of a healthy brand into 2 main buckets - relevance & differentiation. "Being high on both is a mark of a brand that lasts and is winning at any point in time.”
About the Crew Chief:
Kat Cole, served as the President and COO of Focus Brands for 10 years; now helps other people build their businesses. She serves on the board of Human Co SPAC; Slice, a tech company for pizza entrepreneurs; Milk Bar, the omni-channel deserts and sweets company founded by Christina Tossi; advise early and growth stage companies in the consumer space or SMB tech space; is an angel investor in over 50 companies. In addition to all these contributions to the business and tech space, Kat also has been involved for 10 years in humanitarian work in Eastern Africa.
//ENGAGE WITH KAT
Website: https://katcole.substack.com/
Linkedin: https://www.linkedin.com/in/katcole/
Twitter @KatColeATL
// SUBSCRIBE!
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New "pit stops" every week.
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// STAY AWESOME & DO IT BIG!!
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You’ve figured out some lead generation capabilities that work, but what happens when more resources don’t produce more results? Kevin Lee, in episode 32 of Pit Stops to Podium, uncovers the root cause of misalignment and shares steps to decreasing the friction tax for scaling companies. Kevin is the CEO for Kobiton, a testing company for mobile apps that recently raised $12M to drive impeccable mobile experiences across more devices. Listen as he shares real life examples from Kobiton’s growth to help you scale your business without having to pay as much friction tax.
//ENGAGE WITH KEVIN + KOBITON
Website: Kobiton.com
Linkedin: https://www.linkedin.com/in/kevinrlee/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Taking it back to the very beginning stages, Sean Henry, goes into detail on the maturity of a sales motion for scaling companies. Sean is the CEO of a Stord, a company based out of ATL that is building The Supply Chain Cloud for today's leading brands. Sean shares how focusing on gaining validation to collect data at an early stage as well as demonstrating curiosity and desire to listen throughout the process of building a sales motion was key in Stord’s initial growth. Learn more of his recommendations, including the Magic # at Stord, in this episode of Pit Stops to Podium.
//ENGAGE WITH SEAN + STORD
Website: https://stord.com/
Email: sean@stord.com
Linkedin: https://www.linkedin.com/in/shenry96/
Twitter @seanhenryatl
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New "pit stops" every week.
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// STAY AWESOME & DO IT BIG!!
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In this podcast episode, Vance Roush, the CEO and Founder of Overflow, shares the value of inspiring the world to be generous. Overflow recently raised a $10M Series A round to bring philanthropy into the future. Learn how a mindset and culture of extravagant generosity in a company can foster even more generous living and actions within the broader community. Listen and then back to the races!
//ENGAGE WITH VANCE
Website: https://www.overflow.co/
Email: Vance@overflow.co
Linkedin: https://www.linkedin.com/in/vanceroush/
Twitter @vanceroush
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Scott Wilder, Head of Communities at HubSpot, talks with Brendan about how to build a community that supports the flywheel. He shares the three silos you should focus on to truly engage community, prioritize customers, and create and a frictionless environment that works for everyone. Wilder also touches on the importance of being transparent with internal community structure and how to reflect that externally.
Brian Garvey, VP of Worldwide Solutions Partners at HubSpot explains how the partner ecosystem can generate a domino effect that impacts the company’s ability to scale, their customer success management, and the product roadmap. Prior to HubSpot, Brian led Strategy and Enablement at Amazon Web Services. His work at AWS was centered around reinventing computing and elastic computing to recreate that industry. Brian now brings his knowledge of science and analytics into the world of sales. Listen as he describes the Partner Ecosystem that he and his team have built as well as his vision and aspirations for its future impact.
//CONNECTING WITH BRIAN
Linkedin: https://www.linkedin.com/in/helpingmillions/
// ENGAGE WITH HUBSPOT
Website: https://www.hubspot.com/
Blog: https://blog.hubspot.com/
Check out their Free Product! https://www.hubspot.com/products/get-started
// STAY AWESOME & DO IT BIG!!
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Putting the customer first is always the primary goal for HubSpot. But, there is a team within the company whose “customer” is somewhat more unorthodox than what people generally picture. Cody Normand, the Senior Manager for Sales Productivity and Enablement at HubSpot, shines some light onto who his team primarily serves and why it is such a crucial focus for revenue growth at HubSpot. “Our true customer, as the enablement team, is the HubSpot Seller. That is who we are serving to make them as productive as possible and remove as much friction from their days so that they can spend their time selling.” Listen as Cody goes into more details on the structure, responsibilities, and success metrics of an Enablement Team.
