The Goats Of Growth
'The Goats Of Growth' features exclusive interviews with GTM Leaders who discuss topics such vision, leadership, strategy, execution, and other insights into how start-up can build a successful go-to-market function.
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Grit, Resiliency, and Scaling from $50M to $100M with Kyle Natichioni
06/16/2025
Grit, Resiliency, and Scaling from $50M to $100M with Kyle Natichioni
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 – Behind-the-scenes strategies from Revolair’s growth story 🔹 Sales Leadership – How to recruit, empower, and retain high-caliber reps 🔹 Grit & Coaching – The uncomfortable but necessary path to becoming elite 🔹 Revenue Ops – Why investing here unlocks compounding growth 🔹 Playbook Building – Why there’s no such thing as a one-size-fits-all approach 🔹 Sales Culture – How to foster a team that thrives on accountability and ambition If you're leading, building, or dreaming of scaling a sales org, this one’s a masterclass. 00:00 Introduction to Revolair and Kyle Natichioni 02:45 Growth Journey: From 50 to 100 Million in ARR 05:39 Building a High-Performing Sales Team 08:27 The Importance of Talent Acquisition 11:22 Grit and Resilience in Sales 14:20 Learning from Setbacks and Coaching 19:51 Leveraging Technology in Sales Training 23:00 Strategies for Growing a $5 Million Company 28:41 Hiring for Success: Building a Strong Team 30:40 The Importance of Playbook Building 32:27 Data-Driven Decisions in Sales 34:22 Challenges of Embracing Revenue Operations 36:17 Finding the Right Company Culture 39:29 Motivating Sales Teams and Retaining Talent 40:47 Rapid Fire Questions: Insights and Reflections
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The Greatest of Anonymous Talent, (GOAT)--Candidate 10
06/13/2025
The Greatest of Anonymous Talent, (GOAT)--Candidate 10
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 sales leader. Chapters 00:00 Introduction to the Goats of Growth Podcast 01:02 Jenna Okoro's Career Journey 03:08 The Importance of Foundational Sales 05:21 Transitioning from Individual Contributor to Leader 07:40 Identifying Individual Strengths in Sales 08:27 Understanding Comp Plans and P&L Management 10:47 Future Aspirations and Industry Preferences 12:54 Bonus Question: Magic Wand Abilities 14:59 The Art of Reading People 17:49 Secret Sauce: What Makes You Unique 19:21 Conclusion and Final Thoughts
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The Greatest of Anonymous Talent, (GOAT)--Candidate 8
06/06/2025
The Greatest of Anonymous Talent, (GOAT)--Candidate 8
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 path. Chapters 00:00 Introduction to the Goats of Growth Podcast 01:16 From Ministry to Technology: A Unique Career Path 03:40 Building Relationships and Empathy in Sales 07:54 Learning from Challenges: Growth in Sales 12:39 Finding Comfort in the Sales Process 16:16 Future Aspirations: Leadership and Growth 19:09 Mantras and Life Lessons 22:55 Redefining Oneself: Skills and Growth
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The Greatest of Anonymous Talent, (GOAT)--Candidate 7
06/04/2025
The Greatest of Anonymous Talent, (GOAT)--Candidate 7
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 Podcast 01:06 Unique Career Journey 04:52 The Importance of Channel Sales 06:33 Valuable Career Advice: Visit Customers 09:11 Balancing Work and Family Life 11:51 Facing Setbacks and Personal Growth 13:25 Seeking New Opportunities 15:37 The Value of Recommendations 17:10 Ideal Job Description for Future Roles 20:42 Open to Opportunities Beyond Cybersecurity 21:48 Compensation Expectations 22:57 Career Advice for the Next Generation
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The Greatest of Anonymous Talent, (GOAT)--Candidate 6
05/27/2025
The Greatest of Anonymous Talent, (GOAT)--Candidate 6
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 Finding Growth in Different Environments 06:37 The Ideal Company Size for Impact 07:47 Understanding Winning and Personas in Sales 12:10 Lessons from Influential Leaders 15:46 Advice for Aspiring Leaders 17:12 Recommended Reads for Sales and Business 20:52 Closing Thoughts and Reflections
