Épisodes

  • Kathy Slowinski - CEO, Trilogy

    Kathy Slowinski - CEO, Trilogy
    Feb 27 2025

    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli interviews Kathy Slowinski, a turnaround CEO known for revitalizing distressed software companies at Trilogy Software. Kathy shares her journey in the tech industry and discusses her operational strategies, including cost-cutting, optimizing cloud infrastructure, and integrating AI to enhance business performance. She emphasizes the importance of transparency, customer engagement, and making tough leadership decisions. Kathy also highlights the benefits of measuring AI usage within teams and fostering a competitive spirit. The episode offers valuable insights for tech leaders and entrepreneurs navigating company transformations.


    For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠.
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    40 min
  • Dan Lambert - Former CEO, PathologyWatch

    Dan Lambert - Former CEO, PathologyWatch
    Feb 11 2025
    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli welcomes Dan Lambert, CEO of PathologyWatch. Julian introduces the podcast's focus on leadership and growth in tech companies and highlights the annual tech summit organized by Growth Elevated. Dan shares his entrepreneurial journey, discussing his ventures in grocery couponing and medical education before delving into his current work in healthcare technology. PathologyWatch is working to improve cancer diagnostics through digitization of pathology tools and AI research. The episode emphasizes the importance of resilience, strong teams, and community support in navigating the challenges of the tech industry.For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠LinkedIn⁠⁠.Timestamps:Introduction to the Podcast (00:00:02)Julian Castelli welcomes listeners and introduces the podcast's focus on leadership in technology companies.Community of Tech Founders (00:00:29)Julian discusses Growth Elevated, a community for tech founders, and mentions the annual tech summit in Utah.Introducing Dan Lambert (00:01:16)Julian introduces Dan Lambert, highlighting his entrepreneurial background and his current work with Pathology Watch.Dan's Founding Journey (00:02:15)Dan shares his experiences leading up to his current venture, emphasizing the challenges and learning from past startups.First Startup: Grocery Couponing (00:02:33)Dan describes his first company that enabled digital coupons in grocery stores, replacing outdated systems.Second Startup: Medical Education (00:04:05)Dan discusses his second venture, Board Vitals, which focused on providing medical education and compliance resources.Transition to Healthcare Technology (00:05:09)Dan explains how his experiences led to the founding of Pathology Watch, aiming to modernize pathology processes.Background in Medical Sciences (00:05:37)Dan reflects on his initial interest in medicine and how he transitioned to engineering and technology.MBA Experience (00:06:52)Dan shares insights from his MBA program, emphasizing the value of diverse perspectives in business.Identifying the Cancer Challenge (00:08:24)Dan discusses the decision to tackle cancer, noting the advancements in radiology compared to pathology.Building a Comprehensive Solution (00:09:02)Dan explains the need for a complete solution in pathology, integrating software with laboratory processes.Understanding Pathology Watch's Customers (00:11:04)Dan clarifies who their customers are and the outdated processes they are replacing in pathology.Old Pathology Process (00:12:03)Dan describes the traditional manual process of analyzing biopsies and how it is inefficient.Pathology Watch's Digital Solution (00:12:51)Dan outlines how Pathology Watch digitizes slides and integrates with dermatologists' systems for better efficiency.Benefits of Digital Pathology (00:14:38)Dan highlights the advantages of digital pathology, including improved communication and patient care.Impact on Healthcare Costs (00:16:26)Dan discusses how their technology aims to reduce healthcare costs while improving cancer detection and treatment.Company Launch and Growth Timeline (00:17:33)Discussion on the timeline of Dan Lambert's company from inception to acquisition.Finding Co-Founders (00:17:44)Dan shares how he found his co-founders and their complementary skills.Anticipating Regulatory Changes (00:18:28)Importance of building a business with expected regulatory shifts in digital pathology.Client Engagement Strategy (00:19:12)The significance of consulting dermatologists before product development.Acquisition and Growth Metrics (00:21:17)Details on company growth, revenue, and the decision to sell or raise funds.Acquisition by Sonic Healthcare (00:22:14)Insights on the acquisition by Sonic Healthcare and its strategic advantages.Industry Adoption of Digital Pathology (00:23:10)Discussion on the rapid adoption of digital pathology as a standard of care.Regulatory Challenges in Health Tech (00:24:50)Challenges faced with compliance to various health regulations during startup.Staying Informed on Regulations (00:26:36)Methods for startups to keep up with complex health regulations.Leadership Lessons from Experience (00:28:19)Dan shares key leadership lessons learned throughout his entrepreneurial journey.Importance of Hiring the Right People (00:29:31)Focus on recruiting top talent and maintaining cash flow as a CEO.Navigating Challenges as a CEO (00:30:05)Insights on recognizing when to delegate and not micromanage.Learning from Feedback (00:31:12)The value of early client feedback and how it shapes product development.Personal Impact of the Technology (00:32:13)Dan shares a personal story of how the technology saved his life.Recommendations for Entrepreneurs (00:33:43)Dan discusses his involvement in venture capital and suggests ...
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    35 min
  • Jonathon Fishman - CEO & Co-Founder, LeanLaw

