The Goats of Growth

In this episode of "The Goats of Growth", I had the pleasure of speaking with Josh Atkins, VP of Sales and General Manager of Life Sciences at Qualtrics. We discuss the best approach to building a successful sales team, including his "AEIOU" approach, while emphasizing hiring individuals with a deep understanding of the industry and a passion for their work. We also delve into the importance of cl...

In this episode of "The Goats of Growth," I had the pleasure of sitting down with Colin Spector, the VP of Sales at Orum—an innovative AI-powered live conversation platform. We dive deep into a discussion about the core skills essential for success in sales, such as grit, curiosity, and care, and Colin shared invaluable insights into how he nurtures these qualities within his team. A key highlight...

In this podcast of The Goats of Growth, I had the pleasure of talking with Ron Gupta, Chief Revenue Officer at Ushur, an AI-powered customer experience platform. Ron highlighted the key strategy of focusing on customer retention and lifetime value, especially in the enterprise market. He stressed the importance of understanding reasons for declining revenue and investing in existing customers to e...

In this episode of "The Goats of Growth" I interview Alex Levin, CEO and Co-Founder of Regal.io, a customer engagement platform. Alex discusses the company's approach and focus on customer outcomes which has led to significant revenue growth for over 150 brands. He also talks about the importance of balancing growth and burn rate, and how Regal maintains a competitive edge despite having less fund...

In this episode, Rouzbeh Rotabi, the Founder and CEO of The Aval Group, joined me for a second time to discuss the challenges of growing during uncertain times. We highlighted the importance of teamwork, efficiency, and getting everyone on the same page.  He also mentioned the importtance of using customer data, moving resources wisely, and making sure everyone is aligned throughout the entire org...

In this episode of The Goats of Growth, I had the privilege of chatting with Nirav Sheth, who currently serves as the VP of Presales and Specialists for the Americas at Okta. Nirav's career journey is quite a fascinating one, with stints at big-name companies like Google and Cisco. During our conversation, he shared some of his key leadership principles, notably the significance of building capaci...

In this exciting episode of the Goats of Growth I had the pleasure of interviewing Tony Medrano, an experienced go-to-market executive with a track record of success in health tech and AI SaaS.  Tony focuses on the art of prioritization in the context of a high-growth environment and  underscores the critical nature of honing in on high-revenue opportunities, a strategic move that can lead to your...

In this (part 2) episode, I have the pleasure of speaking with Steven Birdsall, a 3X CRO and 4X COO, of both private and public companies. To recap part 1, we explored pivotal nuances between private and public companies, with a focus on the challenges and opportunities of going public as well as the strategies for optimizing go-to-market approaches, including insights on maintaining focus, achiev...

In this episode, I have the pleasure of speaking with Steven Birdsall, a 3X CRO and 4X COO, of both private and public companies. Together, we explore pivotal nuances between private and public companies, with a focus on the challenges and opportunities of going public as well as the strategies for optimizing go-to-market approaches, including insights on maintaining focus, achieving margin expans...

In this episode Andy Hershey, Chief Revenue Officer at NS1, shares his journey and drops gems of wisdom on various aspects of successful teamwork and marketing strategies. We dicuss the critical importance of alignment and collaboration within go-to-market teams, explore the power of cross-functional partnerships and the magic of shared goals, as well as why prioritizing lead quality is paramount-...

In this episode, I spoke with Mike Conti, VP of Sales at Copado, about how to properly instrument a go-to-market org to enable it to scale.  We delve into the importance of aligning sales with what buyers really want and how companies can revamp their product descriptions and marketing materials to emphasize the benefits of their products, leading to increased sales. Mike also walks me through cra...

In this episode, I have the pleasure of interviewing, Daniele Di Nunzio who serves as the VP of Sales at Storyly. We dive into Danieles role, their remarkable success in securing key clients, and his keys for expansion into the Latin American market. We also explore the challenges of conducting interviews with non-native English speakers, underlining the importance of evaluating soft skills. Wrapp...

