Shows
GTM Crossroads PodcastFrom Hiring Scrappy Teams to Rethinking AI Pricing | GTM Crossroads #11In this episode of GTM Crossroads, the hosts explore how AI is reshaping business strategy, with a focus on HubSpot’s new Breeze AI. They break down its practical applications, pricing structure, and implications for growth-stage teams. The conversation also highlights the challenges of hiring in a startup environment and the critical role of company culture and values during scaling.Chapters:00:00 - Intro03:06 - Exploring Breeze AI and Its Impact05:57 - Use Cases and Practical Applications of Breeze09:14 - Recent Developments in HubSpot and AI Integration12:01 - The Shift from Seat-Based to Consumption-Based15:08...
2025-07-0436 minGTM Crossroads PodcastNavigating CRM Choices: HubSpot vs Salesforce | GTM Crossroads #10In this episode, the hosts explore key aspects of building a tech startup, including choosing the right CRM, developing a product-led growth motion, and refining pricing strategies. They share real-world challenges with tools like Stripe, discuss how market uncertainty influences decision-making, and examine how AI can be used effectively to scale operations.Chapters:01:42 - Exploring CRM Options for a PLG Motion 03:25 - Choosing Between HubSpot and Salesforce 06:14 - The Real Differences in Lead Objects and Data Models 10:00 - Stripe Frustrations and Subscription Complexity 12:09 - Why Pricing Changes Can Unlock Growth 14:06 - Simplifying Metrics...
2025-05-2134 minGTM Crossroads PodcastNavigating the Pricing Landscape in SaaS | GTM Crossroads #09In this episode of GTM Crossroads, Brendan, Harris, and guest host Rob dive into the evolving landscape of pricing strategy in SaaS and services. They unpack the real-world implications of usage-based pricing, the role of buyer psychology, and how to position value clearly without causing confusion.The conversation highlights the power of retention, the difference between experience and impact, and how long-term relationships often lead to business returns years later.They also explore the trade-offs between capturing value and driving adoption, the limitations of results-based pricing models, and why traction often matters...
2025-05-0943 minGTM Crossroads PodcastThe Human Side of Go-To-Market AI Can't Replace | GTM Crossroads #08In this episode, the hosts unpack key takeaways from MicroConf, debating why human relationships remain irreplaceable in go-to-market, even as AI tools proliferate. They share candid stories of pricing experiments (from bootstrapped constraints to consumption models), the pitfalls of ‘feature-first’ thinking, and why webinars unexpectedly work.With insights on fake revenue trends, Tiny Seed’s funding philosophy, and the tension between PLG and partner-led motions, this conversation is a masterclass in balancing automation with authenticity.Chapters:MicroConf Event Recap – 00:17Human Connection in GTM – 01:33Pricing and Packaging Strategies – 05:22PLG vs. Partner-Led...
2025-04-2516 minGTM Crossroads PodcastThe Power of Omni-Channel Outbound and Product Data | GTM Crossroads #07In this episode of GTM Crossroads, the hosts discuss their personal experiences with spring activities, transitioning into a reflection on their business performance in Q1 and strategies for Q2. They explore the importance of hiring, the shift towards API integration and first-party data, and the growing need for omni-channel marketing strategies.The conversation also delves into transforming email marketing from a transactional approach to a more relational one, emphasizing the significance of customer experience and relationship building in today's business landscape.Chapters:Q1 Reflections and Q2 Priorities – 04:48Hiring and Scaling at Oc...
2025-04-0531 minGTM Crossroads PodcastWhat the LinkedIn Crackdown Means for GTM Strategy | GTM Crossroads #06In this episode, the hosts discuss the recent ban of Apollo and Seamless from LinkedIn, exploring the implications for sales tools and prospecting strategies. They share personal anecdotes, including baking adventures, and emphasize the importance of adapting to LinkedIn's evolving landscape while maintaining ethical practices in data usage.The conversation highlights the need for a balanced approach to leveraging LinkedIn as a valuable resource for sales and marketing.Chapters:What Happened with Apollo and Seamless on LinkedIn – 05:22Why LinkedIn Cracked Down and the Game Theory Behind It – 07:44The Risk of Automation and...