//CONNECTING WITH CODY
Linkedin: https://www.linkedin.com/in/cody-normand/
// ENGAGE WITH HUBSPOT
Website: https://www.hubspot.com/
Blog: https://blog.hubspot.com/
Check out their Free Product! https://www.hubspot.com/products/get-started
Many sales, marketing, and ops leaders are familiar with the term “funnel”, but flywheel is a bit newer in the business sphere. Yamini Rangan, CEO at HubSpot, answers questions around what a flywheel is, why it matters, why HubSpot has chosen that model, and what the prescriptive process is to reach that model. Listen to the quick “Pit Stop” with Yamini and then head back to the races!
// ABOUT THE CREW CHIEF
Yamini is HubSpot’s first ever Chief Customer Officer, and was named CEO on September 7, 2021. Her core purpose at HubSpot is aligning and unifying teams around the customer. Prior to HubSpot, Yamini was the CCO at Dropbox and she also served as the Vice President of Sales Strategy and Operations at Dropbox. She is passionate about all that the team at HubSpot are accomplishing and the ways they are delighting customers daily.
// YAMINI’S HUBSPOT DEFINITION
“HubSpot is the CRM platform for scaling companies. We are in the age of the customer and the last 18 months have shown that you really need to be digitally connected to all of your customers. HubSpot provides all the digital tools needed for our customers to stay connected with their customers.”
// ENGAGING WITH YAMINI + HUBSPOT
Follow her on Twitter (@ yaminirangan ) and Linkedin! https://www.linkedin.com/in/yaminirangan/
Check out the HubSpot educational content on the blog: https://blog.hubspot.com/
Completing the comprehensive playbook that takes a company from founding all the way to scale, Channing Ferrer in part two of this podcast series covers the next two stages - High Growth and Scale. Listen to the continuation of the conversation with Channing Ferrer on how to leverage data across the entire customer journey.
// ABOUT THE CREW CHIEF
Channing currently serves as the VP of Sales Ops and Strategy at HubSpot. Prior to that, he served on the leadership team at Acquaia, a software company which was the fastest growing software company in the country during his tour. As an early graduate from college, Channing thought sales would never be his thing. His perspective quickly shifted as he saw it as a way to provide value and solve problems , rather than a practice of pitching before understanding a problem. Fast forward to today, where the art of sales is not just his title, but his forte.
// Connect with Channing on Linkedin
https://www.linkedin.com/in/channing-ferrer-981437/
// ENGAGE WITH HUBSPOT
Website: https://www.hubspot.com/
Blog: https://blog.hubspot.com/
Check out their Free Producst! https://www.hubspot.com/products/get-started
// SUBSCRIBE!
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New "pit stops" every week.
Join our growing community!
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
Channing Ferrer shares his comprehensive playbook for building a scalable go-to-market organization in this 2-part series on the stages of growth for scaling companies. In part one, Channing lays the foundation and instructs business leaders on where to put their focus during the founding and early stages.
// ABOUT THE CREW CHIEF
Channing currently serves as the VP of Sales Ops and Strategy at Hubspot. Prior to that, he served on the leadership team at Acquaia, a software company which was the fastest growing software company in the country during his tour. As an early graduate from college, Channing thought sales would never be his thing. His perspective quickly shifted as he saw it as a way to provide value and solve problems , rather than a practice of pitching before understanding a problem. Fast forward to today, where the art of sales is not just his title, but his forte.
// Connect with Channing on Linkedin
https://www.linkedin.com/in/channing-ferrer-981437/
// ENGAGE WITH HUBSPOT
Website: https://www.hubspot.com/
Blog: https://blog.hubspot.com/
Check out their Free Producst! https://www.hubspot.com/products/get-started
// SUBSCRIBE!
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New "pit stops" every week.
Join our growing community!
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
Rob Forman, in this podcast episode, unpacks why getting the right people in the right seat is a skill in which business leaders must invest. Rob encourages listeners to put in the work to get GREAT at hiring GREAT people.And Rob has done just that. He is currently the Co-founder, President, and Chief Strategy Officer of SalesLoft, a company currently valued at $1.1B which just surpassed $100M in ARR. His conversation with Brendan is full of wisdom on why investing in recruiting is transformative for businesses and practical advice on how to approach the hiring process from interview to close. Take 30 minutes to listen and then head back to the races!
