The Goats of Growth

In this episode you'll hear my interview with Jeff Kushmerek, the CEO and Founder of Infinite Renewals, which helps SaaS and B2B emerging tech companies reduce churn and significantly increase recurring revenue. I wanted to interview him to help us understand more about the importance NRR and GRR plays in growing and scaling revenue, and how Customer Success is at the heart of it.  In this episode we'll cover:  The most important metric to focus on this year given the ecomonic headwinds What companies get wrong when it comes to increasing value and reducing churn How new logo sales teams can play a crucial role in increasing retention and mitigating problems during implementation  Why it's critical to involve CS in the sales prcoess and at which point should they be introduced How to avoid difficult customer conversations What sales reps should avoid doing to increase retention and NRR All that and more on this episode. 

My guest today is David Fattal, Founder and Chief Technial Officier at Leia Inc. Leia combines nanotechnology and AI to build the future of 3D experiences. Just afew topics we cover today are: - David announces a game changing strategic partnership Reaching the maximum users in the shortest time possible. What it takes to of raise $350 million. The challenge of manufacturing nanostructures. The costs involved from prototyping to manufacturing Why it's important for a tech founder to hire a CEO as they scale up All that and more in this episode. 

My guest today is Mark Haas, the VP of Sales at Incorta, which provides a unified data and analytics platform that makes it quick and easy to unlock the full potential of data from multiple complex source systems. In todays episode we cover: - How being creative in your pipeline generation will pay off. - Why research and effort will always trumph generic outreach. - How crafting compelling stories helps with overall success - The importance of individualized leadership coaching   All that and more in this episode. 

My guest today is Tony Craythorne, a Revenue Leader and CEO, who specializes in fast revenue growth for start-ups and growth stage companies. In todays episode we cover: - Why asking the right financial questions will protect you and dictate the problems that need solving. - Diversifying your revenue stream to prepare for unforeseeable obstacles. - The importance of having working synergy and chemistry. - Connecting the data from marketing to pivot from what isn’t working. - Using circumstances outside of your control to become your best moving forward. - How to leverage your channel to scale revenue before scaling your sales team. All that and more in this episode. 

My guest today is Deidre Hudson, a customer focused and data driven senior marketing leader with strong demand generation and customer aquisation skills. In todays episode we cover: How the right data can be used to inspire your sales strategies and campaigns The tools used to determine your right target audience based on all your data The key differences between demand generation and lead generation 5 Pillars of demand generation - People, Programs, Processes, Performance, and Product Using actionable data to test impact on different channels The power of having the right people in the right roles for the right reasons All that and more in this episode. 

My guest today is Greg Reffner, CEO and Founder of Abstrakt, a real-time call coaching software that is transforming sales teams around the globe. In todays episode we talk about: - The variety of challenges that are presented when picking your consumer market - How customer success plays a huge factor in your product price point - Why creating your own outbound playbook might be your best play - Owning your mistakes and using them to elevate yourself and the team - His tough interviewing screening and coaching approach - Three things he looks for when hiring sales reps Tune in for all that and more in this great episode.

My guest today is Phil Lee, CRO of Foxit Sotware, the leading software provider of fast, affordable and secure PDF solutions, serving over 650 million users worldwide. In todays episode we discuss: - The paradigm shift he's making to go from $100M to $500M - Developing the right relationships to rip and replace market leaders - Why investing in customer success is a competitive advantage - The role digital marketing and the use of customer data will play in reaching the next phaese of growth - The 3 pillars of leadership he focuses on to maintain a successful orgainization and team All that and more in this episode. 

My guest today is Casey Jacox, a sales & leadership coach who helps companies realize the power and impact that humility, vulnerability, and curiosity have on internal and external relationship building. Casey also wrote a book about relationship building called "Win The Relationship; Not the Deal" where he shares six principles to win new and existing relationships. He is also a proud father and husband and has his own podcast called The Quarterback Dad Cast, where he interviews guests to discuss topics at the intersection of what it means to be a dad at home and a leader at work. Casey is one of the most genuine, authentic, down to earth people you'll ever hear on this podcast, and I know you'll be inspired by his backstory.  In todays episode we discuss: - Life long habits, confidence building, and the early setback that has been the Rocket Fuel for his success in life - How accountibility can be the driving force for new opportunities - How curiousity can allow you to find and unlock your 'why'. - The importance of a morning routine - The power of owning your failures and fears - How tonality can be the deciding factor in closing a deal All that and more on this episode. 

My guest today is Mike Restivo, the Chief Revenue Officer for Bullhorn, the global leaders in software for the staffing industry.  In this episode we cover a varety of topics ranging from : -The business plan he wrote in college that started it all -What it was like to be one of the first employees and why he almost quit  -How is inflated ego prevented him from getting promoted sooner -Stragetic decisions he made to drive gowth and expansion -Transtioning from VP to CRO All that and more in this episode. 

My guest today is the Andre Riley, the CRO of iHire, a platform that uses innovative technology to connect industry-focused and career-minded candidates with employers across 57 talent communities. Andre is a top-performing SaaS Revenue & Growth Leader with a proven track record of achieving hypergrowth revenue targets through aggressive sales and marketing initiatives that deliver market share and market penetration. In todays episode we cover topics ranging from: - Increasing brand recognition -Making chages to the go-to-market motion - How different channels can attract new prospects - Executing assessment plans to have foresight into future decisions - Organizational alignment in data, KPI’s, and executing targets - How to determine price point for the market and the framework behind it - How the right data will allow you to measure growth so you can plan accordingly - Why key attributes of growth minded salespeople leads to successful sales teams - Creating expansion opportunities within your customer base.