From Start Up To Scale Up: The Core Marketing Fundamentals Needed In Both with Michaela Dempsey
The Goats Of Growth
On today's episode of The Goats of Growth, I have Michaela Dempsey, Chief Marketing Officer at Levelpath, an AI-powered procurement platform, to explore the concept of “delightful procurement” and how AI is transforming the procurement process. Michaela dives into how AI can streamline procurement and marketing, boosting efficiency and enhancing the user experience. She also shares her views on the essentials of marketing fundamentals, the impact of LinkedIn in B2B growth, and why balancing short-term wins with long-term strategy is key. Tune in to discover Michaela's insights on:...
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Scaling from $15M to 100M+, with Jamie Walker
The Goats Of Growth
On today's episode I sit down with Jamie Walker, CMO of KeyFactor, to explore the strategic marketing initiatives that fueled the company’s growth from $15 million to $100 million in ARR. Jamie shares her insights on the importance of predictable marketing strategies and how balancing short-term wins with long-term goals can drive success. She also dives into the significance of cross-functional collaboration and building a high-performing marketing team that adapts to the evolving needs of the business. Tune in to hear Jamie's perspective on: KeyFactor's Growth: How the company...
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How To Coach By Identifying Then Overcoming Limited Beliefs with Cris Mendes
The Goats Of Growth
On today's episode of The Goats of Growth, Cris Mendes, VP of Sales at WEVO, talks about his unique approach to coaching by first identifying the limiting beliefs that may be preventing people from achieving their goals. Once identified, he works with them to overcome those beliefs so they can reach their full potential. Cris' deep passion for coaching, influenced by his own experiences with impactful mentors, is palpable throughout this episode. With a focus on sales fundamentals and personal growth, Cris also dives into the core traits that define great salespeople, including the...
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From Message Market Fit To Category Leader--What Will It Take? --Austin Myers
The Goats Of Growth
On today's episode of The Goats of Growth, I have Austin Myers, VP of Revenue at Certificial. Certificial is on a mission to automate and streamline the traditionally labor-intensive COI process, bridging the gap between the insurance and business industries. With a vision of a seamless future where COIs are obsolete and insurance information flows effortlessly across systems, Austin provides deep insights into how Certificial is leading this transformation. Tune in to discover Austin's insights on: Revolutionizing COI Processes: How Certificial is automating and streamlining the COI process...
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From Founder Led Sales To Scaling Exponentially, with Armen Zildjian
The Goats Of Growth
My guest today is Armen Zildjian, VP of Sales at Clockwork, which is a financial planning and analysis platform for growing businesses and their advisors. Armen has over 20 years of international software sales and sales leadership experience, and has helped take multiple scale multiple tech companies, including Drift, which achieved $1B valuation in 2021, LogMeIn (IPO), GrabCad (acquired by Stratasys), and Dyn (acquired by Oracle). He knows what it takes in the beginning, managing early-stage sales teams with little structure and process, all the way through international expansion...
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Recruiters, Resumes, and References with Jay Webb
The Goats Of Growth
On today's solo episode of The Goats of Growth, I go deep into how to position yourself for the best job opportunities as we move towards the busiest time of year for recruiting and hiring. Focusing on three critical areas—Recruiters, Resumes, and References. Tune in to insights on: Building Relationships with Recruiters: Why connecting with recruiters who specialize in your target industry and roles is key to unlocking the best opportunities. Crafting a Strong Resume: The importance of tailoring your resume to the job you're applying for, with a focus on relevance and showcasing your...
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How Operational Excellence Has Fueled AlphaSense's Exponential Growth, with Kiva Kolstein
The Goats Of Growth
In this episode of The Goats of Growth you will hear my interview with Kiva Kolstein, President and Chief Revenue Officer of AlphaSense. Curious about the success behind an AI-powered market intelligence platform? Kiva shares how AlphaSense delivers quick and accurate search results and how a focus on operational excellence is driving its growth. Tune in to discover Kiva's insights on: Growth and Success of AlphaSense: Leveraging AI to provide market intelligence from a vast array of content sources. Keys to AlphaSense's Growth: The role of operational excellence, sales enablement, and...
