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88. Building a high Performance sales culture with Richard Dufty
Tune into this episode of the Sales Code Leadership Podcast, as Kevin engages in a riveting conversation with Richard Dufty, founder of The Flywheel Project. Richard shares what he deems the core elements needed to build a high performing sales team.
There are a lot of people out there not doing what they should be doing, and Richard wants to change that. He has always wanted to help people do their best and uncover their ikigai. Don’t worry – he demystifies that term for you.
But wait, there’s more! Richard also gives Kevin an insight into what he dubs the cheat code for a growth mindset, known as CIGAR. What do those letters stand for? You’ll just have to listen to find out!
Recently named a "40 CROs to watch" from Pavilion, and a “Top 100 Global Sales Leader" from Modern Sales, Richard is a visionary entrepreneur and business strategist with a passion for innovation and growth.
With over 20 years’ experience, he has become a thought leader in go-to-market strategies, mental fitness, and organisational transformation, delivering $750M in Enterprise Revenue and adding $2B+ in company valuation across Public, VC and PE backed companies.
He gained invaluable experience during his near decade journey at Symantec Corporation, becoming the #1 AE in 2006 before being relocated to Silicon Valley in 2007 from Sydney, Australia. Promoted several times he built and led enterprise sales teams ranging from $20M to $250M in ARR and in 2011 was awarded Symantec's Global #1 Team Award.
Leaving Symantec to join AppDirect, a Series A start-up in San Francisco, Richard built and grew AppDirect from $1M to $100M ARR and the company's valuation growth from $30M to $1.5B from Series A to E in just 4 years alongside an amazing founding team.
Recognizing the power of a truly connected GTM motion (that he has coined The Revenue Flywheel) Richard became deeply immersed in these areas, leveraging his hands-on experience to unlock the potential of high-performing GTM teams. He excels in designing tailored go-to-market playbooks and fostering collaborative work cultures that create the flywheel that leads to long term success.
He frequently speaks at industry conferences, and contributes to business publications and forums, inspiring and educating fellow entrepreneurs and leaders.
Connect with Richard: https://www.linkedin.com/in/richarddufty/richarddufty.me
www.richarddufty.me
The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.
Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
There are a lot of people out there not doing what they should be doing, and Richard wants to change that. He has always wanted to help people do their best and uncover their ikigai. Don’t worry – he demystifies that term for you.
But wait, there’s more! Richard also gives Kevin an insight into what he dubs the cheat code for a growth mindset, known as CIGAR. What do those letters stand for? You’ll just have to listen to find out!
Recently named a "40 CROs to watch" from Pavilion, and a “Top 100 Global Sales Leader" from Modern Sales, Richard is a visionary entrepreneur and business strategist with a passion for innovation and growth.
With over 20 years’ experience, he has become a thought leader in go-to-market strategies, mental fitness, and organisational transformation, delivering $750M in Enterprise Revenue and adding $2B+ in company valuation across Public, VC and PE backed companies.
He gained invaluable experience during his near decade journey at Symantec Corporation, becoming the #1 AE in 2006 before being relocated to Silicon Valley in 2007 from Sydney, Australia. Promoted several times he built and led enterprise sales teams ranging from $20M to $250M in ARR and in 2011 was awarded Symantec's Global #1 Team Award.
Leaving Symantec to join AppDirect, a Series A start-up in San Francisco, Richard built and grew AppDirect from $1M to $100M ARR and the company's valuation growth from $30M to $1.5B from Series A to E in just 4 years alongside an amazing founding team.
Recognizing the power of a truly connected GTM motion (that he has coined The Revenue Flywheel) Richard became deeply immersed in these areas, leveraging his hands-on experience to unlock the potential of high-performing GTM teams. He excels in designing tailored go-to-market playbooks and fostering collaborative work cultures that create the flywheel that leads to long term success.
He frequently speaks at industry conferences, and contributes to business publications and forums, inspiring and educating fellow entrepreneurs and leaders.
Connect with Richard: https://www.linkedin.com/in/richarddufty/richarddufty.me
www.richarddufty.me
The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.
Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
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By Kevin Thiele
5
1212 ratings
Tune into this episode of the Sales Code Leadership Podcast, as Kevin engages in a riveting conversation with Richard Dufty, founder of The Flywheel Project. Richard shares what he deems the core elements needed to build a high performing sales team.
There are a lot of people out there not doing what they should be doing, and Richard wants to change that. He has always wanted to help people do their best and uncover their ikigai. Don’t worry – he demystifies that term for you.
But wait, there’s more! Richard also gives Kevin an insight into what he dubs the cheat code for a growth mindset, known as CIGAR. What do those letters stand for? You’ll just have to listen to find out!
Recently named a "40 CROs to watch" from Pavilion, and a “Top 100 Global Sales Leader" from Modern Sales, Richard is a visionary entrepreneur and business strategist with a passion for innovation and growth.
With over 20 years’ experience, he has become a thought leader in go-to-market strategies, mental fitness, and organisational transformation, delivering $750M in Enterprise Revenue and adding $2B+ in company valuation across Public, VC and PE backed companies.
He gained invaluable experience during his near decade journey at Symantec Corporation, becoming the #1 AE in 2006 before being relocated to Silicon Valley in 2007 from Sydney, Australia. Promoted several times he built and led enterprise sales teams ranging from $20M to $250M in ARR and in 2011 was awarded Symantec's Global #1 Team Award.
Leaving Symantec to join AppDirect, a Series A start-up in San Francisco, Richard built and grew AppDirect from $1M to $100M ARR and the company's valuation growth from $30M to $1.5B from Series A to E in just 4 years alongside an amazing founding team.
Recognizing the power of a truly connected GTM motion (that he has coined The Revenue Flywheel) Richard became deeply immersed in these areas, leveraging his hands-on experience to unlock the potential of high-performing GTM teams. He excels in designing tailored go-to-market playbooks and fostering collaborative work cultures that create the flywheel that leads to long term success.
He frequently speaks at industry conferences, and contributes to business publications and forums, inspiring and educating fellow entrepreneurs and leaders.
Connect with Richard: https://www.linkedin.com/in/richarddufty/richarddufty.me
www.richarddufty.me
The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.
Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
There are a lot of people out there not doing what they should be doing, and Richard wants to change that. He has always wanted to help people do their best and uncover their ikigai. Don’t worry – he demystifies that term for you.
But wait, there’s more! Richard also gives Kevin an insight into what he dubs the cheat code for a growth mindset, known as CIGAR. What do those letters stand for? You’ll just have to listen to find out!
Recently named a "40 CROs to watch" from Pavilion, and a “Top 100 Global Sales Leader" from Modern Sales, Richard is a visionary entrepreneur and business strategist with a passion for innovation and growth.
With over 20 years’ experience, he has become a thought leader in go-to-market strategies, mental fitness, and organisational transformation, delivering $750M in Enterprise Revenue and adding $2B+ in company valuation across Public, VC and PE backed companies.
He gained invaluable experience during his near decade journey at Symantec Corporation, becoming the #1 AE in 2006 before being relocated to Silicon Valley in 2007 from Sydney, Australia. Promoted several times he built and led enterprise sales teams ranging from $20M to $250M in ARR and in 2011 was awarded Symantec's Global #1 Team Award.
Leaving Symantec to join AppDirect, a Series A start-up in San Francisco, Richard built and grew AppDirect from $1M to $100M ARR and the company's valuation growth from $30M to $1.5B from Series A to E in just 4 years alongside an amazing founding team.
Recognizing the power of a truly connected GTM motion (that he has coined The Revenue Flywheel) Richard became deeply immersed in these areas, leveraging his hands-on experience to unlock the potential of high-performing GTM teams. He excels in designing tailored go-to-market playbooks and fostering collaborative work cultures that create the flywheel that leads to long term success.
He frequently speaks at industry conferences, and contributes to business publications and forums, inspiring and educating fellow entrepreneurs and leaders.
Connect with Richard: https://www.linkedin.com/in/richarddufty/richarddufty.me
www.richarddufty.me
The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.
Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/