Collin Cadmus Podcast (Collin Cadmus, LLC)
Explore every episode of Collin Cadmus Podcast
| Pub. Date | Title | Duration | |
|---|---|---|---|
| 01 Mar 2021 | Episode 10: Antoinette Tuff | 00:57:26 | |
Antoinette is a survivor, author, and speaker. On August 19, 2013, Antoinette was working as a bookkeeper at an elementary school in Atlanta, severely depressed because her husband of 33 years had recently left. She, now, as a single mom, was faced with the daunting challenges of raising a son with multiple disabilities and a daughter in law school. Never did she think that she would become a hero saving roughly 1,000 lives, a best-selling author, an international celebrity, an expert on community safety, the Founder and CEO of a non-profit, Kids on the Move for Success, or a guest of Michelle Obama at the State of the Union Address. The next day her life changed forever. Antoinette, an accidental hostage negotiator, used her experiences with challenging life issues to successfully convince an armed gunman to give her his AK-47. This is the only school shooter situation in the US that ended without death or injury to students, faculty, parents or the shooter himself. Experienced hostage negotiators, law enforcement, and community leaders have praised her intuitive, yet textbook, hostage negotiation skills that she used on August 20, 2013 to save roughly 1,000 lives. When I came across Antoinette’s story and saw that she speaks about it, I knew this would be the perfect way to conclude the first season of this podcast. Negotiation spans much farther into our lives than just sales, and there’s no better example of that than what Antoinette experienced that day. Antoinette’s story is so incredible, in 2018 it got the recognition it deserved when Seven-time Grammy Award winner, Toni Braxton, starred as Antoinette, in the movie “Faith Under Fire” for Lifetime TV. This is her story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 01 Mar 2021 | Episode 9: Anna Fisher | 01:24:51 | |
Anna is one of the most successful east coast SaaS marketers of the last decade. She’s from MA, went to UMass Amherst, started her career as an Account Manager and Client Service Supervisor, but then she went to work for a company that would change the trajectory of her career forever, ZoomInfo. Anna started at ZoomInfo in 2012 as a Marketing Communications Manager and climbed the ladder for 8 years all the way up to VP of Marketing. She led ZoomInfo’s marketing through an enormous growth phase and successful IPO in June 2020. And then in November, Anna found her new home as Chief Marketing Officer at Spiff. She’s one of the few people I know who has worked for 13+ years across only 2 companies. She makes it look easy, but we know it isn’t. This is her story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 01 Mar 2021 | Episode 8: Keenan | 00:54:07 | |
He’s been selling something to someone his entire life. He’s been teaching and coaching salespeople for almost 20 years. He’s the Founder and President of A Sales Guy Inc. and the Author of GAP Selling, but you know him best as Keenan. The man who needs only one name. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 01 Mar 2021 | Episode 7: Jason Lemkin | 01:33:38 | |
Jason graduated from Harvard University and Berkeley Law, he started his career as a Corporate Counsel, and then transitioned into various technology leadership roles, eventually leading him to co-founding EchoSign which was later acquired by Adobe. Jason then founded SaaStr, a social community of over 500,000 SaaS founders & executives and over 3M content views each month. If you haven’t discovered it already, checkout SaaStr.com, it’s loaded with valuable content and resources for everyone in SaaS. Jason also co-authored the book From Impossible to Inevitable with Aaron Ross. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 01 Mar 2021 | Episode 6: Brendon Cassidy | 01:42:18 | |
Brendon graduated from Saint Mary’s College of California, started his career in Recruiting, and then transitioned into sales where he eventually landed himself at LinkedIn in 2005 as employee #15, and LinkedIn’s first ever Head of Sales. Brendon’s next move was one that would change his life forever. He went to work for Jason Lemkin as the VP Sales at Echosign, which was eventually acquired by Adobe for an estimated $400 million. After Echosign Brendon went on to be the VP Sales at Talkdesk, now valued at over $3 billion. Then started his own consulting firm, Cassidy Ventures, where he helped found Gong, and most recently co-founded HiFive (formerly CoSell) where he works as the Co-CEO (hf.app). He’s a frequent speaker at SaaStr and other large sales events. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 01 Mar 2021 | Episode 5: Trish Bertuzzi | 00:45:14 | |
