The Goats of Growth

This episode, I welcome back a guest who knows how to lead a start-up to unicorn, Ryan Burke.  As my guest in episode 19, we scratched the surface of his experience scaling early-stage companies, and today we dive back into the discussion, revisiting his time at InVisionApp and how he's using the same playbook as CRO of Qatalog. Ryan has constructed a framework that relies on three "F"'s to guide...

Today's episode, I welcome one of my best candidates from 9 years ago, Zachary Rego, Vice President of Sales & Marketing at Unstack and host of the podcast "Zero to a Million". Supported by stories of remarkable victories and impactful learning experiences, Zach walks me through the path of his career leading to his work at Unstack. Here, Zach's talent is put to work building teams, expanding the...

My guest this episode is Josh Allen, well established business leader and CRO of Owl Labs. Having held many sales leadership positions throughout his career, Josh knows how to read the signs and pave a path towards scaling a company by hiring the right people and navigating the growth with a keen eye. Josh emphasizes the importance of refining your job description when scouting for team members an...

You've heard me talk about the visual-learning powerhouse that is Allego, but today we get to hear from the man himself, Allego's President and Cofounder, Mark Magnacca. On a mission to help sales leader's refine their skills and achieve excellence, Mark utilizes visual aid and virtual access to engage with the world of sales. Through his public speaking and a New York Times best selling book ("So...

This episode, I welcome the embodiment of positive energy and Director of Collegiate Sales at Teamworks, Larry Long Jr. Truly a pleasure to talk with, Larry embraces life as with two feet on the ground, an unbreakable optimism, and a readiness to choose happiness with every stride. As a sales director for athletes, he offers a wealth of advice to lead with a bright and active energy, to build a sa...

My guest for today's episode is Rob Brewster, the CEO of GoFormz. His introduction into the world of sales is an incredible story, beginning as he waited tables and ending when his regular customer, a VP of Sales, asked Rob to join his team. Talking with him now, after years of experience in various companies beyond the restaurant scene, Rob applies all he's learned to propel the success of GoForm...

Joining me for today's episode is Devin Golden, an experienced sales leader and generous friend of mine. Devin spent over 6 years as the Senior Vice President of Sales at Dun & Bradstreet and has recently joined Motus as a Sales Leader to build and develop top sales teams. Excelling at the task of spear-heading the growth of a new business, Devin discussed with me his methods of leadership that in...

Sales leader Doug Bleszinski joins me for today's episode to talk about his company, the pioneer for livestream ecommerce, Bambuser. As the Vice President of North American Sales, Doug enthuses over the company's explosive and continuous growth, while sharing his passion for innovative work and the tools he relies on for success. He advises the use of honest and authentic networking, encouraging i...

In this episode you will hear me highlight the 10 most cited traits, mentioned by my guests this year, that are present in top salespeople they've managed. I was reluctant to do it in order of most cited to least cited, because they are all paramount to the success of top sales reps, but I did it anyways to make it more interesting.  Over Quota is sponsored by the j. David Group, a retained sales...

For today's episode, I interviewed Karen Weeks, Senior Vice President of People at Ordergroove. As a testament to her many accomplishments, Karen was recognized this year as one of the 2020 most Notable Women in Talent by Crain's New York Business, who call her a maestro of human resources. Truly a master of her craft, Karen shares with me her strategies in leadership at Ordergroove by giving insi...

One of the byproducts of having a podcast is that people with their own podcasts invite you to appear on theirs. Mark Magnacca, Co-Founder and President of Allego, which is a virtual learning and enablement platform for distributed teams asked me to be his guest. So in this episode, recorded a month or so before this publishing date, you will hear me give my perspective as a sales recruiter and wh...

My guest for today's episode is my friend of 10 years, Sean Mulvey, the Regional Vice President of Sales at Dun and Bradstreet. Sean leads with the mantra that a good sales leader is a good coach. With this mentality, he believes that leaders must be reliable, dependable, and an excellent communicators -- especially with the shift to online work for COVID. Sean defines sales as a process, one that...