    Jonathon Fishman - CEO & Co-Founder, LeanLaw
    Jan 11 2025
    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli converses with Jonathon Fishman, a seasoned entrepreneur and leader in financial legal tech. Jonathon, a three-time founder, currently leads LeanLaw, a SaaS company that streamlines financial operations for law firms. The discussion explores Jonathon's journey, the evolution of LeanLaw, and the transformative impact of adopting the Entrepreneurial Operating System (EOS). Key topics include the importance of having the right leadership roles, the benefits of EOS in strategic alignment and accountability, and the challenges faced in refining their go-to-market strategy and talent management. For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠, and follow us on LinkedIn. Timestamps: (00:00:08) Julian Castelli welcomes listeners to the Growth Elevated Leadership Podcast, emphasizing leadership challenges in tech. Introduction of Jonathon Fishman (00:01:19) Julian introduces Jonathon Fishman, a three-time founder in financial legal tech, focusing on Lean Law. Overview of LeanLaw (00:02:12) Jonathon describes Lean Law as a SaaS company for law firms managing the financial lifecycle of clients. Origin of LeanLaw (00:03:27) Jonathon shares the founding story, highlighting Gary Allen's vision and the generational shift in law firms. Transition to Full-Time Commitment (00:04:48) Jonathon discusses the pivotal moment in 2020 when he decided to fully commit to LeanLaw. Leadership Structure and Challenges (00:06:38) Jonathon reflects on the challenges of leadership roles and the need for the right team dynamics. Capital and Leadership Evolution (00:07:33) He explains the need for outside capital and the importance of establishing a strong leadership structure. Adopting EOS Management Methodology (00:08:23) Jonathon introduces the Entrepreneurial Operating System (EOS) as a transformative framework for their company. Defining Roles Within EOS (00:10:06) He elaborates on the roles of visionary and integrator within EOS, emphasizing the need for clarity. Importance of EOS Framework (00:12:03) Jonathon highlights how EOS provided a structured management framework, aiding in company operations. Hiring an EOS Implementer (00:14:19) He discusses the benefits of hiring an EOS implementer for effective strategic planning and execution. Impact of EOS on Company Growth (00:15:20) Jonathon asserts that adopting EOS was a major turning point that significantly improved their operations. Key Changes Post-EOS Implementation (00:15:51) He outlines how EOS aligned strategic goals and created clarity through metrics and accountability. Framework for Evaluating Talent (00:18:12) Jonathon explains EOS's framework for assessing team members, emphasizing the importance of capacity. Understanding Capacity in Leadership (00:19:16) Discussion on the three levers of capacity, desire, and ability in leadership roles. Joining the Growth Accelerator (00:20:19) Jonathon shares his experience in the Growth Acts accelerator program and its impact on Lean Law. The Love Letter to Ideal Client Profile (00:21:18) Explaining the concept of a "love letter" to effectively communicate with the ideal client. Importance of Ideal Client Profile (00:22:40) Jonathon emphasizes the necessity of knowing and narrowing down the ideal client profile. Stage Appropriate Talent (00:24:46) Insight on hiring talent with experience suitable for the company's growth stage. Learning from Hiring Mistakes (00:25:32) Jonathon reflects on a hiring mistake due to a lack of stage-appropriate experience. Product Market Fit and Customer Journey (00:26:56) Discussion on achieving product market fit and the importance of a cohesive customer journey. Rev Ops Integration (00:32:35) The significance of hiring a revenue operations leader for understanding the customer journey. Hiring the Right Rev Ops Leader (00:35:12) Jonathon discusses the impact of hiring a stage-appropriate rev ops leader on company growth. Recommended Resources (00:35:38) Jonathon shares influential books and podcasts that have shaped his leadership approach.
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    38 min
  • Trail Marker: Do You Have Five Pullers?