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How To Think Like a Modern CRO As Told By 5 Recent Guests
The Goats Of Growth
This is a different kind of show from what I normally do, meaning that most of my shows feature in depth interviews with one guest on various growth oriented topics. However, in this episode, you will hear clips from five recent interviews that I did that basically focus on the same topic, which have been all about the strategic thinking needed for CROs to run profitable and efficient growth organizations in the wake of the growth at all cost error that ended a couple of years ago. So in this episode, you will hear the viewpoints of Meshach Amua -Fuster, portfolio CEO, Tracy Sastilli,...
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Why Mediocrity Gets Exposed When Budgets Get Tight with Catie Ivey
The Goats Of Growth
In today's episode of The Goats of Growth, we have Catie Ivey, CRO of Walnut! She discusses the differences between selling in today's environment versus selling just a few years ago. Of course, as a recruiter, the thing that stuck out most to me was the what she said about the differences between great sellers and CSMs and everyone else, and the very real consequences if you're not great at what you do today. Takeaways from this episode: Enhancing B2B Sales: Leveraging product demos to create a buyer-centric experience throughout the buying journey. Transitioning to CRO: The...
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How To Use Decision Intelligence To Fuel Growth with Gregg Carman
The Goats Of Growth
In this episode of The Goats of Growth, I interviewed Gregg Carman, CEO and Founder of Chiefsight, which empowers mid-market companies to make data-driven financial decisions with generative AI. Cheifsight analyzes data from multiple systems and provides relevant recommendations to make faster decsions while your competiors are stuck in analysis paralysis. Want to hear his go-to-market strategy and his visionfor the future? It's all in this episode! Data-Driven Decisions: How ChiefSight uses AI to provide real-time measurement of key performance indicators and benchmarks for better, faster...
info_outlineIn this episode I spoke with Kevin McShane, private equity Operating Partner and former linebacker of the 1988 National Champion Notre Dame Fighting Irish, who built a career in technology and a reputation as a CRO for creating enough value that would lead to multiple successful exits. We covered everything from the leadership lessons he learned from Coach Lou Holtz, his move in tech CRO roles, his advice for other CROs and operators who aspire to make the move into private equity, what makes a succeful private equity operating partner, and much more.
Kevin McShanes Linkedin Profile
Timestamps from the show:
Lessons from Coach Holtz (00:02:40)
Impact of Lou Holtz's leadership on the Kevins career and the importance of caring for every individual.
Transition to Private Equity (00:07:27)
Kevins journey from CRO to operating partner, including successful exits and leadership principles.
Difference Between Venture Capital and Private Equity (00:13:03)
Explanation of the distinctions between venture capital and private equity in terms of investment and ownership.
From Operator to Operating Partner (00:15:16)
The impetus for the guest's transition to an operating partner role and the challenges and excitement of the new position.
Training and Leadership (00:17:37)
The significance of ongoing training and leadership development in driving growth and success in organizations.
Measuring Performance and Impact (00:22:54)
Discussion on the challenges of transitioning from day-to-day operations to a broader role and measuring impact in a new position.
Building Trust and Collaboration (00:23:43)
Operating partner's role, building trust with the CEO and leadership, low ego and collaboration.
Co-creating Playbooks (00:26:19)
Collaborative approach to combining playbooks, aligning on KPIs, and co-creating game plans.
Measuring Success (00:30:29)
Metrics for measuring success: annual revenue growth, EBITDA, hiring/training, sales productivity, and hold period.
Entering Private Equity (00:34:46)
Steps for transitioning to an operating partner role in private equity, research, and targeted outreach.
Developing Talent and Leadership (00:42:06)
Motivation, extreme ownership, developing talent, and checking ego for leadership success.
Favorite Character (00:47:49)
Kevin's admiration for Captain Miller from "Saving Private Ryan" and Tom Hanks' portrayal.
Yoga Practice (00:49:00)
Kevin discusses the importance of checking ego and the lessons learned from practicing yoga.
Discipline Equals Freedom (00:51:53)
Kevin emphasizes discipline, early rising, and self-care for leadership and personal success.
Greatest Defeat (00:54:28)
Kevin suggests asking the next guest about their greatest defeat and the lessons learned from it.
Reaching Out (00:55:21)
Kevin invites people to connect with him on LinkedIn to continue the conversation and share experiences.
Passion for Leadership (00:56:18)
Kevin shares his passion for developing great leadership and building a supportive community.