Coffee with Closers

Here’s the hard truth founders often don’t want to hear. Whatever you’re building isn’t cool enough to sustain without sales. If you don’t build your entire organization around sales, you’ll fail eventually.    My today’s guest for Coffee with Closers has provided sales training and consulting services to some of the world’s fastest-growing companies like Google, Slack, Tableau, DropBox…...

Everybody has a story. And you either let that hold you back or propel you forward. Today’s guest for Coffee with Closers is living proof that no one has any excuse for why they can’t change their circumstances. You’ve got to take ownership and knock on every door. That’s exactly what he did back in the day.   Meet Collin Mitchell, a 4x founder passionate about Sales, Entrepreneurship, and Po...

Here's a thought for you. The more successful your customers, the more advocacy you have, the easier it is to sell, and the lower is your acquisition cost. Today’s guest for Coffee with Closers believes that everything changes when your customers have power.    Meet Nick Mehta, the CEO of Gainsight – the leading customer success company. Since 2013, Nick has led the company through multi...

The biggest entrepreneurial struggles are internal. It's much more important to overcome your mental barrier to actually starting a business than to learn the basics about it.    Today’s guest for Coffee with Closers went from being the first employee in several businesses and leading engineering teams to starting his own company. And it grew to over 150 employees in just a year and a ha...

In general, developers are more interested in features and functionality, but today’s guest for Coffee with Closers approaches everything from a business perspective.    He believes that before you even start working on something, you need a core unshakeable understanding of your customer - what their challenges are, what their pain points are, and really what drives them. After all, the...

You don’t have to be an outgoing extroverted person to become successful in sales. It’s not about the personality but about a set of skills everyone can master. And today’s guest for Coffee with Closers is THE person to teach you.   Meet Brian Bar – the founder and CEO of Victory Lap, a leading sales education company. He’s also a guest lecturer at Northwestern Kellogg School of Management on...

How do you go from Physics major to building one of the most popular ABM tools in the world? That’s an interesting story! Today’s guest for Coffee with Closers says he just followed his passion.    Meet Jon Miller, a marketing entrepreneur and thought leader. He is currently the CMO at Demandbase, the leading account-based marketing platform. Previously, Jon was the CEO and founder of En...

How do you approach PPC in your organization? Today’s guest for Coffee with Closers knows everything about it.   Meet Frederick Vallaeys, a Silicon Valley entrepreneur, author, and leading influencer in PCC search marketing. As one of Google’s first 500 employees, Fred quickly established a reputation as a pioneer of PPC marketing as the company’s first AdWords evangelist.    Today,...

True entrepreneurs always have this itch to create. They just can’t stop. Today’s guest for Coffee with Closers took a long time off and even wrote a fiction book, but he eventually got back in the game because the market clearly needed his expertise.   Meet Joe Pulizzi, founder of The Tilt. He’s the best-selling author of 7 books including Content Inc. and Epic Content Marketing, which was n...

It’s extremely important to have technology that enables sales teams to do more and help their customers better. Today’s guest for Coffee with Closers explains how companies can increase the effectiveness of their existing go-to-market programs and improve their client relationships.   Meet Kris Rudeegraap, co-founder and CEO of Sendoso - the leading platform for sending direct mail and corpo...

There's still a place for prospecting in every business, but with the development of technology, it’s become harder and harder to get in front of our potential customers.   Today’s guest for Coffee with Closers says it’s going to be more important in the future to nurture the leads versus putting new leads in the funnel.   Why? That’s what we’re going to talk about in this episode. &nbsp...

Imagine what it might feel like to become a part of great success at IBM a few years after college, make your first 1$ million at the age of 28, turn down an offer from Steve Jobs to go on and build your own business.    This has actually happened. It’s the real-life story of today’s guest for Coffee with Closers.   Meet Anthony LaPine, a Silicon Valley veteran. He was the leading c...