    Trail Marker: Do You Have Five Pullers?
    Dec 14 2024

    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli delves into the important topic of team optimization, focusing on the "pushers versus pullers" leadership concept. He encourages Team Leaders to take the time to categorizes team members as "pullers," who drive progress and inspire others, and "pushers," who are not really carrying their weight and require excessive supervision, motivation and support. Julian emphasizes the importance of having a strong executive team of pullers to ensure success in 2025. He provides insights on identifying pushers, their impact on team morale, and the necessity of making changes to enhance team effectiveness. The episode offers practical advice for leaders to evaluate and improve their teams for the new year.


    For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠.


    Timestamps:

    Introduction to Team Building (00:00:02)

    Overview of the podcast's focus on leadership challenges in growing technology companies.


    Push vs. Pull Framework (00:00:28)

    Discussion on evaluating team members as "pullers" or "pushers" for effective team dynamics.


    Identifying Pullers (00:01:10)

    Characteristics of pullers who drive progress and inspire their peers within the team.


    Recognizing Pushers (00:02:09)

    Identifying team members who require motivation and support, referred to as pushers.


    Concept Inspiration (00:03:01)

    Julian shares the inspiration behind the push vs. pull concept from another podcast.


    Santa Claus Analogy (00:03:58)

    Using Santa and his reindeer to illustrate the difference between pullers and pushers.


    CEO's Role in Team Dynamics (00:05:53)

    Importance of attracting and retaining a strong executive team for future success.


    Evaluating Team for 2025 (00:06:48)

    Encouraging leaders to assess if their team is suited for the challenges of 2025.


    Challenges of Team Composition (00:07:46)

    Discussing the common issue of needing the right team as companies evolve.


    Framework for Team Evaluation (00:10:26)

    Advice on categorizing team members into pullers, pushers, and maybes for assessment.


    Signs of Pushers (00:11:24)

    Five indicators that may suggest a team member is a pusher rather than a puller.


    Performance Indicators (00:12:21)

    Evaluating team performance as a primary sign of potential pushers.


    Team Turnover Issues (00:13:12)

    High turnover in a department may indicate a struggling leader or pusher.


    Defensive Behavior in Meetings (00:14:13)

    Signs of pushers being defensive or argumentative during executive meetings.


    Impact on Team Morale (00:15:03)

    Frustration among pullers can lead to losing high performers if pushers are not addressed.


    Final Thoughts on Team Composition (00:15:55)

    Encouragement to identify and replace pushers with pullers for success in 2025.
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    17 min
  • Bridging the GTM Gap with Revenue Reimagined Founders

