Shows
Addicted to GrowthWhat is Management Enablement and Why it Matters with Andy PaulAndy's been in sales for over 25% longer than I've been alive, four decades. His first sales job was selling women’s shoes at JC Penney. In his professional career, he's sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. He closed hundreds of millions of dollars in products and services before starting his own company.In this episode we discuss:How the remote selling environment is impacting sales enablement One of the top reasons your pros...
2020-12-141h 00
Addicted to GrowthChief Evangelists, Customer Experience , and Solving Problems with Ethan BeuteTravis and Kevin talk with Ethan Beute, Chief Evangelist at BombBomb about being a good human, the value of evangelism, the value of video more.Episode Highlights:Good Business comes down to being a good human - Be a better person, team member, and better helper to your customersThe power of bringing joy to your work and providing value to your customers We’re freer to be ourselves than ever before - COVID has accelerated everyone into each other’s lives and homes Advice for people who are trying to be more comfortable with being themselvesThe import...
2020-11-161h 03
Addicted to GrowthSales Enablement, Learning, and Training with Epris BlakenShipKevin talks with Sales Enablement Program Manager Epris Blakenship with Monday.com about all things sales enablement. In this episode, you'll hear Kevin and Epris touch on the following topics:How to identify your SMEHow to prioritize request for Sales enablement All adults learn differentlyWhy sales enablement needs to walk with your sales team Action and AdaptHow to create practical applications to take learning to the next level. Pick up the damn phone! The power of asking why.. Top performers do wh...
2020-10-2251 min
Addicted to GrowthPushing Diversity and Uncomfortable Conversations to the Front of the Line with Tracey Santilli and Mercedes SmithEpisode SummaryTravis talks with Tracey Santilli and Mercedes C. Smith, about pushing diversity forward, the power of creating moments to get uncomfortable with your people, organizational growth, and more.Short BiosTracey Santilli, Chief Growth Officer at TierneyTracey Santilli is the Chief Growth Officer at Tierney, a full-service marketing communications agency and IPG-owned subsidiary. In this role, Tracey oversees strategic planning for all clients, working to develop clear business cases around opportunities, and delivers strategic recommendations to create integrated campaigns that drive business results. She is responsible for all...
2020-10-2235 min
Addicted to GrowthA People-First Approach to Marketing (and Life) with Lorena MoralesTravis and Kevin talk with Go Nimbly VP of Marketing, Lorena Morales about people, personalities, home, immigration, and more
2020-10-0944 min
Addicted to GrowthGetting Back Into the Trenches and Tripling Revenue with Reachdesk Co-Founder, Alex OlleyTravis and Kevin talk with the Co-Founder of Reachdesk, Alex Olley, about getting back into the trenches, prospecting, creating a safe environment for your reps, how a pivot led to Reachdesk tripling their revenue, and more.Episode Highlights:A co-Founder who runs the revenue and marketing functionsPassionate about genuinely knitting together sales and marketingMost passionate about prospecting and cold calling, creating videos, and writing emails Prospecting with emotions and creating spirits through prospecting “If you’re living in fear wondering what your prospect might say, don’t bother in the first place”Pushing boundaries and figuring out where...
2020-09-2947 minAddicted to GrowthBuilding a Growth Marketing Team From The Ground Up with Kristina FinsethEpisode Summary:Kevin talks with Growth Marketing Lead at Interseller, Kristina Finseth about her career path, here unique understanding of marketing and sales, how to build a growth organization from scratch and more.About KristinaKristina owns growth marketing at Interseller, a platform that helps recruiters engage with talent through contact data identification and personalized email sequencing. Having been in the shoes of a recruiter in startups, enterprises, and agencies - she is genuinely driven by a desire to make a positive impact on the way companies engage with talent in today's market...
2020-09-2230 min
Addicted to GrowthThoughts from a Rising Product Manager with Phyllis NjorogeTravis talks with Product Manager, Phyllis Njoroge about a few areas of opportunity for LinkedIn’s product team, content creation and distribution, podcasting, voice, and more.About PhyllisThroughout her life, she has been interested in "everything."** When she was a child, she asked if she could go to college forever because her favorite thing to do is learn and improve. In history class, she grew jealous of the Renaissance person because it was the last she heard of someone being allowed to be well-versed in, well, a lot of things.Introduce our le...