//ENGAGE WITH ROB
Website: https://salesloft.com/
Linkedin: https://www.linkedin.com/in/robforman/
Blog: https://salesloft.com/resources/content-hub/
// SUBSCRIBE!
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New "pit stops" every week.
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// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
Maintaining human elements is something few business leaders and entrepreneurs expect to challenge them as their company scales. But, authenticity, creativity, and grit are core elements to growth that can often be displaced by process, professionalism, and templatization. Sarah Lee, in this episode of Pit Stops to Podium, reveals what many companies lose as they scale and coaches on practical ways to prepare for and combat this issue. As the COO of New Story, Sarah shares the unique perspective of a quickly scaling nonprofit focused on pioneering solutions to end global homelessness. You may recognize New Story as one of the first nonprofits in Y Combinator and the originator of 3D printed communities for vulnerable families. Learn from “Crew Chief” Sarah how to keep the ingenuity and relatability as you scale.
//ENGAGE WITH SARAH
Website: https://newstorycharity.org/
Social @newstorycharity
The Neighborhood - Start your monthly global impact
Twitter + Linkedin
// SUBSCRIBE!
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New "pit stops" every week.
Join our growing community!
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
Charlie Paparelli in Episode 16 remarks how “people are the secret to success in all that we do” and coaches the audience on the 3 Milestones of Team Building during the early stages of company growth. Building teams strategically is one of the greatest contributors to growth and something that Charlie has much experience in, with his 40+ years of building and investing in companies. He now gives back to the community by advising entrepreneurs. Following over 25 years in angel investing helping entrepreneurs achieve their dreams, Charlie accesses the knowledge and experience of fellow entrepreneurs by sharing stories through paparelli.com Listen to the wisdom he shares to start strategically building your founding, leadership, and managerial teams.
//ENGAGE WITH CHARLIE
Visit his website: https://www.paparelli.com/ for weekly, story-based blogging and zoom chats with entrepreneurs to help them solve problems + share insights.
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
It takes creativity to craft an intentional culture and cast a vision in a way that impacts all levels of an organization. In episode 15 of Pit Stops to Podium, William Warren, Founder and CEO of The Sketch Effect, offers understandable and actionable insights for scaling companies on culture and vision. Prior to The Sketch Effect, William worked in Marketing at Chick-fil-A, Inc. and has a Masters Degree from SCAD. He is a creator turned entrepreneur. Take 20 minutes to listen to William’s advice on crafting a culture by design, not default.
//ENGAGE WITH WILLIAM
Website: https://thesketcheffect.com/
William’s Platform: Theconqueringcreative.com
Instagram @theconqueringcreative
TSE Core Values + Key Behaviors: https://thesketcheffect.com/culture/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
Every company and executive has experienced challenges to gain any sort of forward momentum at the earliest stages of growth. In episode 14 of Pit Stops to Podium, Sam Ellis coaches on how to get traction and maneuver smoothly as you accelerate your company from zero to one. Sam is a West Point graduate, the technical co-founder of the unicorn company Dutchie, and currently the Managing Partner of WPMC and Partner Scout Ventures. Hear what Sam advises will give you direction and momentum to move from zero to growth. Then back to the races!
//ENGAGE WITH SAM
WPMC Website: https://www.wpmc.fund/
Scout Ventures Website: https://www.scoutventures.com/
Connect on Linkedin: https://www.linkedin.com/in/sam-d-ellis/
// SUBSCRIBE!
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New "pit stops" every week.
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// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
In this episode of Pit Stops to Podium, “Crew Chief” Pablo Dominguez, expert in sales operations, shares key advice for when it is time to double your sales team in preparation for scale. Pablo is the Operating Partner for Sales and Customer Success at Insight Partners, one of the top Venture Capital Firms in the country that primarily invests in growth companies as they begin to scale. Prior to Insight, Pablo was the head of Global Sales Operations at ADP and then at AppNexus. These experiences combined lend to an expertise perfect for offering insight to business leaders and companies looking to grow and scale their sales teams. To navigate this inflection point smoothly, Pablo covers some of the core areas: Roles + Responsibilities; Hiring + Onboarding; Motivation + Incentives. Listen in and then back to the races!
//ENGAGE WITH PABLO
Website: https://www.insightpartners.com/
Connect on Linkedin: https://www.linkedin.com/in/pabtexas/
Twitter: @pabtexas
// FOLLOW!