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The Greatest of Anonymous Talent, (GOAT)--Candidate 5
05/20/2025
The Greatest of Anonymous Talent, (GOAT)--Candidate 5
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 world of sales. Chapters 00:00 Introduction to the Greatest of Anonymous Talent 01:03 Candidate Background and Experience 02:31 Transitioning to Leadership 04:31 Time Management Techniques 06:40 Leadership Philosophy and Mentorship 08:16 Growth Journey in a Startup 11:02 Overcoming Setbacks 13:32 Ideal Job Description 14:40 Motivation and Personal Life
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The Greatest of Anonymous Talent, (GOAT)--Candidate 4
05/15/2025
The Greatest of Anonymous Talent, (GOAT)--Candidate 4
In this episode of the Goats of Growth podcast, I interview an experienced sales rep with a unique entrepreneurial background. He shares his journey from founding a startup to working in cybersecurity sales, emphasizing the importance of adaptability, time management, and networking in achieving success. He discusses his strategies for maintaining consistency in sales and the significance of company culture and career growth in his next role. Takeaways Founded a startup that created a running glove with a built-in taser. He has extensive experience in cybersecurity and cloud sales. Barry thrives in early-stage startup environments. He emphasizes the importance of consistency in sales processes. Time blocking is a key strategy for his productivity. Networking is crucial for career growth and opportunities. Barry seeks a culture that fosters community and career development Chapters 00:00 Introduction to the Goats of Growth Podcast 00:50 Barry Sun's Entrepreneurial Journey 03:01 Expertise in Cybersecurity and Sales 05:49 Navigating Ambiguity in Startups 09:09 Time Management and Consistency in Sales 12:01 The Importance of Networking 13:56 Career Growth and Future Aspirations 16:10 Closing Thoughts and Final Questions
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The Greatest of Anonymous Talent, (GOAT)--Candidate 3
05/13/2025
The Greatest of Anonymous Talent, (GOAT)--Candidate 3
In this episode of the Goats of Growth, candidate 3 shares his unique journey from a technical background in computer science to a successful sales career. He discusses the challenges of transitioning from a sales engineer to a full sales role, the importance of mentorship, and how he adapts to the ever-changing landscape of sales, particularly with the rise of technology and AI. He emphasizes the significance of daily habits, continuous improvement, and the need to believe in the products one sells. Finally, he also reflects on his motivations for pursuing a career in sales and offers valuable advice for aspiring sales professionals. What to expect and when: 00:00 Introduction to the Goats of Growth 00:40 Candidate Background and Sales Journey 03:10 Transition from Sales Engineer to Sales Rep 04:38 Finding Your Zone in Sales 06:10 Learning from Mentors and Peers 08:46 Measuring Growth and Overcoming Challenges 09:54 Adapting to Technology and AI in Sales 11:12 Seeking Insights for Success 12:56 Advice for Aspiring Sales Professionals 13:47 Daily Habits for Sales Success 15:15 Ideal Job Description and Compensation Expectations 18:01 Motivation for a Career in Sales 21:13 Current Motivations and Future Aspirations
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The Greatest of Anonymous Talent, (GOAT)--Candidate 2
05/08/2025
The Greatest of Anonymous Talent, (GOAT)--Candidate 2
In this brand new season of the Goats of Growth, we continue our spotlight on rising talent with 'Candidate 2'. Candidate 2 is a fast-rising sales professional who’s gamified the sales process to stay motivated and find joy in the day-to-day. We dive into his journey from BDR to mid-market AE, how he leverages AI to streamline prospecting, and the role curiosity and organization play in his success. Candidate 2 opens up about the importance of culture, competitive compensation, and staying level-headed under pressure. We also explore how his brother shaped his sales mindset, why refining processes is key to long-term growth, and how building rapport is at the heart of his approach. Contact us for more info on 'Candidate 2 00:00 Introduction to the Goats of Growth 01:35 Candidate Introduction and Background 02:45 Innovative Sales Techniques 06:25 Personal Growth and Overcoming Challenges 12:57 Future Aspirations and Job Expectations 14:48 Advice for Future Candidates