Trish is the Founder and CEO of the Bridge Group which she founded in 1998, and prior to that she spent her entire career in sales. Starting out in telemarketing, which is essentially an SDR today. Trish grew into becoming the Founder and CEO of one of the most well respected consultancies in the business and she's also the author of the Amazon best seller, The Sales Development Playbook. This is her story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 01 Mar 2021 | Episode 4: Aaron Ross | 00:47:11 | |
Aaron Ross went to Palo Alto high school and Stanford University. He started his career in mergers and acquisitions, had a 2 year stint in product marketing, then became cofounder of eLease which shut down and liquidated after 2 years. He then joined Salesforce.com (now commonly known as Salesforce) where he spent what I would call “the 4 years that changed his life”. Aaron became a tremendous success at Salesforce, developing their outbound sales approach which he calls “cold calling 2.0”. This sourced over $100M in recurring revenue for Salesforce, where Aaron went on to lead corporate development and acquisitions. Aaron spent a total of 4 years at Salesforce and drove the company through the exponential growth that has turned them into the SaaS behemoth that they are today, with shares trading at over $250 on the New York Stock Exchange. Aaron went on to write his book Predictable Revenue which has sold 200,000 copies and founded his company Predictable Revenue which has grown to 60 employees and $4m in revenue. So he’s not just a teacher he’s also an operator. The sequel to Predictable Revenue was From Impossible To Inevitable, called the ‘growth bible of silicon valley’. He also has 9 kids. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 01 Mar 2021 | Episode 3: Carolyn Betts | 01:19:55 | |
She started her career as a sales intern, went on to become an account executive, spent some years recruiting, and eventually went out on her own and built Betts Recruiting, which is now is the leading recruitment firm for revenue generating, marketing and people operations roles. She has over 80 employees and revenue in the millions. This is her story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 01 Mar 2021 | Episode 2: Wiley Cerilli | 01:29:17 | |
One day he was modeling CK underwear to pay the bills, the next he dropped out of college to build the sales team at SeamlessWeb in NYC (Now Seamless Grubhub), then founded SinglePlatform (acquired for $100M), then founded GoodUncle (acquired again). He was the first startup CEO I had the privilege of working for at SinglePlatform, and I would not have had the sales career I've had if it weren't for that experience. His story is one of the best and most inspiring I've ever heard. So inspiring that we had him tell it to every new hire class at SinglePlatform. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 01 Mar 2021 | Episode 1: Ross Pomerantz | 01:08:42 | |
From Account Executive at Oracle to creating satire sales comedy on social media. Somehow finding time to create a TV show and grab his masters from Stanford. His name is Ross Pomerantz, but you know him better as Corporate Bro. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 06 Jun 2023 | Episode 11: Silicon Valley Collapse | 00:23:16 | |
Welcome back to the pod! In this first episode I take a short break from my usual personality of bubbly positivity to begin this new season on a serious note and set the pace for what's to come. The world has changed, the economy has changed, Silicon Valley has changed, and B2B SaaS has changed forever. Decades of mistakes have led to where we're at but valuable lessons are here to be learned. I'm voicing these sentiments because they need to be said, need not to be forgotten, and need to be the foundation upon which we learn and rebuild the B2B SaaS industry into something bigger, better, and more honorable than ever before. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 12 Jun 2023 | Episode 12: Broken Quota System | 00:18:34 | |
It's safe to say the average salesperson in 2023 is significantly better than the average salesperson of 10 years ago, yet the average quota attainment continues to decline. This is the result of an inflationary economic system that drove competitive recruitment efforts toward the promise of higher OTEs, which inevitably led to higher quotas, which eventually far outpaced any salesperson's ability to keep up. This means the "valuation narrative game" ultimately resulted in over-stressing talented salespeople to the point of exhaustion and an illusion of failure which was often actually stellar performance. In this episode I dive into how the quota system became what it is today (broken) and what needs to be done to fix it. There's work to do on both sides; salespeople knowing how to vet employers and employers knowing how to incentivize salespeople for optimized results. Strategy is best left for folks managing the front-lines, not the folks balancing the spreadsheets. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 26 Jul 2024 | The Sales Leadership Accelerator w/ Kevin Dorsey | 01:12:09 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Kevin Dorsey. Kevin went to the University of Wisconsin-Madison and started his sales career where he quickly rose from entry-level selling to high-ranking leadership roles at SnackNation, ServiceTitan, PatientPop, and Bench Accounting. He’s built sales teams from 0 to 150 reps and scaled revenue north of $100M ARR. Kevin believes in focusing on the person in salesperson and he shares his sales wisdom across social media, speaking engagements, podcasts, and most recently through the creation of his new online course the Sales Leadership Accelerator. Kevin serves as an advisor to top startups around the world, he’s the host of the Live Better Sell Better Podcast, and he’s become a prominent voice in the B2B sales community. It’s been a while since we last collaborated, so I’m excited to catch up and dive into 5 very important topics. -- TOPICS: 00:00:00 Intro 00:02:31 Average quota attainment 00:17:58 Average tenure of VP Sales 00:31:30 Growth at all cost / VC model 00:45:32 The impact of AI in sales 01:04:28 Sales Leadership Accelerator -- QUESTIONS:
-- LINKS: Sales Leadership Accelerator: https://www.salesleadershipaccelerator.com/ Live Better Sell Better Podcast: https://podcasts.apple.com/us/podcast/a-candid-conversation-with-collin-cadmus/id1518419694?i=1000528139008 Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog -- Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 12 Aug 2024 | Winning by Design w/ Jacco van der Kooij | 00:58:26 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jacco van der Kooij. Jacco is originally from the Netherlands. He started his career in 1994 at Philips Electronics as a Project Manager and then transitioned into sales. Since then he’s led sales for over 10 different companies, prior to starting his current company, Winning By Design, where they help B2B SaaS Companies design, build, and scale their sales efforts. Jacco’s voice in sales is respected globally as an author, keynote speaker, and all across social media. I’ve been following his content for as long as I’ve been in sales (if you’re not, you should be too). I could easily talk to him for weeks without running out of topics or questions, but today we’re going to focus on one specific topic that Jacco believes to be the number one issue facing SaaS companies today; and that’s the declining efficiency of go-to-market performance. In the last 3 episodes we talked a lot about this subject, so it’s close to my heart. To keep things simple I’ve divided the episode into 4 questions, and I’m excited to dive in. -- TOPICS: 00:00:00 Intro 00:01:56 What’s Growth-at-all-Cost / GaaC? 00:05:06 What’s broken with GaaC? 00:21:57 What needs to change? 00:41:32 Will GaaC return? -- QUESTIONS: What is the growth-at-all-cost (or GaaC) model? What (if anything) is broken with the GaaC model and why is now the time for change? What needs to change? Will there be a return of GaaC when money is cheap again? -- LINKS: Winning By Design: https://winningbydesign.com/ Revenue Architecture Hardcover: https://a.co/d/2gUFzXx Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog -- Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 18 Aug 2024 | Building Roam w/ Howard Lerman (Former Yext CEO) | 00:59:27 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Howard Lerman. Howard went to Duke University where he founded his first company with two of his classmates, JustATip.com, which they sold for $150,000 in 2001 while still in college. After school Howard founded Yext in 2006. By 2016 the company had $89 million in revenue and in 2017 it was listed on the New York Stock Exchange. In 2022 Howard stepped away as CEO of Yext in order to focus on his newest project, Roam, where he serves today as the Founder and CEO. This is the first time I’m speaking with Howard, but I’ve known of him since my very first sales job in 2012 at SinglePlatform since we sold competitively against Yext. Our companies even competed in Dodgeball and Basketball tournaments in NYC, so the competition was fierce but all in good fun. I’m excited to finally get acquainted. In this episode, we react to a series of Howard's LinkedIn posts. -- TOPICS: 00:00:00 Intro 00:01:20 Best cultures are cults 00:10:30 Top salespeople 00:12:22 What you want VS Reality 00:16:19 Politics at work 00:22:38 Success and risk 00:30:07 Threat of OpenAI 00:31:20 Sales AI 00:38:12 Remote Work 00:41:15 Customer led growth 00:51:29 What is Roam? -- QUESTIONS: (1-6 are from Howard’s Linkedin posts) 1. The best cultures are actually a cult, and that is the foundation upon which greatness begins. 2. I’d take a top seller at a medium company over a medium seller at a top company any day. 3. There will always be an annoying gap between what you want the world to be and how it actually is. Knowing when to stand your ground or when to be flexible is one of the most important growth skills you can learn. 