2025-03-2825 minGTM Crossroads PodcastThe Shift from Growth Hacking to Sustainable Strategies | GTM Crossroads #05In this episode of GTM Crossroads, hosts Rob Jones, Zach, and Harris discuss the evolving landscape of growth strategies, the importance of transparency and vulnerability in leadership, and the distinction between personalization and humanization in marketing. They emphasize the significance of storytelling in sales and explore the changing dynamics of the buyer journey and trust in the digital age. In this conversation, the speakers explore the evolving dynamics between buyers and sellers, emphasizing the importance of understanding customer needs and the role of human interaction in the sales process.They discuss the impact of...
2025-03-1540 minGTM Crossroads PodcastMastering Intent Data, Partnerships, and Inside-Out GTM Strategies | GTM Crossroads #04In this episode of GTM Crossroads, Brendan, Zach, and Harris dive into key go-to-market strategies, emphasizing the power of intent data, market signals, and evolving data utilization. They discuss the shift from traditional outside-in approaches to more personalized inside-out strategies, highlighting the importance of understanding unique value propositions and customer needs.The conversation also explores the balance between current capabilities and aspirational goals, the role of partnerships in driving market success, and why segmentation and trust are essential for building effective go-to-market motions. Plus, they announce the upcoming Southbound 2025 event, sharing insights on what...
2025-03-1134 minGTM Crossroads PodcastThe Truth About Intent Data and How to Use It Right | GTM Crossroads #03In this episode of GTM Crossroads, the hosts discuss various topics related to sales, marketing, and the evolving landscape of intent data. They explore the importance of community in go-to-market strategies, the role of RevOps, and the complexities of capturing and analyzing intent signals.The conversation delves into the challenges of attribution in intent data, the distinction between demand capture and demand generation, and the significance of understanding the buyer's journey. The hosts emphasize the need for alignment within organizations and the importance of creating valuable content to engage customers effectively.
2025-02-2835 minGTM Crossroads PodcastCrafting Sales Emails with AI and Personalization | GTM Crossroads #02In this episode of GTM Crossroads, the hosts discuss the importance of effective email copy, market insights, and the evolution of personalization in outbound marketing. They share personal anecdotes related to Valentine's Day, explore user feedback on email strategies, and emphasize the need for brevity and relevance in communication. The conversation also touches on the significance of data utilization and the future trends in outbound marketing, highlighting the necessity of a solid foundation in CRM systems for successful outreach.Chapters: Valentine’s Day Plans and Surprises - 00:17 Challenges of...
2025-02-2128 minGTM Crossroads PodcastOptimizing Email Deliverability | GTM Crossroads #01In the first episode ofGTM Crossroads, Brendan Tolleson, Harris Kenny, and Zach Vidibor explore the shifting landscape of go-to-market strategies with a focus on email deliverability.They discuss the impact of AI on sales outreach, the importance of clean infrastructure, and how targeted messaging can improve engagement. Tune in for insights on adapting your approach to ensure effective communication with prospects.Want to level up your GTM strategy? Visit RevPartners.io for more insights and resources!
2025-02-1031 min
Pit Stops to Podium: B2B RevOps PodcastCustomer Engagement for Successful Deals // With Josh BraunIn 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...
2023-12-0822 min
Pit Stops to Podium: B2B RevOps PodcastMastering Mindset and Sales Strategies // With Jim CathcartIn 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...
2023-12-0126 min
Pit Stops to Podium: B2B RevOps PodcastSuperior Selling with Attitudes and Behaviors // With Matthew NeubergerIn 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...
2023-11-1728 min
Pit Stops to Podium: B2B RevOps PodcastUnlocking The Sales Champion Mindset // With Ian KoniakIn 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...
