Hunters and Unicorns

They Told Her Not to Work in Sales — She Proved Them ALL WRONG   Description In this episode of The Playbook Universe, we sit down with Libby Derbyshire, Sales Director at ComplyAdvantage, whose transformation journey is nothing short of extraordinary. From selling boat party tickets in Ibiza to leading with data and empathy at some of the UK’s fastest-growing startups, Libby shares the pivotal moment that changed everything — and the power of combining gut instinct with hard analytics. We explore her early experiences in sales, how Jeremy Duggan and Steve McCluskey shaped her development, what it means to build inclusive teams, and how she balances motherhood with high-performance leadership. Raw, inspiring, and deeply insightful, this is a masterclass in becoming more than the sum of your parts. 🙌 Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai   🏹 Key Topics Covered 00:00 – Intro 00:39 – From Hard Work to Data-Driven Execution 03:01 – Learning to See the Patterns 06:03 – Becoming a Convert to the Playbook 08:17 – How Libby Leads Today 11:40 – Data vs. People: Earning Buy-In 14:38 – The ‘Cookie Cutter’ Myth 16:20 – Libby’s Unconventional Start in Sales 21:40 – Navigating Pregnancy, Leadership & Career Decisions 24:00 – Female Leadership & Real-World Challenges 27:00 – Imposter Syndrome and Identity at Work 30:00 – Balancing Motherhood and Ambition 34:00 – The Mission Behind ComplyAdvantage 38:00 – Values, Priorities & Why This Role Was the Right Move                   💥 3 Biggest Lessons1. Data doesn’t replace instinct — it amplifies it: Libby learned that great leadership isn't about abandoning your gut; it’s about backing it up with data that tells the real story. 2. Authenticity scales, imitation doesn’t: Early on, Libby tried to imitate powerful leaders, but real growth came when she embraced her own leadership voice. 3. Support isn’t just nice — it’s strategic: From Jeremy Duggan’s belief in young talent to Luke Rogers’ immediate support during Libby’s second pregnancy, backing people fully brings out their best. 🙌 Thanks for listening!This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog   💬 Borrow These Quotes From Libby!   "That was the day the lights went on for me."   "If I’m not getting value from data, why would I expect my reps to?"   "You can’t separate yourself from your values — they show up in every meeting."   "More was more. I learned that early, selling in Ibiza."   "I won’t put my family on hold anymore — I know my priorities."   Tags (SEO) Libby Derbyshire, sales leadership, ComplyAdvantage, Jeremy Duggan, female sales leaders, data-driven sales, sales playbook, Hunters and Unicorns, The Playbook Universe, sales transformation, motherhood and career, female empowerment, B2B sales podcast, sales manager advice, sales coaching, tech sales UK, revenue leadership, leadership podcast UK #softwaresales #huntersandunicorns #playbookuniverse

In this new episode of Hunters & Unicorns, we sit down with Shakira Talbot, the Group Vice President at ServiceNow, for one of the most inspiring conversations we've ever had. From growing up in foster care to leading revenue responsibility for over $10B at one of the most influential enterprise software companies, Shakira’s story is a masterclass in grit, champion building, and unapologetic ambition. She shares how she developed her tenacity, why she dropped out of university, and how she found her path through selling timeshares at 14 to leading massive enterprise deals. We dive deep into her early influences, her playbook for high-performance sales leadership, and what truly drives her to never settle. This is not just about sales. It’s about identity, impact, and proving you belong—on your own terms.  Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 In this episode... 01:25 Intro and backstory 03:24 Why she never wanted to be like her boss 06:33 Getting recruited by Jeremy Duggan 11:22 Champion-building as a life skill 15:01 Her biggest deal (and what it taught her) 19:47 What makes a great sales leader 24:08 Owning your ambition unapologetically 28:34 From maternity policy to mindset shifts 31:10 Advice to her younger self   💥 3 Biggest Lessons Champion-building isn’t just for sales – It’s how you win people over in life and career, especially when you come from a non-traditional background. Authenticity scales – Shakira’s leadership works because she leads as herself, not as a copy of what leadership is “supposed” to look like. You don’t need to be perfect to be powerful – She’s made mistakes, changed direction, and still kept rising—all while carrying massive responsibilities at home and work.  Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog   💬 Notable Quotes from Shak! "I didn’t want to be a psychologist. I wanted to sell stuff." "You don’t have a deal until you have a champion who passes the test." "I am the only provider in my house. That’s the role we’ve landed on. So I have a duty of care to make it work." "I’m not going to pretend to be something I’m not to make people comfortable." "Would I change things? Yeah—I would’ve done it sooner." #softwaresales #huntersandunicorns #playbookuniverse

In this episode of THE PLAYBOOK UNIVERSE, we sit down with legendary CRO Dan Fougere, a pivotal force behind FOUR $1B IPOs. From engineering roots to building elite go-to-market engines, Dan unpacks the battle-tested frameworks that turned great ideas into generational companies. He shares hard-won lessons from PTC, BladeLogic, Medallia, and Datadog—including how to scale a sales org, recruit world-class talent, and align GTM with visionary founders. Whether you're a startup founder, CRO, or early-stage sales leader, this is a masterclass you don’t want to miss. Dan also reveals the make-or-break mindset shifts that helped him navigate adversity, imposter syndrome, and the constant pressure of building under extreme constraints.   This episode is packed with insights you simply won’t find in any sales playbook. 🙌 Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 Intro 02:00 Dan’s 4 IPO Journey 06:45 Why Mentorship Mattered Most 12:00 Building Datadog’s GTM from Scratch 19:30 When Founders Should Hire a CRO 26:00 Go-to-Market Mistakes Startups Keep Making 32:00 The Wrong Way to Hire Sales Leaders 36:30 Datadog’s Hardest Challenges 42:00 Leading Through Pressure & Burnout 48:00 The Power of Having Great Mentors   💥 3 Biggest Lessons 1. Your job as CRO is to make the CEO successful. Leadership alignment and trust are the ultimate foundations for scalable growth. 2. Play the long game—optimize for learning, not short-term comp. Dan’s biggest career leaps came from choosing mentorship over money. 3. Don’t break what’s working—build what doesn’t exist. Great GTM leaders complement product momentum by filling strategic gaps, not overhauling systems. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel!   🦄 Connect with Hunters & Unicorns: 🌐 Website: http://huntersandunicorns.com 🐦 Twitter: http://twitter.com/HuntersUn1corns 📸 Instagram: http://instagram.com/huntersandunicorns 📝 Blog: http://huntersandunicorns.com/blog   💬 Borrow These Quotes from Dan! 🗣 “My job as a CRO is to make the CEO successful. Period.” 🗣 “Great sales orgs win even with an average product. That’s the secret.” 🗣 “Don’t try to fix what’s already working—go build what doesn’t exist.” #softwaresales #huntersandunicorns #playbookuniverse

In this episode of RAW STORIES LIVE, we sit down with Jennifer Ortegón, Enterprise Account Executive at Harness, to hear how she saved a major account on the verge of churn. With an RFP already in motion and a competitor lined up to replace them, everything was stacked against her. Jennifer had to dig deep, rebuild trust, and take a bold approach. From gathering data to relentless preparation, she and her team refused to back down, showing up day after day until they changed the game. This is a masterclass in resilience, strategic thinking, and leadership in high-stakes sales. 🏹 Key Topics Covered: 00:00 Intro 1:15 A crushing loss 4:16 The account no one wanted 8:03 The turning point 10:52 Winning back trust 12:46 The emotional moment 14:38 Lessons in resilience   💥 3 Biggest Lessons: 🔥 Data is power – Understanding real usage data gave Jennifer the leverage to turn the deal around. 🔥 Trust is earned through action – Showing up consistently and demonstrating commitment made all the difference. 🔥 Own the problem, own the solution – Jennifer refused to let go, took full ownership, and transformed a losing situation into a victory.   