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The Greatest of Anonymous Talent (GOAT)--Candidate 1
05/06/2025
The Greatest of Anonymous Talent (GOAT)--Candidate 1
In this brand new season of the Goats of Growth, we have our very first 'Candidate'. Candidate 1 is a driven sales professional with a proven track record in high-pressure environments. We disucss the importance of standing out in a crowded job market, how perception shapes success, and why daily prospecting is the backbone of long-term achievement. Candidate 1 shares how AI tools have elevated their productivity, the power of asking the right discovery questions, and how aligning career goals with personal growth fuels motivation. We reflect on the role of failure, the value of in-office collaboration, and what it takes to close larger strategic deals by deeply understanding client pain points. Contact us for more info on 'Candidate 1' Chapters 01:27 Candidate Introduction and Background 02:40 Career Insights and Advice 04:54 Daily Habits and Productivity 06:10 Leveraging AI in Sales 07:41 Deep Dive into Discovery 08:23 Future Aspirations and Job Expectations 09:07 Work Environment Preferences 10:14 Closing Thoughts and Feedback
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How To Make Corporate Learning Fun and a Genuis Growth Hack You Should Try Immediatel, with Christian Byza
04/08/2025
How To Make Corporate Learning Fun and a Genuis Growth Hack You Should Try Immediatel, with Christian Byza
On today’s episode of The Goats of Growth, I'm joined by Christian Byza, CEO and Co-Founder of Learn.xyz, as he shares his journey from organizing conferences in high school to building an AI-powered B2B learning platform. Christian dives deep into the back story of Learn.xyx , pivoting from consumer to enterprise, and building effective go-to-market strategies. He also shares insights into personal branding, a growth hack you must hear, and how a positive mindset fuels his hustle. Tune in to hear insights on: 🔹 The Entrepreneurial Journey – From product management to launching Learn.xyz 🔹 Pivoting to B2B – How user feedback drove a major shift in the business model 🔹 Creative Marketing – Why unconventional tactics like renting an art gallery can make a bigger impact 🔹 Go-To-Market Growth – The importance of building a strong, scalable team 🔹 Personal Branding – How podcasts and visibility build trust and credibility This episode is packed with practical lessons for founders, marketers, and anyone navigating the startup grind. Let us know your favorite takeaway from Christian’s story! Chapters 02:01 The Evolution of a Conference and Balancing Startups 05:57 From Product Management to Entrepreneurship 12:01 The Journey of Starting a Company 17:52 The Pivot to B2B Learning Solutions 23:53 Acquiring Users and Scaling the Product 39:08 Networking Strategies for Success 42:52 The Art of Fundraising and Building Relationships 48:45 Scaling and Growth Strategies 50:13 Pricing Models and Value Proposition 51:55 Building a Go-To-Market Team
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Hiring, Developing, and Leading People, with Rob Merklinger
02/18/2025
Hiring, Developing, and Leading People, with Rob Merklinger
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 as a Team Sport – The power of collaboration in closing deals. 🔹 Effective Coaching & Documentation – How accountability and tracking progress elevate sales reps. 🔹 Sales Enablement & Onboarding – Why training and support are crucial for new hires. 🔹 Mastering the Pipeline – The importance of simplicity and strategic forecasting. 🔹 Adapting Sales Communication – The resurgence of phone calls and evolving outreach methods. This episode is packed with actionable insights for sales professionals and leaders looking to refine their approach. Tune in and let us know your biggest takeaway!
