Cultural Must Haves For Start Ups with Scott Anderson & Jason Ingargiola
Release Date: 02/19/2024
Hiring, Developing, and Leading People, with Rob Merklinger
The Goats Of Growth
On today's episode of The Goats of Growth, we’re joined by Rob Merklinger, SVP of Global Sales at JRNI to discuss the key traits that drive sales success—curiosity, teamwork, and effective coaching. Rob shares lessons from his leadership journey, the challenges of first-time management, and the impact of domain expertise in sales. He also dives into the importance of sales enablement, training for new hires, and simplifying sales processes for better results. Tune in to hear Rob’s insights on: 🔹 Curiosity in Sales – Why staying curious leads to stronger sales performance. 🔹 Sales...
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How To Go From Idea To Beta Users, with Steve Travaglini
The Goats Of Growth
On today's episode of The Goats of Growth, I sit down with Steve Travaglini again, founder and CEO of WinRate, a sales tool designed to enhance the research capabilities of sales reps. We dive into the evolution of WinRate, exploring how AI-driven research is transforming the way sales reps prepare for calls and approach their work. Steve shares his journey as a startup founder, from the challenges of early validation to the lessons learned through beta testing. He emphasizes the importance of human capital, customer feedback, and partnerships in building a tech company, offering valuable...
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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,...
info_outlineIn this episode of "The Goats of Growth," I have a podcast first in which you'lI hear my interview with not one guest, but two! Scott Anderson and Jason Ingargiola of And1 Advisors join me to discuss the 6 cultural pillars needed for building startups and that become unicorns which are:
- Culture of Living Your Values
- Hire for Culture
- Coaching Culture
- Cross-Funtional Winning Culture
- Customer Centic Culture
- Learning Culture
Enjoy the episode!
Here are the link to find out more about my guests and to get in touch with them.
Scott Andersons Linkedin Profile
Jason Ingargiolas Linkedin Profile
Living Your Values (00:09:52)
Importance of embodying and holding each other accountable to company values for a successful culture.
Foundation of Ownership (00:12:15)
Creating a culture where everyone takes ownership of their roles and decisions, fostering a sense of responsibility and accountability.
Culture of Speed (00:13:26)
Encouraging innovation, learning from failures, and driving quick decision-making and execution to maintain a competitive edge.
Feedback and Accountability (00:14:46)
Establishing a feedback loop and holding individuals accountable for aligning with the company's values and culture.
Leadership Examples (00:16:47)
Illustrating the importance of upholding values through executive actions and the impact of living company principles in decision-making.
Company Values in Action (00:18:08)
Demonstrating the significance of adhering to core principles through real-world examples from the consumer packaged goods industry.
Mutuality (00:19:06)
Internal and external mutuality, vendor and partner relationships, and living company values.
Hiring for Culture (00:20:09)
Recruiting best athletes, holding mutual accountability, and conducting separate cultural interviews.
Determining Cultural Fit (00:24:30)
Objective and subjective hiring approaches, stability, repeatability, and scalability.
Coaching Culture (00:31:14)
Creating a coaching culture, coaching for performance, and soft skills for effective coaching.
The importance of listening and understanding (00:37:28)
Understanding the significance of active listening and interpreting communication styles for better understanding and mentorship.
Mentor mentality and cultural dynamics (00:39:31)
Discussing the impact of adding team members on the cultural dynamics and the importance of maintaining core values.
Cross-functional and winning culture (00:41:26)
Emphasizing the importance of a winning culture and recognizing and rewarding individuals based on their unique motivations.
Customer-centric culture and client selection (00:48:29)
Exploring the significance of making customers part of the culture, being part of their culture, and focusing on ROI for successful partnerships.
Saying no to potential clients (00:53:56)
Understanding the importance of selecting the right scope of work and being transparent with clients for long-term success.
The importance of living company values (00:56:38)
The significance of being consistent with values and engaging with the CEO to uphold company values.
Run a learning culture (00:57:26)
The challenges of implementing learning culture in organizations and the need to have a plan for personal and scalable learning.
Accountability and onboarding academy (00:58:55)
The role of accountability in information sharing within the organization and the need for a structured onboarding academy.
Culture drives retention and recruitment (01:00:59)
The impact of culture on retaining talent and driving recruitment strategy for a company.
Rapid fire five questions (01:02:32)
A series of quick questions and answers related to personal motivations, goals, preferred ways of learning, favorite characters, and leisure activities.
Advice to one's past self (01:09:15)
Reflections on advice to give to one's past self, including the importance of having a vision and staying true to oneself.
Question for the next guest (01:11:33)
The hypothetical choice between a team of middling performers and a team with a couple of high performers and many struggling individuals, and the implications for scaling the business.