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'Crossing the $100m ARR Chasm' with Joe Marcin
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Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀
I am your host, Adam Richardson and on today’s episode, I am excited to welcome Joe Marcin, CRO at FirstUp!
With other 25 years’ experience in the Software Sales world, Joe is a 3 times CRO who has spent the last 10 years focussed on scaling companies across the $100m ARR chasm.
Some of my key takeaways from our conversation were:
💡 How your Hiring Profile changes as you scale – and how get people brought into change.
💡 The importance of robust processes and to move away from tribal knowledge and the importance of cross-functional alignment.
💡 The importance of technology and how to evaluate, and in some cases, consolidate this to help you scale.
Let’s Dive in!
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Watch the episode on YouTube 🎥 – https://youtu.be/ZeZ7cqrNQJM
Connect with Joe here - https://www.linkedin.com/in/jmarcin/
Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/
Learn more about Strive here - https://scalewithstrive.com/solutions/
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15:09 Sales Leadership and DNA Profiles
20:37 Managing Organizational Change and Engagement
24:45 Strategic Changes in Compensation and Processes
29:37 Process and Accuracy in Sales Forecasting
34:39 Signal and Value Hypothesis in Sales
39:57 Process and Execution Strategies in Business
45:21 Leveraging Technology for Revenue Operations
52:59 Lessons in Scaling Organizations Beyond $100M
1:00:28 Harmonizing Best Practices for Success
Capítulos
1. 'Crossing the $100m ARR Chasm' with Joe Marcin (00:00:00)
2. Scaling Software Sales Beyond $100 Million (00:00:14)
3. Sales Leadership and DNA Profiles (00:15:09)
4. Managing Organizational Change and Engagement (00:20:37)
5. Strategic Changes in Compensation and Processes (00:24:45)
6. Process and Accuracy in Sales Forecasting (00:29:37)
7. Signal and Value Hypothesis in Sales (00:34:39)
8. Process and Execution Strategies in Business (00:39:57)
9. Leveraging Technology for Revenue Operations (00:45:21)
10. Lessons in Scaling Organizations Beyond $100M (00:52:59)
11. Harmonizing Best Practices for Success (01:00:28)
12. Insightful Interview With Joe From FirstUp (01:05:47)
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