The Goats of Growth

I've changed the format of this podcast. This short episode will explain why and what you can expect going forward. Please let me know what you think. Also, if you enjoy this podcast please subscribe, rate, and review. I'd appreciate the support. 

In this episode, Andi Wilson, SVP of Sales at ShareThis, discusses her experience about how she successfully navigated through a major company pivot that involved changing their business model and go-to-market strategy. She highlights the significance of embracing change as an opportunity rather than a setback while emphasizing the importance of maintaining a curious mindset and actively seeking solutions to overcome challenges. Andi's LinkedIn Profile Episode Time Stamp Short Podcasts and Attention Span [00:00:00] Discussion on the idea of short podcasts and the influence of platforms like YouTube Shorts and Instagram Reels on content consumption. Benefits of Short Podcasts [00:00:53] Exploring the advantages of keeping podcasts short, including increased guest participation and audience engagement. Navigating a Career Pivot [00:07:57] Andy Wilson shares her experience transitioning from media to data in 2016 and discusses the challenges and opportunities that came with it. The shift in the business [00:10:23] Discusses the challenges faced by the company in maintaining stability while creating growth opportunities. Staying calm during change [00:11:39] Explores how Andy Wilson was able to stay calm during the storm of change and navigate through challenges. Investing in education [00:14:53] Highlights the importance of investing in education and continuous learning for personal and professional growth.

In this episode, I'm thrilled to introduce Collin Mitchell, the VP of Sales at Leadium. Colin has a remarkable background in founding and scaling startups, and today, he's here to reveal why he chose to join Leadium. We jump right into the core of our conversation – asking Colin for his top recommendations to help companies surpass the million-dollar mark. His answer is crystal clear: sales is key. He suggests prioritizing strategic hires and smart delegation to propel growth as well as stressing the significance of processes, giving your team the tools they need to succeed. So tune in for some game-changing wisdom from Colin Mitchell.  Collin Mitchell's Linkedin Profile   The Journey to Lithium [00:00:00] Colin Mitchell discusses his journey from his previous company to Lithium and how Lithium helped him scale his startups. Key Areas of Focus for Growth [00:02:14] Colin Mitchell shares three key areas of focus for companies stuck around the million-dollar mark to grow beyond that. Building a Foundation for Growth [00:08:11] Colin Mitchell explains the importance of building a strong foundation for the business and scaling it to reach the 1 to 2 million and 2 to 5 million revenue milestones. The journey to revenue leadership [00:12:40] Discussion on the challenges of scaling from 1 to 5 million in revenue and building a foundation for growth. The role of AI in organizations and personal life [00:15:24] Exploration of how AI can transform businesses and personal lives, with examples of professional and personal use cases. How to reach out to Colin Mitchell [00:20:47] Instructions on how to connect with Colin Mitchell, including leaving a review, sharing the podcast, and checking out the Sales Transformation podcast.

