Many sales, marketing, and ops leaders are familiar with the term “funnel”, but flywheel is a bit newer in the business sphere. Yamini Rangan, CEO at HubSpot, answers questions around what a flywheel is, why it matters, why HubSpot has chosen that model, and what the prescriptive process is to reach that model. Listen to the quick “Pit Stop” with Yamini and then head back to the races!

Completing the comprehensive playbook that takes a company from founding all the way to scale, Channing Ferrer in part two of this podcast series covers the next two stages - High Growth and Scale. Listen to the continuation of the conversation with Channing Ferrer, VP of Sales Ops and Strategy at HubSpot, on how to leverage data across the entire customer journey.

Channing Ferrer, VP of Sales Ops and Strategy at HubSpot, shares his comprehensive playbook for building a scalable go-to-market organization in this 2-part series. In part one, Channing lays the foundation and instructs business leaders on where to put their focus during the founding and early stages.

Rob Forman, in this podcast episode, unpacks why getting the right people in the right seat is a skill in which business leaders must invest. Rob encourages listeners to put in the work to get GREAT at hiring GREAT people.And Rob has done just that. He is currently the Co-founder, President, and Chief Strategy Officer of SalesLoft, a company currently valued at $1.1B which just surpassed $100M in ARR. His conversation with Brendan is full of wisdom on why investing in recruiting is transformative for businesses and practical advice on how to approach the hiring process from interview to close. Take 30 minutes to listen and then head back to the races!

Maintaining human elements is something few business leaders and entrepreneurs expect to challenge them as their company scales. But, authenticity, creativity, and grit are core elements to growth that can often be displaced by process, professionalism, and templatization. Sarah Lee, in this episode of Pit Stops to Podium, reveals what many companies lose as they scale and coaches on practical ways to prepare for and combat this issue. As the COO of New Story, Sarah shares the unique perspective of a quickly scaling nonprofit focused on pioneering solutions to end global homelessness. You may recognize New Story as one of the first nonprofits in Y Combinator and the originator of 3D printed communities for vulnerable families. Learn from “Crew Chief” Sarah how to keep the ingenuity and relatability as you scale.

Charlie Paparelli in Episode 16 remarks how “people are the secret to success in all that we do” and coaches the audience on the 3 Milestones of Team Building during the early stages of company growth. Building teams strategically is one of the greatest contributors to growth and something that Charlie has much experience in, with his 40+ years of building and investing in companies. He now gives back to the community by advising entrepreneurs. Following over 25 years in angel investing helping entrepreneurs achieve their dreams, Charlie accesses the knowledge and experience of fellow entrepreneurs by sharing stories through paparelli.com Listen to the wisdom he shares to start strategically building your founding, leadership, and managerial teams.

It takes creativity to craft a culture and cast a vision in a way that impacts all levels of an organization. In episode 15 of Pit Stops to Podium, William Warren, Founder and CEO of The Sketch Effect, offers understandable and actionable insights for scaling companies on culture and vision. Prior to The Sketch Effect, William worked in Marketing at Chick-fil-A, Inc. and has a Masters Degree from SCAD. He is a creator turned entrepreneur. Take 20 minutes to listen to William’s advice on crafting a culture by design, not default.

Every company and executive has experienced challenges to gain any sort of forward momentum at the earliest stages of growth. In episode 14 of Pit Stops to Podium, Sam Ellis coaches on how to get traction and maneuver smoothly as you accelerate your company from zero to one. Sam is a West Point graduate, the technical co-founder of the unicorn company Dutchie, and currently the Managing Partner of WPMC and Partner Scout Ventures. Hear what Sam advises will give you direction and momentum to move from zero to growth. Then back to the races!

In this episode of Pit Stops to Podium, “Crew Chief” Pablo Dominguez, expert in sales operations, shares key advice for when it is time to double your sales team in preparation for scale. Pablo is the Operating Partner for Sales and Customer Success at Insight Partners, one of the top Venture Capital Firms in the country that primarily invests in growth companies as they begin to scale. Prior to Insight, Pablo was the head of Global Sales Operations at ADP and then at AppNexus. These experiences combined lend to an expertise perfect for offering insight to business leaders and companies looking to grow and scale their sales teams. To navigate this inflection point smoothly, Pablo covers some of the core areas: Roles + Responsibilities; Hiring + Onboarding; Motivation + Incentives. Listen in and then back to the races!