Sales Talk for CEOs

When investors are leaning on you to get “New Logos” you can lose sight of customer success and it can change or damage your culture. For Tom Lavery at Jiminny, compromising on customer success or culture were not options. Tom was a VP of sales before he, his wife and their technical cofounder started the company. He set out to solve some of the problems he faced around coaching as a sales leader. Tom understands that effective sales leadership starts with data. Jiminny's platform records, transcribes, and analyzes video, voice, and email communications, providing valuable insights for sales leaders.From the beginning he did the selling and his first hires for sales were not sellers, but customer success managers. This was pivotal to his growth because customers had high user adoption and because of that renewed and told others. His entire team is focused on customer success because of his strong culture. In seven short years, his team has grown tremendously, and they work as a team to retain customers, find new prospects and guide buyers through to a decision. Even with his amazing team, he plays an important role in sales. Listen to Tom share his growth story with Alice and his passion for maintaining a great culture. Chapters02:52 Tom Lavery's background and inspiration for starting Jiminny09:49 Getting the first sales through networking and local interactions12:22 User adoption and expanding the use of Jiminny12:29 Product market fit is tricky and takes time to achieve.15:22 Customer success was a priority and received more investment than sales.20:19 A formal referral process was implemented to drive referrals.24:55 Customer success and sales must work together in a team.27:14 CEO's involvement in sales is based on deal management and support.30:36 Importance of data mining and insights in sales and marketing.37:14 Changing players in the team as the company grows and matures.38:04 Tom Lavery talks about never giving up and offering supportAbout GuestTom has over 15 years of experience in high-growth VC/PE-backed SaaS companies.  Tom is currently the CEO and Founder of Jiminny, a Conversation Intelligence Platform that helps companies maximize their team's revenue.  Prior to starting Jiminny, he was SVP at Reward Gateway and saw them through two PE-backed buyouts.Social Links You can learn more about and connect with Tom Lavery in the links below.Connect with Tom on LinkedIn:(99+) Tom Lavery | LinkedInCheck out Jiminny's website:Revenue & Conversation Intelligence Software | Jiminny(99+) Jiminny: Overview | LinkedInYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman - Alice Heiman

In a world where businesses prioritize customer experience, CEOs must grasp the profound impact of employee experience. In a compelling discussion with Tiffani Bova, author of "The Experience Mindset," we explore the importance of elevating the employee experience. Tiffani emphasizes the need for CEOs to understand the link between employee satisfaction and customer success, fostering a cycle of growth.Tiffani underscores the undeniable connection between employee and customer experiences. She asserts that happy employees lead to happy customers, emphasizing the need for a supportive work environment. She states, "To win customer love, you must first earn employee affection." This highlights the pivotal role of the employee experience in driving customer satisfaction.To enhance the employee experience, CEOs should align KPIs for both customer and employee satisfaction. Tiffani recommends questions like, "What are your top customer experience KPIs?" and "Is leadership success tied to these KPIs?" Harmonizing metrics and compensation ensures equal importance for both customer and employee satisfaction. What impacts one will impact the otherImproving the employee experience doesn't require massive changes. Tiffani advises CEOs to begin with one aspect at a time, addressing pain points and streamlining processes. Conducting pulse surveys and seeking employee feedback initiate a culture Tiffani Bova's insights highlight the pivotal role of employee experience in company success. CEOs must prioritize employee well-being, align metrics, and make incremental changes. Embracing modern tech and ensuring it is making jobs easier not harder is vital. CEOs must balance employee experience with customer experience for lasting success.Chapters01:35 Tiffani Bova's background and book "The Experience Mindset".04:55 The research on the impact of employee experience on customer experience.08:07 CEOs acknowledging the lack of ownership of employee experience.12:27 The disconnect between customer-centricity and employee experience.15:23 Employee experience impacts customer experience in the