Unscripted conversations with revenue practitioners to share stories and cheat sheets on how to successfully maneuver any new initiative or transitions within 100 days.
Career paths are rarely straight lines. But, when is it the right time to leave your decade-long career in sales… to join marketing?
“We can put up all the funnels and try to use all the complex terms, but in the end, it's a human being who is going to make that decision.”
“I think of it less as a product-market fit, but more like a product-market-go-to-market fit because the market is fluid and changing. As marketing, sales, and revenue leaders, we have to be evolving continuously -- who we target, how we target them, and what products we're building for them.”
When evaluating your next career opportunity, it’s easy to get caught up in the new title or pay increase. However, how do you successfully assess your next step? Especially if it means leaving your comfort zone.
“When you're weighing out compensation and evaluating that as part of a new sales role, understand what is important to you and how attainable and sustainable you think it is.”
“Compensation is like the background music in a movie. You notice it if it's really bad, but you don't notice it if it's really good. That's the way the compensation really should be.”
As more buyers are eager to use the product themselves instead of (or before) meeting with sales, how do you transition from a sales-led growth strategy to product-led?
“When we think about B2B versus B2C or this experience of product-led versus sales-led, in reality, it's really thinking about what would an average consumer do with it. Sometimes I think we forget that we're all that person.”
“Getting in the heads of your users is by far the most important thing you can do at a product-led company.”
Kate Donahue logged hundreds of hours interviewing their customers for feedback while preparing for Pitch’s launch. If you are searching for how to create a successful marketing foundation for product-led growth, tune in.
“I think the new ‘this is how we've always done it’ is ‘this is off-brand.’ That's where I encourage marketers to get out of that brand box and open their eyes to a new font, a new color palette, less stock imagery, introducing custom images, or revamping the event agenda."
“I was able to shine a little bit within the sales team and show them that I'm more than just an event marketer. I'm here to help drive revenue for the company.”
The journey to a long successful career does not include quitting your stable tech job to travel the world on a motorcycle. Or, does it?
“Traveling taught me flexibility. I still get butterflies when I am about to dial into a call because I do not know what people's personalities are like, and that can have a huge influence on the outcome. Think on the fly because things will not go as planned.”
“Traveling sparks a natural curiosity. Curiosity is a leading factor for success for myself and my colleagues. Salespeople who are naturally wanting to ask questions to learn more about your prospects, what your customers are doing, and what they are looking for, provide more value.”
The customer is at the center of every company’s priorities. What happens when your target customer persona needs to change?
“The advice I would give is to find the area you're passionate about and learn about it. Understand what's happening within the industry that you're focused on so when you're ready to go, you're in.”
“The takeaway is to just be yourself. I literally wrote the LinkedIn message as though it was a conversation. It's not going to work every single time because people have different circumstances that they need to work with, but it does pay off at some time. People do like to help other people.”
In your first board presentation, you need to have and inspire confidence. But, how?
We finished the first 100 days of launching The First 100 Days podcast. Now, like a true revenue leader, we are ready to kick it into high gear for Season 2.
“Ask yourself the question, what are my redeeming qualities? What are my biggest strengths? And then ask yourself, what is required in order for me to exercise those strengths?”
“My advice, no matter what I'm doing, is to ask yourself what actually is the problem that we're solving? How am I solving it and to whom am I solving it for?”
What’s the real difference between B2B and B2C marketing? Vyara Ndejuru shares her story navigating from a well-established B2C company to a B2B startup, Element AI. (Since recording, Vyara has taken a new position with Late Checkout as CMO).
“If you want to grow with your current company, then you have to make yourself the obvious choice when new opportunities arise.”
“You need to be consuming knowledge on a constant basis anywhere you can get it. At a certain point, you start to realize that your advancement in your career stops becoming what you do, and it becomes more of what you know.”
Are you going from a career in strategy and product marketing to owning the demand gen pipeline for the first time? Chi-Chi has experienced this transition more than once throughout her career.
“I knew early on that if I wanted to be the best, I would find out who the best sales leaders are, shadow them, and figure out what they're doing.”
“When you go into a manager role, it's that transition from individual contributor to now I'm not working as an individual within a machine, I am the machine operator. And you have to take a systems-thinking approach to management.”
Revenue Operations is the end-to-end operational function to enable a seamless end-to-end customer experience. As more companies embrace this function, what is Rosalyn’s cheat sheet for implementing a RevOps engine?
“Asking for help is not a bad thing. I used to think that if you did, it was because you hadn't figured it out and it's a sign of weakness. But that's not the case at all.”
“Listen to your people and give them the platform to be heard. Not just through questions in a big conference call where anyone has questions at the end or an anonymous poll. Do it with them in person. It'll make them feel a lot more engaged. I guarantee it.”
Ever wonder what it’s like to work for a startup? Especially after working for larger companies? Jesse has worked for both large and small companies in his career, and he draws on that experience to break down how to plan your career and what to do to succeed on day one.
"Every time you come back to the world that you've left behind to protect yourself, you learn something new about yourself. You learn the parts of you that don't burn away when it feels like everything around you is on fire.”
“Most people set goals from a place of dislike. I call that obstacle thinking and obstacle goal setting. How in the world are you going to get on a roll and build momentum going into goals like that?”
In this conversation, we focus on Novogenia, a genetics company that is until COVID happened. To survive, Daniel thought they would have to lay low and drastically reduce costs. But that’s not what happened.
"Don't be afraid of getting knocked down or changing direction because eventually, as long as you are trying to learn from your mistakes, and just work hard, then you will get there in the end."
“It doesn't matter how many no’s you get along the way. As long as you're getting one yes, that can be life-changing.”
Kyle Lacy, CMO of Lessonly, candidly shares how he’s worked to overcome imposter syndrome. You’ll also learn the one mistake he wishes he never made in his first 100 days of taking on the role of Chief Marketing Officer.
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