Getting from $10M-$20M: Justin Gray shares applicable lessons learned driving high performance growth.
07/16/20 • 20 min
Episode Outline
[04:39] Justin’s background
[07:16] Repeatable revenue engine and a marketing automation
[10:13] Reason these companies were failing, had more to do with people and the behaviors of the people
[11:18] Realize that affiliation with a company who's been successful in that industry
[12:04] Hiring and supporting and developing and growing other humans
[14:34] If you think about things from a red, yellow, green perspective, you put people in a stoplight bucket
[16:35] Best fit based on their characteristics and attributes because the majority of the Academy students are adult learners. The true character of a person is not how you act in this life, but how you react.
[17:04] Systems that you put in place on a more tactical level to back into having that as a cultural.
[19:22] Ways that you're actually measuring the impact on their organization to better to define product market fit,
[20:19] How to measure metrics for north star of things like NPS
Justin's Inspirations:
Connect with Justin:
Episode Outline
[04:39] Justin’s background
[07:16] Repeatable revenue engine and a marketing automation
[10:13] Reason these companies were failing, had more to do with people and the behaviors of the people
[11:18] Realize that affiliation with a company who's been successful in that industry
[12:04] Hiring and supporting and developing and growing other humans
[14:34] If you think about things from a red, yellow, green perspective, you put people in a stoplight bucket
[16:35] Best fit based on their characteristics and attributes because the majority of the Academy students are adult learners. The true character of a person is not how you act in this life, but how you react.
[17:04] Systems that you put in place on a more tactical level to back into having that as a cultural.
[19:22] Ways that you're actually measuring the impact on their organization to better to define product market fit,
[20:19] How to measure metrics for north star of things like NPS
Justin's Inspirations:
Connect with Justin:
Previous Episode
Hiring 400+ sales reps in one year, and the value of continually seeking feedback.
Episode Outline
[04:39] Mandy’s background
[07:16] Discovering that running a company, it's evident it's an emotional business.
[10:13] Take time to really take a step back and use data as your foundation.
[11:18] While that looks great in a spreadsheet, it doesn't work in real life because until you have a process that's documented and that you can measure, and that is getting consistent results.
[12:04] Think deeply what needs to happen to hit your goal and direction you’re going to, based on what you have so far, make some assumptions on conversion, what type of pipeline you need, how many new opportunities
[14:34] Consider how many demos there, do they need to have a week or how many discovery calls depending on what type of sales cycle they are, how many discovery calls?
[16:35] Where is our product actually fit right now? And how are we going to attack that?
[17:04] Figuring out how to hold people accountable and then the second part was how to implement that correctly with the team
[19:22] The way to break the sales process into the four main categories
[20:19] Why Mandy really loves mentoring people and leading a team in house
Mandy's inspirations
Connect with Mandy
Next Episode
1517 Fund founder Danielle Strachman on venture capital success metrics and startup fire-fighting
Episode Outline
[04:39] Danielle’s background
[07:16] How the whole petition process of a charter school is funded with public money. So you have to petition the state to let you do what you want to do in the district.
[10:13] Why starting a charter school in some ways is very much like starting a startup
[11:18] Understand that we're firefighters and we're all here to do whatever needs to get done because our building is constantly on fire especially in the first year of operations
[12:04] The most success metrics in venture are different than when you're trying to champion alternative education and giving
[14:34] Standard return metrics in venture and whether or not you're able to build something viable. The importance in keeping balance of those things
[16:35] Knowing that there's something really fascinating and kind of a Zen mindset about decision-making theory. You have to separate the outcome of your decision from the decision you make at the time
[19:22] Uncover why they're just not using the product that much, and what really want to see is that those pilot customers are insatiable
[20:19] What to do if something goes awry or they get fickle, when you're not sure who else to service in the market, it's hard to get that company to grow
[24:30] Getting the feedback loop between the founder, the engineering team, especially if they're using sort of like a dev group and the customers it's too disconnected
Danielle's Inspirations:
Connect with Danielle
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