We know it’s important to listen to our customers. But are we really paying enough attention? Today’s guest for Coffee with Closers believes that getting in front of your customers and having real conversations can bring you immense value.    Meet Sam Beiler - the CEO of Boostpoint where he drives the mission to help our organizations build stronger brands by attracting better talent. &n...

If you are in love with your product, you will never be able to build a category. Categories are about problems, not about products. Today’s guest for Coffee with Closers is convinced that if you want to create one, you’ve got to fall in love with the problem, not the product.   Meet Sangram Vajre - a WSJ and USA Today best-selling author, keynote speaker, and co-founder of Terminus – an ABM...

Buying in the B2B space was already hard enough when we could be face-to-face. And it became even more difficult when the pandemic hit. Today’s guest for Coffee with Closers is convinced that as B2B sellers and marketers, we need to consider our buyers more and do everything possible to make things easier for them.    Meet Josh Fedie, CEO & Founder of SalesReach.io, a SaaS-based buye...

How many Hubspot Academy certifications did you take? Personally, I’ve been on that journey too many times to remember the actual numbers. It’s impressive how a company can build an amazing brand by putting out a tremendous amount of value for free (and getting top dollar in ROI in return).    My guest for today’s episode of Coffee with Closers is the man who actually created Hubspot Aca...

We see this all the time with product founders. They think they finally have built a great product that will sell itself, and that people will come and find them. It may be true with consumer companies but certainly not true with enterprises. The product does not sell itself, no matter how good it is. You have to market it.     Today’s guest for Coffee with Closers is Max Rudman - t...

The big issue in every small business is time – time to learn new things, time to implement technology… There’s always not enough TIME and depending on how you use it, you can either make or break your business. Today’s guest for Coffee with Closers found a way to give more of it to agency owners.    Meet Shaun Clark – king of finding all the right ideas in the process. Shaun is the co-f...

Change is always going to be there and things will always evolve. This is true both in sales and in life in general. So it’s important for sellers to be open to change, to be willing to fail, struggle, and learn from all the uncertainty. This is one of many valuable insights from my today’s guest for Coffee with Closers!   Meet Kevin Clark, SVP of Sales at Synup – a software company that lets...

Before you go change the world you’ve got to change your world first. That is the rule our today’s guest for Coffee with Closers lives by. Meet Bridger Pennington, the man who is not just a dreamer but a doer.    Bridger is a founder of three investment funds that have done over 317 deals in the last three and a half years. He has started helping others to launch their own funds through...

In this episode of Coffee with Closers, you’ll learn that you can’t solely focus on lead generation as if it’s the only thing that matters. There are a lot of things that go on before lead generation and there’s a whole bunch of things that go post lead generation. All of them are important if you want to get that revenue. Today’s guest says, focusing on the demand gen makes a bit more sense becau...

When the clients pause working with you during tough times like a pandemic, you can get all stressed out and desperately try to figure out how to stay afloat. Or you can take a step back and look at the bigger picture. Maybe you’ll find another opportunity in what seems like a failure.    Our today’s guest on Coffee with Closers found himself in this situation, and his response was to he...

Here’s a quick bit of wisdom from today’s guest for Coffee with Closers. You can work on a product, customer success, and operations as much as you want, but you’ve got to be able to find your customers. No customers, no business. And don’t stress too much about every little detail. No one knows what the end product or the end solution looks like except for yourself.    Meet Jay Desai, f...

What do most people do when they fail in business miserably? They go back and get a job. Today’s guest for Coffee with Closers failed miserably and tried again. Meet Marty Metro, founder, and CEO of UsedCardboardBoxes.    In 2002, he started a chain of eco-friendly retail stores to buy and sell used moving boxes in Los Angeles. He had a dream of a national franchise but his attempt was p...

What makes a great leader? Today’s guest for Coffee with Closers says, great leaders are curious and their curiosity is also directed towards themselves. You can set a culture but your culture should be the challenger culture at all times. If you hire diverse great people, you have to listen to them and let them affect you.   Meet Dave MacLeod, the best-selling author of Scaling Conversations...