    Bridging the GTM Gap with Revenue Reimagined Founders
    Dec 1 2024
    In this podcast episode, host Julian Castelli discusses the challenges technology companies face in scaling, particularly in sales and go-to-market strategies. Joined by Dale Zwizinski, Jake Reni, and Adam Jay, co-founders of Revenue Reimagined, the conversation delves into the "go-to-market gap" and the importance of foundational processes in order to generate consistent growth. The guests emphasize the need for continuous review of customer profiles, transparent reporting, and experienced advisors. They share insights on avoiding common pitfalls, such as premature hiring of sales leaders and lack of documentation. The episode underscores the necessity of a structured approach to achieve sustainable growth. For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠. Introduction to the Podcast (00:00:02) Julian Castelli welcomes listeners and introduces the podcast's focus on growing technology companies. Context of the Episode (00:00:26) Julian shares the episode's purpose and introduces the guests, emphasizing the challenges in sales and go-to-market strategies. Introducing Revenue Reimagined (00:01:17) Julian introduces the founders of Revenue Reimagined and discusses their expertise in addressing the go-to-market gap. The Go-To-Market Gap Discussion (00:02:40) The speakers acknowledge the increasing difficulty in sales growth compared to the previous 12-18 months. Rapid Changes in Go-To-Market Strategies (00:03:16) Jake highlights the fast-paced changes in effective sales strategies and the need for constant adaptation. Reviewing Customer Profiles (00:03:36) Dale emphasizes the importance of continually reviewing ideal customer profiles and value propositions. Founders' Challenges (00:03:53) Julian discusses the panic among founders as past strategies fail, leading to the need for expert help. Founders' Backgrounds (00:04:39) Jake begins sharing his experiences and the challenges faced by startups in scaling effectively. Pattern Recognition in Sales (00:06:08) Jake reflects on recognizing recurring challenges in startups and the desire to help at scale. Adam's Journey to Startups (00:06:48) Adam shares his transition from large companies to startups, highlighting the common issues faced. The Importance of Early Intervention (00:08:10) Adam discusses the need to assist startups earlier to avoid common pitfalls in sales leadership. Dale's Experience and Motivation (00:09:41) Dale shares his extensive sales experience and the motivation behind helping multiple founders simultaneously. Collaboration and Connection (00:12:16) Dale recounts how he and Adam connected while competing for the same job, leading to collaboration. The Value of Teamwork (00:13:31) Dale expresses the importance of collaboration in consulting and the challenges of working alone. Introduction to HireVue (00:14:16) The conversation shifts to their shared connection with HireVue, a notable tech company from Utah. Defining Revenue Reimagined (00:16:35) Dale outlines what Revenue Reimagined does and the types of companies they assist in stabilizing growth. Understanding Revenue Reimagined's Client Engagement (00:17:24) Discussion on the typical engagement length and the importance of an initial audit. The Importance of Audits (00:19:16) Insights on how audits help in understanding client needs and setting expectations. Revenue Reimagined's Journey (00:21:38) Overview of the company's first year, growth, and lessons learned from client engagements. The Go-To-Market Gap Introduction (00:25:33) Introduction of the concept of the go-to-market gap affecting many tech companies. Identifying Go-To-Market Issues (00:25:37) Discussion on signs of a go-to-market gap, starting with inconsistent deal closures. Forecasting Challenges (00:26:55) Exploration of issues with relying solely on top-down forecasting models. Impact of Unrealistic Forecasts (00:28:31) Consequences of unrealistic sales targets on team morale and performance. Ghosting by Prospects (00:29:45) What it means for sales teams when prospects stop responding. Customer Churn Issues (00:31:08) Discussion on the implications of losing customers faster than acquiring new ones. Root Cause Clarity (00:32:50) The importance of understanding root causes behind client pain points for effective messaging. Team Structure Concerns (00:34:10) The need for clarity on roles and performance within revenue-related positions. The Hiring Trap (00:34:37) Discussion on the common trap of believing hiring can solve all problems. Operational Hiring Challenges (00:34:55) Importance of hiring the right go-to-market experts versus operational or technical personnel. Understanding the Right Language (00:35:37) Founders may struggle with the specific language needed to hire effectively. Framework for Go-to-Market Strategies (00:36:58) Introduction of a ...
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    1 h et 1 min
  • David Darmstandler - Co-CEO & Co-Founder, Datapath