long run.18:19 Process alignment and technology integration improve employee experience.21:02 Simplify tasks and processes to improve employee experience.26:47 Importance of ongoing conversations and employee input30:18 Happy customers don't always mean happy employees34:41 Outdated technology is a major challenge for employeesAbout GuestTiffani Bova is a renowned business strategist, speaker, and author known for her expertise in sales, growth, and innovation. She has held prominent positions at leading technology companies, including Salesforce, where she served as the Global Customer Growth and Innovation Evangelist. Tiffani is recognized for her insights into customer-centricity, digital transformation, and the future of business.Throughout her career, Tiffani has been a sought-after keynote speaker and thought leader, sharing her knowledge on topics such as sales and marketing strategies, customer experience, and the impact of emerging technologies. She is also the author of the book "Growth IQ," which explores various strategies for driving business growth.Tiffani Bova's work has made her a respected voice in the business world, and she continues to inspire and educate professionals through her speaking engagements, writings, and consulting work.Social Links Connect with Tiffani Bova on her official website:Tiffani BovaFind Tiffani Bova's books, The Experience Mindset and Growth IQ on her websiteTiffani Bova - The Experience MindsetTiffani Bova - Growth IQConnect with Tiffani on LinkedIn:

Twenty years ago, a couple, sat with their laptops at their house and launched a business. It was some uncharted territory, but they dove right in.  Who knew where they would be 20 years later. Still happily married, kids grown, business booming, over 60 employees and a strong commitment to community. An absolute success story. Jarrod and Alice explore the very essence of Nobel Studio’s sales success due to Jarrod’s focus and determination emphasizing the pivotal role that networking and relationship-building play in the process. It's not just about closing deals; it's about forging meaningful connections.But that's not all! Jarrod shares the fascinating story of how Noble Studios discovered their niche in the competitive travel and tourism industry. Their journey to becoming an authority in their field is both inspiring and enlightening.And what sets Noble Studios apart isn't just their business success – it's their commitment to giving back. Jarrod delves into the heartwarming impact of their philanthropic program, Noble Deeds, and how it's not just about profit but also about making a difference in the communities where they live.This podcast episode underscores the profound importance of sales in fueling business growth. It's also a heartwarming reminder of the value of giving back to the community, making it an episode that's not to be missed. So, join Alice and Jarrod on this captivating journey as they share insights, stories, and the passion that drives Noble Studios to new heights.Chapters05:29 Starting the company and background of the founders10:31 Founder-led sales and the value of effective communication13:37 Investing in a high-octane sales person to scale.19:14 Expanding in the Bay Area through referrals and relationships.22:10 Growth and finding a niche23:00 Asking what success looks like for clients26:43 Decision to focus on travel and tourism industry31:46 Starting Noble Deeds to give back to the community35:30 CEO's role in sales as the company matures38:23 CEO's involvement with existing accounts and triggers for involvement42:30 Importance of proactive CEO involvementAbout GuestJarrod Lopiccolo is the CEO of Noble Studios, a creative digital performance marketing agency. With over 20 years of experience, Jarrod has led Noble Studios to become a global company with a focus on building digital infrastructure and providing creative and performance marketing services. He is known for his leadership skills and his commitment to giving back to the community.Social Links Connect with Jarrod Lopiccolo on Noble Studios official website:Noble Studios | Creative Digital Performance Marketing AgencyConnect with Jarrod on LinkedIn:(99+) Jarrod Lopiccolo | LinkedInYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman - Alice Heiman

