The Goats of Growth

Today, I invited Matt Davis, VP of Sales at Feedback Loop, to talk about the evolution of his company and his transition into a management role. Matt half-jokes that there should be a seller-to-manager detox period since great salespeople are driven by the control, money, flexibility, and freedom offered by the job, but as a manager, it is no longer about you but the members of your team. Once in the leadership role, Matt learned that an important step in becoming a good leader is gaining the trust of your team by being vulnerable and sharing your failures. Using experiences of his own, Matt walks me through what that looks like, where to find growth in mistakes and how he applied these lessons to his managing style. We also talk about his company trailblazing into what is now called agile research, and it’s response to COVID, taking the time to be introspective and prepare for the upcoming years. By the end of the interview, Matt reveals his best management methods, what he looks for when hiring, and even shares his favorite mobile app to help keep him organized. Interest in working for Feedback Loop or chatting with Matt Davis?Check out the career page of feedbackloop.com for information on their available positions, and connect with Matt Davis by email, matt.davis@feebackloop.com, or LinkedIn, http://www.linkedin.com/in/mattdavis0503/. Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

For this episode, I invited my friend Anthony Buono, Strategic Partnerships Executive at ADP. Stepping away from his familiar role as a sales leader and into his current position at ADP was a welcomed challenge for Anthony who has an eye for opportunity and growth. From a young age, Anthony has fought through many major health battles, but the challenges he faced -- and continues to face -- help him build an unbeatable mindset and an inspiring work ethic. During the episode, Anthony and I discuss the different methods of overcoming adversity inside and outside the workplace, the importance of a well organized agenda, and what motivates his ability to capitalize on every day. Looking to link with Anthony Buono? Find him on LinkedIn, at https://www.linkedin.com/in/anthony-buono-sales-executive/. Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

For this episode, I invited Mike DiNucci back for another must-hear interview. Before he became Chief Revenue Officer at Netradyne, Mike dealt with his fair share of adversity, so in the spirit of Halloween, I challenged Mike to share several of his own sales horror stories. Along with being an impressive salesperson, Mike is a wonderful storyteller with jaw dropping experiences and powerful messages. With Mike, every loss has a lesson, so each story offers the opportunity for reflection and growth. Whether it was handling complicated businesspeople, conflicts with coworkers, or a shocking sales failure, Mike faced these trials head on, and came out on top with a new perspective, and of course, a wonderful story to share. If you haven’t yet listened to our first interview, you can hear more from Mike in Episode 43, where we discuss his unstoppable drive, effective leadership tools, and much more. Don’t forget to check out our first interview! If you want to reach out to Mike DiNucci himself, you can find him on LinkedIn at https://www.linkedin.com/in/mikedinucci/ or on Facebook or Instagram. Over Quota is also sponsored by the j. David Group, which is a retained search firm for lean-start-ups. 

For my guest today, the key quality in a successful sales person is resilience. Bradley Paster, Vice President of North American Sales at Riskmethods, challenges the idea of a squeaky-clean resume and instead looks for adversity, proof that you’ve faced hardship and moved forward from it. Bradley shares his own experiences and the growth that followed, comparing it to a scar on a tree: the scar is always the same size, but the tree continues to grow, only to make the scar appear smaller. Along with adversity, Bradley talks with me about the importance of certain leadership qualities, methods to offer and receive feedback, and the value of surrounding yourself with good people. Through each topic we cover, Bradley is ready with a story to share or advice to give that would help make any workplace a more fulfilling one. Wanting to get in contact with Bradley Paster? Find him on LinkedIn, at https://www.linkedin.com/in/bradleypaster/, or email him at bradley.paster@riskmethods.net. Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