2023-11-1031 min
Pit Stops to Podium: B2B RevOps PodcastOvercoming Sales Traps and Embracing Value // With Ian AltmanIn 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...
2023-11-0328 min
Pit Stops to Podium: B2B RevOps PodcastUnleashing the Power of Sales Demos // With Mor AssoulineIn 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...
2023-10-2727 min
Pit Stops to Podium: B2B RevOps PodcastUnlocking Long-Lasting Clients Through Relationships // With Casey JacoxIn 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...
2023-10-2024 min
Pit Stops to Podium: B2B RevOps PodcastRecognizing and Overcoming Unconscious Bias // With Stacey GordonIn 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...
2023-10-1323 min
Pit Stops to Podium: B2B RevOps PodcastSelling Without Selling Out // With Andy PaulIn 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...
2023-10-0626 min
Pit Stops to Podium: B2B RevOps PodcastUnpacking The Growth and Learning Journey // With Whitney JohnsonIn 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...
2023-09-2923 min
Pit Stops to Podium: B2B RevOps PodcastReimagining The Role of The Manager // With Bill SchaningerIn 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...
2023-09-2234 min
Pit Stops to Podium: B2B RevOps PodcastCreating an Effective Sales Engine // With Kyle ColemanIn 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...
2023-09-1521 min
Pit Stops to Podium: B2B RevOps PodcastUnlocking the Secrets to Hiring Exceptional Talent // With Lou AdlerIn 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...
2023-09-0123 min
Pit Stops to Podium: B2B RevOps PodcastEmpowering Sales Success Through Performance & Communication // With Sandy RobinsonIn 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...
2023-08-2522 min
Pit Stops to Podium: B2B RevOps PodcastWhy Startups Should invest in HR and Team Engagement // With Joey PriceIn 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...
2023-08-1819 min
Pit Stops to Podium: B2B RevOps PodcastBeing Authentic and Transparent Online // With Braden WallakeIn 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...
2023-08-1122 min
Pit Stops to Podium: B2B RevOps PodcastUnleashing the LinkedIn Algorithm Secrets for Explosive Growth // With Richard van der BlomIn 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...
2023-08-0426 min
Pit Stops to Podium: B2B RevOps PodcastWinning Strategies for Sales Development Managers // With Gabrielle “GB” BlackwellIn 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 unve...
2023-07-2828 min
Pit Stops to Podium: B2B RevOps PodcastStrategies for Business Growth Through Content Marketing // With Andrew GazdeckiIn 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...
2023-07-2125 minPit Stops to Podium: B2B RevOps PodcastBoost Your Sales Network and Reputation with Podcasting // With Collin MitchellIn 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...
2023-07-1419 minPit Stops to Podium: B2B RevOps PodcastBuilding A Billion Dollar Company From Scratch // With Alina VandenbergheIn 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...
2023-07-0715 minPit Stops to Podium: B2B RevOps PodcastThe TLC Trinity: Teams, Leadership and Culture // With Joe MusselmanIn 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...
2023-06-3029 minPit Stops to Podium: B2B RevOps PodcastPersonalization and Relevance in Cold Emails // With George SuarezIn 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...
2023-06-2318 minPit Stops to Podium: B2B RevOps PodcastHow to Approach Trends on Social Media for Your Business // With Brian HonigmanIn 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...
2023-06-1629 minPit Stops to Podium: B2B RevOps PodcastThe Power of Diversity & Team Culture in Venture Capital // With Minnie IngersollOn 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...
2023-06-0917 minPit Stops to Podium: B2B RevOps PodcastImproving Your Sales Success Through Cold Calling // With Tom SlocumOn 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...
2023-06-0226 minPit Stops to Podium: B2B RevOps PodcastClose The Gap, Close The Deal // With KeenanJoin 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...
2023-05-2622 minPit Stops to Podium: B2B RevOps PodcastSelling With Authenticity // With Dale DupreeIn 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...