4. The most successful people I know didn’t work the hardest. They took the most risk. 5. Founders, I would be very, very, careful about launching an AI startup right now. Unless you have something extremely special and you know exactly what you’re doing. The overwhelming odds are you will be buzz-sawed by OpenAI. 6. Too many companies make the mistake of forcing unnaturally fast growth right now at the expense of compound growth later on. 7. What is Roam? -- LINKS: Roam: https://ro.am/ Howard on X: https://x.com/howard Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog -- Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 25 Aug 2024 | Building AiSDR w/ Yuriy Zaremba | 00:51:06 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Yuriy Zaremba. Yuriy is a corporate lawyer turned CEO and a 2x Y Combinator Alumni. He co-founded his first company AxDraft in 2017 which was acquired by Onit in 2020. He then co-founded AiSDR where he serves today as the CEO. AiSDR creates and sends personalized sales emails at scale and automatically engages with prospects who respond. Tools like AiSDR spark a lot of conversation today because on one hand they have the potential to make outbound prospecting significantly more cost efficient, but on the other hand there’s concern about what that means for the future of sales jobs and the human seller. In previous episodes we’ve discussed the future of AI in sales and have speculated our thoughts on what’s to come, but today we get to hear first-hand from the man who’s actually building and selling this solution, and I’m excited to get his perspective. -- TOPICS: 00:00:00 Intro 00:01:24 AI taking human jobs 00:08:21 AI capabilities 00:19:47 Open and reply rates 00:28:11 Revenue and customers 00:31:19 Your sales process 00:37:39 Greatest obstacle today 00:39:00 AiSDR competitors 00:41:21 Y Combinator 00:45:00 Who should use AiSDR 00:46:53 The future of AiSDR -- QUESTIONS: 1. People are concerned about the potential of AI taking away human jobs. What are your thoughts on this topic? 2. What is AI actually capable of today and 5-10 years out? 3. What are the average open and reply rates for AiSDR today? 4. Can you tell us how much revenue you’re at today or how many paying customers you have? 5. How do you sell it? Do people try it for free and it sells itself? Or do they have to pay to try? 6. What is the main focus at AiSDR today? Is there one thing that’s holding you back? 7. Who are the real competitors and how is AiSDR different? 8. How helpful is Y Combinator? 9. Who should use AiSDR today and who shouldn’t? 10. What does the future look like for AiSDR? -- LINKS: AiSDR: https://aisdr.com/ Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog -- Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 07 Sep 2024 | Building a $10 Million Webflow Agency w/ Stefan Katanic | 00:54:17 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Stefan Katanic. Stefan is a lifelong entrepreneur. He co-founded Traden Group in 2013, Coinbio in 2017, and White Label Agency in 2019, but his most recent venture is where he truly found his stride. Today Stefan serves as the CEO of Veza Digital, a services business that helps B2B SaaS companies build and operate profitable marketing websites that build awareness, trust, and credibility at scale. They’ve quickly become the go-to website agency for B2B SaaS, having built websites for companies like ChiliPiper, Adonis, Trumpet, and Shipwell to name a few. I talk a lot about SaaS on this podcast but have yet to talk about the services aspect of B2B, which is not only a massive percentage of the total sales world, but in this case is one of the services SaaS companies rely on heavily for growth. Stefan has been running founder-led sales for Veza Digital for the past 8 years and is now ready to shift his focus toward mergers and acquisitions and needs to prepare the company for bringing in an external sales leader, which I’ll be helping him with as a Consultant over the coming months. In the meantime, my audience is mostly made up of salespeople, many of which hope to start their own companies someday. Since most salespeople don’t know how to write code, starting a services business is often the more realistic option, so, I’m excited to dive in and find out how you found your niche and what it takes to build a multi-million dollar B2B services agency. 00:00:00 Intro 00:03:19 Starting Veza Digital 00:05:16 Your elevator pitch 00:09:05 Targeting B2B SaaS 00:16:04 Your sales experience 00:20:58 Your sales process 00:24:41 Founder-led sales transition 00:28:58 Hiring a sales team 00:35:09 Starting a services business 00:41:42 Mergers and acquisitions 00:42:37 Number one sales objection 00:47:56 Why choose Veza Digital 00:51:59 Advice for young entrepreneurs