After building and exiting two Blue Ocean startups that, in her own words, were painful, my guest, Melissa Kwan, figured it out."It's important to know what you want to do, but even more important to know what you don't want to do. And I had two startups, as you mentioned, that were quite painful in the sense that I didn't think I was very smart or very strategic in choosing the actual idea and choosing the product. But these aren't things that you just know right off the bat. You have to learn these things through experience.”She and her partner built eWebinar in a way that required little overhead and allowed them to travel and work from anywhere. With no one to sell but herself she picked up the phone and called the people she knew and that got her started, but it wasn’t enough. She took a course and quickly learned that sharing content on LinkedIn about her journey as an entrepreneur would drive traffic, but she didn’t do it for that alone. She recognized that her story would help others. I’m not talking about a little self-promotional post here; I’m talking about taking hours to determine the right content and write and edit it before posting to ensure the maximum impact. It worked. Along with that she learned that appearing on podcasts to tell her story would be a great way to get the word out and she’s now been on over 100 podcasts. She also hosts her own podcast called, ProfitLed. Melissa's journey is a testament to innovation and adaptability. It's a reminder that success lies in solving real problems. Chapters01:22 Melissa explains what eWebinar does07:41 Melissa's strategy of introducing a validated business model in a blue ocean market09:43 The skills needed to build a successful business can be acquired12:12 Building a better product by improving existing solutions17:28 Founder-led sales to get initial customers19:56 Transitioning to marketing and SEO for growth24:11 Using the eWebinar software as the demo experience26:21 Attribution is difficult due to dark social, multiple strategies required28:39 Podcasts as a marketing strategy for building brand and exposure30:22 Initial experience with podcast agency and decision to self-place36:40 SEO and content generation as the top lead generation method39:16 Lack of high-quality leads in companies42:37 Rethinking sales strategies to adapt to changing buyer behaviorAbout GuestYou know webinars right? They're amazing and people love them. It's the only way to get in front of all your customers without hopping on a plane.But there's a massive problem: someone has to be there to do them live. Which makes them completely unscalable, especially if you have customers in different time zones. eWebinar automates this process by taking a video and delivering it like a webinar, so you can do hundreds of the same webinar without ever needing to actually be there in front of a camera to do the webinar. Our chat feature lets attendees ask you questions even if you're not there. You can hop in to respond live if you want, but if you're not there, you can respond later via email. This works just like any support chat system (chat bubble you see when you land on a website).eWebinar saves people from doing the same boring demo, onboarding, and training webinar over and over again by turning any video into an interactive webinar that they can set on a recurring schedule or make available on-demand. Companies are using eWebinar to deliver hundreds of webinars to customers and prospects every month without a live host. Resulting in happier team members and most importantly, delightful customers."On live webinars, it's hard to answer every question before the session ends. Now we run over 100 webinars a month and only spend an hour a day answering every message." - Anett Vándor, Customer Eng

From mastering conversations to commanding the stage, dive into the mind of communication expert Nancy Duarte.Alice and Nancy’s conversation reveals that, in an era of fleeting attention, CEOs must craft compelling narratives.For these leaders, understanding their audience isn't just a tip - it's a mandate. Nancy stresses the significance of empathy and preparation, urging CEOs to don the shoes of their audience.Gone are the days of static presentations. The modern CEO story unfolds with dynamic gestures, vocal versatility, and perfectly-timed pauses, all backed by Vanessa Van Edwards’ groundbreaking research on TED Talks.But, how do CEOs craft this captivating narrative? It starts with the big idea, gauges the audience's current state, and projects a vivid future. Visual aids. Essential. Practice. Non-negotiable.As businesses evolve, CEOs mustn’t just communicate; they should inspire. Embracing storytelling, these corporate narrators don't just lead businesses, they sculpt industries.Join Alice and Nancy as they decode the art of impactful communication and envision a future where CEOs aren’t just heard but remembered. Tune in to the Sales Talk for CEOs podcast and let your leadership voice be the difference!Chapters01:19 Need for CEOs to improve their communication and presentation skills02:50 Importance of empathy in effective communication04:41 Three key factors to consider: story, visualization, and