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How To Go From Idea To Beta Users, with Steve Travaglini
01/13/2025
How To Go From Idea To Beta Users, with Steve Travaglini
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 insights for entrepreneurs and sales reps alike. Tune in to discover Steve’s thoughts on: Automating Research in Sales: How WinRate helps sales reps save time while improving their preparation and performance. Navigating Startup Challenges: The highs and lows of entrepreneurship, from bootstrapping to building a supportive network. The Role of Feedback in Product Development: Why listening to customer needs and iterating based on user input is essential for success. Balancing Quantity and Quality in Sales: Striking the right balance for long-term growth. Chapters 00:00 Introduction to WinRate and Its Value Proposition 06:13 Increasing Sales Capacity and Quality 12:12 Building a Tech Company Without Coding Skills 18:08 Navigating the Early Stages of Product Development 23:16 The Power of Human Capital in Startups 29:11 Identifying Market Needs Through Conversations 35:13 Understanding Beta Testing and Product Development 43:04 Looking Ahead: The Future of WinRate
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From Start Up To Scale Up: The Core Marketing Fundamentals Needed In Both with Michaela Dempsey
11/11/2024
From Start Up To Scale Up: The Core Marketing Fundamentals Needed In Both with Michaela Dempsey
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: Delightful Procurement: How AI can make procurement processes smoother and more enjoyable for users. Retargeting and Visibility: The power of retargeting ads in boosting brand awareness. Facing Challenges with Confidence: The importance of confidence and resilience in marketing leadership. Iteration in Marketing: Balancing data-driven insights with gut instincts for effective decision-making. Long-Term Vision and Sales Alignment: Why aligning marketing and sales with a clear vision drives growth. Join us for this episode packed with actionable advice on AI, marketing strategy, and leadership from a top industry CMO! Chapters 00:00 Introduction to Levelpath and Michaela Dempsey. 06:10 The Role of AI in Procurement and Marketing. 11:51 Core Fundamentals of Marketing and Customer Care. 18:13 The Power of Retargeting and Long-Term Strategies. 35:26 Facing Challenges with Confidence. 42:57 The Importance of Iteration in Marketing. 48:21 Motivation and Goals in Marketing Leadership. 55:56 Personal Passions and Work-Life Balance.
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Scaling from $15M to 100M+, with Jamie Walker
10/28/2024
Scaling from $15M to 100M+, with Jamie Walker
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 leveraged a strong product-market fit to scale rapidly. Marketing Predictability: The role of SEO and forecasting in generating a predictable pipeline. Cultural Integration in M&A: How to navigate and blend different company cultures during mergers and acquisitions. Data-Driven Decisions: How data guides product focus and growth strategy. Investing in People: Why employee satisfaction and strategic planning are key for future success. Join us for this episode filled with valuable lessons on scaling, leadership, and marketing strategy from one of the industry's top CMOs! Chapters 00:00 Introduction to KeyFactor and Jamie Walker 03:02 Strategic Priorities for Growth 05:47 The Importance of Predictability in Marketing 08:53 Long-Term vs Short-Term Wins 11:49 Cross-Functional Collaboration and Trust 15:09 Building a High-Performing Marketing Team 30:33 Radical Candor and Accountability in Growth 32:49 Blending Cultures: Education and Training 34:41 Reshaping Company Values and Messaging 38:35 The Long-Term Impact of Culture on Growth 42:44 Strategic Planning for Future Growth 46:20 Motivation and Goal Setting 48:43 Learning from Success and Failure 51:34 Balancing Work and Family Life 55:23 Trust as a Key Quality in Leadership
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How To Coach By Identifying Then Overcoming Limited Beliefs with Cris Mendes
09/23/2024
How To Coach By Identifying Then Overcoming Limited Beliefs with Cris Mendes
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 importance of curiosity and coachability. Here's what to listen for: Coaching in Sales: The significance of effective coaching in sales, focusing on both ability and proficiency to drive long-term success. Overcoming Limiting Beliefs: How understanding and overcoming personal limiting beliefs can unlock potential in sales and life. Curiosity and Sales Success: Why curiosity is one of the most essential traits for a successful salesperson. Discipline Over Talent: The role of discipline in achieving sales success, often outweighing natural talent. Timestamps 00:00 Introduction to Cris Mendes 02:06 The Passion for Coaching and Development. 05:17 Fundamentals of Sales Skills. 07:11 Overcoming Limiting Beliefs. 10:20 Practical Coaching Techniques. 14:44 Understanding Neuro-Linguistic Programming. 17:18 The Importance of Curiosity in Sales. 24:54 Ability vs. Proficiency in Sales. 32:47 The Role of Discipline in Sales Success. 36:34 Curiosity and Coachability in Hiring. 48:40 Rapid Fire Questions and Closing Thoughts.