🙌 Thanks for listening! This episode was hosted by Simon Koutis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🔗 Episode’s Links: Jennifer Ortegon on LinkedIn: https://www.linkedin.com/in/jenniferortegon/ Harness Website: https://www.harness.com 🦄 Connect with Hunters & Unicorns: 🌐 Website: http://huntersandunicorns.com 🐦 Twitter: http://twitter.com/HuntersUn1corns 📸 Instagram: http://instagram.com/huntersandunicorns 📝 Blog: http://huntersandunicorns.com/blog   💬 Notable Quotes: "This will be different." – Brian Johnson "We just kept showing up every day until we won the deal." – Jennifer Ortegon #rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, we sit down with Josh Bey, VP of West & APJ at Obsidian Security, as he shares the gripping story of how he turned a seemingly unwinnable deal into a game-changing success. Facing financial pressure & personal life challenges, Josh breaks down the emotional investment, strategic pivots, and relentless determination that ultimately secured a massive win. This episode dives deep into the importance of resilience, the power of champion-building, and the art of navigating high-stakes negotiations. 🏹 Key Topics Covered: 00:00 - Intro 02:19 - A Scrappy Patch & an Unproven Market 05:11 - The Deal No One Believed In 07:08 - The Pivotal Meeting 08:59 - The Missing ‘Why Now’ 10:32 - Finding the Real Champion 11:38 - Everyone Gave Up, But I Had No Choice 13:29 - The Biggest Lesson in Deal Making   💥 3 Biggest Lessons: 1️⃣ Emotional investment can blind you – A deal isn’t real until you align it with the customer’s true business drivers. Personal stakes don’t equal urgency for the buyer. 2️⃣ The "why now" follows the "why anything" – If your deal lacks a compelling reason for change, there is no urgency. Customers must see value beyond just your product. 3️⃣ The real champion is the one who benefits the most – Look beyond those who like your solution. The real decision-maker is the one who gains money, a promotion, or influence. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🔗 Episode's Links: 🔹 Connect with Josh Bey – https://www.linkedin.com/in/joshuabey/ 🔹 Learn more about Obsidian Security – https://www.obsidiansecurity.com/ 🦄 Connect with Hunters & Unicorns: Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog   💬 Notable Quotes: 📢 "If you don’t have a strong enough ‘why anything,’ you’ll never get a ‘why now.’” – Josh Bay 📢 "Customers don’t care about your fiscal year or personal stakes. They care about their business needs." 📢 "Find the champion who has something to gain—more money, a promotion, or expanded control." #rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, we sit down with John Behm, VP of Enterprise Sales at Harness, and a seasoned sales leader with a track record of building elite sales teams. John shares his journey from the early days in sales to leading high-performing teams, diving deep into the mindset, strategies, and lessons that drive success. Whether you're a sales professional or a leader looking to elevate your team's performance, this episode is packed with raw insights and practical advice you won’t want to miss. 🏹 Key Topics Covered: 00:00 Intro 02:10 John's First Role in Sales 05:45 Learning from Early Mistakes 09:20 The Key Traits of High-Performing Sales Leaders 12:35 How to Build and Scale an Elite Sales Team 15:50 Takeaways 💥 3 Biggest Lessons: 1️⃣ Success Starts with the Right People – John emphasizes that recruiting and developing the right talent is the foundation of any high-performing sales team. Skills can be taught, but mindset and drive are critical. 2️⃣ Leadership is About Empowerment – Effective sales leaders don’t just manage; they inspire, coach, and create an environment where their teams can thrive. John shares how he fosters a culture of accountability and excellence. 3️⃣ Adaptability is Key to Scaling – As organizations grow, sales strategies must evolve. John discusses how flexibility, data-driven decisions, and continuous learning are essential for long-term success. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🔗 Episode's Links: John Behm on LinkedIn: https://www.linkedin.com/in/john-behm-75935120/ Harness Website: https://www.harness.com 🦄 Connect with Hunters & Unicorns: Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes: "Great sales teams aren’t built overnight; they’re built with intention, process, and the right people." "The best leaders don’t just push results; they develop people." "Sales success is about consistency—show up, do the work, and keep improving." #rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, we sit down with Hillary Unis, an account executive at Harness with a wealth of experience navigating high-stakes deals and driving impactful results. Hillary shares her journey through the challenges of enterprise sales, her approach to building trust with clients, and how she stays resilient in the face of adversity. This conversation is packed with actionable insights for sales leaders and anyone looking to elevate their game. Hillary also discusses the importance of aligning personal values with professional goals, strategies for standing out in competitive markets, and how to lead with authenticity. Her passion for empowering others shines through in every story she shares. Whether you’re in sales, management, or simply interested in hearing a candid and inspiring journey, this episode has something for everyone.   🏹 Key Topics Covered 00:00 Intro 02:12 Breaking Barriers and Building Trust 05:30 Handling Setbacks with Resilience 08:40 Strategies for Standing Out in Competitive Markets 11:20 Aligning Values with Professional Goals 15:10 Leadership Lessons and Empowering Teams   💥 3 Biggest Lessons 1. Resilience Leads to Growth: Hillary highlights how setbacks are opportunities to learn and grow, emphasizing the value of persistence in sales. 2. Authenticity Builds Trust: Success comes from being genuine and aligning your values with your professional goals. 3. Leadership Is About Empowerment: Great leaders focus on uplifting their teams and fostering an environment where everyone thrives. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🔗 Episode's Links: Hillary Unis on LinkedIn: https://www.linkedin.com/in/hillary-unis/ Harness Website: https://www.harness.com 🦄 Connect with Hunters & Unicorns: Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog   💬 Notable Quotes "Trust is the foundation of every successful deal. Without it, you have nothing." – Hillary Unis "The best leaders empower their teams to achieve greatness together." – Hillary Unis #rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, we sit down with Rush Williams, Area VP at Impact.com, about his journey to secure a $15 million deal with Amazon from a mere $300k start. Rush discusses the initial six months of no progress, highlighting the frustration of dealing with a giant like Amazon. Rush shares his strategic shift, focusing on research, pinpointing the right Amazon unit, and refining his pitch. Despite setbacks, he made a bold move by renting a restaurant near Amazon's secretive office, which finally got him noticed by key players, including Gur Kimchi, leading to a critical meeting, and a $15 deal down the road. 🏹 Key Topics Covered: 00:00 - Intro 01:13 - Rush’s Initial Struggles with Amazon 02:00 - Turning the Situation Around 03:36 - The Role of Belief in Success 06:14 - Getting Amazon’s Attention 07:36 - THAT Email from Bezos’ Lieutenant 10:50 - Securing 15 Minutes with Amazon 11:17 - The Most Important 15 Minutes of His Career 13:00 - Overcoming Imposter Syndrome 14:25 - Cultivating Long-Term Client Relationships   💥 3 Biggest Lessons: 1. Persistence Pays Off: Even after early setbacks, keep adapting your approach and pursuing opportunities. 2. Think Outside the Box: Use creative tactics (like hosting events) to catch the attention of major clients. 3. Understand the Client's Needs: Align your strategy with the long-term goals and evolving needs of your client to create lasting partnerships. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel!   