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

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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:
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In this insightful podcast interview, I sit down with Matt Curl, the COO of Apollo, to discuss the future of AI-powered sales, how cold emails are evolving, and why data-driven go-to-market (GTM) strategies matter more than ever. Matt draws on his experience at Apollo (a leading sales engagement and data platform) to share unique perspectives on PLG (product-led growth), the challenges of AISDRs, and the importance of RevOps in B2B SaaS.

You’ll learn how AI-driven personalization can backfire, why focusing on the right signals in your target market dramatically boosts reply rates, and how creative testing in cold emails resembles running meta ads. We also dive into the power of intent data, the nuances of domain reputation, and how founders can navigate “shiny object syndrome” while scaling.

Whether you’re a sales rep looking for cutting-edge tactics, a founder exploring PLG strategies, or a RevOps professional seeking the perfect tech stack, this conversation is packed with actionable takeaways and real-world insights. Tune in to hear how Apollo continues to innovate, the role of data in cold email success, and why customer obsession should guide product decisions.

Timestamps
0:00 – Introduction & Technical Glitches
1:30 – Matt’s Musical Background & How Music Builds Discipline
2:30 – The Rise of AI SDRs & What It Means for Sales Teams
5:00 – Personalization vs. Scale & The Looming Spam Filter Problem
9:00 – Why the Best Cold Email Tactics Resemble Ad Creative Testing
14:00 – Finding High-Value Signals & The Role of RevOps
19:30 – Unlocking Intent Data & Why Customers Drive Product Roadmaps
24:00 – Clay vs. Apollo & The Importance of Ease-of-Use in Sales Tools
28:00 – SMB vs. Enterprise: When to Move Up-Market
31:00 – GTM Is Part of Your Product: The Future of End-to-End Sales Tech
35:00 – Final Thoughts & Parting Words

📢 Stay Connected with Us:
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In this episode of Andy's Pod, we dive deep into the world of Product-Led Growth (PLG) with Natalie from Novatic. If you're skeptical about the "PLG or Die" mantra in B2B software, this episode is a must-listen! Natalie shares how Novatic integrated PLG into their existing sales-led strategy without laying off their sales team or making false promises.

Key Takeaways:
- The role of PLG as a lead generation channel and word-of-mouth driver.
- Practical strategies that doubled their lead channels while keeping the sales team thriving.
- Insights into organizing user conferences and live events.
- The importance of word-of-mouth and influencer marketing in a crowded SaaS market.
- How to effectively use Reddit and other unconventional channels for lead generation.
- The significance of testing and iterating before fully launching a PLG motion.

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🎙️ 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 strategies that can transform your podcast listeners into high-paying clients. Our guest, Jonathan Goodman, shares his proven system that has helped him build a coaching empire and generate millions in revenue. If you're tired of chasing likes and want to learn how to create meaningful, revenue-generating conversations, this episode is for you!

What You'll Learn:
- The common mistakes people make when promoting their podcast on social media.
- Why social media fame can be a trap and what actually matters for business growth.
- Jonathan's exact systems that generate hundreds of high-ticket sales conversations daily.
- How to use Instagram stories to drive engagement and start consultative sales conversations.
- The importance of nurturing your audience and building a book of business.
- How to leverage podcast content to support and grow your coaching business.

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🤝 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 into the incredible journey of Robby Bent, the founder of Othership, a wellness brand that started with a simple ice bath in his backyard and has now grown into a thriving business with physical spaces and a popular breathwork app. 🌟

Robby shares his personal story, from being an early investor in Ethereum to overcoming drug addiction and finding his passion in wellness. We discuss the challenges he faced while building Othership, including running out of money and navigating the complexities of opening physical locations in Toronto and New York. 🏙️

We also explore Robby's unique experiences, such as spending eight days in complete darkness in a cave, and how these moments of introspection have shaped his approach to life and business. 🕯️

Join us as we uncover the secrets behind Othership's success, the impact of technology on human connection, and the future of wellness in the digital age. Don't miss this inspiring conversation with Robby Bent! 🎧

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📩 Feedback & Contact:
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🤝 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 sit down with Brian Malkerson, also known as Malky, the Chief Revenue Officer at Attentive, the SMS marketing platform revolutionizing how brands connect with customers. Brian has led Attentive's revenue team through massive growth, scaling to over 8,000 brands and powering billions of messages annually.

Join us as we dive into Brian's journey from being the first salesperson at Attentive to becoming the CRO. We explore the intricacies of product-led growth, building high-performing revenue teams, and why Brian believes SMS is the future of e-commerce.

Key Topics Discussed:
- The challenges and strategies of transitioning to a multi-product company
- The importance of focusing on a specific vertical for initial growth
- Effective sales cycles and the importance of understanding customer pain points
- The role of discovery in a multi-product sales approach
- The impact of incentivizing sales teams and the debate on separate teams for different products

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🤝 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! 🔔