Addicted to Growth

Andy's been in sales for over 25% longer than I've been alive, four decades. His first sales job was selling women’s shoes at JC Penney. In his professional career, he's sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. He closed hundreds of millions of dollars in products and services before starting his own company. In this episode we discuss: How the remote selling environment is impacting sales enablement One of the top reasons your prospects aren't talking to you and the number one thing you should be thinking about as a rep Andy's take on the role content plays in the success of sellers today What happened when Andy combined his insatiable curiosity with a competitive streak The only reason why salespeople exist (and it's easier than we think) Why management enablement will become a top priority for leading companies in 2021 and beyond Why Billions comes up again and everyone needs a Wendy on staff (a mindset coach) Andy's take on challenging the status quo and more! Andy Paul https://www.linkedin.com/in/realandypaul/ (LinkedIn)

Travis and Kevin talk with Ethan Beute, Chief Evangelist at BombBomb about being a good human, the value of evangelism, the value of video more. Episode Highlights: Good Business comes down to being a good human - Be a better person, team member, and better helper to your customers The power of bringing joy to your work and providing value to your customers  We’re freer to be ourselves than ever before - COVID has accelerated everyone into each other’s lives and homes  Advice for people who are trying to be more comfortable with being themselves The importance of spending time with yourself Do people train their sales reps on cultural linguistics?  Evangelism is necessary as a function in the organization - you’re evangelizing the PROBLEM, not the product How do we evolve from customer service to customer success? How to know when your company is ready to evangelize and stand for something Thing people can do to reconnect with themselves and be more human How you can use video across the entire lifecycle of your customer journey (internal and external) Tweetable Quotes: "If you’re innovating, you either have a solution to a problem that didn’t have a solution before. Or, you have a better solution to a problem that people have been solving."– Ethan Beute "Creativity comes when you unplug from the input and allow the ideas you already have in your mind collide, with the new ideas you're collecting."– Ethan Beute "Would this message be more effective if it was more of an in-person moment than this kind of intellectual exercise of decoding these words and sentences and paragraphs you wrote."– Ethan Beute Links: Ethan Beute: https://www.linkedin.com/in/ethanbeute/ (LinkedIn) Ethan Beute: https://twitter.com/ethanbeute (Twitter) https://bombbomb.com/ (BombBomb) Ethan Beute: Personal https://ethanbeute.com/ (Website)

Kevin talks with Sales Enablement Program Manager Epris Blakenship with Monday.com about all things sales enablement. In this episode, you'll hear Kevin and Epris touch on the following topics: How to identify your SME How to prioritize request for Sales enablement  All adults learn differently Why sales enablement needs to walk with your sales team  Action and Adapt How to create practical applications to take learning to the next level.  Pick up the damn phone!  The power of asking why.. Top performers do what they do and most of the time dont know why they do it. In order to replicate their performance you need to understand the why. 

Episode Summary Travis talks with Tracey Santilli and Mercedes C. Smith, about pushing diversity forward, the power of creating moments to get uncomfortable with your people, organizational growth, and more. Short Bios Tracey Santilli, Chief Growth Officer at Tierney Tracey Santilli is the Chief Growth Officer at Tierney, a full-service marketing communications agency and IPG-owned subsidiary. In this role, Tracey oversees strategic planning for all clients, working to develop clear business cases around opportunities, and delivers strategic recommendations to create integrated campaigns that drive business results. She is responsible for all client relationships, general operations, and staffing for 80+ and oversees the management of all practice areas including public relations, social media, crisis management, strategic planning, account management, and paid media across three offices (Philadelphia, New York, and Harrisburg). Mercedes C. Smith, Vice President of Public Relations, Tierney Mercedes C. Smith is a Vice President of Public Relations at Tierney, a full-service agency with skills in advertising, PR, interactive and media. With hard work and determination, she has developed strategic campaigns to solve unique challenges for various brands across the hospitality, healthcare, entertainment, consumer lifestyle, and technology sector. Additionally, Mercedes is passionate about empowering others to live their truths, both personally and professionally. “Bring your full self to everything you do. It’s your unique culture, experiences, and perspective that makes you irreplaceable. Own it – all of it.”

Travis and Kevin talk with Go Nimbly VP of Marketing, Lorena Morales about people, personalities, home, immigration, and more

Travis and Kevin talk with the Co-Founder of Reachdesk, Alex Olley, about getting back into the trenches, prospecting, creating a safe environment for your reps, how a pivot led to Reachdesk tripling their revenue, and more. Episode Highlights: A co-Founder who runs the revenue and marketing functions Passionate about genuinely knitting together sales and marketing Most passionate about prospecting and cold calling, creating videos, and writing emails  Prospecting with emotions and creating spirits through prospecting  “If you’re living in fear wondering what your prospect might say, don’t bother in the first place” Pushing boundaries and figuring out where the lanes are Creating a safe environment for your reps to take risks and how to help them visualize their growth process The value of creating connections with peoples pasts How to know when your leader doesn’t know the answers and what to do about it Getting back into the trenches as an SDR How Reachdesk’s pivot led to them tripling their revenue in three months You guessed it again, sit down and talk to your customers to learn how you can serve them How Alex evolved his onboarding The importance and value of the buddy system  How to maintain a culture and how Reachdesk allows everyone on their team to share their values into a community word cloud that grows How to give your employees a bigger share of the voice to drive the cultural change that everyone is talking about  Negotiation tips from Alex’s time as a lawyer Alex breaks down how writing sequences is the same as composing a song How do you teach someone how to make sequences? A lesser-known way to approach messaging in your outreach through storytelling Creating an experiential sequence to build relationships with your prospects How to create virtual and remote experiences that keep people engaged and hold their attention How to truly differentiate your customer experience in the marketplace The new currency is experience Why companies are so reluctant to change and ungate their content… Quotes “You’re never gonna win 100% of the time. And if you go into prospecting and you think, I’ve got to make this so perfect, because I don’t want to get in trouble. I’m living in fear of what my prospect might say, don’t bother in the first place right?” - Alex Olley “You’ve got to create an environment and tell people where the boundaries really are.” - Alex Olley on creating a safe environment for reps to take risks “As leaders, we have to start making statements about what we think is okay, then handing that over to someone and saying go and test it.” - Alex Olley “How do you tell a story in a narrative within your sequences or your outreach which builds  “You’re the one who’s orchestrating. You can build together a structure that gives your audience a desire to listen. Tell a story. Make it enjoyable.” - Alex Olley “Always be positively unsatisfied.” - Alex Olley Links: Alex Olley: https://www.linkedin.com/in/alexolley/ (LinkedIn) https://www.reachdesk.com/ (Reachdesk) Travis King:https://www.linkedin.com/in/travisandreking/ ( Linkedin) Kevin Mulrane:https://www.linkedin.com/in/kevinmulrane/ ( LinkedIn)