🔗 Episode's Links: Rush Williams on LinkedIn: https://www.linkedin.com/in/rush-williams-64a5127a/ Impact.com Website: https://www.impact.com 🦄 Connect with Hunters & Unicorns: Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes: “It’s not about the rejection; it’s about learning from it and staying committed.” “The biggest deals are made by understanding the client’s vision and being a part of their growth.” “Sometimes, you need to be creative and unconventional to break through the noise.” #rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, Lori Lipscomb shares her incredible journey in sales at Codeium. From early struggles to breakthroughs, she reveals how a single cold call worth $50,000 became the turning point in her career. Lori discusses the challenges she faced along the way, the lessons she learned, and the mindset shift that helped her close the deal of a lifetime. In a field dominated by competition and high stakes, Lori’s story is a testament to the power of resilience and persistence. She opens up about the emotional rollercoaster of sales, from missing out on big deals to hitting that one major win. Lori also dives into the personal growth that comes from taking ownership of your success. Tune in to hear more about how Lori turned obstacles into opportunities and how you can apply these lessons to your own career. Whether you're in sales or another field, this episode offers valuable insights on overcoming setbacks and staying determined in the pursuit of success. 🏹 Key Topics Covered: 00:00 Intro 01:11 Early Challenges in Sales 02:35 Missing the Big Deal: Turning Point 04:52 Mindset Shift: Owning Your Success 06:36 The $50K Cold Call 08:24 Building Resilience Through Results 💥 3 Biggest Lessons: Lesson 1: Embrace Setbacks as Stepping Stones: Lori’s journey shows that each setback, even the ones that seem like failures, can be an important learning experience. Rather than being discouraged, it’s about embracing those moments as growth opportunities that set you up for greater success. Lesson 2: Persistence Pays Off in Sales: Lori emphasizes that in sales, persistence is everything. Success doesn’t happen overnight, but through consistent effort, you will eventually break through. It’s the repeated actions that build momentum and create opportunities. Lesson 3: Mindset Shifts Unlock Greater Success: Lori’s story highlights how changing your perspective and taking ownership of your journey can radically transform your outcomes. By shifting from a reactive to a proactive mindset, you empower yourself to take charge of your career trajectory. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🔗 Episode's Links: Lori Lipscomb on LinkedIn: https://www.linkedin.com/in/lori-lipscomb/ Codeium's Website: https//www.codeium.com 🦄 Connect with Hunters & Unicorns: Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes: “Every ‘no’ was just one step closer to the ‘yes’ that really mattered.” “The mindset shift was crucial — owning your own success rather than waiting for others to hand it to you.” #rawstorieslive #softwaresales #huntersandunicorns

In this episode of RAW STORIES LIVE, we sit down with Andreas Stange, a strategic account executive at Grafana, to uncover the story behind his first eight-figure deal and seven-figure paycheck. From immense personal stakes to relentless belief in his solution, Andreas shares how he transformed a potential failure into a life-changing success. Discover the strategies, mindset, and lessons that turned a €16,000 bank balance into a groundbreaking achievement for Andreas and his company. 🎓 Key Topics Covered: 00:00 Intro 00:48 Managing Pressure and Preparation 04:19 From LinkedIn Message to Closing the Deal 06:12 Building Champions and Gaining Buy-In 08:21 Overcoming Roadblocks and Creating Opportunities 12:46 Worldwide Travelling to Close a Deal 16:04 The Big Win: Receiving the Life-Changing Call 🔑 Biggest Lessons from the Episode: 1. Mindset and Routine: Success starts with a disciplined routine and an unshakable belief in your ability to close the deal. 2. Relentless Preparation: Understand every detail about your stakeholders and tailor your approach to build trust and connection. 3. Collaborative Execution: Big wins require teamwork; orchestrate resources effectively to tackle large-scale deals. 4. Resilience Through Adversity: Turn setbacks into opportunities and maintain a long-term vision for success. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🔗 Episode's Links: Grafana: https://grafana.com Connect with Andreas Stanger on LinkedIn: https://www.linkedin.com/in/andreasprofile/ 🦄 Connect with Hunters & Unicorns: Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns 🔔 Notable Quotes: "Discipline and belief are the foundation for winning big." "If I don’t close this deal, no one will." "It takes a village to close transformational deals." #rawstorieslive #softwaresales #huntersandunicorns