Cultural Must Haves For Start Ups with Scott Anderson & Jason Ingargiola
Release Date: 02/19/2024
How To Transition from Founder Led Sales, with Jackie Wu
The Goats Of Growth
In this episode, Jackie Wu, CEO & co-founder of Corvus Robotics, breaks down his progression from doing everything himself—including thousands of cold calls—to building a scalable, repeatable, non–founder-led sales motion. He discusses early scrappiness, the turning point when revenue became repeatable, how he hired and enabled his first sales reps, and the moment Corvus hit the kind of growth curve that required bringing in a CRO. Jackie shares the mindset, processes, and lessons that helped him step back from day-to-day selling and empower a true go-to-market organization. Key...
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7 Magnificent Questions at the Heart of Every Sale, with David, DMo, Morse
The Goats Of Growth
On this episode of The Goats of Growth, David "DMo", Morse, CRO, and best selling author of "The Heart of the Sale--How to Close More Deals with Disciplined Discovery", shares how disciplined discovery is what gives life to successfully closing b2b enterprise deals. There are many aspects of the discovery process, certainly too many to cover in one episode, but at the heart of of the discovery process is what he calls the "Magnificent 7", which are 7 kinds of questions that need to be asked throughtout dicsovery--with "Problem Questions" being chief among them. This is a must-listen episode...
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The Power of AI and the P.O.W.E.R of Selling with Chris Lee
The Goats Of Growth
On this episode of The Goats of Growth, Chris Lee, CRO at Interos, talks about the power of AI and and his sales methodology he calls P.O.W.E.R. Chris dives into what it takes to build high-performing teams, the power of collaboration, and why investing in people always pays off. What you’ll learn: 🔹 Vision & Curiosity – How asking the right questions creates answers others can’t see 🔹 Building Trust – Why trust is the foundation of every elite team 🔹 Partnerships – Why indirect channels will become vital over the nest year or so 🔹 Team Selling – How collaboration...
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Bet on People with Tanvir Bhangoo
The Goats Of Growth
On this episode of The Goats of Growth, I sat down with Tanveer Bhangoo — former Go-To-Market leader, author of Pro Business Mindset, and the upcoming Bet on People. From being a first-generation athlete in Canada to leading in the tech industry, Tanveer’s story is a blueprint for resilience, adaptability, and leadership done right. He breaks down why off-season preparation is just as important in business as it is in sports, how to build trust quickly in a new role, and why betting on people is the single most powerful move a leader can make. Tanveer also shares the daily habits that...
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Grit, Resiliency, and Scaling from $50M to $100M with Kyle Natichioni
The Goats Of Growth
In this episode of The Goats of Growth, Kyle Natichioni, VP of Sales at Reveleer, pulls back the curtain on how his team helped scale the company from $50M to over $100M in ARR — all within the high-stakes world of healthcare tech. Kyle dives into what it really takes to build a high-performing sales org, from mastering recruiting and revenue operations to creating a sales culture that attracts and retains top talent. He also opens up about the power of grit, lessons from hard coaching, and what drives his leadership style. What you’ll learn: 🔹 Scaling to $100M+ ARR –...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 10
The Goats Of Growth
In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 10, a seasoned sales leader with extensive experience in tech startups, particularly in AI and pharma. We talked about her journey from being an early employee at startups to leading high-performing sales teams. Candidate 10 emphasized the value of foundational sales skills, understanding individual motivations, and crafting effective compensation plans. She also shared her unique ability to read people, her aspirations for future leadership roles, and her perspective on what truly defines a successful...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 8
The Goats Of Growth
In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 8, a sales professional with a unique background in ministry. We discussed his transition from being a pastor to building a career in technology and cybersecurity, and the vital role that empathy and relationship-building play in sales. Candidate 8 shared powerful insights on personal growth through adversity, the value of in-person communication, and his aspirations for future leadership roles. We also touched on work ethic, life lessons, and the journey of redefining oneself in a new career...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 7
The Goats Of Growth
In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 7, who shares his unique career journey from military service to cybersecurity sales. We discuss the importance of channel sales, valuable career advice, and how he balances work with family life. Candidate 7 reflects on facing setbacks, seeking new opportunities, and the impact of recommendations in the job market. He outlines his ideal job description and expresses openness to roles beyond cybersecurity, highlighting the importance of SaaS. Chapters 00:00 Introduction to the Goats of Growth...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 6
The Goats Of Growth
In this episode of the Goats of Growth podcast, I have Candidate 6, a seasoned sales leader with over two decades of experience across major enterprises and high-growth startups. Candidate 6 shares insights into what it truly means to “win” in sales, the critical importance of hiring the right people, and how strong leadership shapes team performance. He dives into the role of preparation, strategic alignment, and the powerful lessons learned from top leaders throughout his career. Chapters 00:00 Introduction to Candidate 6 01:00 A Journey Through Sales Leadership 02:11...
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The Greatest of Anonymous Talent, (GOAT)--Candidate 5
The Goats Of Growth
In this episode of the Goats of Growth podcast, I have Candidate 5, a seasoned sales leader with over a decade of experience. The conversation explores Candidate 5’s journey from door-to-door sales to leading a SaaS sales team, highlighting his leadership philosophy, time management techniques, and the unique challenges of working in a startup environment. He emphasizes the importance of mentorship, resilience in the face of setbacks, and drawing motivation from family. The episode also dives into building a growth-oriented team culture and the value of continuous learning in the...
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.