Episode Summary: Kevin talks with Growth Marketing Lead at Interseller, Kristina Finseth about her career path, here unique understanding of marketing and sales, how to build a growth organization from scratch and more. About Kristina Kristina owns growth marketing at Interseller, a platform that helps recruiters engage with talent through contact data identification and personalized email sequencing. Having been in the shoes of a recruiter in startups, enterprises, and agencies - she is genuinely driven by a desire to make a positive impact on the way companies engage with talent in today's market. On any given day, you'll find Kristina jamming with recruiters on messaging candidates, training jiu jitsu, traveling, or exploring the local food scene. Episode Highlights: Kristina’s career path - military, recruiting, marketing, sales, growth (business development and marketing) If you’re in a marketing capacity, do whatever you can to get involved with sales When revenue is the common goal between sales and marketing, it’s really easy to remain in sync with the activities you’re running One of the biggest challenges facing new growth marketers - building out the repeatable processes, documenting, building the playbook so that as your team grows, and your company grows, it’s easier to plug and play with different people and have them in their niche specialties The biggest misconception marketing has about sales  The biggest misconception sales has about marketing  LinkedIn Poll results about where SDRs should report into What is a growth associate, what do they do, and advice for someone considering how this function would fit within their org? How you can start to change the narrative around traditional funnel metrics to focus on revenue and when you know you have done that successfully Current trends in marketing and growth Kristina’s number one piece of advice for adoption of tools Tweetable Quotes: "If you’re in a marketing capacity, do whatever you can to get involved with sales."– Kristina Finseth "When revenue is the common goal between sales and marketing, it’s really easy to remain in sync with the activities you’re running."– Kristina Finseth "There's are some sales rockstars out there that know how to get in front of prospects better than some marketers.."– Kristina Finseth on the biggest misconceptions marketing has about sales “What's different is, I'm going to get booked meetings for you. So look at the quality metric, which is if meetings are getting booked, and then we're closing those meetings. That's what people should be worried about. Are we closing those deals? It really is all about revenue, not just Hey, I had 1500 people register for a webinar. Here's a lead list. Right?” - Kristina Finseth Links: Kevin Mulrane:https://www.linkedin.com/in/kevinmulrane/ ( LinkedIn) Kristina Finseth:https://www.linkedin.com/in/kristinafinseth/ ( LinkedIn)

Travis talks with Product Manager, Phyllis Njoroge about a few areas of opportunity for LinkedIn’s product team, content creation and distribution, podcasting, voice, and more. About Phyllis Throughout her life, she has been interested in "everything."** When she was a child, she asked if she could go to college forever because her favorite thing to do is learn and improve. In history class, she grew jealous of the Renaissance person because it was the last she heard of someone being allowed to be well-versed in, well, a lot of things. Introduce our lead in the third act: Product Management. she no longer has to choose what areas to be skilled in for a specialization because the specialization demanded that she be skilled in several areas. She can stay an artist, an engineer, a therapist, an entrepreneur, a leader, an innovator, and a visionary without having to switch hats. Like many others, Phyllis didn't choose to become a product manager; she was engaging in many product management skills and found a title that aligned with what she wanted out of her life and her work. Outside of solving for user problems, she spends her time trying to work on some other problems in the world: imposter syndrome, lack of diversity and equity in STEM, and a surprisingly common lack of career fulfillment. She rides on the fundamental belief that life should be fair, easy, and lived freely by everyone regardless of the circumstances they were born into. She aims to improve the world from where it was yesterday and would love to connect with anyone who looks to shake up tradition for innovation. Links: Phyllis Njoroge:https://www.linkedin.com/in/phyllis-njoroge/ ( LinkedIn) Travis King:https://www.linkedin.com/in/travisandreking/ ( Linkedin)