Joining me in this episode is an incredible guest, Sally Cummins, the Vice President of Sales at Montrose Environmental Group. We dive deep into Sally's experiences in selecting technology for her sales team. She brings invaluable insights into marketing strategies, lead generation tools, and cutting-edge training methods that can skyrocket your sales performance. And that's not all, Sally emphasizes the significance of understanding buyer intent, a key element that can make or break your sales efforts. We explore the art of conducting successful product demos and the secrets to closing those elusive deals.  The episode wraps up with a fascinating discussion on Montrose Environmental Group's relentless focus on enhancing the customer experience. Sally shares her personal goals, including her journey of continuous learning as a busy VP of Sales. This episode is a goldmine of practical advice and inspiration for anyone looking to boost their sales game. Sally Cummins Linkedin Profile

In this podcast episode, I interview Sean Burke, the COO of Prometric, a global provider of secure test development and delivery solutions. Sean discusses the initiatives he is working on to impact the business positively, his approach to purchasing new technology, and how to increase a sales rep's likelihood of booking a meeting with him.  You can access the full transcript here.  Time Stamps Initiatives Impacting Business [00:01:00] Sean Burke discusses the initiatives that he is working on to positively impact Prometric's business. Attracting New Clients with Technology [00:01:00] J Webb asks Sean Burke about how technology is enabling Prometric's sales team to attract new clients. Buying Process [00:01:00] J Webb asks Sean Burke to walk him through Prometric's buying process and where potential clients begin their journey. Efficient Sales Play [00:09:30] Sean Burke talks about how technology is enabling the sales team to run an efficient sales play, helping clients walk through the decision-making process as efficiently as possible. Sales Campaign [00:10:32] Burke discusses how technology is used to run an effective sales campaign, either winning or getting a fast note. Revenue Prediction [00:12:36] Burke talks about the gap in technology today, specifically in the area of being able to call the shot for an entire year in advance of that year happening, and how he manually puts together formulas and spreadsheets to feed their revenue output. Auditing Sales Technology [00:17:29] Sean Burke explains how Prometric audits their sales technology every year to assess their spend, usage, and impact on the business. He also shares a tip for sales technology companies to not assume that their customers know where their product is today. Making Decisions on Sales Technology [00:20:58] J Webb asks Sean Burke about his role in making decisions on sales technology. Burke emphasizes the importance of technology delivering business value and having high usage across the team. He also shares his approach to working with vendors and building personal relationships with executives. Executive Level Alignment [00:24:59] In the evaluation stage of considering new vendors, Sean Burke highlights the importance of having executive level alignment with the vendor's team. He explains that having a personal relationship with an executive can help him understand how other amazing executives are deploying their technology and running their teams for the betterment of the outcome of the business. Escalation and Sales Opportunity [00:26:18] Sean Burke talks about how escalation is not always about complaints, but rather about knowledge sharing and best practices. He also discusses the sales opportunity that vendors miss out on by not providing dashboarding and insights to their clients. Optimizing Investment and Facilitating Meetings [00:28:40] Burke explains that he gets involved in meetings with vendors after the decision to go with them has been made. He also talks about the importance of understanding the nuances of the technology and how it is being used in the vendor's business. Challenges of Sales and Getting Attention [00:31:17] Burke discusses the challenges of getting attention as a salesperson and how most of the messages he receives go straight to his junk mail. He suggests that salespeople should gather data and insights from the buying team and deliver a powerful impact statement to get his attention. Initiating contact [00:35:13] Sean Burke discusses the challenges of initiating contact with executives and how to involve decision-makers in the buying process. Crafting a compelling story [00:37:27] J Webb and Sean Burke discuss the importance of crafting a compelling story for potential clients and how to involve the CEO or highest-ranking official in the buying process. Standing out in outreach [00:39:47] Sean Burke shares his thoughts on how to stand out in outreach and the importance of understanding a company's unique commercial challenges. Sales Methodology [00:47:39] Prometric does not subscribe to a specific sales methodology, but instead focuses on learning from win-loss analysis and talking to buyers to understand their decision-making process. Learning from Lost Deals [00:48:46] Prometric conducts win-loss analysis on all sales and uses feedback from lost deals to inform their sales process and improve their approach. Past Buyers Helping Future Buyers [00:50:35] Prometric gets past buyers to work with future buyers to help them avoid pitfalls in the sales process and improve their experience. Procurement Process [00:51:11] Sean Burke explains the procurement process at Prometric, involving financial and procurement teams, sales leadership, revenue ops team, and users of the product. Finding New Technology [00:54:35] Burke shares his approach to finding new technology, including reading, going to G2 Crowd, and googling to solve problems. Importance of Calendar [00:55:21] Burke emphasizes the importance of his calendar and how it is the most important tool in his tech stack, as it is where he makes investments in the business. He also highlights the importance of reps being on their sales leader's calendar.

