The Goats of Growth

My guest today is the Brendon Bornancin, the CEO and inventor of Seamless AI, which delivers the worlds best sales leads using AI. He is also a motivtional speaker and the author of 4 best selling books, including "Whatever It Takes". In todays episode we cover: - How being put on a performance plan was the catalyst to everything - The orgins of Seamless A.I. and the moment he broke down and cried as he was trying to get it built - Why email lists are so effective - The data needed to scale revenue - Maximizing customer retention and why that's so important - The strategic decision behind pricing so he could get as many people paying for it as possible All that and more on this epsidode, which is a story about grit, resliency, and growth. 

My guest today is Steven Messer, who is a serial entrepreneur and the Co-Founder of Collective[i], which provides the most comprehensive solution on the market for companies seeking to optimize revenue using AI, connections, and collaboration. Prior to Collective [i], he co-founded Linkshare, an affiliate marketing service provider, which eventually sold to Rakuten for a $425 million. In todays episode we cover: -How Collective[i] is like Waze for sales -Why companies that just use their own data are missing a big piece of the puzzle -How AI and data can be used to exponentially increase the odds of winning a deal -The power of reference, referrals, and warm introductions -The difference between digital sellers and traditional sellers and why 74% of buyers don't want to deal with sellers at all If you want to know what the future of b2b/enterprise sales looks like, you've got to listen to this entire interview.  

My guest today is Ken Ferguson, the CRO of Virtualitics, which offers innovative next generation enterprise AI, machine learning, and 3D data visualization solutions. Ken has a proven track record of success as a revenue leader and enjoys building teams and solving complex problems. In todays episode we discuss how differentiantion can and should be used as a go-to-market strategy, along with other topics such as: Surrounding yourself with others that are better than you  Understanding the problem you're trying to solve as a company and your unique capabilitities  The importance of building resilence and a strong belief system in your product and the process Why creating your own catorgory matters How being different can create the ability to connect with customers  Why curiosity wins every time All that and more in this episode. 

My guest today is Dustin Gransberry, Vice President of Sales for Pico Mes, which is a factory operations platform built for small and medium size factories. In todays episode we discuss, - Onboarding and developing yourself and your team - Assesing the right candidates. - Micro habits that elevate your skillset in sales - The link between personal growth and sales success - Always remaning curious and finding new ways to do things. Another packed episode full of key points to elevate your game and sharpen your skillset.

My guest today is Denice Sakakeeny, a Corporate Finance Consultant and outsourced CFO that helps executives and investors remove impediments to organizational growth. In todays episode we talk about, Signals of organizational distress indicating layoffs might be coming Highest and best use of company assets Operational excellence as a strategic advantage Economics of a organization Strategic alignment and company direction Micro economic decision making by the leadership teams From finance, to layouts and return on interests, this episode shows a different side of the business and is full of knowledge and value.

My guest, Steven Hoffmen, also known as Captain Hoff, is the CEO and chairman of Founders Space, a global innovation hub for entrepreneurs, corporations and investors with over 50 partners in 22 countries. Captain Hoff is also a venture investor, founder of three venture backed and a bootstrap startups as well as the author of several award winning books.   In todays episode you will here how Capt. Hoff and his team brought the the world's first-massively multi-user gaming platform to market despite many setbacks, including almost running out of money.  The power of asking the right questions Foundational steps in a startup Tactically refining your pitch as you get rejected by investor after investor Learning to pivot business  Importance of leveraging multiple opportunities If you like stories full of setbacks that lead to an ultiimate triumph, you're going to love this episode. 

My guest, Dale Brown, is the Chief Revenue Officer at PachyDerm. Pachyderm is the leader in data versioning and pipelines for MLOps and they provide the data foundation that allows science teams to automate and scale their machine learning lifecycle. Dale's vast career has consistently put him at the intersection of sales execution, revenue, product development, and go-to-market results. In todays episode we discuss, Coaching and selling with confidence. Preparation for positive performance. Developing trust within your teams. How to shorten a sales process. The timing in adopting and engaging in new ways. Identifying friction points in a sales process. Outlining deliverables and validating outcomes.   Sales, hiring, coaching, data driven performance, outlining outcomes - This episode is full of key insights and value. Let us know your key takeaway from this episode.

Don Hammond, COO at Lightning Fit, the undisputed industry leader in EMS fitness technology, has scaled start-ups from 0 to 8 figures, and from 8 to 9 figures. In this episode we unpack some of the keys to his success. Including: The 3 legs of the stool needed for a start-up to scale. How to build a scalable and repeatable process. The importance of teaching the basics. How VPs can grow into CROs. Hiring good people and setting expectations. Building a winning formula. This episode is PACKED with so much information and can definitely add value to your toolbox whether you’re new to the game or already operating at the executive level.

I'm celebrating episode 100 with David Barron, Global Director of Sales, leading teams in North America for HubSpot, the unquestionable pioneers of inbound marketing software and a leading marketing automation. Since it's early days, HubSpot has evolved into much more, including the products that David’s team sells, which are HubSpot CMS, Service Hub and Operations Hub.   In todays episode we discuss Creating a compensation and incentive based structure. Setting clear expectations for the sales teams. Implementing a hiring philosophy. What to look for when scaling and building a team. The importance of a diverse high performing team. Restructuring onboarding to maximize training. All of that and more! If you’re looking to scale and build a diverse, high performing team, this episode is a must listen.

The discussion dives into valuable lessons from a renowned sales leader's insights on talent recruitment and coaching. It emphasizes the essential qualities of effective sales leadership, including patience and curiosity. Key traits like empathy and effective communication are linked to success, drawing parallels to sports coaching. Active listening and organization are hailed as critical for strong leadership. A fun idea emerges to form a book club to deepen understanding of these timeless sales principles.