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From Message Market Fit To Category Leader--What Will It Take? --Austin Myers
09/02/2024
From Message Market Fit To Category Leader--What Will It Take? --Austin Myers
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 to save time and reduce risk for compliance managers, insurance agents, and vendors. Connecting Industries: The importance of linking the insurance industry with the business world to ensure real-time compliance and eliminate insurance risks. Financial Stewardship in Startups: The critical importance of budgeting, profitability, and proper measurement in decision-making, especially in a startup environment. Hiring for Success: The traits Certificial looks for in their revenue organization, including curiosity, initiative, ownership, and judgment. AI and Automation: How Certificial uses AI and automation to scale processes and boost efficiency across the organization. This episode is packed with insights for anyone interested in the intersection of technology, insurance, and business growth! Tune in and let us know your key takeaway. Chapters 00:00 Introduction to Certificial and the COI Process. 07:00 The Role of VP of Revenue at Certificial. 11:20 Message Market Fit and Evolution. 17:22 Becoming the Category Leader in the COI Space. 20:40 Execution and Growth Strategies. 25:14 Targeting Different Layers of Customers. 29:23 Leveraging Customer Advocacy for Growth. 29:51 The Importance of Budgeting and Being Good Stewards of Money. 31:44 Prioritizing Profitability and Proper Measurement. 34:57 The Role of Experimentation in Sustainable Growth. 36:53 The Hiring Profile for the Revenue Organization. 43:33 Using AI and Automation to Scale Processes.
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From Founder Led Sales To Scaling Exponentially, with Armen Zildjian
08/26/2024
From Founder Led Sales To Scaling Exponentially, with Armen Zildjian
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 with millions in revenue and a global sales team. In this episode he talks about his process for how he makes it all happen. Here are several key takeaways from the interview: Empowering Small Businesses: How Clockwork helps small businesses succeed by providing accurate and timely financial data through financial advisors. Understanding Customer Value: The significance of truly understanding the customer's problem and the value Clockwork can offer. Iterative Sales Processes: The need for constant adaptation in sales processes, with feedback loops and certification programs ensuring success. Hiring and Curiosity: Why hiring experienced salespeople and fostering natural curiosity are crucial for sales success. Motivation and the 'Why': The importance of having a clear goal and understanding the motivation behind actions in sales. Empathy in Management: Armen's management style focuses on empathy, understanding the whole person, and unlocking their potential. This episode is packed with actionable advice for sales leaders looking to scale their teams and empower small businesses! Tune in and let us know your key takeaway. Timestamps 00:00 Introduction and Background. 02:20 Clockwork's Vision and Value Proposition. 08:49 Growth and Scale: IPO or Acquisition? 14:30 Building and Fine-Tuning the Sales Process. 19:27 Handling Challenges in a Fast-Growing Startup. 23:42 Staying Focused and Disciplined in Decision-Making. 28:13 The Role of Sales Reps and A/B Testing. 32:10 Core Principles and Skills for Sales Success. 34:07 Understanding the 'Why' Behind Your Actions. 37:10 The Impact of Developing Others. 40:31 The Drive to Win: Having a Chip on the Shoulder. 51:01 Finding Fulfillment in Hobbies and Interests.
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Recruiters, Resumes, and References with Jay Webb
08/19/2024
Recruiters, Resumes, and References with Jay Webb
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 domain expertise. Strengthening References: How reconnecting with former managers and establishing strong references can give you an edge in the hiring process. Timing Your Job Search: Why preparing ahead of time is crucial, especially as the end of Q3 and the beginning of Q4 are peak periods for recruiting and hiring. This episode is packed with actionable advice for job seekers looking to navigate the job market with confidence and success! Tune in and let us know your key takeaway. 00:00 - Introduction 01:08 - Building Relationships with Recruiters 03:06 - Recruiters as Advocates 04:06 - Crafting a Strong and Relevant Resume 06:03 - Reconnecting with Old Managers for References 09:27 - Preparing for Job Opportunities Ahead of Time
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How Operational Excellence Has Fueled AlphaSense's Exponential Growth, with Kiva Kolstein
08/05/2024
How Operational Excellence Has Fueled AlphaSense's Exponential Growth, with Kiva Kolstein
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 revenue operations in scaling the business. Building a Strong Team: The importance of fostering a collaborative and feedback-rich culture to drive company success. Future Plans for AlphaSense: Expanding globally and enhancing the platform with generative AI and natural language interaction. Balancing Growth and Efficiency: Strategies for maintaining efficiency while pursuing aggressive growth targets. Enjoy the episode!
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How To Think Like a Modern CRO As Told By 5 Recent Guests
07/16/2024
How To Think Like a Modern CRO As Told By 5 Recent Guests
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, former chief revenue officer at Intellimize, Michelle Benfer, SVP of Sales at Bill, Jacco 'Vanderkoi, Founder of Winning by Design and Katie Ivy. Chief Revenue Officer at Walnut. Enjoy the episode.