During the 20th episode of Addicted to Growth, sales leaders Travis King, and Kevin Mulrane connect with Principal & Founder of JD2 Consulting, Jeff Davis. Listen to learn about Jeff’s story, the biggest misconceptions people have about marketing, how we can create togetherness, and more. Jeff Davis Short Bio Jeff Davis is an international keynote speaker, consultant, and award-winning author of "Create Togetherness".  He specializes in helping B2B companies optimize revenue growth by strategically aligning their sales and marketing teams. Jeff pulls from his over 15 years of experience marketing, sales, and business development at Fortune 100 organizations to early-stage startups. He has experience in a myriad of different industries including healthcare, manufacturing, technology, more.  Jeff has worked with companies such as Salesforce, LinkedIn, Seismic, and Oracle. He speaks regularly on the topic of alignment transformation at large conferences, company meetings, sales kick-offs, association meetings, and more.  He is also the executive producer and host of the fast-growing TheAlignmentPodcast.com which is heard by B2B professionals in over 25 countries as well as the creator and host of the Sales + Marketing Alignment Summit which has hosted an exclusive group of sales and marketing leaders for the past four years. Jeff holds a B.S. in Mechanical Engineering from Purdue University and an MBA from The University of Chicago Booth School of Business.  Episode Highlights: How Jeff realized his aim to help b2b CEOs, sales, and marketing leaders strategically align sale and marketing so they can optimize revenue growth How Jeff made the jump from sales to marketing and where he’s at now The biggest misconceptions salespeople have about marketing  They don’t understand what marketers do Marketing & Sales Alignment  Ask what are the possibilities? What does great look like? What can marketing do to make your job easier and help you close deals faster? Marketing's job is to set the stage and create a marketplace where people understand the value of your product or service It’s getting you in front of the types of accounts that you need to talk to Marketing is one to many and sales is one to one.  Sales teams need to realize they’ll never be able to have the reach that a marketing team has Ask “so why are we doing this?”  When you get in front of the right accounts, make sure you are very crystal clear around why they should care The companies getting marketing and sales alignment right are stopping and asking questions  Where most organizations fail when trying to align marketing and sales Majority of organizations don’t do this weel because they look at it short term It takes a lot of stakeholders to agree, time, resources, and are just now recognizing that this is serious enough of an issue that they need to take seriously. What best in class looks like as it relates to marketing and sales alignment Three Pillars of Alignment and Transformation - look at what’s not working and then examine companies you consider best in class  Data Process Communication The cost of inaction around now getting sales and marketing alignment  How to position the sales and marketing alignment conversation internally Trends Jeff is currently seeing  B2B adopting B2C tactics and strategies  How do people buy whether it be b2c or b2b? What is the first very first step?  The Paradigm Shift that must happen in order to breakthrough the alignment noise Favorite Points: Create togetherness. Ask “so why are we doing this?”: Where most organizations fail when trying to align sales and marketing Tweetable Quotes: “As b2b practitioners, we have to recognize that if you were still talking about features and benefits to buyers, you were way behind.” – Jeff Davis "How do people buy whether it be b2c or b2b? What is the first

Travis talks with Carol Malakasis about her journey into sales, her passion for food, and what early-stage founders should be thinking about when it comes to building and growing their sales playbooks and more. Episode Highlights: Carol’s timing cold calling her way into one of New York’s top kitchens Why Carol is so passionate about food and caring for others Where and how Carol developed her go-getter mentality without playing sports or group activities How Craiglist opened Carol’s door to tech sales How she’s helping early-stage startups and their founders (seed to series a) build and grow their sales playbook The importance of a strong product for early-stage companies The two biggest struggles with early-stage startups: Where to allocate capital because you only have a little bit of money  Where to allocate human capital - who’s the right person for this job? How to explore what you want in life, identify your strengths and be curious to learn something new The value of having a growth mindset and pushing yourself and your people to grow What it means to be the village idiot and how to figure out if you think that way or not 3 Favorite Points: How Carol Cold Called Her Way Into a Top Restaurant Kitchen in NYC How to Develop a Go-Getter Mentality as a Non-Athlete How to explore what you want in life, identify your strengths and weaknesses, and be curious to learn something new Tweetable Quotes: "Who doesn't like food, right, like food is culture and history and memories. And we all had someone that cooked for us, right a mom or an aunt or a dad or some sort of caretaker growing up. ."– Carol Malakasis "We all learn that when someone cooks for you and treats you to a wonderful meal is because they love you because they want to take care of you."– Carol Malakasis "Some adversity is good. You kind of need to get hit on the face a little bit when you're younger, to sort of learn how to respond and move on to have those responses be innate."– Carol Malakasis  “If you ask for help, and you're coachable, and you have a goal in mind, you can do really, really well.” – Carol Malakasis  Links: Travis King:https://www.linkedin.com/in/travisandreking/ ( Linkedin) Carol Malakasis: https://www.linkedin.com/in/carolmalakasis/ (LinkedIn)

