In this episode, we dive deep into the world of sales leadership and strategy with our special guest, a seasoned CRO who transitioned from owning an MMA studio to leading revenue teams in the SaaS industry. Discover the key differences between a VP of Sales and a CRO, and learn how to think holistically about your business to generate enterprise value.

Timestamps:
00:00 - Introduction: The CRO Mindset
00:10 - The Importance of Thinking Beyond the Close-Won Number
00:30 - Setting Up a Professional Home Studio
01:15 - Transitioning from MMA to SaaS
04:03 - The Challenges of Running a Small Business
06:31 - Training and Physical Challenges
08:41 - The Ironman Challenge and Long-Term Goals
10:14 - The Leaky Bucket Fix: Letting Go of Half the Sales Team
14:09 - Communicating Bold Decisions to the Board
19:49 - Decision-Making in Sales Leadership
22:17 - The Importance of Trust and Transparency
25:28 - Balancing Short-Term and Long-Term Goals
28:04 - Running Towards Bad News
32:32 - The Power of Mindset in Sales
33:48 - Tony Robbins' Influence on Sales Leadership
38:27 - Visualization and Mindfulness in Sales
39:09 - Building a Go-To-Market Strategy for SMBs
43:06 - Winning Your First Customers

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In this episode, we sit down with Manny Medina, the visionary founder behind Outreach, to discuss the future of AI, the evolution of hiring strategies, and the journey of building a unicorn company.

Whether you're an aspiring entrepreneur, a seasoned founder, or just curious about the future of AI and business, this episode is packed with valuable insights and actionable advice.

Timestamps:
00:00 - Introduction
00:41 - The never-ending question about AI SDRs
01:12 - Philosophical differences from Outreach to Pay
02:17 - Transitioning from CEO to Chairman
03:09 - The importance of company culture and AI disruption
04:30 - Building a small, high-leverage company
05:45 - Hiring strategies and the value of A+ generalists
08:05 - The CEO's role in owning marketing
09:00 - The importance of distribution and brand
11:10 - Decision-making processes and focusing on the future
13:35 - The changing landscape of hiring and remote work
16:03 - The role of execution and customer perception
18:22 - Finding your minimum viable audience
20:35 - The importance of having a unique point of view
23:21 - The journey of building Pay and the challenges faced
25:45 - The inevitability of AI advancements
28:13 - Developing a unique insight and point of view
31:00 - The importance of community and content in go-to-market strategies
34:46 - The role of cold prospecting and personal passion

📢 Stay Connected with Us:
Don't forget to subscribe for more inspiring interviews and startup stories.
- Follow me on X (Formerly Twitter): https://twitter.com/andymewborn
- Follow me on LinkedIn: https://www.linkedin.com/in/amewborn
- Follow me on Instagram: https://www.instagram.com/andy.mewborn

📩 Feedback & Contact:
We value your feedback and questions! Leave us a comment below or reach out at: andy@distribute.so

🤝 Production Partner: https://bio.link/ytorbit

🎙️ About the Channel:
Our channel is dedicated to uncovering the stories of entrepreneurs who are changing the game. From tech innovators to wellness pioneers, we bring you the insights and behind-the-scenes looks at the journeys of today's top founders.

🔔 Hit the bell icon to stay updated with our latest content and dive into the world of entrepreneurship with us! 🔔

In this episode, we dive deep into the world of signal-based selling and how it’s revolutionizing the sales landscape. Join us as we discuss the evolution of signal-based selling, the top signals you should be tracking, and how AI and automation are transforming the way we approach sales and marketing.

Key Topics Covered:
- The evolution of signal-based selling: From manual tracking to AI and automation.
- The top signals that 80% of people should be measuring but aren’t.
- How companies like Common Room, Pocus, ZoomInfo, and Apollo are leading the way in signal-based platforms.
- The future of sales: Will AI and automation reduce the need for SDRs?
- Real-world examples of how companies are using signals to drive sales.
- The importance of creativity and technical skills in modern sales roles.

📢 Stay Connected with Us:
Don't forget to subscribe for more inspiring interviews and startup stories.
- Follow me on X (Formerly Twitter): https://twitter.com/andymewborn
- Follow me on LinkedIn: https://www.linkedin.com/in/amewborn
- Follow me on Instagram: https://www.instagram.com/andy.mewborn

📩 Feedback & Contact:
We value your feedback and questions! Leave us a comment below or reach out at: andy@distribute.so

🤝 Production Partner: https://bio.link/ytorbit

🎙️ About the Channel:
Our channel is dedicated to uncovering the stories of entrepreneurs who are changing the game. From tech innovators to wellness pioneers, we bring you the insights and behind-the-scenes looks at the journeys of today's top founders.