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Why Mediocrity Gets Exposed When Budgets Get Tight with Catie Ivey
07/01/2024
Why Mediocrity Gets Exposed When Budgets Get Tight with Catie Ivey
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 challenges and learning curve involved in owning the full revenue number. Optimizing Sales Processes: Strategies for go-to-market teams to do more with less and improve unit economics. Cross-Team Alignment: Creating alignment across product, marketing, sales, and customer success teams for scalability and predictability.Building a Strong Team: Hiring candidates with intellectual curiosity, growth mindset, and coachability.Mentorship and Diversity: Katie's passion for mentoring young women in sales and promoting diversity in leadership roles.Pipeline Building: Exploring new strategies for building pipeline and learning from industry peers.
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How To Use Decision Intelligence To Fuel Growth with Gregg Carman
06/24/2024
How To Use Decision Intelligence To Fuel Growth with Gregg Carman
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 business decisions. Generative AI in Marketing: Utilizing AI to analyze data from multiple systems and deliver relevant recommendations, significantly improving conversion rates. Target Audience Strategies: Focusing on CFOs, with the CEO and CRO as key influencers, and exploring omnichannel strategies for demand generation. Thought Leadership: The role of thought leadership in defining and designing a market, leading to market leadership and profitability. Market Opportunities: Tapping into the large and growing market for decision intelligence applications. 00:00 Introduction to ChiefSight and Greg 03:20 Real-Time Measurement and Benchmarks for Better Decision-Making 05:45 Using Generative AI to Analyze Data and Provide Recommendations 09:20 Targeting CFOs with Influencers in the CEO and CRO 16:13 Exploring an Omnichannel Strategy for Demand Generation 24:23 The Power of Generative AI in Demand Generation Marketing 29:14 Thought Leadership: Defining and Designing a Market 32:20 Scalable and Efficient Content Marketing with Generative AI 36:19 Building a Business for Sustainable and Profitable Growth 42:34 The Market Opportunity for Decision Intelligence Applications
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The Keys To Raising Money In 2024 with Bobby Touran
06/10/2024
The Keys To Raising Money In 2024 with Bobby Touran
In this episode of The Goats of Growth, I interviewed Bobby Touran, Co-Founder of Rainbow, an insuretech company focusing on the restauant industry. One of the biggest questions I had for Bobby was about the keys to raising money in 2024, given that it;s much more difficult than it was just a few years ago. Enjoy the episode! Timestamps 00:00 Introduction and background 04:27 Seizing Opportunities and Adapting to Change 13:07 Raising Funds and Building a Successful Business 37:22 The Importance of Team, Vision, and Value Proposition in Entrepreneurship
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How Getting RevOps Right Makes You Less Reliant On Sales Headcount, with Michelle Benfer
06/03/2024
How Getting RevOps Right Makes You Less Reliant On Sales Headcount, with Michelle Benfer
In this episode I interviewed Michelle Benfer, Senior Vice President of the Accounts Payable and Accounts Receivable Product Lines for BILL. I asked Michelle about a post she shared on LinkedIn that caught my eye about the Rule of 40 and how focusing on the right roles and the right intelligence in RevOps makes you less reliant on sales headcount. Listen to the episode to find out more, including: Balancing Profitability and Growth: Understanding the rule of 40 and its significance for public SaaS companies. Driving Productivity: The critical role of RevOps and how to effectively align bonuses with productivity benchmarks. Sales Enablement: Strategies for boosting productivity and disseminating best practices