Episode Summary: Travis and Kevin talk with Chief Inspiration Officer, Jules White of https://liveitloveitsellit.co.uk/ (Live IT, Love it, Sell It), about how to find your UHP, why your team needs a mindset coach right now to support mental health, a formula for Bound-Back-Ability, and more. Jules White Short Bio: Jules White has drawn on her 30 plus successful years in business and created a unique methodology that comes from her very own practical experiences of dealing with the highs and lows of selling. She knows exactly what she’s talking about; she’s written an Amazon bestseller on sales, is a TEDx speaker on the subject AND she’s impressed and won investment from a top businessman on the UK business TV show Dragon’s Den. She’s ready to help you unlearn everything you’ve been taught about selling and share HER techniques to boost YOUR sales.  Episode Highlights: Why Jules is Passionate About Inspiring People Understand Your Reps At An Individual Level to Identify Their UHP Values & Strengths Give Your Team Ownership Humans Create Revenue, not Technology How Companies Can Think About R&D in A Way That Doesn’t Directly Impact ROI The Heaven & Hell Exercise You Must Do Right Now How to Use Emotions in Your Prospecting BOUNCE - a formula for Bounce-Back-Ability Breathed Opportunities Understand Necessities Choice Energy The Power of Choice  The Magic of A Positive Healthy Mindset The Value and Importance of Mental Health at Work What Arthur Ellis Is and How They Can Help How Hiring a $2,000 a Month Mind Coach Will Impact Your Bottom Line Revenue Increased Happiness → People will Work More Often → Increase in Productivity → Increased Support for Each Other → Trust  It’s estimated That There’s a $1 Trillion Worth of Revenue Lost Due to Low or Lost Productivity 64% of respondents from the UK and 59% of people surveyed say this should be a top priority for their organizations. Mental Health Can Be A Part of Your Everyday People Strategy The Top Two Categories That Drive Anxiety, Depression and Stress Are Finance and Work-Related People Are More Attracted to Companies That Support Mental Health Favorite Points: Understand Your People At An Individual Level to Identify Their UHP The Heaven & Hell Exercise You Must Do Right Now How Hiring a $2,000 a Month Mind Coach Will Impact Your Bottom Line Revenue It’s estimated That There’s a $1 Trillion Worth of Revenue Lost Due to Low or Lost Productivity Tweetable Quotes: "We never want to chase the revenue target. Never once it was visible, but we never, ever chase the target."– Jules White "Human Create Revenue."– Jules White "Yeah, absolutely. So on the other side of What do you love what you're good at? What are your values and strengths? Why do our clients buy what we sell? Okay? Why do they, why did they come here? What do they love about us? So we weren't just then looking at us as individuals, we were then matching all of that lovely staff to why our clients come. And there's that bit of magic."– Jules White "You've got bounce-back ability. And they literally just said it to me. And you sort of think to yourself, I really like that. That’s great because I think I almost feel like I can own that a little bit. So that's kind of where it started."– Jules White “BOUNCE - Breathed - Opportunities - Understand - Necessities - Choice - Energy.” – Jules White “Choices huge because we often don't realize the choices we actually have. And sometimes, you know, will say we don't have a choice or there's no way forward. And actually, we usually do have a choice to do something.” – Jules White “Well, simply because your team is going to be happier, which means they'll probably come to work more often, which means they'll also be more productive, which means they'll support each other. So that's just your starter. And you know, there is a big responsibility for us now as companies to put our people first and stop this...

Travis and Kevin sit down with Bridget O’Brien who talks all things sales.  We talk about everything from SDR metrics, to how to motivate your team, all the way to her experience as a marine biologist and in the restaurant industry has made her a better sales leader.   Episode Highlights To get buy-in from your team, you need to be authentic and ask for their opinion. Get them involved in goal setting.   Marine Biologist: where she learned positive reinforcement and testing hypotheses.   Restaurant Industry taught patience and thick skin Became the first member of the sales enablement team at Dial Pad, with a focus on sales onboarding.   Found the love of data and science spilled back over into business. Not afraid to jump headfirst into things or projects even if I don’t know exactly what I am doing. How personal life and professional life can blend based on your personalities.   Take initiative.  Any time I took initiative to solve a problem its lead to more doors opening and a better movement for the company in general No good LMS out there.. They all miss something you need. No LSM + Content management. On-boarding - Stickers as rewards and win stickers.. It's a simple idea but salespeople are competitive and want to walk away with the most stickers.   Working at a start-up vs a large company is so different from the on-boarding, to how you do your job, to how successful you will be Tweetable Quotes  “If you have food in your teeth, I'm going to tell you.  I don’t care if you're a stranger or my boss.  I feel like thats just basic humanity that your supposed to tell someone they have food in their teeth.” - Bridget O'Brien “What you learn working with marine mammals is positive reinforcement training.  But here's the thing, humans are also mammals” - Bridget O'Brien “You can have diversity of thought but if you all look the same, you're losing something.  Its not actually that diverse” - Bridget O'Brien Links: Travis King:https://www.linkedin.com/in/travisandreking/ ( LinkedIn) Kevin Mulrane:https://www.linkedin.com/in/kevinmulrane/ ( LinkedIn) Bridget O'Brien: https://www.linkedin.com/in/bridget-o-brien-she-her-87b379138/ (LinkedIn)

Episode Summary: Travis and Kevin talk with the Director of Revenue Performance at Chili Piper, Michael Tuso, about driving the success that you seek, the power of individualized coaching plans, the importance of diversity, and more. Michael Tuso Short Bio: Michael has always had a passion for coaching, which is what drives him to do the work he does today. Michael attended the University of North Carolina at Greensboro, where he ran for Student Body President as a freshman—and won. The networking and sales skills he honed as a part of that experience brought him in front of dozens of United States Senators, enabled him to sit in on a US Supreme Court Justice confirmation, brought him overseas on a full scholarship for study abroad, and ultimately a gig running a statewide political campaign. Michael realized he enjoyed the nuts and bolts of how to raise money for a campaign, so he combined that interest with his love of travel and moved overseas as a part of a work abroad program for Citrix. Michael soon fell in love with sales and has worked with multiple startups since then. He currently works as the Director of Revenue Performance at Chili Piper. Michael’s specialties include: training, sales process, tech implementation, account executives, SDRs, sales, leadership, go-to-market, social media, direct-mail campaigns, digital marketing, IT, technology, strategy, and consulting. Michael also received the 2019 BEAST Award for Best Sales Development Leader at Tenbound’s 3rd Annual Sales Development Conference. Episode Highlights: Michael’s background - political/how he got into sales Passiveness and success/ driving results You can’t be a passenger to be successful, you have to be the driver Instead of saying go do- be a part of investing in your own growth Invest them in the process Using this time to up your game Creating an ecosystem of learning across all of your teams Lack of help needed from managers Steering away from the check the box mentality Success because of diversity Being the “only” / finding others like you Adversity along the way only makes you stronger and better Treat everything as a learning opportunity 17-19 month stat How Michael ended up with his unique job title Too much stress placed on CEO- revenue not up to one person The importance of coaching So many companies focusing on enablement Answering “why” questions/ science-based thinking Teaching people to their strengths and weaknesses Getting rid of intuition and building data-driven insights Empirical hiring- concrete things to look for You know you have at least middle performers Focus on different priorities with different people because they are all motivated differently  Favorite Points: Passiveness/success- driving results Creating an ecosystem of learning across all of your teams Success because of diversity Michael’s story about how he ended up with his unique job title Tweetable Quotes: “You can’t be passive and successful at the same time. You have to drive the results that you seek.” “We’re not successful despite our diversity, we are successful because of our diversity.” “I don’t let any preconceived notions of what the world is supposed to be like stop me from doing what I want.” “If I go into a company, I want to be the best at what I do.” “The era of gut-check hiring is over.” Links: Travis King:https://www.linkedin.com/in/travisandreking/ ( LinkedIn) Kevin Mulrane:https://www.linkedin.com/in/kevinmulrane/ ( LinkedIn) Michael Tuso https://www.linkedin.com/in/michaeltuso/ (LinkedIn)

