Using Contact Data And Finding The Sweet Spot Between Quantity and Quality, with Mark Feldman
Release Date: 02/12/2024
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 of "The Goats of Growth, I talk with Mark Feldman, Co Founder & CEO of Revenue Base.
We disucss the pivotal world of data acquisition and its profound impact on business expansion and explore the delicate balance between quantity and quality in outreach strategies. Mark stresses the importance of active listening and adept problem-solving to drive sales aswell as the necessity of cultivating efficient growth in today's dynamic market.
And if you're in need of understanding what the key strategies are for understanding and addressing customer needs on both logical and emotional levels, and how they contribute to driving sales, well we go into details in this episode.
Mark Feldmans Linkedin Profile
Mark Feldman's Background (00:01:06) Mark Feldman and Jay reminisce about their first meeting and Mark's career at Net Prospects.
Founding of Revenue Base (00:02:03) Mark discusses the impetus for starting RevenueBase and the problems it solves in data quality.
Challenges of Data Quality (00:02:28) Mark explains the frustration with data vendors and the focus on quality data at Revenue Base.
Time-consuming Data Acquisition (00:03:45) The discussion on the time-consuming and unreliable process of acquiring contact data and building lists.
Struggle with Data Quality (00:05:23) The continued struggle of database companies to provide quick access to accurate data for revenue and sales teams.
Acceptance of Bad Data (00:06:13) The normalization of dealing with bad data and the need for a shift in mindset towards data quality.
Steps for Marketing Growth (00:07:20) Mark Feldman advises on the steps for marketing growth, targeting the right audience, and personalized messaging.
Balancing Volume and Quality (00:14:28) Jay seeks advice on the balance between volume and personalization in outreach efforts.
Creating Segments for Targeting (00:18:30) Mark Feldman discusses the importance of creating segments and providing value to specific audience groups.
Scaling and Iteration (00:20:36) The discussion on finding the right messaging and knowing when to scale and iterate for growth.
The benchmark for change (00:21:43) Discussion on when to change strategies based on data benchmarks and the importance of recognizing false signals.
Avoiding early mistakes (00:23:19) The significance of listening to and understanding customer needs to avoid common mistakes that hinder growth.
Balancing growth and profitability (00:26:08) The shift in investor mindset towards growing efficiently and profitably, and the impact on valuations and exits.
Rapid fire five (00:28:00) Five quick questions to know more about Mark Feldman, including his motivations, preferred learning method, and favorite activities outside of work.
Learning from failure (00:30:21) Mark greatest defeat, lessons learned, and the importance of learning from failures to move forward.
Question for next guest (00:32:43) The question Mark suggests asking the next guest about advice they would give their younger selves at the start of their careers.