In this episode of "Customer Conversations, you'll hear Pattie Grimm, former Senior Director of Sales Enablement Center of Excellence at VMware. You'll hear how Pattie solved a business challenge at VMware through technology, her process for evaluating and selecting sales enablement tools, and the importance of co-creating solutions with customers. Pattie emphasizes the need for salespeople to understand the customer's needs and make them the hero of the story. The conversation highlights the importance of understanding the customer's needs and co-creating solutions with them, as well as the need for salespeople to have a personal touch. Time stamps below along with the full transcript here. Business Challenge and Technology Solution [00:02:32] Patty shares how she solved a business challenge of reinventing sales methodology and process at VMware through technology. Eliminating Non-Working Tools [00:04:19] Patty talks about how they eliminated a ton of non-working tools used by the sales team at VMware. Mapping Customer Buying Cycle [00:06:50] Patty explains how they mapped their sales process to the customer's buying cycle and used technology to make it easy for sellers to find what they needed. Starting with the Business Problem [00:08:34] Patty explains how she starts with the business problem she is trying to solve by going out to the field and asking the salespeople and sales teams what challenges they have and what they need. Referrals and Research [00:09:34] Patty talks about how she goes a lot on referrals and people she knows and trusts when evaluating different tools and technologies. She also mentions doing her own research by going to their website and looking up their customers and value proposition. Breaking Through to Buyers [00:14:53] Patty shares what really works and resonates with her when a sales rep breaks through to her, including bringing new customer intelligence or insights, building a relationship first, and asking insightful questions. Co-creating a Sales Methodology [00:15:43] Patty discusses the process of co-creating a new sales methodology with her team and stakeholders, including socializing and vetting it with RVPS, key leaders, and sales operations. Blending Sales Frameworks [00:20:02] Patty talks about blending her sales leadership framework with the company's model, incorporating their thinking into the existing model, and socializing it with key stakeholders. Championing the Project [00:23:30] Patty was the champion of the project, with an executive sponsor and buy-in from the executive leadership team. Barbara was her wise advisor, providing feedback and coaching her gently. Coaching and Sales Methodology [00:24:23] Patty discusses the importance of coaching and sales methodology in enabling sales teams to be more effective. Selling in a SaaS World [00:25:14] Patty talks about the challenges of selling in a SaaS world and the importance of ensuring customers consume what they buy. Making Customers the Hero [00:28:13] Patty explains why she wants her sales teams to be the heroes of the story and how it benefits her in the long run. The Decision Making Process [00:33:33] Patty discusses the decision-making process for choosing technology partners and shares an example of a successful program at Microsoft. Co-Creating Solutions with Customers [00:35:45] Patty talks about the benefits of co-creating solutions with customers and how it builds buy-in and ownership. Challenges with IP and Subscription Models [00:38:37] Patty explains the challenges with intellectual property and subscription models when evaluating vendors and how it was a deciding factor in choosing Barbara's solution. Business Challenges vs Pain Points [00:42:26] Patty and J discuss the importance of focusing on business challenges instead of pain points during the sales process. Importance of Articulating Future State [00:43:26] J and Patty talk about the significance of sales reps being able to articulate the future state of a product or service during the sales process. Full Life Cycle Customer Engagement [00:47:51] Patty shares her experience of managing the full life cycle of customer engagement, from awareness to consideration to post-sale, and the importance of a smooth handoff between teams. Three Sales Principles [00:51:20] Patty shares three sales principles that she has built into every program she has ever run or every methodology she has ever put in place or system or tools. Co-create with the Customer [00:52:08] Patty talks about the importance of making the customer the hero of the story and solving their business problem, not yours. Rapid Fire Five [00:54:35] J Webb asks Patty five quick questions, including what motivates her, her most preferred way to learn new information, and her favorite thing to do when she isn't working. Goodbye [00:58:11] J Webb thanks the audience for listening and asks Patty how people can get in touch with her. Contact information [00:58:21] Patty shares her contact information and invites people to reach out to her through LinkedIn or email. Closing remarks [00:58:53] J Webb and Patty say their final goodbyes and the podcast episode ends.