Episode Summary: Travis and Kevin talk with Director of R. Moore Consulting Ltd., Richard Moore, about what drives him, the power of goal setting, reasons to surround yourself with winners, and more. Richard Moore Short Bio: Richard has spent many years as a consultant to businesses from startups to companies with nine-figure turnovers. He has sat on boards as an advisor and director and provided training in hundreds of seminars on topics from sales to social media, from marketing to leadership. Richard is now the Director of R. Moore Consulting Ltd. His services include helping build your sales and marketing training programme, coaching sales leadership teams to understand and get more from their numbers, advising on commercial strategy and product monetization, and hacking engagement strategy in marketing. Episode Highlights: Everyone has a different state every day coaching comes down to how people receive you People want to learn from an expert When you want to give up, you’re about 40% there Pushing yourself, finding another gear- for yourself, not others The drive and grooming from his mom- pressure to be the best Past, future, present self You get out what you put in You’re going to regret faking it because you can really do it if you put your mind to it The power of consistency/habit forming It's not easy at first, but it becomes easy once it's a habit Increases your productivity  “Don’t think, just move.” Chasing pain to grow Being okay with being uncomfortable because that’s how you grow/push yourself Do the little things first- set reasonable goals so you’re not scared off Anything reached above the small goal you set is bonus It’s an incremental process Recalibrate after you reach each goal Staying patient when reaching for/ achieving goals “Patience is coupled with wins along the way because you need a sense of progress.” This is why setting small goals is important so you can gauge your progress Nothing wrong with being competitive Beating the guy at the top requires beating the people at the bottom too Surround yourself with winners if you want to be a winner Working smarter- be efficient The power of getting people to coach you that want to help/not being afraid to pick brains This requires humility- set aside your ego for your growth Listen to and learn from those who are successful  Favorite Points: The power of consistency/habit forming It's not easy at first, but it becomes it once its a habit Increases your productivity levels Goal setting: Do the little things first- set reasonable goals so you’re not scared off Anything reached above the small goal you set is bonus It’s an incremental process Recalibrate after you reach each goal Staying patient when reaching for/ achieving goals “Patience is coupled with wins along the way because you need a sense of progress.” This is why setting small goals is important so you can gauge your progress Tweetable Quotes: “If you choose to, you have another gear.” “You get out what you put in.” “Action is the way to starve fear and worry.” “Patience is coupled with wins along the way because you need a sense of progress.” “Do the things that make the biggest impact, don’t do the things that don’t.” “It’s hard to put aside your ego, but you have to choose: do you want the long-term pain of not getting anywhere or the short-term pain of humiliation with a much better outcome?” “It’s the ones that have actually been there that are worth listening to.” Links: Travis King:https://www.linkedin.com/in/travisandreking/ ( LinkedIn) Kevin Mulrane:https://www.linkedin.com/in/kevinmulrane/ ( LinkedIn) Richard Moore https://www.linkedin.com/in/richardjamesmoore/ (LinkedIn) Richard Moore https://therichardmoore.com (Website)

