Episode 36: Trading for Equity: A Case Study in Leveraging Skills for Success or Quantifiable Results

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Trading for Equity: Investing in building skills to the level of expertise can set you apart in your career, leading to promotions and higher wages. 

In this podcast episode, the host interviews Bart Fanelli, the founder and CEO of Skillibrium, a skill-building platform for SaaS sales teams. Bart shares his journey of developing expertise in selling complex SaaS software and how he transitioned from being a successful salesperson to teaching others to sell. He discusses the importance of investing in oneself and building a set of skills to the level of expertise, which can set individuals apart in the technology industry. Bart also highlights the value of collaboration and surrounding oneself with great people.

By creating a unique practice and expertise in value selling, they have been able to build a successful business and write a book. They emphasize that regardless of your role, it is crucial to have measurable metrics and be able to articulate the outcomes and value of your work. This not only helps in building a personal brand but also in demonstrating the impact you have made in your field. 

Bart also mentioned that by focusing on revenue generation and running the revenue engine with discipline and an understanding of customer needs, they were able to achieve accelerated growth and success in their company. This highlights the importance of tracking and discussing the results of your work in driving business success.

Join host Christopher Nelson as he interviews Bart Fanelli, founder and CEO of Skillibrium, on how he turned his expertise in selling SaaS software into a successful business. Tune in now!

In this episode, we talk about:

• Building expertise in a specific skill is crucial for career advancement, promotions, and increased compensation.
• The podcast underscores the significance of investing in oneself and continuously learning for professional development.
• Attaining expertise in a set of skills can differentiate individuals in their careers, leading to promotions, higher wages, and more opportunities.
• Bart fanelli's personal experience in selling complex SaaS software highlights how dedicating time and effort to skill development can lead to promotions and entrepreneurial opportunities.
• Developing expertise helps in creating a strong personal brand, resulting in increased recognition, speaking engagements, consulting opportunities, and the potential to build a business around one's skills.
• Professional development is portrayed as a continuous journey of learning and growth, not a linear path.
• Education extends beyond formal college education and includes learning from experiences within a company, adapting to different company cultures, and shaping oneself based on those experiences.
• Progressing in a career involves accumulating inputs and lessons from different companies, acknowledging their strengths and weaknesses, and incorporating these learnings into one's professional identity.
• The concept of adaptability within a company, adjusting to changes in culture and leadership, is essential for long-term success.
• Recognizing when a company no longer aligns with one's values is crucial, signaling the need to move on and find an organization that better represents personal values.

Episode Timeline:

• 00:00:00 - Introduction and Background
• 00:02:40 - Transition to Interview with Bart fanelli
• 00:03:59 - Value of Building Skills to Expertise
• 00:06:33 - Importance of Learning and Adapting in Different Roles
• 00:10:53 - Transition to Discussing Value Selling at Splunk
• 00:12:57 - Importance of Understanding Company Culture and Values
• 00:15:10 - Success of Value Selling at Splunk
• 00:17:48 - Importance of Alignment and Chameleon-like Adaptability
• 00:19:09 - The Power of Narrating and Advocating for the Company
• 00:20:02 - The Role of Operational Mindset and Coaching in Success
• 00:22:24 - Metrics and Results of Value Selling at Splunk
• 00:23:39 - The Role of Doug May and David Jenkins in Value Selling
• 00:30:43 - Transition to Discussing Value Selling at OutSystems
• 00:31:35 - Importance of Building and Protecting Intellectual Property
• 00:33:36 - Scaling Value Selling at OutSystems
• 00:36:33 - Lessons Learned and ROI of Building an Asset

Connect with Bart Fanelli

https://www.linkedin.com/in/bartfanelli/

https://www.Skillibrium.com