across the sales team. Effective Sales Management: Tips for hiring well, coaching effectively, and focusing on pipeline management, performance, and culture. Navigating 2024: Insights into the challenges of running a sales team and the importance of investing in the right resources. This episode is packed with actionable advice for sales leaders aiming to achieve a balanced and productive sales organization! Tune in and let us know your key takeaway. Timestamps 00:00 Introduction to Michelle Benfer and Bill 01:37 The Rule of 40: Balancing Profitability and Growth 10:17 The Importance of Sales Enablement in Supporting the Sales Team 35:20 Challenges of Running a Sales Team in 2024
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Scaling From $500K to $50M, with Steve Travaglini
05/27/2024
Scaling From $500K to $50M, with Steve Travaglini
In this episode, Steve Travaglini, the CRO that led LinkSquares from $500K to an astounding $50M in ARR in just 5 years, shares his entire journey. Struggling with startup setbacks and doubt? Steve resilience, drive, and bias towards action, will inspire you in a way that could set you on path to the same kind of success. Of course, you'll have to do it without Steve. Tune in to discover Steve's insights on: Uncovering Success: The journey from setbacks to triumph, and the lessons learned along the way. Building a Sales Culture: Hiring for grit and optimism to create an unshakable team. Driving Revenue: The pivotal role of a game-changing product in the sales landscape. The Blueprint for Growth: Strategies for forging an unbreakable sales culture and fostering explosive growth. This episode is packed with actionable advice for entrepreneurs and sales leaders aiming to achieve extraordinary success! Tune in and let us know your key takeaway. 00:00 Introduction and Background 03:01 Getting Fired and Joining Link Squares 08:56 Building the Sales Team at Link Squares 15:54 Lessons Learned and Adjustments Made 32:10 Continued Growth and Challenges Faced 37:55 The Evolution of a Sales Leader 38:22 Staying Involved in the Day-to-Day Operations 39:23 Building a Sales Culture and Scaling a Sales Organization 40:12 Delegating and Working on the Business 44:09 Introducing WinRate 48:45 Addressing Pain Points in Pricing, Packaging, and Value Presentation
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Could Marketing Experience Be Better Than Sales Experience To Be An Effective SaaS CRO with Tracy Sestili
05/20/2024
Could Marketing Experience Be Better Than Sales Experience To Be An Effective SaaS CRO with Tracy Sestili
On today's episode of The Goats of Growth, we have Tracy Sestili, Chief Revenue Officer of Intellimize! Struggling to bridge the CMO-to-CRO gap? Tracy, a former CMO herself, reveals how marketing expertise can supercharge your CRO role. Can a marketing background be the secret weapon for CRO success? Tune in to discover Tracy's insights on: Unlocking Growth: Collaboration, data-driven decisions, and the power of a user-friendly product. Scaling Revenue: Pricing, ICP, and the challenges (and rewards) of new market expansion. Product-Led Growth: Dominating your niche, lowering barriers to entry, and building brand advocacy. The Future of Sales: Adapting to change and the ever-evolving sales landscape. This episode is packed with actionable advice for marketing and sales leaders looking to drive explosive growth! 00:00 Introduction and Tracy's Background. 03:30 The Value of a Marketing Background in the CRO Role. 11:45 The Importance of Cross-Functional Collaboration for CROs. 25:15 Addressing Pricing, ICP, and Product Feature Issues. 28:59 Strategies for Scaling Revenue. 32:19 Challenges of Expanding into New Markets. 35:35 The Challenges of Product-Led Growth. 37:24 Dominating a Market before Expanding. 39:12 Creating a Seamless User Experience. 44:09 Balancing Growth and Efficiency. 46:08 Motivation: Doing Impactful Work. 48:38 Personal Goals and Hobbies. 53:01 The Future of Sales Teams in 2024.