-- Veza Digital: https://www.vezadigital.com Veza Digital on X: https://x.com/VezaDigital Stefan on X: https://x.com/stefan_katanic Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 19 Sep 2024 | Scaling Gong to $7 Billion Valuation w/ Chris Orlob | 00:47:07 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Chris Orlob. Chris studied marketing at Utah Valley University and then went on to start his career at InsideSales.com, after which he started his own company Conversature, which eventually merged with Gong, at which point Chris became the Director of Product Marketing and eventually the Head of Sales where he helped grow the company from $200k ARR to over a $7B valuation in 5 years. In 2022 Chris left Gong to start his current venture, where he serves as the Founder and CEO of Pclub.io, a sales training platform that aggregates courses from top practitioners into one platform. The last time I spoke with Chris was back in 2019 and it feels like just about everything has changed since then with the advent of remote work, sales AI, and the divergence from the Growth-at-all-Cost model, so I’m excited to dive in and get his thoughts on all that’s changing. 00:00:00 Intro 00:02:12 Outbound Prospecting 00:11:37 Remote vs Office 00:16:42 Quota Attainment 00:23:48 Average Tenure 00:30:24 Growth-at-all-Cost 00:36:43 AI in Sales 00:41:20 Pclub -- LINKS: Pclub: https://www.pclub.io Chris on X: https://x.com/Chris_Orlob Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 26 Sep 2024 | Selling Spiff to Salesforce for $419 Million w/ Jeron Paul | 00:43:58 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jeron Paul. Jeron studied economics and philosophy at Brigham Young University and then received his MBA at Harvard. After school he spent 3 years as a consultant before starting his first company Boardlink, which was acquired by Thomas Reuters. Jeron then spent 5 years in venture capital before starting his next two companies Scalar and Capshare, both with successful exits. With all of that experience behind him, in 2018 Jeron founded Spiff which was acquired by Salesforce in February of this year for $419 million. In episode 9 I spoke to Spiff’s Chief Marketing Officer, Anna Fisher and I sat on their GTM advisory board for 3 years until the acquisition. Jeron believes every person has an infinite potential to do good and his goal in life is to unlock as much of that potential in himself and others as possible. He believes in fighting group think, the Socratic method, and the power of humility. One of the things he’s most proud of is sharing larger than normal equity stakes with those who are bold enough to build businesses with him, and I can say after having been an advisor on the receiving end of the Salesforce acquisition equity, he practices what he preaches in that regard and that’ll be one of the topics we’ll dive into today. It’s been 7 months since Spiff was acquired. Since then, Jeron has served as the SVP of Product at Salesforce, presumably continuing to oversee Spiff, but without further adieu, let’s dive in and learn more about what it took to build Spiff and sell it to Salesforce in just 5 and a half years. -- TOPICS: 00:00:00 Intro 00:01:49 What is Spiff 00:07:39 GTM Advisory Board 00:16:01 Equity Philosophy 00:27:16 M&A 00:30:04 Growth Channels 00:37:40 Doing it again today 00:42:06 Who should use Spiff -- QUESTIONS: 1. What is Spiff and why did you build it? 2. You decided early on to build a GTM advisory board; what were your main motivations and goals behind doing this and was it worth it in hindsight? 3. We often hear stories of founders finding creative ways to screw people out of their equity at the time of acquisitions and IPOs, but you did the opposite. Talk me through your philosophy on equity and the decisions you had to make during the acquisition as it pertains to employees and advisors liquidating their shares. 4. Was M&A always the plan? Or did the pandemic and financial crisis play a role in the decision to sell? 5. What were your main growth channels and can you share roughly the split of revenue that came from each, like inbound, outbound, channel partners, etc.? 6. If you were to start Spiff today would you do anything different? 