In this engaging discussion, Martin Roth, the former CRO of LevelSet known for leading a $500M exit, shares his extensive experience in scaling SMB sales teams. He explores the unique challenges of demand generation strategies for SMBs versus enterprises. Martin emphasizes the importance of in-office collaboration, micro-coaching, and structured processes to foster sales talent. He also highlights effective sales forecasting techniques and the vital role of a robust go-to-market infrastructure to drive consistent growth.
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volunteer_activism ADVICE
Document Success
Write down what sales success looks like and give it to your new hires.
This creates a clear blueprint and allows for better coaching and accountability.
insights INSIGHT
Evaluate Leaders on Middle Performers
Judge revenue leaders by their middle performers, not their top performers.
Top performers often succeed regardless of the system, while middle performers reveal system effectiveness.
insights INSIGHT
Higher Productivity Per Rep
Modern sales teams can achieve higher productivity per rep with the right systems.
Tools and strategies available today enable smaller, more efficient teams.
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In 'Drive: The Story of My Life,' Larry Bird shares his personal and professional journey, including his decision to transfer from Indiana University to Indiana State, the heartbreak of his father's suicide and his own failed marriage, and the discipline that turned him into a national superstar. The book covers his time with the Boston Celtics, the Celtic-Laker rivalry, and his interactions with other NBA legends like Magic Johnson, Dominique Wilkins, and Michael Jordan.
Good Inside
A Guide to Becoming the Parent You Want to Be
Becky Kennedy
In 'Good Inside,' Dr. Becky Kennedy shares her parenting philosophy, which focuses on building strong relationships with children rather than merely shaping their behavior. The book critiques traditional parenting methods like reward charts and time-outs, which fail to address children's complex emotional needs. Dr. Kennedy provides actionable strategies and troubleshooting for various parenting challenges, such as sibling rivalry, separation anxiety, and tantrums. Her approach helps parents move from uncertainty and self-blame to confidence and sturdy leadership, emphasizing the importance of compassion and understanding in parenting.
The Power of Moments
Chip Heath
Dan Heath
In this book, Chip and Dan Heath explore why certain brief experiences can have a profound impact on our lives. They argue that our most memorable positive moments are dominated by four elements: elevation, insight, pride, and connection. The authors provide practical advice and numerous examples on how to engineer these moments, whether in professional settings, educational environments, or personal life. The book delves into the psychology behind why we remember certain experiences and how we can intentionally create more meaningful moments rather than leaving them to chance.
In this episode, Kyle welcomes Martin Roth, the Chief Revenue Officer behind LevelSet's remarkable $500M exit, to explore a systematic approach to GTM infrastructure and talent development. In this episode, Martin shares his journey in scaling SMB transactional sales teams, offering deep insights into effective sales leadership and team management. The conversation navigates the unique challenges of SMB sales, providing a fresh perspective compared to enterprise models.
Martin underscores the significance of diverse demand generation strategies and the cultivation of sales talent through in-office collaboration and "micro-coaching." He also shares practical advice on maintaining a consistent tech stack and achieving precise forecasting
The Revenue Leadership Podcast with Kyle Norton 