New "pit stops" every Wednesday at 9:00am est.
Join our growing community!
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
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As the average CMO tenure continues to decline, Jeff Perkins outlines his framework for breaking the trend and outlasting the average. Jeff is the VP of Marketing for ParkMobile, the #1 parking app in the United States with close to 25 million users. He operates his marketing efforts with focus, flexibility, and speed and is eager to connect with other marketing professionals over strategies and how to not suck at marketing, the title of his new book coming soon! Hear what other concepts Jeff includes in his marketing success framework in episode 12 of Pit Stops to Podium.
//ENGAGE WITH JEFF
Website: https://parkmobile.io/
Connect on Linkedin: https://www.linkedin.com/in/jeffperkins1/
Twitter: @jeffperkins8
Peloton: The Bald Guy
// RESOURCES
Jeff’s Book: "How Not To Suck At Marketing"
https://www.hownottosuckatmarketing.com/
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
The Big Idea, "Nobody Cares About Your Product is jarring claim for a product marketer, but one that holds a lot of truth as Ryan Yackel describes in this episode of the RevPartners podcast. Ryan is the VP of Product Marketing at KeyFactor, the Leader in PKI as a Service and crypto agility solutions, and has mastered the art of storytelling traditionally applied to marketing and made it consumable to products. Now he shares with the Pit Stops to Podium audience some quick, consumable concepts on how to view Product Marketing rightly through the lens of sales, marketing, and the product development. Take 20 minutes to listen and digest and then back to the races!
//ENGAGE WITH RYAN
Website: keyfactor.com
Connect on Linkedin: https://www.linkedin.com/ryanyackel
Email: ryan.yackel@keyfactor.com
// SUBSCRIBE!
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New "pit stops" every Wednesday at 9:00am est.
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// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
In this episode of the RevPartners Podcast, CEO Tim Kopp of Terminus, the leading ABM platform that powers high-performing go-to-market teams, opens the “Three P” Playbook that Terminus has used to improve their retention rate by more than 30 points over just two quarters. Tim says that, “The greater the NRR, the quicker companies can scale.” So what goes into increasing NRR? Listen to hear how Tim and Terminus raised the NRR bar through three pillars - prioritizing People over products, putting retention into the framework of Processes, and “last, but not least,” setting Product offerings to better serve customers in the long run. And most importantly, don’t miss “Crew Chief” Tim Kopp’s last surprising but applicable takeaway he adds in at the end of the conversation!
//ENGAGE WITH Tim
Website: https://terminus.com/
Connect on Linkedin: https://www.linkedin.com/in/cmovc/
Twitter @ tbkopp
Email: talktotk@terminus.com
// SUBSCRIBE!
www.youtube.com/channel/UCLhmwZeWmZtw6T-LBuvo0Jw
New "pit stops" every Wednesday at 9:00am est.
Join our growing community!
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
Along the entrepreneur’s journey, a habit of continuous learning develops into what Matt McIlwain has coined The Learning Loop. Partnering with talented founders and innovators for over twenty years, Matt has seen patterns develop as entrepreneur’s experiment with new ideas and begin to scale their companies. Currently the Managing Director at Madrona, one of the top VC firms in the country around technology, he holds the unique perspective as an operator while also connecting with entrepreneurs in the technology space. More from Matt on the Leaning Loop: https://www.madrona.com/the-learning-loop/
//ENGAGE WITH MATT
Website: https://www.madrona.com/team-profiles/matt-mcilwain/
Connect on Linkedin: https://www.linkedin.com/in/matt-mcilwain-692522/
Email: matt@madrona.com
Don't skip too quickly by Episode 8 of Pit Stops to Podium! "Crew Chief" Tyler Karlen delineates the clarity, collaboration, and culture needed to scale a sales team successfully. These 3 C's are not quite as simple as ABC, but are just as essential. They encompass much of the mindset and practices Tyler has developed over his years as a leading sales executive and he gives practical examples from growing sales teams at Toast, inc.; UberEats; Compass; and now Snackpass.
//ENGAGE WITH TYLER
Linkedin: https://www.linkedin.com/in/tylerkarlen/
Or connect on Twitter @tylerkarlen
//JOIN SNACKPASS
They are actively hiring and would love to hear from you!