In this episode, you'll hear Jeff Jaworski talk about his buying process when he was with Google and what mattered to him most when someone targeted him as a prospect and wanted to earn his business. Here is the full transcript, followed by the time stamps of key moments from our conversation.  Role of Enablement Director [00:02:44] Jeff Jaworski explains his role as an enablement director at Google, including his team's focus on equipping large customer sales teams and internal go-to-market strategy with the knowledge and capabilities they need to be successful. Teams Enabled by Enablement Director [00:05:19] Jaworski discusses the primary teams he focuses on enabling, including large customer sales teams and internal go-to-market strategy, as well as his global coaching program. Tools for Coaching and Practicing Sales Skills [00:06:20] Jaworski explains the different tools and techniques used for coaching and practicing sales skills within the organization, including peer-to-peer practice, simulations, and live coaching. Building a Culture of Coaching [00:07:23] Jeff discusses the importance of coaching and how Google has built a culture of coaching and practice inside the organization. He also talks about the challenges of managers not being properly trained to be coaches. Challenges with Technology in Coaching [00:08:57] Jeff talks about the challenges of using technology to enable live coaching and how Google is trying to identify ways to be more in the flow. He also discusses the process of choosing a coach and the need for stronger technology to make the process more seamless. Matching Coaches and Coachees [00:12:23] Jeff talks about how Google matches coaches and coachees using internal tools and profiles. He also discusses the benefits of coaches coaching others and how it helps them become more effective as coaches. Baseline Training and Certification [00:14:14] Jeff discusses the importance of baseline training and certification for sales enablement and how it helps customers feel more confident in their engagements. Challenges in Buying Process [00:15:10] Jeff talks about the challenges in the buying process, including the need for a mutual understanding of goals and how technology can address them. Importance of Discovery in Sales [00:17:09] Jeff emphasizes the importance of discovery in sales and how it can lead to a more meaningful output in terms of effectively solving customer challenges. Importance of Preparation [00:21:20] Jeff emphasizes the importance of doing research before a conversation and how it can make a difference in building connections. Follow-up Matters [00:22:01] Jeff stresses the significance of meaningful follow-up after a meeting and how it can impact the decision-making process. Asking the Right Questions [00:26:08] Jeff talks about the importance of asking the right questions during a sales conversation and how it can help in understanding the customer's needs and expectations. Practicing and Reinforcement [00:30:45] Importance of practicing and reinforcing sales skills to improve customer interactions and increase productivity. Stakeholder Management [00:32:11] How to manage multiple decision-makers in a committee deal and involve the right stakeholders to move the deal forward. Effective Follow-up [00:33:23] The importance of high-quality follow-up and how it impacts the decision-making process of customers. Advocating for the Sale [00:35:03] Jeff and J discuss how Jeff's role as an advocate can help coach sales teams and move the sales process forward. Competitor Analysis [00:37:07] Jeff and J talk about how sales teams should prepare for competitors and how to differentiate themselves in the market. Moving Forward in the Sales Process [00:39:05] Jeff explains how sales teams should approach the sales process when a competitor is already in the picture and how to avoid losing a deal prematurely. Importance of Discovery Call [00:41:49] Discussion on how a discovery call can accelerate the sales process and shorten the sales cycle. Factors in Making a Final Determination [00:43:58] Exploration of the factors that can help make a final decision when choosing between two vendors. Asking About Decision Criteria [00:46:18] The importance of asking about decision criteria and when it should be asked during the customer conversation. Value of Real Talk Conversations [00:48:31] Jeff discusses the value of having real talk conversations to prepare for sales moments and improve sales skills. Subscription Value [00:49:20] Jeff talks about how people place value on their time and the perceived return on investment when subscribing to a podcast. Successful Outcome and Target Audience [00:53:30] Jeff suggests considering the successful outcome for the audience and the purpose of the podcast when deciding on the target audience for messaging. What motivates you? [00:55:53] Jeff Jaworski talks about what motivates him, which is being helpful to others. Preferred way to learn new information? [00:56:25] Jeff Jaworski shares that he likes to learn through audio while walking his dog and is big on coaching. How can folks reach out to you? [00:58:11] Jeff Jaworski shares that the easiest way to reach out to him is through LinkedIn, where his name is Jeff Jaworski.