    David Darmstandler - Co-CEO & Co-Founder, Datapath
    Nov 18 2024
    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli interviews David Darmstandler, co-CEO and co-founder of Datapath, a managed IT and security company. They discuss the challenges of scaling a technology business, particularly in the managed services sector. David shares insights from Datapath's journey since its inception in 2005, emphasizing the importance of effective leadership, team management, and financial literacy. Key topics include the value of mentorship, the role of advisory boards, and the necessity of tough conversations to foster a culture of openness and continuous learning. For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠. Introduction to the Podcast (00:00:02) Julian Castelli welcomes listeners and introduces the podcast's purpose and focus on tech leadership. Guest Introduction (00:01:17) Julian introduces David Darmstandler, co-CEO of Datapath, highlighting his entrepreneurial background and company's achievements. Overview of Datapath (00:02:21) David explains Datapath's services, focusing on managed IT and security for various sectors including healthcare. Customer Profile and Needs (00:02:41) Discussion on the typical customer profile and how Datapath supplements existing IT teams. Managing Complex IT Infrastructures (00:04:06) David describes the complexities of managing IT for large organizations and the importance of strategic support. Growth with Startups (00:05:20) David shares experiences working with startups and the excitement of supporting their growth. Consequences of IT Failures (00:05:52) David emphasizes the impact of IT failures on customer trust and brand reputation. Innovating with AI (00:06:40) Discussion on the role of AI in enhancing Datapath's services and future innovations. Early Days of Datapath (00:07:47) David recounts the humble beginnings of Datapath, starting with minimal resources in 2005. Scaling the Business (00:08:08) Julian questions how Datapath scaled from a small startup to a significant player in the industry. Challenges at the $5 Million Mark (00:10:38) David discusses the challenges faced when reaching $5 million in revenue and the need for strategic changes. Identifying Leadership Challenges (00:12:23) David reflects on realizing the team's readiness for growth and the need for strategic thinking. Scaling Strategy and Efficiency (00:13:14) David compares scaling to a race car, emphasizing the need for efficiency and shedding unnecessary weight. Recognizing Skill Gaps (00:14:06) Discussion on the common struggle of entrepreneurs lacking diverse skill sets necessary for scaling. The Role of Coaching (00:15:13) David explains how bringing in a coach helped identify micromanagement issues and improve team dynamics. The Importance of Seeking Help (00:16:46) Discussion on the challenges of seeking coaching and the founder's reluctance to ask for help. Catalysts for Change (00:17:26) David shares how hitting a plateau created pressure, leading to the decision to seek coaching. Mentorship and Coaching (00:18:22) The value of having mentors and being a mentor, emphasizing mutual growth and learning. Partner Alignment on Coaching (00:19:12) Exploring how David and his partner reached a consensus on hiring a coach. Accountability in Leadership (00:21:33) The significance of accountability for leaders and the benefits of involving coaches with team members. Advisory Boards for Guidance (00:22:41) The role of advisory boards in providing accountability and guidance for private companies. Building an Engine for Scale (00:23:12) Transitioning from a small to a scalable organization and the need for operational changes. Understanding Financial Metrics (00:24:01) The necessity for entrepreneurs to grasp financial metrics and their impact on business success. Investing in Financial Education (00:24:40) David discusses pursuing education in finance to better understand and manage business finances. Learning from Financial Statements (00:25:07) The importance of analyzing financial statements to improve business positioning and decision-making. Critical Metrics for Success (00:26:32) Identifying and aligning on critical business metrics to drive operational efficiency and growth. Addressing Team Composition (00:28:16) David reflects on the importance of having the right people in the right roles for organizational success. Having Tough Conversations (00:29:01) The need for leaders to engage in difficult conversations about team fit and performance. Relief from Honest Discussions (00:30:51) The positive outcomes of open communication, leading to clarity and alignment within the team. Here are the extracted timestamps and their corresponding titles: Creating a Safe Space for Conversations (00:32:24) Discusses the importance of open-ended ...
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    42 min
  • Cotter Cunningham - CEO of ExpertVoice

    Cotter Cunningham - CEO of ExpertVoice
    Nov 3 2024
    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli converses with Cotter Cunningham, CEO of Expert Voice and former CEO of RetailMeNot. Cotter shares his entrepreneurial journey, focusing on his experiences with RetailMeNot, a leading coupon and savings platform. They discuss the company’s origins, growth, and challenges, including scaling and going public. Cotter highlights the importance of affiliate marketing, user-generated content, and maintaining a clear customer base. He also reflects on leadership, company culture, and hiring practices. The episode offers valuable insights into building and scaling tech businesses in a competitive landscape. For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠. Timestamps: Introduction to the Podcast (00:00:02) Julian Castelli introduces the Growth Elevated Leadership Podcast and its focus on leadership in tech. Guest Introduction (00:01:12) Julian welcomes Cotter Cunningham, CEO of Expert Voice, and discusses his background with RetailMeNot. Cotter's Entrepreneurial Journey (00:02:48) Cotter shares his experiences and the original idea behind RetailMeNot, emphasizing its unique approach. The Evolution of RetailMeNot (00:03:22) Cotter discusses how he started RetailMeNot and the challenges faced in the early stages. Understanding the Ecosystem (00:05:27) Cotter explains how RetailMeNot operates within the coupon and affiliate marketing ecosystem. Affiliate Marketing Insights (00:08:10) Cotter describes the affiliate marketing model and its significance for retailers and consumers. User-Generated Content Strategy (00:09:49) Cotter highlights the importance of user-generated content in enhancing RetailMeNot's SEO and consumer engagement. International Expansion (00:11:13) Cotter discusses the company's growth and international expansion efforts in the UK and France. Scaling Challenges (00:14:12) Cotter reflects on the scaling challenges faced as RetailMeNot grew rapidly. Going Public Journey (00:15:52) Cotter shares insights about the journey to going public and the revenue milestones achieved. Unique IPO Experience (00:17:39) Cotter recounts the experience of ringing the NASDAQ bell in Austin, making it inclusive for all employees. Building a Positive Company Culture (19:08) Cotter discusses the importance of culture during rapid growth and how he implemented a unique hiring process. The Competitive Landscape in Austin (20:06) Cotter highlights the competitive job market in Austin and the need for a strong company culture to attract talent. The Bar Raiser Interview Process (21:05) Cotter explains the "bar raiser" technique borrowed from Amazon to ensure cultural fit during hiring. The Importance of Values (22:05) Cotter shares insights on corporate values and the significance of genuinely applying them in the workplace. Lessons from Over-Hiring (24:42) Cotter reflects on the challenges of over-hiring and the need for better metrics in staffing decisions. Evaluating Hiring Needs (25:31) He discusses the importance of critically assessing the necessity of each hire and exploring alternatives. Navigating Remote Work Challenges (31:01) Cotter talks about managing a fully remote team and the shift in focus from attendance to outcomes. The Growth of the Austin Tech Scene (34:00) Cotter shares his pride in Austin's tech ecosystem evolution and the increasing job opportunities in the area. Raising Capital Challenges (35:29) He addresses the difficulties entrepreneurs face in raising funds and the realities of venture capital. Broader Background Benefits (00:36:33) Cotter discusses how his finance background helped him excel in marketing and provided valuable analytical skills. Favorite Business Book (00:37:48) Cotter shares his admiration for "Shoe Dog," highlighting Phil Knight's incredible grit and determination in building Nike. Closing Remarks (00:38:22) Julian thanks Cotter for sharing his story and expresses eagerness to continue supporting entrepreneurs together. Podcast Outro (00:38:43) The host encourages listeners to follow and subscribe, and invites them to visit for more leadership resources.
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    39 min
  • Dan Chapman - Former VP GTM at Full Story & BentoBox