2023-05-1922 minPit Stops to Podium: B2B RevOps PodcastPillars of Success for Disruptive Tech Companies // With Ratan ManehaniIn 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...
2023-05-1222 minPit Stops to Podium: B2B RevOps PodcastBuilding and Scaling Sales Teams in Early-Stage Businesses // With Kyle VamvourisIn 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...
2023-05-0520 minPit Stops to Podium: B2B RevOps PodcastMarketing to Gen Z: Insights and Trends // With Ziad AhmedIn 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...
2023-04-2820 minPit Stops to Podium: B2B RevOps PodcastWhy Should I Care About Social As A B2B Seller // With Donald KellyIn 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...
2023-04-2121 minPit Stops to Podium: B2B RevOps PodcastEntrepreneurship: The “Soda Straw” Between Different Communities // With Jyri EngeströmIn 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 a...
2023-04-1422 minPit Stops to Podium: B2B RevOps PodcastThe Investor's Perspective on founding a Startup // With David HornikIn 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...
2023-04-0723 minPit Stops to Podium: B2B RevOps PodcastVertical vs Horizontal: One Size Doesn’t Fits All // With Rick ZulloIn 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...
2023-03-3125 minPit Stops to Podium: B2B RevOps PodcastKey Metrics & Growth Signals From Investor’s Perspective // With Brad BentzIn 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...
2023-03-2421 minPit Stops to Podium: B2B RevOps PodcastThe Value Of Professional Development For Career Success // With Cassie YettruTalking 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...
2023-03-1730 minPit Stops to Podium: B2B RevOps PodcastBuilding Cycles For Sales Rep // With Leslie VenetzIn 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...
2023-03-1030 minPit Stops to Podium: B2B RevOps PodcastSlow is Smooth, Smooth is Fast // With Andrew GoldnerIn 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.
...
2023-03-0330 minPit Stops to Podium: B2B RevOps PodcastMarketing Like A Media Company // With Corey HainesIn 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...
2023-02-2425 minPit Stops to Podium: B2B RevOps PodcastHow To Be A Red X In Content Marketing // With Jimmy DalyIn 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.
...
2023-02-1719 min
HOW THEY DID IT! Unique stories partnerships-led sales and success.Enabling power-user partners W/ RevPartners and DealhubThis podcast is recorded at a perfect time for us with HubSpot and Salesforce Partner Tracks around the corner, we are working with our friends at Dealhub (represented today by channel leader Omer Fuchs, VP of Strategic Alliances) to prepare their partner track with the intent of finding and aligning with more solutions partners like our guests on this episode.
With him is Diana Gonzalez Sr. Channel Manager at RevPartners and the Robert “RevOps” Jones, the Sales Director at RevPartners.
This type of partnership is one where the agency becomes a power user and product expe...
2023-02-1458 minPit Stops to Podium: B2B RevOps PodcastThe Sweet Spot: Intersection of Sales, Leadership and Mindset // With Phil GerbyshakOn 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, vi...
2023-02-1021 minPit Stops to Podium: B2B RevOps PodcastRelationships Will Always Be More Powerful Than Marketing // With Jessika PhillipsTalking 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.
2023-02-0317 minPit Stops to Podium: B2B RevOps PodcastEvangelism: The Next Frontier For Growth // With Jen AllenTalking 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 Community Growth Specialist at Lavender, the number #1 AI email assistant. 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 Ma...
2023-01-2617 minPit Stops to Podium: B2B RevOps PodcastThe Product Is No Longer The Hero // With Bob PhibbsBob 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 wa...
2023-01-2020 minPit Stops to Podium: B2B RevOps PodcastBecoming A Parallel Entrepreneur // With Kevin LeeHave 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 inve...
2023-01-0619 minPit Stops to Podium: B2B RevOps PodcastBuilding Ecosystems // With Scott BrinkerWhat 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 SC...