Today, I invited Matt Davis, VP of Sales at Feedback Loop, to talk about the evolution of his company and his transition into a management role. Matt half-jokes that there should be a seller-to-manager detox period since great salespeople are driven by the control, money, flexibility, and freedom offered by the job, but as a manager, it is no longer about you but the members of your team. Once in...

For this episode, I invited my friend Anthony Buono, Strategic Partnerships Executive at ADP. Stepping away from his familiar role as a sales leader and into his current position at ADP was a welcomed challenge for Anthony who has an eye for opportunity and growth. From a young age, Anthony has fought through many major health battles, but the challenges he faced -- and continues to face -- help h...

For this episode, I invited Mike DiNucci back for another must-hear interview. Before he became Chief Revenue Officer at Netradyne, Mike dealt with his fair share of adversity, so in the spirit of Halloween, I challenged Mike to share several of his own sales horror stories. Along with being an impressive salesperson, Mike is a wonderful storyteller with jaw dropping experiences and powerful messa...

For my guest today, the key quality in a successful sales person is resilience. Bradley Paster, Vice President of North American Sales at Riskmethods, challenges the idea of a squeaky-clean resume and instead looks for adversity, proof that you've faced hardship and moved forward from it. Bradley shares his own experiences and the growth that followed, comparing it to a scar on a tree: the scar is...

My guest for this episode is Mike DiNucci, Chief Revenue Officer at Netradyne. Mike is a big believer in planning your career and taking ownership of it -- don't wait for that tap on the shoulder, take the active role instead. Through various anecdotes, Mike reveals how this motivated mindset and his unstoppable drive help him reach his career goals. The key is to not only plan ahead but to make s...

This episode, I invited Stephanie Cox, Vice President of Marketing and Sales at Lumavate. With vast experience in leading, launching, and expanding companies, she actively alleviates the tension between marketing and sales teams, specifically with her modernized stance on leads. If it were her choice, marketing teams would disown the concept of leads altogether and instead prioritize people who ar...

My guest this episode is Chip Scully, Chief Revenue Officer at Vault. When evaluating his career options, Chip decided the best direction was with a company foundationally innovative. This led him to Vault where he strives to make an impact, as a company and for the company. During my interview, he shares the importance of that decision and what his current role as CRO looks like, including his le...

This episode, I welcome my good friend Carl Oliveri, Chief Revenue Officer at Robin. Carl's professional journey is a remarkable one, having worked for UPS as a sales representative in the wake of 9/11, and currently, as a leader within his company through COVID-19. Breaking down his position as CRO, he shares with me the satisfaction of managing other managers, the common obstacles of management,...

For this episode, I talked with Gabe Perez about his journey with Coupa Software. As the company's Vice President of Enterprise Sales for the West Region, Gabe walks me through his many years with Coupa, the numerous positions he's held, and what he learned about leading sales outside of the U.S. He defines the key quality in successful salespeople and offers advice on how to be a supportive and e...

This episode, I talked with Liam Purcell, the Capital Acquisition Manager at Odoo, about the company's impressive growth globally and its available job opportunities. Liam shares details of the interviewing and onboarding process, while offering preparation tips and a list of the top qualities most valued by the company. The emphasis is on a salespersons' coachability: there is always something ne...

For this episode, I invited Sarah Doughty, Customer Success expert and Founder of Crescendo Labs, to talk with me about the function of Customer Success. With an admirable attention to the individual customer, Sarah describes the benefits of delivering value through insight and a growth mindset. We explore the ideal skills to look for when building a team from the ground up and discuss strategies...

In this episode, you'll hear my interview with Cliff Ryan, VP of Business Development for Yaymaker. Yaymaker started off hosting one-of-a-kind locally crafted events such as paint night at local bars that brought people together. Now, as a result of the pandemic they needed to pivot to a virtual model, much like the rest of the world. Cliff tells how they've been able to make the pivot successfull...