delivery10:42 Ongoing conversations for long-term success and reinvention13:28 Staying updated on news and developments related to the audience15:49 Using a triangle framework to outline the big idea and desired transformation19:41 Recognizing qualitative signs of audience engagement and understanding23:12 Challenges of gauging audience engagement in virtual presentations.29:14 Considering alternative presentation formats, such as interviews.31:08 The importance of practicing and getting comfortable with the material.35:07 Have experts prepared to answer questions you can't.40:48 Gestures, pausing, and purposeful movement enhance delivery.44:55 Research on how to end a talk effectively47:08 CEOs as thought leaders and gaining an unfair advantageAbout GuestNancy Duarte: A Luminary in Communication and StorytellingNancy Duarte, the CEO of Duarte, is renowned for her expertise in the realm of communication and storytelling. With a career spanning decades, Nancy has firmly established herself as an American writer, speaker, and business leader Nancy Duarte - Wikipedia. Her profound knowledge is encapsulated in her books, one of which is titled "Slide:ology: The Art and Science of Creating Great Presentations" Slide:ology® |.Beyond her literary contributions, Nancy is recognized as a communication expert who has offered her expertise to help brands articulate their stories compellingly Nancy Duarte Built A 30 Year Career In Silicon Valley On The Art Of Storytelling (forbes.com). Her achievements and insights have caught the attention of renowned publications such as Fortune, Time Magazine, Forbes, and the Wall Street Journal, to name a few Nancy Duarte — Faith Driven Entrepreneur.Throughout her professional journey, Nancy has encountered various adversities, which she has transformed into learning experiences, further enriching her expertise and perspective Interview | Nancy Duarte, CEO | The Industry LeadersIn essence

CEOs, do you want to unlock the secret to sky-high sales?Your loyal customers might just have the answers you seek.Barry Trailer from Sales Mastery Advisors highlights a goldmine of opportunity: diving deep into repeat and referral sales. Believe it or not, expanding within your existing customer base can yield better returns than braving new territories.Furthermore, while data is crucial, it's quality over quantity. CEOs should focus on insightful data interpretation, emphasizing process-oriented coaching, adept tech use, and consistent training.Barry's revealing Sales Performance Scorecard survey shows just 53% of reps hitting or surpassing their quotas, signifying a pressing need to revamp strategies.Interestingly, the survey suggests a direct link: the stronger the processes and relationships, the better the sales performance. With peak levels, 61% of reps excel in their roles.To truly drive sales momentum, CEOs must revitalize internal processes, and make sure the focus is on nurturing customer relationships and optimizing data utilization. By focusing on these cornerstones, soaring sales are no longer just a dream.Want to dive deeper? All the riveting details await in this informative episode.Chapters00:02 Introduction to the podcast and topic of sales strategies01:07 Discussion on the easiest ways to get more business04:20 The challenges of new reps in new territories07:12 The importance of doing the hard work in sales12:16 The importance of actionable information from data12:51 Levels of relationship and understanding in data analysis14:19 Introduction of the sales performance scorecard assessment.16:22 Low revenue plan attainment and reps meeting quota.18:23 Slow progress in implementing artificial intelligence for sales.20:08 The importance of levels of relationship and process implementation.27:42 Random process can be successful but lacks predictability.29:18 Buyers are better at buying than sellers are at selling.30:16 Many sales teams do not fully utilize the tools provided.31:46 Lack of user adoption and misuse of tools leads to inefficiency.36:11 Managers need coaching on how to coach effectively.38:48 Coaching is often misunderstood and not properly implemented.43:23 Process-oriented coaching and technology can improve sales outcomes.44:28 CRM should be used as a system of record and engagement.About GuestBarry Trailer is prominently associated with SalesMastery, holding a leadership position as a past president of both Miller Heiman and Goldmine. Miller Heiman is recognized as a world-class sales training firm, while Goldmine is renowned for its Customer Relationship Management (CRM) applications. Barry Trailer's professional experiences extend to the digital platform LinkedIn, where he maintains a professional profile, emphasizing his significance in the global business network. Furthermore, Barry's insights on the pivotal role of a company's coaching approach in influencing win rates have been highlighted, suggesting his expertise in sales management and strategiesSocial Links You can learn more about and connect with Barry Trailer in the links below.Connect with Barry on LinkedIn:(99+) Barry Trailer | LinkedInCheck out Sales Mastery website:SalesMasteryYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman - Alice Heiman