Episode Summary: Travis and Kevin talk with Co-Founder and SVP Data Sales at Bombora, Mike Burton, about a model used at Bombora where everybody wins, how the tools in front of you can optimize what you already have, how sales prioritization can drive success, and more. Mike Burton Short Bio: Mike has been working with AdTech startups since 2002. Currently, he is responsible for driving adoption of Bombora’s offerings across email marketing, analytics, programmatic display, predictive analytics and lead scoring, and countless other applications. Mike helped build B2B’s first Intent data co-operative, helping Bombora to consolidate over 9.3 billion monthly B2B behavioral interactions, fueling massive efficiencies across B2B marketing and publishing. Prior to Bombora, Burton worked with Madison Logic as Head of Platform Sales. He was also Madison Logic’s first VP of Sales, helping the company in its earliest stages to grow revenue and gain a foothold in B2B’s competitive lead generation space. Mike also worked at Collective, and was one of the first employees at IndustryBrains, an innovative direct marketing firm that helped shape B2B’s early online migration. Episode Highlights: Asset- behavioral data from lead gen advertising and display advertising programs Through the process- realized the value in behavioral data Saw that using this data provided lift for all types of marketing Used to prioritize outbound and to accelerate leads Most SDR work is keyed off of intent data, marketing team uses it for linked in/advertising/top of funnel Things that are driving success Keep it simple, start with prioritization If intelligence jumps out, use it “There’s diminishing returns in trying to extract every bit of value, but there’s really strong returns in prioritization.” Freemium model- important part of mix, sometimes we wonder if we’re putting our best foot forward Data in email once a week, but deep believers in automated workflow Made a decision to just be a data company, and to specialize in intent data Be the best/leader in this one thing Have to be good at integrating the data into workflow “There’s challenges to being a data specialist” Not al one-stop-shop like competitors Approach for differentiating Bombora Market in three categories How are people using G2 crowd data “I think there are flaws in all data, it’s just about seeing what’s giving you the highest percentage shot that’s meaningfully moving the needle.” The vendor sphere in general oversells “Some companies are just scared to tell customers it’s actually not that complicated.” Leveraging the voice of the customer Seeing what works and what became sticky- “Our philosophy is to start with sales prioritization and then let the data expand into lots of other used cases from that platform.” How to do attribution Needed way more data “If we want this to be impactful for the market, we need lots of data from all these other companies who also have valuable data.” “A good humbleness gave him the vision to build the business.” Effectiveness of overlaying data  Rewriting the book Lots of partnerships, but no resellers Current model- Bombora embedded in other platforms, full Bombora through direct sales team “Our partners get great intent data and we get to enjoy the better economics and scalability of having a direct sales organization.” Create partnerships with people who already have the customers “Everybody wins with our model. The user gets something valuable, the partner controlling the end user gets something valuable, and the data company can still enjoy the better economics of having a direct sales team.” “There’s so much cool stuff in front of our face that we aren’t using yet, so I can’t really think about what’s next because we haven’t fulfilled what we have.” “The whole market could use some time to adopt what’s out there.” Alignment, orchestration, and automation “If everyone could hunker down into what’s...

Episode Summary: Travis and Kevin talk with the VP of Revenue Growth and Enablement at Clari, Kyle Coleman, about what revenue operations is and is not, how a mutual accountability system can be successful, unpacking what it means to be empathetic, and more. Kyle Coleman Short Bio: Kyle is currently the VP of Revenue Growth and Enablement at Clari. Prior to working at Clari, Kyle worked as a Director of Sales Development and Senior Director of Sales Development and Optimization, at Looker, a business intelligence and analytics startup. Kyle is an experienced sales and marketing leader with a passion for people development, identifying and solving problems, creating and optimizing processes, and unifying departments across the revenue org. Episode Highlights: SDRs downplay their position- “I promise you I would not be doing today if not for the skill set I developed from being an SDR.” “Any SDRs out there, don’t discount what you’re doing now.” What we do: Growth team: Focus on creating and accelerate pipeline  Marketing: Focus on awareness Sales: Focus on closing the deals There is no competition between teams, clean divisional labor Approach growth in an integrated way “I don’t care who created the pipeline, I just care that pipeline got created.” “Having us all on the same team allows us to entertain the grey area and not be grabby about who gets credit for what.” “Instead of fighting between one another about who created the pipeline, we fight together to get pipeline.” Reflecting on work at Looker “The only real way you can fail is if you don’t learn anything from the experience.” Evolution: Number of MQLs- model needs to die, avoided this at Clari Opportunities we are creating that the sales team is accepting Mutual accountability system, no longer assembly line approach “The demand waterfall is not invalidated, but MQLs are not the defining success criteria “MQLs are not as predictive of future success as they used to be.” Clari’s missions: making sure everyone knows their role in the revenue process, inherent in DNA Aligning views on success criteria Revenue operations is a new category- not clearly defined Revenue operations is not all ops coming together “Revenue operations is thinking about revenue as an end-to-end business process that can be dissected into component parts, and each of those parts can be optimized in service of one another.” Good at listening to customers Customer success team- caring about prospects Need to get better at creating a peer-to-peer community so customers can talk to one another  Once we figure this out, that is going to be our secret to success Get your customers to do your selling for you by creating conversations not trying to sell- empathy Views on empathy: Without unpacking what it means or how to do it- it's meaningless Understanding the day-to-day pains of your prospect Being understanding, not forcing your sales Wanting to actually help even if it’s not through your business Keeping people happy, trying not to burn any bridges “Trying to genuinely help people is my main mission in life.” Getting SDRs in interviews to pitch on a passion, not their product- see their excitement “Care about the person behind the persona.” Manual drip Borrows from marketing automation principles, but manually executed by salesperson Identifies unique scenarios, their unique objection right now, what can I do to add value “If you’re not giving your SDRs the license to think, then you’ve just hired people that may as well be robots dialing a phone.” “The SDRs that are successful are those that build the strategic muscle early and use that in their SDR process.” Learning and thinking in an interdisciplinary way/studying things like poetry and flow, economy of word choice “There’s lessons to be learned about becoming a better salesperson pretty much everywhere.”  Technologies help with tactics, mindset/foundational layer is not solved...