2022-08-1817 minPit Stops to Podium: B2B RevOps PodcastTurning Customers Into Fans // With David Meerman ScottFanocracy - 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...
2022-08-1125 min
Pit Stops to Podium: B2B RevOps PodcastWhy High Intent Matters // with Horst SchulzeHigh 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 t...
2022-06-3045 minPit Stops to Podium: B2B RevOps PodcastCold Calling Done Right // with Kevin HoppCold 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/
// STAY AWESOME & DO IT BIG!!
Website: r...
2022-06-1621 minPit Stops to Podium: B2B RevOps PodcastThe Power of Entrepreneur Communities // with Aaron HurstStarting 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 AN...
2022-06-0928 minPit Stops to Podium: B2B RevOps Podcast10x Growth. Work Smarter, Not Harder // with Scott MackesNothing 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.
2022-06-0223 min
SaasHoles "Rev Ops with an edge"RevPartners.io Cofounders CRO Matt Bolian and CEO Brendan TollesonCo-Founders RevPartners.io Matt Bolian and Brendan Tolleson talk RevOps Shop with Kevin Gaither, and Pete Jansons
Don't be that guy/gal support the SaasHoles today!!
https://www.patreon.com/SaasHoles
Have an idea for a topic, or guest? Pete@saasholes.net
Links Used in the show:
https://www.linkedin.com/in/matthewbolian/
https://www.linkedin.com/in/brendan-tolleson-6bb64a6/
https://revpartners.io/
https://revpartners.io/about-us/
https://fs.hubspotusercontent00.net/hubfs/9040550/Ebook_RevOpsManifesto_v2_.pdf
---
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2022-02-1043 minPit Stops to Podium: B2B RevOps PodcastWhy Start a Company from Scratch When You Could Own a Franchise? // with Jon OstensonIn 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/
2022-01-0616 minPit Stops to Podium: B2B RevOps PodcastThe 5 Voices of Leadership // with Jeremie Kubicek from GiANTLearn 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 Worldwide, 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://ww...
2021-12-1616 minPit Stops to Podium: B2B RevOps PodcastWhat Happens When More Resources Don’t Produce More Result? // with Kevin LeeYou’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.
2021-10-2616 minPit Stops to Podium: B2B RevOps PodcastThe Maturity of a Sales Motion // with Sean Henry, CEO of STORDTaking 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 St...
2021-10-1819 minPit Stops to Podium: B2B RevOps PodcastInspire the World to be Generous // with Vance Roush, CEO of OverflowIn 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!
2021-10-1212 minPit Stops to Podium: B2B RevOps PodcastHow RevOps Helps Companies Scale // with Alison Elworthy, EVP of RevOps at HubSpot
2021-10-0615 minPit Stops to Podium: B2B RevOps PodcastHow Ecosystems Support the Flywheel // with Scott Brinker from HubSpot
2021-09-3012 min2021-09-2825 minPit Stops to Podium: B2B RevOps PodcastBuilding a Community to Support the Flywheel // with Scott WilderScott 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.
2021-09-2414 minPit Stops to Podium: B2B RevOps PodcastUnlocking Sources of Revenue Growth for a Scaling Company // with Mark Roberge
2021-09-2318 minPit Stops to Podium: B2B RevOps PodcastHow Partners Contribute to the Flywheel // with Brian GarveyBrian 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 fu...
2021-09-1718 minPit Stops to Podium: B2B RevOps PodcastAnswering the Question: Is HubSpot a CRM? // with Kyle Jepson
2021-09-1437 minPit Stops to Podium: B2B RevOps PodcastInvest in Enablement to Fuel the Revenue Engine // with Cody NormandPutting 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...
2021-09-1015 minPit Stops to Podium: B2B RevOps PodcastHow to Align Your Teams Around the Flywheel w// HubSpot CEO, Yamini RanganMany 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!