This episode, with Jeff Oh, VP of Sales at DMI, is part of a series of interviews I called "Customer Conversations", where I explore the buying process of revenue leaders. Jeff explains the meticulous decision-making process they employ when selecting software vendors to integrate into their tech stack. He also emphasizes the significance of knowing the long-term strategy of your prospects when trying to win their business. Time stamp below: DMI's Value Proposition [00:00:18] Jeff explains DMI's two-sided value proposition of digital and project excellence, and the company's global team of consultants. DMI's Tech Stack [00:02:01] Jeff discusses DMI's tech stack, including Salesforce, SalesLoft, HubSpot, Bombora, and Guru, and the recent rip and replace of their old Microsoft Dynamics system. Choosing Vendors [00:07:40] Jeff talks about DMI's decision criteria for choosing vendors, including relationships, vendor reviews, and pricing, and the importance of not letting architecture decide strategy. Long-term strategy [00:10:18] Jeff O discusses the importance of building a long-term strategy for a company's growth and aligning solutions with that path. Sales approach for startups [00:16:58] Jeff O shares two successful methods for startups to approach sales: having a razor-sharp spin and challenger approach, or finding gaps in existing products and building into them. Product leaching [00:17:59] Jeff O explains how startups can find success by offering a module or solution that can sit next to a big solution and demonstrate its effectiveness. Product Leaching [00:19:05] Jeff O explains the concept of product leaching, a strategy to gain credibility within a product set by building a product that performs well against existing KPIs. Buying Process [00:21:14] Jeff O discusses the buying process for sales tools, including the use of email blasting and name aggregation, and how he reached out to his network to work things out. Effective Email Strategies [00:23:49] Jeff O shares his insights on how to stand out in the inbox, including the importance of subject lines, personalization, and humor in emails. First Call [00:27:38] Jeff O talks about the importance of making a call to engage with potential clients and how it helps him assess their subject matter expertise. Making the Case [00:30:01] Jeff O explains the process of making a case to the committee of economic buyers and how they align it with their strategic vision. Decision Criteria [00:34:47] Jeff O advises account executives to wait until they are one of the finalists before asking about the decision criteria and not to be too assumptive. Navigating the Decision Process [00:35:47] Jeff O discusses the importance of understanding the decision process and criteria, and how to navigate it effectively. Subject Line Optimization [00:38:22] Jeff O recommends using subject line optimization tools to improve open rates and avoid spam filters. Learning about New Technology [00:42:00] Jeff O shares that he learns about new technology through podcasts and YouTube, and finds them to be valuable resources. Email response rates and intent [00:43:33] The speakers discuss how email response rates drop with spam and how intent matters when reaching out to potential buyers. Personalization and measuring intent [00:44:26] The speakers talk about how they use personalization and long-term education campaigns to measure intent and engagement. Wolverine and reaching out to Jeff O [00:46:16] Jeff O talks about how the wolverine is the perfect animal to represent new business buyers and gives out his phone number for people to reach out to him.