    Dan Chapman - Former VP GTM at Full Story & BentoBox
    Oct 20 2024

    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli interviews Dan Chapman, a go-to-market advisor and fractional Chief Revenue Officer (CRO) specializing in early-stage B2B SaaS companies. Dan shares his journey from a technical founder to a GTM leader, emphasizing the importance of the "selling to learn" phase. He discusses key concepts such as product-market fit, the transition from founder-led sales to initial sales teams, and the development of effective sales playbooks. The conversation provides valuable insights for tech founders on refining sales processes and achieving scalable growth.

    For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠.

    Timestamps:


    Introduction to the Podcast (00:00:02)
    Julian Castelli welcomes listeners to the Growth Elevated Leadership Podcast, discussing its purpose and format.

    Guest Introduction (00:01:20)
    Julian introduces Dan Chapman, a go-to-market advisor specializing in early-stage B2B SaaS companies.

    Dan's Background and Journey (00:02:57)
    Dan shares his unique path from technical founder to go-to-market expert, highlighting lessons learned from mistakes.

    Military Experience's Impact (00:04:03)
    Dan discusses how his military background shaped his understanding of leadership and organizational dynamics.

    Transition to Consulting (00:05:03)
    After working at McKinsey and Google, Dan explains his decision to pursue advisory roles with startups.

    Google's Role in Startups (00:06:30)
    Dan describes his experience at Google, helping acquired startups leverage distribution advantages for growth.

    Selling to Learn vs. Selling to Scale (00:08:27)
    Dan distinguishes between the two stages, emphasizing the importance of refining messaging before scaling.

    Defining Product-Market Fit (00:09:37)
    Dan elaborates on product-market fit, highlighting the need for traction, consistency, and momentum in sales.

    Documenting the Learning Process (00:11:15)
    Dan stresses the importance of founders documenting their sales processes to optimize learning and strategy.

    Transitioning from Founder to Non-Founder Sales (00:13:05)
    Dan discusses the challenges founders face when transitioning sales responsibilities to new team members.

    Consistency in Sales (00:14:13)
    Dan emphasizes the need for consistency in customer engagement and product usage during the selling phase.

    Scaling Beyond the Founder (00:16:48)
    Dan outlines strategies for founders to effectively scale sales beyond their personal efforts.

    Sales Playbook Development (00:19:06)
    Discusses the importance of having a structured sales playbook for effective training and onboarding of new salespeople.

    Training New Salespeople (00:19:18)
    Highlights the challenges faced when new salespeople lack proper training and understanding of the sales cycle.

    Sales Process and Playbooks (00:20:23)
    Explains the different types of sales processes and the necessity for tailored playbooks for transactional and enterprise sales.

    Hiring a Sales Leader (00:22:29)
    Details the ideal timing for hiring a sales leader based on company traction and the readiness of the sales team.

    Resources for Sales Skills (00:25:25)
    Recommends valuable books and resources for improving sales skills and understanding sales strategies.
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    28 min