2020-09-221h 12Addicted to GrowthTogetherness: Achieving Sales and Marketing Alignment with Jeff DavisDuring the 20th episode of Addicted to Growth, sales leaders Travis King, and Kevin Mulrane connect with Principal & Founder of JD2 Consulting, Jeff Davis. Listen to learn about Jeff’s story, the biggest misconceptions people have about marketing, how we can create togetherness, and more. Jeff Davis Short BioJeff Davis is an international keynote speaker, consultant, and award-winning author of "Create Togetherness". He specializes in helping B2B companies optimize revenue growth by strategically aligning their sales and marketing teams. Jeff pulls from his over 15 years of experience marketing, sales, and business development at Fort...
2020-09-0252 minAddicted to GrowthEarly Stage Startups, Food, and A Go-Getter Mentality with Carol MalakasisTravis talks with Carol Malakasis about her journey into sales, her passion for food, and what early-stage founders should be thinking about when it comes to building and growing their sales playbooks and more.Episode Highlights:Carol’s timing cold calling her way into one of New York’s top kitchensWhy Carol is so passionate about food and caring for othersWhere and how Carol developed her go-getter mentality without playing sports or group activitiesHow Craiglist opened Carol’s door to tech salesHow she’s helping early-stage startups and their founders (seed to series a) build and grow the...
2020-08-2540 minAddicted to GrowthThe Live It Love It Sell It Experience with Jules WhiteEpisode Summary:Travis and Kevin talk with Chief Inspiration Officer, Jules White of Live IT, Love it, Sell It, about how to find your UHP, why your team needs a mindset coach right now to support mental health, a formula for Bound-Back-Ability, and more.Jules White Short Bio:Jules White has drawn on her 30 plus successful years in business and created a unique methodology that comes from her very own practical experiences of dealing with the highs and lows of selling. She knows exactly what she’s talking about; she’s written an Amaz...
2020-08-1751 minAddicted to GrowthHow to Succeed As a Manager In A Startup Sales Environment with Bridget O’BrienTravis and Kevin sit down with Bridget O’Brien who talks all things sales. We talk about everything from SDR metrics, to how to motivate your team, all the way to her experience as a marine biologist and in the restaurant industry has made her a better sales leader. Episode HighlightsTo get buy-in from your team, you need to be authentic and ask for their opinion. Get them involved in goal setting. Marine Biologist: where she learned positive reinforcement and testing hypotheses. Restaurant Industry taught patience and thick skinBecame the first member of the sales enableme...
2020-08-1145 minAddicted to GrowthDriving Your Own Success with Michael TusoEpisode Summary:Travis and Kevin talk with the Director of Revenue Performance at Chili Piper, Michael Tuso, about driving the success that you seek, the power of individualized coaching plans, the importance of diversity, and more.Michael Tuso Short Bio:Michael has always had a passion for coaching, which is what drives him to do the work he does today. Michael attended the University of North Carolina at Greensboro, where he ran for Student Body President as a freshman—and won. The networking and sales skills he honed as a part of that ex...
2020-08-0344 minAddicted to GrowthHow to Develop Winners, The Power of Consistency, and Success Habits with Richard MooreEpisode Summary:Travis and Kevin talk with Director of R. Moore Consulting Ltd., Richard Moore, about what drives him, the power of goal setting, reasons to surround yourself with winners, and more.Richard Moore Short Bio:Richard has spent many years as a consultant to businesses from startups to companies with nine-figure turnovers. He has sat on boards as an advisor and director and provided training in hundreds of seminars on topics from sales to social media, from marketing to leadership. Richard is now the Director of R. Moore Consulting Ltd. His services...
2020-07-2153 minAddicted to GrowthPrioritizing and Optimizing What’s Available to Drive Success with Mike BurtonEpisode Summary:Travis and Kevin talk with Co-Founder and SVP Data Sales at Bombora, Mike Burton, about a model used at Bombora where everybody wins, how the tools in front of you can optimize what you already have, how sales prioritization can drive success, and more.Mike Burton Short Bio:Mike has been working with AdTech startups since 2002. Currently, he is responsible for driving adoption of Bombora’s offerings across email marketing, analytics, programmatic display, predictive analytics and lead scoring, and countless other applications. Mike helped build B2B’s first Intent data co-o...