Email: tk@snackpass.co
Website: snackpass.co
Many businesses set out for the much-coveted destination of landing a deal with an enterprise, but few are actually prepared to break that barrier and sustain the demands of the Enterprise market. If anyone knows just what it takes to swim with the big fish in the sea, it is “Crew Chief” Michael Arrieta! Mike accomplished much as the Chief of Staff at Dell and Docusign and is now the Founder and CEO of Garden City, a purpose-driven holding company. In Episode 6 of Pit Stops to Podium, Mike unpacks much of his mindset when it comes to Enterprise and answers all of your questions of why, who, and how to DO IT BIG in the Enterprise arena.
//ENGAGE WITH MIKE
Website: https://www.joingardencity.com/
Connect on Linkedin: https://www.linkedin.com/in/michaelarrieta/
// LEARN MORE ABOUT NEWSTORY!
Website: https://newstorycharity.org/
Booster has their culture and company virtues locked and loaded. And they have seen vast results in their ability to grow and scale over the past 19 years with clearly defined cultural virtues that are able to be reproduced across their organization. Curious what these virtues are? Chris Carneal, Booster’s Founder, and Stephen Murray, the President and COO of Booster, share their wisdom about developing culture within your organization in Episode 6 of Pit Stops to Podium. Listen to how the Booster team has developed their culture and learned that it is not secondary, but is foundational at any and all levels of growth.
//ENGAGE WITH THE BOOSTER TEAM
Website: https://www.choosebooster.com/
Connect with Chris on Linkedin: https://www.linkedin.com/in/chris-carneal-98599711/
Connect with Stephen on Linkedin: https://www.linkedin.com/in/stephen-murray-225a1611/
“Crew Chief” Mike Coscetta coaches executives and managers of scaling companies on adopting an effective “remote mindset” to lead after the rapid shift in 2020 to a distributed sales context. The same management principles no longer apply in this new environment. As a leading sales executive in the technology space and currently the Chief Commercial and Strategy Officer at Compass, Mike has much wisdom to offer on how to intentionally manage both your Sales Team and Customer Relationships in the distributed environment of remote work.
// ENGAGE WITH MIKE
Website: Compass.com
Connect on Linkedin: https://www.linkedin.com/in/michaelcoscetta/
// SUBSCRIBE!
https://fast.wistia.net/embed/channel/asjzanjwxd
New "pit stops" every Wednesday.
Join our growing community!
// STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Linkedin: linkedin.com/company/revpartners
“Crew Chief” Wendi Sturgis, the President of Lyte, fires off clue after clue to Customer Insights in Episode 4 of Pit Stops to Podium. With a passion for disrupting technology for scaling companies, Wendi is constantly refining ways to stay customer-centric and capture the data that articulates the value created for the customer.
// ENGAGE WITH WENDI
Website: www.lyte.com
Linkedin: www.linkedin.com/in/wendisturgis/
Email: wendi@lyte.com
Or catch her at the next Radiohead concert!
Hot take. Increasing structure does not always crush creativity. “Crew chief” Ellen Kindley in Episode 3 of Pit Stops to Podium coaches on establishing a structure that also preserves the entrepreneurial spirit present at the origin of your company. Balancing this tension is rare for scaling companies and Ellen is certainly no rookie! Currently, she is the Chief Transformation Officer at Keyfactor and her years of experience in operations make her a change agent for growth. Catch her advice on this episode to avoid boxing yourself in as you scale. Then, back to the races!
// ENGAGE WITH ELLEN
Website: www.keyfactor.com
Linkedin: www.linkedin.com/in/ellen-kindley-b6495835/
www.linkedin.com/company/wearekeyfactor/
In Episode 2, John Thackston, an expert in sales performance improvement, shares foundational advice for scaling companies to build practices that lead to predictable, repeatable results. Some of those insights include: steps to alignment, common missed opportunities for companies at key areas of growth, and.....but I don't want to spoil it! Go listen!
// ENGAGE WITH JOHN
Website: soarperformancegroup.com
Linkedin: www.linkedin.com/in/john-thackston-87166017
Finding your product market fit is crucial, but where do you go from there? Listen as Karen Walker, an expert in the technology space and key advisor to scaling companies, coaches on next steps and strategies - starting with how to assemble a team built for winning that continues to drive your business up and to the right.
// ENGAGE WITH KAREN
Website: karenwalker.us/betterceo
Newsletter: Up And To The Right
Linkedin: linkedin.com/in/karenwalkerus