In the age where traditional sales tactics seem obsolete, CEOs and founders are shifting to innovative strategies. Lloyed Lobo, co-founder of Boast, accentuates the importance of community-led growth. His journey, from an engineer to a salesperson, and ultimately, to the co-founder of a company aiding businesses in accessing R&D funding, underlines the value of community.Lloyed divides community-led growth into four stages: audience, community, movement, and cult. He believes that it starts with a passive audience, and, with engagement, it transforms into an active community. When this community works collectively towards a cause, it becomes a movement, and finally, with deep-rooted beliefs, it can shape into a cult (in a good way).By curating events, insightful blog posts, and actively engaging with his audience, Lloyed created a trusted hub for entrepreneurs. He also emphasizes founder-led sales in a startup's initial stages, suggesting that personal touchpoints build credibility and rapport.Furthermore, Lloyed points out that community-driven platforms don't just boost sales but propel innovation by fostering a collaborative space for knowledge sharing. As the world progresses, businesses that prioritize and integrate community-building will emerge as leading brands.Chapters00:39 Introduction of special guest Lloyed Lobo, co-founder of Boast.03:55 Boast integrates with technical and financial systems to streamline funding.08:05 Lloyed Lobo's journey from engineering to sales to co-founding Boast.12:10 The challenges of cold calling and finding the right audience14:39 Framework for targeting the right audience: passion, niche, propensity to pay, ease of access15:56 Identifying white spaces in the market: lack of support and tactical content20:16 Hosting meetups and the importance of consistency22:29 Understanding the ideal customer profile and their aspirations25:46 Using events and community to engage and build loyalty28:57 Founder-led sales and the importance of product-market fit33:05 Hiring for trajectory and the importance of grit and determination35:24 Founder reinventing their job and excitement of trying new things39:18 The role of community in building enduring brands.41:12 Lloyed Lobo's journey from humble beginnings to success.45:18 The importance of loving your customer and adding value.45:43 Lloyed Lobo's book "From Grassroots to Greatness".About GuestLloyed Lobo, an entrepreneur, podcast host and community builder, experienced the Gulf War as a young refugee in Kuwait, witnessing the strength of community in evacuating the population to safety. As the co-founder of fintech platform Boast.Al, he leveraged the Community-Led Growth model to bootstrap the company to $10 million in annual recurring revenue while also co-founding Traction, a community empowering more than 100k innovators through connections, content, and capital.Lloyed is also the author of ‘**From Grassroots To Greatness: 13 Rules to Build Iconic Brands with Community Led Growth’ **(foreword by Jason Lemkin), which covers tactical advice from community-led businesses both big and small, such as Apple, Harley Davidson, Nike, Crossfit, HubSpot, and many more to help readers attract passionate and devoted fans of their own. The book topped Amazon’s new release charts in various categories, including Startups and Business Technology, within mere hours of its pre-sale launch.About CompanyBoast.ai is a leading financial technology firm that simplifies the process for companies to access government incentives, including R&D tax credits and innovation grants. Leveraging a blend of expertise and automation, Boast.ai streamlines the claims process, maximizes claims amounts, and reduces the risk of audits. With their integrated platform, businesses ca