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How Growing An Audience On LinkedIn Led To A Founder's First Customer, with Solomon Kahn
05/06/2024
How Growing An Audience On LinkedIn Led To A Founder's First Customer, with Solomon Kahn
In this episode of The Goats of Growth, we're joined by Solomon Kahn, the CEO behind Delivery Layer. We discuss his data industry journey and the inception of his brainchild, unveiling the niche market's potential as well as Delivery Layer's mission: furnishing robust tools for seamless data sharing—a sector long overlooked. From the exhilaration of securing the inaugural client to navigating the complexities of missed opportunities, Solomon shares candid anecdotes. Tune in as he unveils his LinkedIn playbook, deciphering how strategic audience cultivation fuels outreach and cultivates promising leads. 00:00 - Introduction to Solomon Kahn and Delivery Layer 03:32 - The Need for Delivery Layer in the Market 08:35 - Building Delivery Layer and Pricing Strategy 11:34 - The Power of Building an Audience on LinkedIn 22:50 - Future Growth and Challenges for Delivery Layer 35:50 - Exploring the Use Cases of Delivery Layer 46:19 - Building Trust and Reliability in the Data Industry 53:27 - The Long-Term Vision for Delivery Layer 57:26 - Motivation and Learning in the Data Industry 01:02 - Navigating the Jump from $100K to $1 Million in ARR 01:05 - The Importance of Sleep and Personal Well-being
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Has SaaS Lost Go-To-Market Fit, with Jacco Vander Kooij
04/29/2024
Has SaaS Lost Go-To-Market Fit, with Jacco Vander Kooij
In this episode of "The Goats of Growth," I interview Jacco van der Kooij, founder of Winning by Design, about the challenges facing SaaS companies in achieving go-to-market fit. Jacco explains that the "growth at all costs" mentality has led to inefficient spending on sales and marketing, resulting in unsustainable growth. Tune in to learn how he advocates for a shift towards process-centric strategies, emphasizing the need for data-driven decisions, cost efficiency, and the unique treatment of different market segments. Revenue Architecture (00:01:12) Jacco's book "Revenue Architecture" and its insights into successful revenue leadership. Has SaaS lost go to market fit? (00:01:48) Discussion on a paper titled "Has SaaS lost go to market fit?" and its implications for venture-backed SaaS companies. Product market fit and go to market fit (00:02:53) Exploration of the concepts of product market fit and go to market fit, and their significance for sustainable growth. SaaS companies' go to market challenges (00:04:23) Analysis of the challenges faced by SaaS companies in maintaining go to market fit and the increasing cost of marketing and sales. Impact of cost increase on go to market fit (00:05:22) Discussion on the rising cost of acquiring revenue and its impact on go to market fit and sustainability. Automation and evolving go to market strategies (00:11:13) Insights into the potential impact of automation on certain tasks and the evolution of go to market strategies in response. The role of the CFO and CRO in go to market strategies (00:13:47) Exploration of the evolving roles of the CFO and CRO in managing go to market strategies for rapid growth companies. Scaling and efficiency in go to market motions (00:17:25) Consideration of tactics for scaling and maintaining efficiency in go to market motions for companies reaching the $200-300 million revenue level. The importance of being process-centric (00:21:01) Discussion on the shift from people-centric to process-centric organizations and the need for optimization and automation. Impact of process automation on productivity (00:22:21) Exploration of how automation and technology can increase productivity and revenue per headcount. Skills and certification for executives (00:25:54) Discussion on the necessary skills and certification for executives in the context of revenue architecture and the changing business landscape. The need for education and certification in revenue architecture (00:29:32) Exploration of the importance of education and certification for executives to understand revenue architecture and compound growth. Investment in retention and expansion for revenue growth (00:32:10) Insights into the shift from new revenue acquisition to investment in retention and expansion for revenue growth. Challenges in shifting marketing and sales alignment (00:37:43) Discussion on the challenges and time required for shifting marketing and sales alignment in organizations. Balancing short-term demands and long-term growth (00:40:04) Exploration of the paradoxical challenge of meeting short-term demands while focusing on long-term growth strategies. Server, software, and GTM (00:41:13) Discussion on the design and success rates of server, software, and go-to-market motion. Success rates of server and software (00:41:57) Explanation of the success rates of server (99%) and software (five nines). Success rate of GTM (00:42:39) Exploration of the success rate of companies in the go-to-market motion, defined as closing over a $3 million round in funding. Vision and compound growth (00:45:41) Discussion on the importance of vision and compound growth in go-to-market strategy. Changing GTM motion (00:47:44) Exploration of the evolving go-to-market motion and the need for proper architecture in sales strategies. Exploring future topics (00:48:43) Request for a future episode to delve into the seeds being planted for the next phase of go-to-market strategies.
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Book Interview Excerpts: Early Setbacks And How To Overcome Them
04/22/2024
Book Interview Excerpts: Early Setbacks And How To Overcome Them
In this episode, you will hear the excerpts from 6 inetrviews I did for The GOATS of Growth book. I asked everyone the same question, which was, "What major setbacks did you face early on and how did you overcome them?" In order of appearance, you will hear: Ed Calnan Elissa Fink Mark Roberge John McMahon Laura Zwahlen Ryan Burke Each one of them has acheived, by definition, uncommon success, and all of them faced challenges early on in their journeys before they achived their respective success. Persistence, is the common theme that I took away from hearing their stories, and I think you will too. Enjoy
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