Episode Summary: Travis and Kevin talk with the Founder and current Principal at CAPTIVATE TALENT, Christopher Gannon, about how to hire the right people, what makes a bad employee, building a repeatable hiring process, and more. Christopher Gannon Short Bio: Christopher is the Founder and Current Principal at CAPTIVATE TALENT, a talent solutions consultancy that focuses on placing top revenue professionals at growth stage technology organizations. They help their clients not only attract and hire, but also retain top talent. Christopher has been in recruiting for fifteen years and has worked for big firms, as well as internally in head talent acquisition positions for a few startups. Some of Christopher’s skills include talent attraction, candidate experience, global recruitment strategy, salary negotiations, pinpoint recruitment, and scaling revenue teams. Episode Highlights: Tenure of SDR- 18 months Cost of new hires Training/onboarding  Learning and development team Comparing the hiring process to dating To revamp playbook of bad process Stop, reevaluate, and find out where your relationships are “If I know a client is relying on me and I’m exclusive with them, I will go stand in the highway and stop traffic for them.” “People fail to stop and ask why things didn’t work out.” “Do we just try to hit quotas, or do we find people we would go to war with?” HR tech companies taking advantage of accessibility of hiring Sales has the highest voluntary turnover rate How to level set reality for candidates Being transparent is rare Candidates have to dig into culture “I’ve probably lost candidates from being overly transparent.” “You could have the best product in the world, but if you have bad leadership, it falls apart.” “It doesn’t matter how good your product is if you can’t grow your company.” “I think growing and scaling from a personnel standpoint is the number one overlooked thing in the startup world, and it’s the Achilles heel for most companies.” Most people don’t have a product good enough to just sell itself “You have to hire people you can go to war with, even when things are good.” Are you willing to bet your career on this person? Reference checks Defining a bad employee: Someone who burns resources Not making revenue Kills culture Hiring for culture, “without culture you’re done.” “Turnover is inevitable, but if you’re hiring against turnover, you’re playing the wrong game.” Building a repeatable hiring process “We need to find the best person to work next to us, not just any person.” Navy SEAL example Every instructor has a role in every aspect Screening: people don’t get formally trained in interviewing What to look for when hiring Coachability Curiosity Uncommon skills- design Advice Find out what happened to your last few hires and why they didn’t work out Find out how to build a strong repeatable process everyone agrees on For candidates: ask good questions, get the answers you want, make sure things are transparent, don’t be fooled by money or short-term opportunity Favorite Points: Hiring the right people “You have to hire people you can go to war with, even when things are good.” Are you willing to bet your career on this person? What makes a bad employee/the importance of hiring for culture Building a repeatable hiring process Navy SEAL example Investment in individuals Who do you want next to you? What to look for when hiring Coachability Curiosity Uncommon skills Tweetable Quotes: “If I know a client is relying on me and I’m exclusive with them, I will go stand in the highway and stop traffic for them.” “People often fail to stop and ask why things didn’t work out.” “Do we just try to hit quotas, or do we find people we would go to war with?” “You could have the best product in the world, but if you have bad leadership, it falls apart.” “It doesn’t matter how good your product is if you can’t grow your company.” “We need to find...

Episode Summary: Travis and Kevin talk with CEO and Co-Founder of the AlwaysHired Sales Bootcamp, Gabriel Moncayo, about hitting targets, new responsibilities of salespeople, what success looks like, and more. Gabriel Moncayo Short Bio: Gabriel Moncayo is the Co-Founder and CEO at AlwaysHired. He has been voted one of the most influential sales professionals by AA-ISP for three years in a row. Gabe has built sales offices in NYC, Chicago, Austin, LA and San Francisco. Prior to the development of AlwaysHired, Gabe worked in a variety of sales positions, many being management roles. Gabe also has a history in consulting and has worked with many companies in the Bay Area. Gabe is a proven leader, a strong communicator, thrives in innovative, fast-moving hacker cultures. He has over a decade of experience in sales and client success and is passionate about connecting people. Episode Highlights: Historically marketing is tied to things like lead gen, qualified leads, number of leads created, etc. SDRs: should they be under sales or marketing because sometimes marketing gets credit Historically sales is closing deals, tracking average contract value, velocity of sales, etc. Everything is getting bucketed together to make sure everyone is tied to revenue/entire assembly line is smooth Marketing might have to do more sales and sales might have to do more marketing The norm in many cultures- sales & marketing blame each other Now marketing and sales need to be tied “Sales and marketing overlap in responsibilities.” Full Cycle AEs without SDRs AEs are typically focused on bottom of funnel activity and have to be reminded to look at top of funnel Being in charge of generating new leads Creating consistency on social media, any social channel Accountability and reality  No self-sourcing built into rep plans because of marketing support New market: less leads, worse conversion rates “You have to hustle and hunt for every single opportunity.” Building a personal brand Quality of content in beginning does not have to great Consistency is the most important thing, quality will come People don’t post because they’re afraid of the quality Who’s the target I'm trying to sell to, repurpose their stuff through your own social New responsibilities A salesperson can become a marketing person Sales is taking on marketing things like campaigns Blogs, podcasts, quoting people- consistent content Sales tech stack Email tools- outreach/salesloft Finding your own leads- lead IQ, crunchbase pro(triggers & events), vidyard Consider: tools try to do everything, it’s intimidating, would recommend starting with a basic tool “The appetite for risk has decreased.” Growing through saving on expenses as opposed to optimizing  Less room for error in hiring sales reps Companies are building in sales responsibility of lead gen and qualifying leads Building this into interview process and onboarding Clarity makes a big difference 90-day onboarding, capitalizing on hype of new hire New hire blogs- culture, employer branding Creating frameworks/templates for everyone Why they’re excited, what they want to get out of it, looking into the future, etc. B2B always a little behind B2C Connecting consumers to people they already trust Going after targets is important, but community building aspect is equally as important To be a good salesperson, it’s going to be more than just convincing people “If people think you’re helpful, the leads will come.” “It’s a shifted mentality, but not necessarily a shifted practice.” Consistent posting More website traffic, probably more leads People start inbounding on your linkedin Changes in what you look for in sales leaders Experience- doesn’t necessarily imply success at your company Find someone who’s willing to do whatever it takes to be successful, and then tell them what it’s going to take to be successful at your company Some companies removing SDRs in...