2021-09-0715 minPit Stops to Podium: B2B RevOps PodcastStages of Growth for a Scaling Company Part 2 // with Channing FerrerCompleting 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, VP of Sales Ops and Strategy at HubSpot, on how to leverage data across the entire customer journey.
2021-09-0318 minPit Stops to Podium: B2B RevOps PodcastStages of Growth for a Scaling Company Part 1 // with Channing FerrerChanning Ferrer, VP of Sales Ops and Strategy at HubSpot, shares his comprehensive playbook for building a scalable go-to-market organization in this 2-part series. In part one, Channing lays the foundation and instructs business leaders on where to put their focus during the founding and early stages.
2021-09-0117 minPit Stops to Podium: B2B RevOps PodcastGetting the Right People in the Right Seats // with Rob FormanRob 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...
2021-08-2628 minPit Stops to Podium: B2B RevOps PodcastKeeping it Human: How to stay scrappy and relatable as you scale // with Sarah Lee from New StoryMaintaining 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...
2021-08-2412 minPit Stops to Podium: B2B RevOps Podcast3 Milestones of Team Building // with Charlie PaparelliCharlie 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...
2021-08-1821 minPit Stops to Podium: B2B RevOps PodcastBuilding Culture and Casting Vision // with William WarrenIt takes creativity to craft a 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.
2021-08-1118 minPit Stops to Podium: B2B RevOps PodcastGaining Traction to Move from 0-Growth // with Sam EllisEvery 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!
2021-08-0521 minPit Stops to Podium: B2B RevOps PodcastWhat To Do When It's Time To Double a Sales Team // with Pablo DominguezIn 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 look...
2021-07-2812 min
2021-07-2302 minPit Stops to Podium: B2B RevOps PodcastHow to Not Get Fired as a CMO //with Jeff PerkinsAs the average CMO tenure continues to decline, Jeff Perkins outlines his framework for breaking the trend and outlasting the average. Jeff is the CMO and Head of Product 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.
2021-07-2116 minPit Stops to Podium: B2B RevOps PodcastNobody Cares About Your Product // with Ryan Yackel, VP of Product MarketingThe 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. The VP of Marketing at KeyFactor 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.
2021-07-1422 minPit Stops to Podium: B2B RevOps PodcastThe Most Underrated Retention Metric for B2B SaaS // with Tim KoppIn 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...
2021-07-0714 minPit Stops to Podium: B2B RevOps PodcastThe Entrepreneur's Journey with The Learning Loop // with Matt McIlwainAlong 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/
2021-06-3013 minPit Stops to Podium: B2B RevOps PodcastThe 3 Cs of Scaling Sales Teams // with Tyler KarlenDon'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. Tyler says that, "Sales is an energy business," and he is not wrong! It is evident, though, that he thrives off of...
2021-06-2316 minPit Stops to Podium: B2B RevOps PodcastBreaking the Enterprise Barrier // with Mike ArrietaThe Who, When, and How to Breaking the Enterprise Barrier w/ Mike Arrieta
Pit Stops to Podium: A RevPartners Podcast
2021-06-1624 minPit Stops to Podium: B2B RevOps PodcastCulture Matters Now More Than Ever // with Chris Carneal and Stephen MurrayBooster 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 le...
2021-06-0924 minPit Stops to Podium: B2B RevOps PodcastCalibrated Leadership for Managing Remote Teams // with Mike Coscetta“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.
2021-06-0215 minPit Stops to Podium: B2B RevOps PodcastCustomer Insights = Catalyst for Growth // with Wendi Sturgis“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.
2021-06-0220 minPit Stops to Podium: B2B RevOps PodcastPay Attention to the Tension // with Ellen KindleyHot 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!
2021-06-0209 minPit Stops to Podium: B2B RevOps PodcastCreating Results that Run Like Clockwork - Repeatable and Predictable // with John ThackstonIn 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!
2021-06-0212 minPit Stops to Podium: B2B RevOps PodcastProduct/Market fit - Now What? with Karen WalkerFinding 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.
2021-06-0219 min