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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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.

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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

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!

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LevePath Website

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.

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!

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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

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.

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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.

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.

Austins Linkedin Profile

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.

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.

Armens Linkedin Profile

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.

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

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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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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