7. Is Spiff still a product for non-Salesforce users or is it now specifically for Salesforce users? -- LINKS: Spiff: https://spiff.com Jeron on X: https://twitter.com/jerondanielpaul Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog -- Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 10 Oct 2024 | Fixing the Broken SDR Model w/ Mark Kosoglow | 00:51:35 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Mark Kosoglow. Mark graduated from Penn State University in 1998 and then became the General Manager of Nittany Notes where he was responsible for everything from hiring, training, development, inventory management, and of course, sales. After discovering his knack for sales Mark went on to hold two more long-term sales positions before finally landing himself the gig of a lifetime as the VP Sales for Outreach in 2014. Mark is among the rare breed of VP Sales who held his position for over 8 years, including a promotion to SVP of Sales, prior to leaving Outreach. At which point he became the CRO of Catalyst Software in 2022, where he remained until February of this year when he started working on his most recent project Operator, where he now serves as Co-Founder & CEO. Mark believes that as an industry we got greedy and wrecked the outbound model. The playbook was simple and worked, so we automated it and ignored how resistant buyers were becoming. After having lived through the brightest and darkest times of outbound sales in B2B SaaS, I can say I wholeheartedly agree and I’m darn curious to learn how Operator plans to address this problem. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This stuff really helps to grow the audience. Without further adieu, let’s dive in and find out more specifically what Mark thinks is broken with outbound and how he plans to fix it. -- 00:00:00 Intro 00:03:35 Outbound Sales is Broken 00:09:20 Growth-at-all-Cost 00:18:18 AI in Sales 00:25:30 Sales Quota Attainment 00:30:36 VP Sales Average Tenure 00:38:33 Raising a Salesperson 00:44:28 Operator -- QUESTIONS: 1. What’s broken with B2B outbound and how did we get here? 2. What’s happening to the Growth-at-all-Cost model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. What do you think is the reason for low VP Sales average tenure? 6. What’s it like raising a second generation B2B SaaS salesperson? 7. How is Operator going to change the game? -- LINKS: Operator: https://www.operator.ai Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 16 Oct 2024 | Scaling Namely to $70 Million ARR w/ Colin Specter | 00:51:36 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Colin Specter. Colin graduated from UC Santa Barbara and then started his career in event management, where he got a taste of sales, customer service, and leading over 100 employees for nearly 7 years. In 2012 Colin pivoted into medical sales and then landed his first B2B SaaS role in 2014 as an SDR at Namely. Quickly becoming the top SDR in company history, Colin received promotions to Account Executive, Regional Sales Manager, and Director of Sales, where he helped grow the company from $100k to $70M ARR. After Namely, Colin became the VP of Sales at Orum in 2019, and recently received a promotion to Senior Vice President of Revenue just 3 months ago. Like myself, Colin’s career didn’t start in B2B SaaS, but we seemed to follow similar paths by stumbling our way into the industry and applying what we learned beforehand to move up quickly and start building and leading teams. In a world where average tenures are quite low for sales leaders, Colin has made beating the average look easy, so I’m excited to dive in and get his thoughts. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This stuff really helps to grow the audience. Without further adieu, let’s dive in and learn first-hand what Colin thinks has contributed to his success and get his thoughts on all that’s changing in the world of B2B sales. 00:00:00 Intro 00:02:41 Average Quota Attainment 00:08:31 VP Sales Average Tenure 00:20:15 Growth-at-all-Cost 00:27:47 AI in Sales 00:35:10 B2B Outbound Sales 00:41:36 Modern Sales Efficiency 00:42:51 Choosing an Employer 00:45:24 Advice for Salespeople -- QUESTIONS: 1. What do you think is the reason for low sales quota attainment? 2. What do you think is the reason for low VP Sales average tenure? 3. What’s happening to the Growth-at-all-Cost model? 4. What’s your take on AI in sales over the next 5-10 years? 5. What do you think works for B2B outbound today? 6. What (if anything) are you changing strategically at Orum to become more efficient? 7. How do you choose winning startups to work for? 8. What advice do you have for young salespeople just getting started today? Orum: https://www.orum.com Colin on X: https://x.com/c_specter Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| 30 Oct 2024 | Halloween and Sales w/ Scott Leese | 00:48:47 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Scott Leese. 00:00:00 Intro 00:02:43 Outbound Sales is Broken 00:06:14 Growth-at-all-Cost 00:10:43 AI in Sales 00:17:23 Sales Quota Attainment 00:30:15 VP Sales Average Tenure 00:38:19 Go-to-Network 00:46:11 Surf & Sales -- QUESTIONS: 1. What’s broken with B2B outbound and how did we get here? 2. What’s happening to the Growth-at-all-Cost model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. What do you think is the reason for low VP Sales average tenure? 6. What is Go-to-Network? 7. What is Surf & Sales? -- LINKS: Surf & Sales: https://www.surfandsales.com Scott Leese Consulting: https://scottleeseconsulting.com Scott on X: https://x.com/thescottleese Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||