I noticed this skills gap during a recent leadership search, which is why I made it the focus of this episode. The gap was between candidates with global GTM leadership experience and those without. How do you go from leading a domestic GTM team to leading a global GTM team, and what skills do you need to acquire? How do you build and inspire confidence when applying for a global role if you don't...

In this episode, I had the pleasure of sitting down with Shawn Green, a seasoned CRO and go-to-market advisor for startups. We go deep into the crucial tasks that every new Chief Revenue Officer should prioritize during their initial 90 days on the job as well as the importance of tailoring your approach to the specific stage of the startup you're joining. Assessing the current state of the compan...

I've changed the format of this podcast. This short episode will explain why and what you can expect going forward. Please let me know what you think. Also, if you enjoy this podcast please subscribe, rate, and review. I'd appreciate the support. 

In this episode, Andi Wilson, SVP of Sales at ShareThis, discusses her experience about how she successfully navigated through a major company pivot that involved changing their business model and go-to-market strategy. She highlights the significance of embracing change as an opportunity rather than a setback while emphasizing the importance of maintaining a curious mindset and actively seeking s...

In this episode, I'm thrilled to introduce Collin Mitchell, the VP of Sales at Leadium. Colin has a remarkable background in founding and scaling startups, and today, he's here to reveal why he chose to join Leadium. We jump right into the core of our conversation – asking Colin for his top recommendations to help companies surpass the million-dollar mark. His answer is crystal clear: sales is key...

Joining me in this episode is an incredible guest, Sally Cummins, the Vice President of Sales at Montrose Environmental Group. We dive deep into Sally's experiences in selecting technology for her sales team. She brings invaluable insights into marketing strategies, lead generation tools, and cutting-edge training methods that can skyrocket your sales performance. And that's not all, Sally emphasi...

In this podcast episode, I interview Sean Burke, the COO of Prometric, a global provider of secure test development and delivery solutions. Sean discusses the initiatives he is working on to impact the business positively, his approach to purchasing new technology, and how to increase a sales rep's likelihood of booking a meeting with him.  You can access the  full transcript here.   Time Stamps I...

In this episode of "Customer Conversations, you'll hear Pattie Grimm, former Senior Director of Sales Enablement Center of Excellence at VMware. You'll hear how Pattie solved a business challenge at VMware through technology, her process for evaluating and selecting sales enablement tools, and the importance of co-creating solutions with customers. Pattie emphasizes the need for salespeople to und...

In this episode, you'll hear Jeff Jaworski talk about his buying process when he was with Google and what mattered to him most when someone targeted him as a prospect and wanted to earn his business. Here is the full transcript , followed by the time stamps of key moments from our conversation.  Role of Enablement Director [00:02:44] Jeff Jaworski explains his role as an enablement director at Goo...

This episode, with Jeff Oh, VP of Sales at DMI, is part of a series of interviews I called "Customer Conversations", where I explore the buying process of revenue leaders. Jeff explains the meticulous decision-making process they employ when selecting software vendors to integrate into their tech stack. He also emphasizes the significance of knowing the long-term strategy of your prospects when tr...

In this episode of The GOATS of Growth, I sit down with Mark Nussbaum, the Chief Administrative Officer of Dexian, to discuss building his experiences helping to build a billion dollar business. Mark shares his profound belief that true success stems from harnessing something unique within ourselves that the world has yet to uncover. But how do we make that inner spark ignite and materialize into...

Embark on an extraordinary journey of personal transformation and professional growth as we dive into this episode with my guest, Pattie Grimm. Join me as Pattie shares her powerful journey as she describes how she went from rock star to rock bottom--due to overworking--then embracing a profound shift towards self-care and self-awareness which enchanced not only her performence, but those around h...

In this episode of The Goats of Growth, I speak with Tom Salah, Senior Vice President of Global Sales at SmartBear, who uncovers the secrets of his daily habits and their impact on his remarkable success.  Discover the importance of establishing early morning routines to eliminate distractions, prioritize tasks, and achieve laser-focused productivity. Learn the benefits of consistent habits for lo...