Demand Efficiency

Episode Outline[12:30] Lessons Thiago learned from door-to-door sales[15:10] How Thiago developed his growth mindset[18:30] The most influential people in Thiago’s career and what he learned from them[23:50] What Thiago is most excited about at Chorus[26:15] Thiago’s biggest challenge this year and where his focus is now[30:35] Thiago’s prediction for the future of sales[32:20] What Thiago does to blow off steamThiago’s InspirationsScott OlrichDave SimonPaul HamiltonSteve HallowellDan SpringersConnect with ThiagoLinkedInChorus.aiTwitter

Episode Outline[00:36] Jake’s background[02:50] How Jake scaled Glassdoor from 0 to almost 1M in MRR in under 16 months[04:00] Some of Jake’s early pitfalls and how he learned from them[08:28] Jake’s process for evaluating whether someone is a good fit for his team[11:02] Why Jake started his own firm[16:17] Don’t underinvest in process or infrastructure as you grow in scale[18:15] How Jake unwinds[18:44] How Jake works smart and efficientlyJake’s InspirationsClark BeacomConnect with JakeLinkedInWebsiteYoutubeInstagramTwitter

Episode Outline[00:59] Failures that helped shape Brett’s success at Anagram[03:13] What led to Brett founding Anagram[06:00] When Brett realized he had product market fit and could begin to scale the business[07:42] Subsequent steps after realizing they had a product that could sell[10:10] What Brett would have done differently[11:55] The importance of building out a referral network and advisory board[13:50] Brett’s advice for startups[15:50] Where Brett is at in his process of figuring out what’s next for him Brett’s InspirationsDan KuraniHari SundramAndy BrombergConnect with BrettLinkedInWebsiteTwitter

Episode Outline[01:10] How Backblaze accomplishes 90% inbound[06:00] The unconventional ways Ahin drove growth at Backblaze[09:23] The challenges of content marketing[12:27] Campaigns that did not pan out and what Ahin learned from them[16:23] The importance of having a unique view of value to share[19:20] How learning the mechanics of collaborative databases benefited Ahin’s career[20:35] Why Ahin thinks professional wrestling is America’s most important art form and purest form of storytelling we haveAhin’s InspirationsPatrick ConnollyVincent Kennedy McmahonConnect with AhinLinkedInWebsiteTwitter

Episode Outline[02:10] Most important lessons Rob has brought to GoFormz from former companies [04:00] How Rob motivates people and the challenges that come with motivating others[07:25] How Rob has been driving growth at GoFormz[11:53] Examples of sales advice Rob has given to help companies grow[17:50] The importance of understanding your customer base[20:08] Rob’s personal professional goals[21:30] How Rob unwindsRob’s InspirationsMark BickerstaffeBobby NapiltoniaMarc BenioffConnect with RobLinkedInWebsiteTwitter

Episode Outline[00:49] Evan’s background[02:16] How Evan went from teaching to DOD consulting to SaaS startup[05:34] How Pypestream stands out and proves what conversational AI can achieve to large enterprises[11:19] The role of Chief Business Officer[12:18] The biggest challenge Pypestream is facing this year[15:15] Lessons Evan has learned on the way to where Pypestream is today[17:51] Pypestream’s most and least successful campaigns[22:30] How Evan unwindsEvan’s InspirationsAdrian SwinscoeHelen YuLucas WatsonConnect with EvanLinkedinWebsiteTwitter

Podcast Outline[00:48] Walter’s background[04:16] Common themes and mistakes Walter notices among founding teams when he starts working with them[05:40] What do First Principles mean in the context of sales?[07:30] How to apply an engineering mindset to sales, compassion, and truth[09:58] Becoming a better salesperson: The 3 W’s (Steve Browne)[15:10] Usually the biggest obstacle is oneself[23:36] How Walter unwindsConnect with WalterLinkedInWebsiteTwitter

Episode Outline[00:10] Olin’s background[01:14] How Olin knew when it was time to evolve between business models[05:27] Two important things you need to know to get a good customer profile[07:45] What Olin wishes he understood about starting a venture-backed company before starting LeadCrunch[10:46] Why Olin chose not to run a subscription model[18:19] How Olin unwinds Olin’s InspirationsTom PetersonGrady BurnettMarv LangstonConnect with OlinLinkedInTwitterWebsite

Episode outline[00:40] How Michael went from 200K to 6M in ARR at Namely[03:26] The most challenging aspect of Michael’s first 6 months at Namely[04:55] The most important actions to take in developing a pricing strategy[07:54] The moment when Namely’s revenue motion and ICP fell into place [09:30] What Michael learned from the impressive board he worked with at Namely [11:24] Preconceptions Michael had and what he learned after experience [15:14] What got Michael excited about working with Orculus[16:58] Michael’s professional goals for the next 12 months [19:00] How Michael unplugs and rechargesMichael’s InspirationsScott ScherrMitchell DauermanMark RobergeCarl EschenbachConnect with MichaelLinkedInTwitter

Podcast Outline[00:40] Sydney’s background[01:00] Trends in marketing right now[04:37] Gated versus ungated content in marketing[05:59] How Sydney’s team makes the decision whether to gate and request demos[10:10] How to know when to run an account-based strategy[12:13] Essentials for Series A and Series B companies[16:32] The role of CMO in increasing retention and how to ensure customer success[21:18] Sydney’s plans for personal development [24:21] How Sydney rechargesSydney’s InspirationsMichele DoroshowDon RossmooreBob Lewis Women in RevenueConnect with SydneyLinkedInTwitter