In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the challenging journey to achieving product market fit with Jeremy Burton, CEO of Observe. The conversation touches on the iterative nature of developing successful product features, the importance of humility and field feedback, and the dynamic process of identifying the ideal customer profile. Burton shares insights on adapting sales strategies for larger enterprises, the evolving demands of educated customers, and creating a culture where honest feedback is valued. A must-listen for sales leaders at startups navigating their own path to market fit.

KEY TAKEAWAYS

[00:00:49] Defining a Great First Line Leader
[00:01:42] Common Mistakes of Second Line Leaders
[00:02:28] Transitioning from Tactical to Strategic Thinking
[00:04:14] Balancing Field Connection with Leadership Responsibilities
[00:06:24] Segregation of Duties Between First and Second Line Managers

HIGHLIGHT QUOTES

[00:00:49] "You're obviously driving results through leaders, right? And there's something different about that."
[00:01:42] "The mistake that I see a lot of second line make is... you rip the steering wheel out of their hands."
[00:02:28] "The further you move up the range, the lonelier it gets at the top."
[00:05:12] "It's their ultimate responsibility that every person on that team has an equal chance of success."
[00:06:24] "You have to actually outline segregation of duties between first line manager and second line manager."

Listen to the full episode with Jeremy Burton through this link:
https://revenue-builders.simplecast.com/episodes/the-startup-ceo-with-jeremy-burton

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/

Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging

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