For this episode, I invited Gregg Carman, Chief Revenue Officer at Humanyze. When he first joined this group of MIT scientists, Gregg was tasked with building a customer-facing team from the ground up. He shares with me his method of leadership, emphasizing the importance of balance and sincerity in the workplace, how to find the right team members to hire, and how to coach them with an equal pairing of criticism and opportunity. To help build and manage his team, Gregg uses the metaphor that everyone is playing a part in a movie -- even with individual roles, everyone is reading from the same script. With this style of teamwork and a leader who is present in the coaching box, there is little that can go wrong. If you’re wanting to reach out to Gregg Carman, or join his team as VP of Sales or VP of Product, you can reach him at gregg@humanyze.com or jobs@humanyze.com. Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

My guest for this episode is Mike DiNucci, Chief Revenue Officer at Netradyne. Mike is a big believer in planning your career and taking ownership of it -- don’t wait for that tap on the shoulder, take the active role instead. Through various anecdotes, Mike reveals how this motivated mindset and his unstoppable drive help him reach his career goals. The key is to not only plan ahead but to make sure your intentions are known by your superiors. After elaborating on this method of "planning your promotion", Mike explains how he measures candidates by their energy, intellect, and the extent of their curiosity and empathy. Together, we explore each of these traits in depth, finding examples in Mike’s own experiences and further attributing these qualities to successful salespeople. Mike and I reluctantly wrap up this episode, having so much more to discuss, so keep an eye out for a part two with Mike DiNucci. Want to reach out to Mike? Find him on LinkedIn at https://www.linkedin.com/in/mikedinucci/ or on Facebook or Instagram. Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

This episode, I invited Stephanie Cox, Vice President of Marketing and Sales at Lumavate. With vast experience in leading, launching, and expanding companies, she actively alleviates the tension between marketing and sales teams, specifically with her modernized stance on leads. If it were her choice, marketing teams would disown the concept of leads altogether and instead prioritize people who are ready to buy. By monitoring the market, watching for company surges, and by researching and interacting with clients, marketing teams can effectively tunnel a narrowed list of engaged prospects to sales representatives. Stephanie encourages marketing teams to relentlessly seek opportunities, be part of the conversation, and know what channels make sense. Similarly, she challenges sales teams to involve marketing throughout the sales process, offer feedback, and take full advantage of what marketing has to offer. Want to get in contact with Stephanie Cox? Find her on LinkedIn at https://www.linkedin.com/in/stephaniecox/ or on Twitter @Stephaniecox04. Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

My guest this episode is Chip Scully, Chief Revenue Officer at Vault. When evaluating his career options, Chip decided the best direction was with a company foundationally innovative. This led him to Vault where he strives to make an impact, as a company and for the company. During my interview, he shares the importance of that decision and what his current role as CRO looks like, including his leadership style and professional growth. Chip offers personal anecdotes to speak for his experience, giving a wonderful insight into the skills and tools he uses when leading and developing a strong team. Looking for a way to get in touch with Chip Scully? Find him on LinkedIn Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

This episode, I welcome my good friend Carl Oliveri, Chief Revenue Officer at Robin. Carl’s professional journey is a remarkable one, having worked for UPS as a sales representative in the wake of 9/11, and currently, as a leader within his company through COVID-19. Breaking down his position as CRO, he shares with me the satisfaction of managing other managers, the common obstacles of management, and the skills of effective leadership. A method of building his own managing style involves adopting the admirable qualities in other managers and refining within himself the parts he sees working less effectively. But in the end, he relies on a few basic qualities: to lead with empathy and a limitless willingness to listen and learn. Over Quota is sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

For this episode, I talked with Gabe Perez about his journey with Coupa Software. As the company’s Vice President of Enterprise Sales for the West Region, Gabe walks me through his many years with Coupa, the numerous positions he's held, and what he learned about leading sales outside of the U.S. He defines the key quality in successful salespeople and offers advice on how to be a supportive and effective sales leader. I even got the chance to hear about what motivates him daily, the challenges of COVID-19, and his tools to staying productive. Want to hear more from Gabe Perez? Email him at gabe@coupa.com or find him on LinkedIn at Linkedin.com/gabeperez. Over Quota is sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you