2020-07-1446 minAddicted to GrowthRevenue Operations, Building a World Class Sales Organization, and Empathetic Sales with Kyle ColemanEpisode Summary:Travis and Kevin talk with the VP of Revenue Growth and Enablement at Clari, Kyle Coleman, about what revenue operations is and is not, how a mutual accountability system can be successful, unpacking what it means to be empathetic, and more.Kyle Coleman Short Bio:Kyle is currently the VP of Revenue Growth and Enablement at Clari. Prior to working at Clari, Kyle worked as a Director of Sales Development and Senior Director of Sales Development and Optimization, at Looker, a business intelligence and analytics startup. Kyle is an experienced sales...
2020-07-1456 minAddicted to GrowthAttracting, Hiring, and Retaining Top Talent with Christopher GannonEpisode Summary:Travis and Kevin talk with the Founder and current Principal at CAPTIVATE TALENT, Christopher Gannon, about how to hire the right people, what makes a bad employee, building a repeatable hiring process, and more.Christopher Gannon Short Bio:Christopher is the Founder and Current Principal at CAPTIVATE TALENT, a talent solutions consultancy that focuses on placing top revenue professionals at growth stage technology organizations. They help their clients not only attract and hire, but also retain top talent. Christopher has been in recruiting for fifteen years and has worked for big...
2020-07-101h 04Addicted to GrowthConsistency, Personal Branding in Sales, and Content Marketing with Always Hired Co-Founder, Gabriel MoncayoEpisode Summary:Travis and Kevin talk with CEO and Co-Founder of the AlwaysHired Sales Bootcamp, Gabriel Moncayo, about hitting targets, new responsibilities of salespeople, what success looks like, and more.Gabriel Moncayo Short Bio:Gabriel Moncayo is the Co-Founder and CEO at AlwaysHired. He has been voted one of the most influential sales professionals by AA-ISP for three years in a row. Gabe has built sales offices in NYC, Chicago, Austin, LA and San Francisco. Prior to the development of AlwaysHired, Gabe worked in a variety of sales positions, many being management roles...
2020-07-1052 minAddicted to GrowthRevenue Engine Optimization with Refine Labs CEO, Chris WalkerTravis and Kevin talk with the Founder and CEO of Refine Labs, Chris Walker, about the future of the SDR role, strategic versus execution branding, the place where many marketers go wrong, and more.Episode Highlights:A classical marketing model: Product, place, price, promotion- a lot of tech makes marketers only focus on promotion- “When you only focus on promotion as a marketer, you stunt the ability to execute well.”Coaching a marketer tied to legacy metrics:You need to find someone to work for that knows what they’re doing, convincing gets oldIf you don’t have b...
2020-06-2936 minAddicted to GrowthModern Business Development Through Content Creation with Refine Labs CEO, Chris WalkerTravis and Kevin talk with the Founder and CEO of Refine Labs, Chris Walker, about the core formula when auditing a company, uncommon but successful marketing and sales strategies, creating meaningful content, and more.Episode Highlights:Strategy hasn’t changed$0 in revenue to well over 7 figures in less than 11 months0 outbound emails, 0 cold calls, $0 on advertising, 0 trade showsProduced organic content- efficient way to grow“I don’t see marketers challenging their behaviors in a way that allows them to change.”Take budget from things that aren’t working and use it to max out things that areWhen au...
2020-06-2940 minAddicted to GrowthDiversity and Inclusion, Changing the Sales Story, and Understanding Your Prospects with Kevin DorseyTravis talks with VP of Inside Sales at PatientPop Inc., Kevin Dorsey, about when to implement D&I, changing the story of sales, the importance of knowing your prospect and messaging effectively, and more.Episode Highlights:D&I important for so many reasons, hard to be the only“Even though I’m successful, when I walk into a room and know I’m the only, it’s hard.”“I don’t like how most conversations around D&I go because they’re talking to the wrong people.”“When we talk about D&I as a company culture, it’s alread...
2020-06-2928 minAddicted to GrowthExploring the Future of Sales and Revenue Operations with Allye O’BrienTravis and Kevin talk with Director of Revenue Operations at Chief, Allye O’Brien, about the career leap from sales leadership to operations, what you should know before going into operations, defining the role of revenue operations, and more. Things to overcome as a sales leader Change management- “how do you let people see the adoption of a process is the right process?” Understanding a sales process is a technical skill: “how do I translate this into a language that someone who does not have a technical background will understand?” Make sure you love digging into data and chasing a...