In this episode of The GOATS of Growth, I sit down with Mark Nussbaum, the Chief Administrative Officer of Dexian, to discuss building his experiences helping to build a billion dollar business. Mark shares his profound belief that true success stems from harnessing something unique within ourselves that the world has yet to uncover. But how do we make that inner spark ignite and materialize into reality? Mark sheds light on the dedication, hard work, and unwavering determination required to transform our dreams into tangible achievements. Ultimately, this episode of The GOATS of Growth serves as a powerful reminder that the path to success demands continuous growth, relentless self-awareness, and an unwavering thirst for knowledge. Tune in and be inspired to challenge your limits and embrace the infinite possibilities that await you when you confront your fears. Mark Nussbaums Linkedin Profile   Introduction and Jay-Z Appreciation [00:00:00 - 00:05:29] The host introduces the podcast and talks about his premium version called "Customer Conversations". The speakers discuss their mutual appreciation for Jay-Z and live performances. Mark Nussbaum's Background and Growth of Signature Consultants [00:07:33 - 00:09:47] Mark Nussbaum, the Chief Administrative Officer of Daxia, talks about his background and how he grew Signature Consultants from 0 to $13 billion. He emphasizes that it was a group effort and talks about the challenges and setbacks they faced during the growth process. Destiny and Vision [00:10:51] Mark Nussbaum talks about his belief in destiny and how he always knew he wanted to be a successful businessman. Defining Greatness [00:13:21] Nussbaum defines greatness as being a dignified and caring business person who does right by employees, clients, and customers. Overcoming Failure [00:16:53] Nussbaum shares how he coped with failures and setbacks, including a personal example of a massive failure that taught him the importance of recognizing his weaknesses and learning from them. Finding Your Unique Ability [00:20:24] Mark Nussbaum talks about how he realized his strengths and weaknesses and how he used that knowledge to find his unique ability. Leadership Style [00:24:32] Mark Nussbaum discusses how his parenting style influenced his leadership style and how he acts as a helipad for his team. Pushing People to Their Limits [00:26:54] Mark Nussbaum talks about how he pushes people to find their limits and how failure is a necessary part of growth. Delegating roles and responsibilities [00:31:43] Mark Nussbaum talks about his leadership style and how he guides his team by focusing on a few simple things to improve the experience for customers, consultants, employees, vendors, and landlords. He emphasizes the importance of delegating tasks to empower others to advance their careers. Building a team for growth [00:34:33] The host and Mark Nussbaum discuss the importance of building a team that can generate $1 million instead of focusing on generating the revenue themselves. They talk about how delegation and developing people's skills are essential for business growth. Overcoming self-limiting beliefs [00:39:47] Mark Nussbaum talks about his self-limiting beliefs, including the belief that others were better than him and that he lacked creativity. He discusses how he overcame these beliefs through coaching, internal feedback, and reading books, including "Mindset" by Carol Dweck. Fear and Belief [00:41:25] Speaker 2 talks about how he overcame his fear of failure by crushing it with the fear of not trying. He also discusses how he changed his beliefs through conversations with his coaches. Life Plan [00:45:05] Speaker 2 talks about how he wrote his first life plan at 25 after getting married and realizing that he had no plan for his life. He breaks down the five things he included in his plan: fitness, finances, family, friendship, and faith. Reviewing the Life Plan [00:51:26] Speaker 2 talks about how he reviews his life plan every Sunday morning and how it has evolved over the years to include more detailed visions and goals for different aspects of his life. He also discusses how he uses makers and breakers to track his progress towards his goals. Weekly Planning Process [00:51:34] Mark Nussbaum discusses his weekly planning process, which involves waking up early on Sunday mornings, exercising, having breakfast, and spending 12 minutes planning his week. Taking Care of Yourself as a Leader [00:55:17] Mark Nussbaum emphasizes the importance of taking care of oneself as a leader in order to better take care of others. He compares himself to a helipad and says that if he is not spiritually, mentally, and physically fit, his capacity to help others is limited. Rapid Fire Five [00:58:50] Speaker 1 asks Mark Nussbaum five rapid-fire questions, including what motivates him, his most preferred way to learn new information, and his favorite thing to do when he isn't working. Introduction and Call to Action [01:01:57] The host thanks the listeners and reminds them to check out his other podcast, Customer Conversations, which features interviews with buyers of technology. No other timestamps are present in this transcription segment.

Embark on an extraordinary journey of personal transformation and professional growth as we dive into this episode with my guest, Pattie Grimm. Join me as Pattie shares her powerful journey as she describes how she went from rock star to rock bottom--due to overworking--then embracing a profound shift towards self-care and self-awareness which enchanced not only her performence, but those around her. What lessons can leaders learn from Pattie's experience? How can reshaping leadership foster purpose-driven leaders who can effectively navigate today's diverse workforce? Get ready to explore the limitless possibilities of reimagining the customer experience, re-energizing your workforce, and reinventing work processes to drive extraordinary results. Discover the profound impact of prioritizing self-care on leadership effectiveness. How does taking care of oneself unleash creativity, innovation, and an empowered approach to leadership and business? Find out in todays episode! Pattie Grimms Linkedin Profile