Travis and Kevin talk with the Founder and CEO of Refine Labs, Chris Walker, about the future of the SDR role, strategic versus execution branding, the place where many marketers go wrong, and more. Episode Highlights: A classical marketing model: Product, place, price, promotion- a lot of tech makes marketers only focus on promotion- “When you only focus on promotion as a marketer, you stunt the ability to execute well.” Coaching a marketer tied to legacy metrics: You need to find someone to work for that knows what they’re doing, convincing gets old If you don’t have budget to travel, ways to get insights: Loss analysis Pair qualitative insights with quantitative  “The most important step is believing it’s a good use of your time.” Positioning to executives about things they care about Bridging the sales and marketing alignment gap Revenue break down: Marketing sourced revenue (sales conversion on website) “The North star for marketers should be marketing sourced revenue through an inbound website sales conversion and its contribution to overall revenue.” “We need to start breaking brand into two big buckets: Strategic brand and at the execution level, what drives brand long-term.” Strategic brand- color, logo, messaging, messaging must match what buyers need Execution- brand marketing (driving value long-term that creates awareness about what you do with no direct immediate ROI expectations, knowing that “providing awareness through the value that you bring will create future sales opportunities and will augment outbound sales efforts and will make them more efficient.” “Most marketing executions do not focus on the long-term because of how they’re scored.” “When you think about things in the long-term it changes your behaviors, but you also get better results in the short-term.” “You get more business when you provide value and don’t ask for it.” “Don’t ask for business, provide value and business will come.” “Content marketing is by far the most effective form of business development today when executed properly.” Create value, create your own pipeline Salespeople selling to people who aren’t salespeople SDRs becoming obsolete  They might still be around, but what they do may change a lot in the future Run experiments with chunks of SDRs to try new things SDRs evolving to social media marketing tactics “Always be thinking like you’re the CEO.” “You learn so much more and get exposed to so much more in small companies if you harness the opportunity and take it.” Having patience, skills and meaningful results at several companies will help you in the long run, despite how your pay reflects your impact Way less leads, but converting at a better rate = way more efficiency Favorite Points: SDRs becoming obsolete  They might still be around, but what they do may change a lot in the future Run experiments with chunks of SDRs to try new things SDRs evolving to social media marketing tactics “We need to start breaking brand into two big buckets: Strategic brand and at the execution level, what drives brand long-term.” Strategic brand- color, logo, messaging, messaging must match what buyers need Execution- brand marketing (driving value long-term that creates awareness about what you do with no direct immediate ROI expectations, knowing that “providing awareness through the value that you bring will create future sales opportunities and will augment outbound sales efforts and will make them more efficient.” Always thinking like you’re the CEO Tweetable Quotes: “You learn so much more and get exposed to so much more in small companies if you harness the opportunity and take it.” “Always be thinking like you’re the CEO.” “Content marketing is by far the most effective form of business development today when executed properly.” “When you think about things in the long-term it changes your behaviors, but you also get better results in the short-term.” “You get more...

Travis and Kevin talk with the Founder and CEO of Refine Labs, Chris Walker, about the core formula when auditing a company, uncommon but successful marketing and sales strategies, creating meaningful content, and more. Episode Highlights: Strategy hasn’t changed $0 in revenue to well over 7 figures in less than 11 months 0 outbound emails, 0 cold calls, $0 on advertising, 0 trade shows Produced organic content- efficient way to grow “I don’t see marketers challenging their behaviors in a way that allows them to change.” Take budget from things that aren’t working and use it to max out things that are When auditing a company, core formula =  Be able to set everything up so you can measure everything  Capture existing demand Create new demand- “Ideally what you’re doing is distributing content, your target consumers are consuming that content, there is no call to action, they are receiving messages constantly and through the brand awareness and messaging that you’re delivering it creates new demand and that drives people through the funnel until your processes capture new demand.” Win on brand “If you pass enough leads to sales, you’re going to create misalignment.” Call leads yourself to make sure they’re a good lead, pass these leads to sales so they ultimately prioritize you Marketing and sales teaming up to create content/how these roles might evolve Marketers, especially in certain industries, do not talk to customers, they rely on feedback from sales or listen to recorded to sales calls” … disagree because: Sales gives you feedback because of invested interest in deal, not objective view of what the customer actually told them The buyer is not comfortable telling you the truth during a sales call when listening to calls you can’t ask why or how or feel the reaction/see nonverbal cues about what they’re actually telling you “I decided that actually going to talk to customers in non-sales situations and getting the real answers even if they weren’t the answers I was looking for, was helpful.” Very helpful, especially when not familiar with the person/industry you're marketing to Started running ads- saw a lot of traction at certain hours Creating content Ignoring regulated industries: “companies should be empowering their people to create content.” Decide if you’re creating content for who you’re trying to sell to or yourself and your personal brand “The reps that are able to do their day job well and do other things in extra time to build reputation and audience, will eventually become the best reps.” “Everyone should know how to create content because that is the most effective way to do modern business development, networking, reputation building, and overall generating revenue.” Instant gratification is a flaw, difficult to look into the future Advice for someone who is struggling with the slow pace of building audience on social platform Think about what they want to do in the future… think about how long you plan to be with a company Lack of commitment to organization holds people back from taking time to build audience Assess how it’s going today- look at performance day-by-day It all comes down to what you’re trying to accomplish “If you want to be the best or stand out in your career, you have to do stuff differently than everyone else.” Understanding your audience, creating your content tailored to that… why do so many marketers get that wrong Step 1: create content Step 2: know how to distribute it  “Content and distribution are two different things.” New theme “Marketers struggle to do their job because they spend too much time with technology and not enough time communicating.” Can you communicate with the people you’re trying to sell to Tech cannot magically create revenue- get away from core marketing principles Technology is not a replacement Wouldn’t look at tech as a solution until everything else is exhausted Simplicity and empathy are the...