2020-06-1746 minAddicted to GrowthDefining Sales Effectiveness and Enabling Consistent Revenue Growth with Rory BrownTravis and Kevin talk with Kluster Intelligence’s Co-Founder and Chief Commercial Officer, Rory Brown, about defining sales effectiveness, what makes a great sales team, how to enable consistent revenue growth, and more. What makes a great sales team The period of time that you live in- we generally live in the current period and it’s not until the end of that one that we start to look at next month or next quarter Great sales teams look into the future and figure out what they need to do now for the next period to make that peri...
2020-06-1748 minAddicted to GrowthBinge Growth Not Netflix with Morgan J. IngramTravis and Kevin talk with the Director of Execution and Evolution at JB Sales, Morgan J. Ingram, about how to get started in sales, major topics in the sales world right now, the importance of having a why and an anti-why, and more. Favorite Points: How to get started in the social game Importance of documenting/sharing your journey, talk about what’s going on in your world- impact people Respond to everyone on social platforms- build yourself a voice Helping people find their why and anti-why Staying away from drifting Impact over influence Using this ti...
2020-06-1749 minAddicted to GrowthThe Origin of the Surf & Sales Partnership plus Breaking the Salesperson Stigma with Scott Leese and Richard HarrisTravis and Kevin talk with Co-Founders of Surf & Sales, Scott Leese and Richard Harris about the onset of their partnership, personal characteristics that drove their success, the evolution of sales, and more. Favorite Points: How Scott and Richard’s opposite personalities attract and work well for their partnership Scott- full speed ahead Richard- more conscientious/better at slowing down Scott kicks Richard in the ass, Richard pulls Scott back a bit People typically just fall into sales, but to get more people interested in the career we have to get rid of the stigma around it. It’...
2020-06-101h 16Addicted to GrowthSales Leadership, Sales Motivation, and Becoming an EPIC Sales Rep with Larry Long Jr.Travis and Kevin talk with the Director of Collegiate Sales at Teamworks, Larry Long Jr. about the fundamentals of being an effective sales coach, what to look for in sales reps, finding intrinsic motivation, and more. Favorite Points: What to look for in reps: EPIC Entrepreneurial spirit Preparation and Planning Internal drive and desire Communication Fundamentals of being an effective sales coach: “You can’t be a me monster.” “If you’re all about yourself and not about others, you’re not going to have success.” About understanding others motivations/goals, then tailoring your guidance to help them get...
2020-06-1050 min
Surf and SalesS1E99 - The Origin of the Surf & Sales Partnership plus Breaking the Salesperson Stigma with Travis King and Kevin MulraneDuring this special episode of Surf and Sales Podcast, your co-hosts, Scott Leese and Richard Harris connect with life-long learner Travis King, and sales leader Kevin Mulrane. The world is evolving, especially the world of sales, but how can we get rid of the stigma around a sales career? Here are a few of our favorite points we discussed: How Scott and Richard’s opposite personalities attract and work well for their partnership Scott - full speed ahead Richard - more conscientious/better at slowing down Scott kicks Richard in the ass, Richard pulls Scott ba...
2020-06-081h 15Addicted to GrowthDesigning, Building & Deploying Sales Enablement 2.0 for Today’s Sales Environment with Roderick JeffersonTravis and Kevin talk with CEO of Roderick Jefferson & Associates, Roderick Jefferson about the current global movement, the four components of designing and building sales enablement 2.0, developing sales leaders, and more.
2020-06-0555 minAddicted to GrowthGetting Sales Enablement Right with Roderick JeffersonTravis and Kevin talk with Roderick Jefferson, CEO of Roderick Jefferson & Associates about what sales enablement is, common mistakes, and The 5 Ps, and more.
2020-06-0132 min
GTM Live11 - Voice of the Customer | Innovate Sales with Kevin Mulrane and Travis KingChris Walker joins Kevin Mulrane and Travis King on an episode of Innovate Sales to talk about how important it is for marketers to understand their Ideal Customer Profile (ICP) from a perspective that goes beyond simply observing sales conversations. They discuss things every marketer can do to gain customer insights that will help guide content creation, and Chris shares strategies that allow you to optimize for metrics that matter, such as qualified pipeline revenue, sales cycle length, and win rate.
2020-05-1936 minGTM Live9 - What should your top priorities be right now in Demand Gen? With Kevin Mulrane & Travis KingIn this episode of State of Demand Gen, Chris Walker joins Kevin Mulrane and Travis King to share the demand gen channels and tactics he is currently running with full confidence. He shares tactical advice on optimizing for revenue (not leads), how to best use content, and what is working in regards to paid social.
2020-05-1539 min