Wouldn’t you love to get into the mind of your sellers and understand exactly what they are thinking? Wouldn’t you love to know what they are struggling with most?If you could read their minds, or if you asked, what would your sales leaders say it is and what would your sellers say?  Spencer Wixom from The Brooks Group says that his research shows the answer you likely will get if you ask is prospecting and discovery calls. Why, because it’s hard. Harder these days than ever and leaders are still teaching and depending on old methods that don’t work.  Spencer’s insights shed light on the challenges of prospecting and discovery, where traditional modes of communication still reign supreme. In the price-sensitive market landscape, he champions the mantra of selling value over price, urging sellers to convey their solution's tangible ROI.But what truly stands out? Spencer’s attention to the emotional and motivational pulse of sales teams. Recognizing the evolving motivations of the younger generation and the nuances of hiring and retention, he underscores the importance of CEOs understanding and catering to individual seller drives.Join Alice as she unpacks Spencer's strategies, exploring the future of sales and the critical role CEOs play in shaping it.Chapters02:02 Importance of having a simple, fundamental sales process05:33 Study shows that prospecting and discovery are the biggest struggles11:25 Introducing a formal referral selling program can increase results13:06 Connecting people with similar issues strengthens trust in relationships19:53 Salespeople need to understand customer value, not just product features.24:33 Recognizing trigger events to understand the value of products/services.25:54 Burnout and lack of motivation among sales development reps27:58 Generational differences in motivation32:05 Balancing work-life priorities and productivity36:09 Customer indecision and closing challenges38:40 The importance of the sales process and relationship building39:14 The pressure on salespeople to close deals42:04 The importance of team selling and gaining commitment48:42 The importance of empathy and understanding buyers' struggles51:42 Importance of understanding natural capabilities and skills for job success55:26 Shift in demographics and work dynamics with millennials and Gen Z  About GuestSpencer Wixom is the President & CEO of The Brooks Group. His primary responsibility is leading the organization to deliver transformational performance improvement in their client’s sales teams. This is done by harnessing the collective effort and expertise of The Brooks Group Executive team and empowering market-leading talent up and down the organization.  Spencer joined The Brooks Group after many years leading global teams as an executive in the sales transformation space, including marketing, sales enablement, research and analytics, and client success. About HostThe Brooks Group is an award-winning organization specializing in sales training and classes. With a focus on offering top-tier sales training solutions, the Brooks Group aims to empower sales teams to reach their full potential and drive significant business results. Their training programs are designed to be impactful, customized, and aligned with the unique needs and goals of each client they serve. Although detailed services were not provided, the multiple awards and client testimonials indicate a strong reputation and effectiveness in delivering their sales training services. Social Links  You can learn more about and connect with Spencer Wixom in the links below.Connect with Spencer on LinkedIn:(14) Spencer Wixom | LinkedInCheck out Brooks group website:

Product. Sales. Marketing. Customer Success. If you want to grow your business, your entire go-to-market team has to be in perfect alignment. Providing a seamless experience makes such a huge difference to customers, but it’s often hard to achieve. Luckily, you’ll get plenty of ideas and inspiration in this Encore Episode on the Sales Talk for CEOs podcast.My guest for this interview is Pouyan Salehi, CEO of Scratchpad, a workspace designed specifically for sales and revenue teams. Scratchpad has a unique bottom-up sales model where—on the one hand—the end-users of the software (sales reps) are not the buyers, but—on the other hand—the end-user experience is instrumental in getting sales conversations with decision-makers at large companies. A fully aligned go-to-market team is crucial to success, and, in this interview, Pouyan shares how he achieves it.As Pouyan explains, aligning your go-to-market team has nothing to do with tools and processes. Instead, you have to start with mindset, prioritizing ‘delight’ and ‘experience.’ “We’re a software company, and we build a product, and people buy the product. But that’s just one component,” says Pouyan. “What we’re essentially doing for every user interaction that we have is we’re giving them an experience. We’re delivering an experience, and that experience should be one of delight.”This mindset drives sales and customer experience at Scratchpad and has brought the entire go-to-market team together into one cohesive unit. Scratchpad has established a base of raving fans that any CEO would envy! Listen in to hear how Pouyan has done it, so you can apply the strategies to your business too.Highlights[2:25] Designing a space for sales team efficiency[7:24] Understanding diversity in sales reps[9:26] Balancing structure and individual flexibility[13:45] Selling your idea and testing your value proposition[20:25] Designing a complex go-to-market motion[29:40] Building a fully aligned go-to-market team[35:19] Creating raving fansAbout Our GuestPouyan Salehi is co-founder and CEO of Scratchpad, the pioneer of the Revenue Team Workspace. Prior to Scratchpad, Pouyan was co-founder and CEO of PersistIQ, the complete outbound platform engineered from the ground up for sales. A successful serial entrepreneur, Pouyan also co-founded Lera Labs (CycleIO) and has dedicated the last decade to improving the sales process for B2B enterprise sales reps and teams.Show LinksConnect with Pouyan Salehi in the links below:Website: https://scratchpad.com/LinkedIn: https://www.linkedin.com/in/pouyansalehiYou can learn more about and connect with Alice Heiman in the links below:Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/

From FBI prodigy to HR tech disruptor, meet Joanna Riley, the extraordinary CEO revolutionizing talent acquisition.Joanna's secret agent aspirations led her down a unique path, guided by her parents' unwavering support. Her undergraduate years were a whirlwind of cutting-edge courses in the psychology and geometry of crime, fueling her passion for espionage.Joining the FBI right out of college, Joanna's first taste of the professional world may surprise you - she conquered sales at just four years old, going door to door as the "snail annihilator" with her best friend.After 3 successful startups Joanna is now transforming the way companies find and harness their most valuable asset - people. As the visionary leader of Censia, she focuses on diversity, a deep understanding of customer connection and is shaking up the traditional notion of sales. She is on a mission to revolutionize talent acquisition with the power of AI. Hear Joanna’s journey and discover how she’s reshaping the hiring landscape and paving the way for a new era of success on this incredible interview! Chapters03:53 Importance of using data to make hiring decisions and retain employees.05:22 Joanna's background in the FBI and how it translates to entrepreneurship.08:26 Transition from the FBI to starting the first company in sales.10:05 Success and sale of the first company at a young age.13:20 CEO pain point: finding the right people for their company.13:56 HR tech focuses on helping companies with talent acquisition.14:55 Talent market shifted from active to passive job seekers.15:49 Current talent search methods are outdated and ineffective.16:46 Underrepresented communities are disadvantaged in keyword-based searches.17:16 AI can provide a more intelligent understanding of candidates' capabilities.18:03 Shifting the focus from keywords to desired achievements.19:04 Started selling after building a structured talent database.21:45 Customer advisory board helped identify pain points and validate solutions.25:50 Importance of CEOs staying in touch with customers.26:37 Initial challenges in selling and finding product-market fit.30:39 Transitioning to hiring salespeople.32:02 Scaling and growing the go-to-market team.33:07 Advice for CEOs: prioritize sales and customer conversations.About GuestJoanna Riley is an experienced entrepreneur and investor, renowned for championing diversity in the tech sector and for driving the development of ethical AI in HR Tech. As the CEO and Founder of Censia, she spearheads a cutting-edge Talent Intelligence Platform that is revolutionizing the way enterprises identify, recruit, and retain transformative talent. Joanna's passion for leadership extends beyond her role at Censia. She is a prolific early-stage investor and a distinguished member of the Board of Young Presidents Organization (YPO) as part of the Global Membership Council. She also devotes her time to mentoring up-and-coming entrepreneurs in the tech space.Her achievements are rooted in a diverse and robust background. Early in her career, Joanna was an integral part of the International Training Unit for the FBI. In addition, she distinguished herself as a national rower and earned her BA degree in Foreign Affairs from the University of Virginia. Today, she continues to hone her business acumen as part of the President's Program at Harvard Business School.Social Links You can learn more about and connect with Joanna Riley in the links below.Connect with Joanna on LinkedIn:(35) Joanna (Jo) Riley | LinkedInCheck out Censia's website:Transformative Talent Intelligence - CensiaYou can learn more about and connect with A