Power Quote: “It's not how much money you make, it's how much you keep" - Robert Kiyosaki

Personal Story and Lessons: When you are starting a business, keep in mind that it's OK to pivot. Joe shares a story of founders pivoting from B2B SaaS to a platform for consumers around crypto trading analytics. Key takeaways- you always need to project you need more time, more money. It's going to be lot harder than you think to get this going and to onboard customers.   

Closing Takeaway:   Trust your gut. Key to building relationships - put yourself out there, be kind and provide value to the people you meet. Those relationships are the foundation to build your future.

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Power Quote: “The One Thing" daily habit to filter out the noise and focus on what matters most

Personal Story and Lessons: Arnab shares a story around change management while rolling out a major pricing structure for Pure Storage's product portfolio. The challenge was to ensure minimal impact to existing customers and get buy-in from their global channel partners and sales teams. Key lessons learned: Transparency and holding yourself to high standards  

Closing Takeaway:   Understand the risk-reward equations during decision making. Risk-reward equation changes as your company grows and that's when speed and quality of your decisions matter. At the same time, your ability to listen and empathy matter. 

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Power Quote: “Copy is not written. Copy is assembled.” – Eugene Schwartz

Personal Story and Lessons: It's tempting to stop at a single data point instead dig, empathize and get to know the people behind the metrics. That's where the real insight lies! Joel goes behind the scenes of how he helped an online business in UK realize additional $165,000 in revenue with less than 15 minutes of copywriting work. 

Closing Takeaway:  90% of copywriting has nothing to do with writing. It's about researching, listening, doing what it takes to empathize with your customer.

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Power Quote: "Everything Happens for a Reason"

Personal Story and Lessons: Perry shares a story that happened very early in his music industry career and how it turned out to be a humbling experience. That incident left such a strong impression on Perry and he continues to do his own shipping at work , despite being in a senior exec role. Key lesson - " Pay attention to the details making sure the job you want to get done, gets done and in a way you want it to get done" . 

Closing Takeaway:  Authenticity + Consistency. If you are not authentic consistently, you won't win in person life or work situations. Here's how you can create this habit - ask yourself "is this how I would interact/act/say it with my closest family members?" 

After all, sincere intent behind business relationships is the key for marketing and sales success.

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Power Quote:  "When selling, if you want to want to get a response, be worthy of a response"

Personal Story and Lessons:  Deep insight from Sean's experience of selling and building his company - only work with people and individuals that are aligned with your values and vision. Whenever Sean hired people or did business with customers who weren't aligned with his core values of authenticity and integrity, things fell apart down the line and fairly quickly too. 

Closing Takeaway:  Daily journaling is a MUST - gratitude, self-reflection on how you could have acted or said differently to create a better version of yourself during  those moments.

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Power Quote:  "It doesn't matter if SDRs are under marketing or sales. We are all one team working in concert to generate revenue"

Personal Story and Lessons:  During the current COVID-19 pandemic where many businesses have been hit hard, it's important to forgive yourself, be a hands-on operator no matter what your title is and invest in relations. Now more than ever, companies, leaders and its people shouldn't lose faith. 

Closing Takeaway:  Do not say that you are going to do something and then fail to follow through. Meet fear with action.

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Power Quote:  "It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is most adaptable to change." - Charles Darwin

Personal Story and Lessons:  Too much expertise is the enemy of creativity. More knowledge does not always lead to better decisions. Gopi points out that founders of Uber, Google, PayPal, AirBnB were all industry outsiders who challenged traditional thinking in the industry. As a result, they created massive global impact products that generate billions of dollars in revenue. 

Closing Takeaway:  Invest in your product during these slow market conditions so you can delight your customers. Ask early for a purchase decision if you are selling to enterprises.  

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Power Quote:  "Always pitch the bigger picture" - Marc Benioff

Personal Story and Lessons:  Ryan shares a key lesson all marketing leaders need to do for their teams. While it sounds simple, not many leaders make it a priority to put this into practice. Listen to Ryan's story on his team's marketing goals, how they align with corporate objectives and how he prioritizes and says "No" to initiatives that aren't in line with this philosophy. 

Closing Takeaway:  Always have laser focus on your sales and marketing pipeline. You do this effectively by understanding your buyer's journey.

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Power Quote:  "It is what you do in the dark that puts you in the light"

Personal Story and Lessons:  As a fearless product marketing and growth leader, Karim pushes the boundaries by publishing the product roadmap. His team makes all efforts to complete the market feedback cycle - from taking customer feedback to baking it into the product to the next logical step of enabling sales and support teams and finally, telling customers about how their feedback was incorporated. 

Closing Takeaway: Product, Marketing and Sales need to align on target customer profile and segments to drive successful business outcomes

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Power Quote:  "Nobody cares how much you know, until they know how much you care"

Personal Story and Lessons:  Steve shares two stories from his sales operations and marketing roles at Mulesoft and Responsys. If you want to improve your sales and marketing effectiveness, always evaluate if your customers will care about your new messaging. 

Closing Takeaway:  Marketing and Sales need to frame conversations around a customer problem first, only then will the customer see a need for the solution.

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