see what others don't see, think what others don't think, feel what others don't feel, and give what others don't give. onesto.id@gmail.com
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Supermanagers, brought to you by the team at Fellow, is the podcast for leaders who want to build organizations with exceptional management practices. Join Aydin Mirzaee, CEO at Fellow, as he uncovers the innovative strategies, bold decision-making, and insightful perspectives that drive world-class executives in building and scaling successful and productive organizations. We’ll be covering topics on: Operational excellence Leadership Remote and Hybrid work Scaling teams & organizations Wor ...
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In Season 3, we are focusing on interviews with C-Suite executives, subject matter experts, authors and thought leaders in the Sales and Marketing arenas. A rapidly shifting landscape and uncertain economy is forcing everyone to raise the bar and weeding out some of the mediocre to low performers. Join our Sales Is King Boardroom Community here: https://www.facebook.com/groups/457366486708505/
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The most dangerous phrase in the language is 'we've always done it this way.' A contrarian view on HR & Recruiting practices.
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What does it take to create an award winning office culture? We chat with CEOs of companies that have won Best Place To Work to get actionable advice.
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186: The Only Way To Fix B2B Sales | Andy Paul
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In this conversation, Dan Sixsmith interviews Andy Paul, a sales expert and author, about the state of affairs in sales and the key issues that sellers face. They discuss the impact of technology on building relationships, the importance of focusing on outcomes rather than pain, and the role of responsiveness in creating a positive buyer experience…
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Brian Gottlieb, Author of Beyond the Hammer, on Hiring to Your Weaknesses, Leading a Culture of Development, and Building Problem-Solving Systems
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In episode 16 of season 2, we sit down with Brian Gottlieb, author of Beyond the Hammer and a visionary business leader who scaled his home services company from a $3,000 startup to a $150 million enterprise. Brian shares his unique approach to leadership, focusing on hiring to your weaknesses and empowering others to fill the gaps where you fall s…
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185: Prepping Sellers Like Never Before | Christina Brady, CEO-Luster
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58:09
Christina Brady, CEO and co-founder of AI start-up Luster, discusses the challenges in B2B selling and the need for a buyer-centric approach. She highlights the importance of leading indicators and the lack of measurement in sales processes. Brady emphasizes the changing buying behavior of customers and the need for sales teams to adapt. She also i…
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Adam Coffey, Author of the Private Equity Playbook, on Navigating the Stages of Growth for Sustainable Success
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In this episode, we sit down with Adam Coffey, a seasoned CEO with over 21 years of experience leading private-equity-backed service companies. Adam shares his journey from his military career to becoming a leader in the private equity world, where he has overseen 58 acquisitions and facilitated billions of dollars in successful exits. In episode 1…
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184: From Sales To CMO of a $16B Company | Dany Fleischmajer
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Summary In this conversation, Daniela Fleischmajer, the US CMO at Kyndryl(an IBM spinoff), discusses the changes in B2B marketing over the past few years and the key challenges faced today. She highlights the shift towards data-driven strategies, increased use of AI and automation, and the changing relationship between sales and marketing. Daniela …
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183: The CMO Whisperer | AI Pioneer, Nicole Leffer
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Nicole Leffer, an AI advisor to CMOs, shares her journey and insights on AI in marketing. She started an e-commerce company in college and grew it to be one of the top 1,000 internet retail companies in the country. After discovering AI writing tools, she saw the immense impact it had on marketing productivity and quality. Nicole now works with com…
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Amy Edmondson, Harvard Professor and Author of “The Fearless Organization”, on Balancing Psychological Safety and Accountability
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In this insightful episode, we sit down with Amy Edmondson, one of the world’s leading management thinkers. As the Novartis Professor of Leadership and Management at Harvard Business School, she is an expert in psychological safety and organizational learning. In episode 14 of season 2, she discusses the importance of creating environments where te…
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182: Influencer Marketing | Zoe Hartsfield and Leandra Fishman
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Summary In this episode of Sales is King, Dan Sixsmith interviews Leandra Fishman and Zoe Hartsfield from Apollo. They discuss the current state of B2B sales and the challenges faced by sellers today. They emphasize the importance of personalization and relevance in sales outreach, as well as the need to meet buyers where they are. The conversation…
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181: Burn The Box | Top50 HR Leader Anthony Onesto
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In this conversation, Dan Sixsmith interviews Anthony Onesto, Chief People Officer at Suzy, about the importance of personal branding and building a strong professional network. They discuss the concept of 'who knows you' and how it can impact career success. They also explore the changing dynamics of the job market and the skills and qualities tha…
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Anthony Onesto, CPO at Suzy, on Gen Z and AI: Leading a Generation with Unlimited Information
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In this episode, we sit down with Anthony Onesto, a visionary business leader and the founder of KAE.ai, an innovative AI-based HR platform. Anthony shares his extensive experience in empowering startups and tech companies to unlock their full growth potential. As the Chief People Officer at Suzy, a leading market research software company, and the…
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180: Are You Influential? | Keynote Speaker/Author, Stacey Hanke
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In this conversation, Stacey Hanke discusses the challenges that executives face in the current business environment, particularly in terms of communication and personal branding. She emphasizes the importance of being consistently connected and influential in a world that is more connected but less connected than ever before. Hanke also highlights…
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179: Next Gen Email | Archie Hollingsworth of Fyxer.AI
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Archie Hollingsworth, co-founder and CRO of Fyxer.ai, joins Dan and discusses the current state of B2B marketing and sales and the challenges faced by B2B executives. He emphasizes the importance of being selective and doubling down on what's working in marketing and sales strategies. Hollingsworth also highlights the value of in-person connections…
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178: Unsticking Deals(New Book) | Sales Guru, James Muir
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1:10:54
James Muir discusses the current challenges in B2B selling and the top issues for sellers today. He emphasizes the importance of preventing deals from getting stuck and provides five strategies to keep the momentum going. These strategies include securing executive sponsorship, throttling information, using the perfect close technique, implementing…
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177: Marketing + Sales Is Aligned And Well | Rhiannon Staples and Carrie Seifer
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Dan is back with the CMO and CCO of GWI, Rhiannon Staples and Carrie Seifer. The conversation explores the current state of B2B marketing and sales alignment, as well as the trends and challenges in the industry. The guests discuss the need for personalized and targeted messaging in a noisy market, the difficulty of reaching prospects on the phone,…
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Eytan Bensoussan, CEO at NorthOne, on Reverse Engineering Decisions to Uncover Intuitive Insights
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In this episode, Eytan Bensoussan, CEO and co-founder of NorthOne, a business banking platform for small businesses, shares his experiences. He has had a diverse career path, including time at McKinsey & Company to co-founding NorthOne. In episode 12 of season 2, he delves into the importance of understanding team motivations, effective hiring prac…
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176 Leandra Fishman's Road To The C-Suite
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Summary The conversation between Dan Sixsmith and Leandra Fishman explores the challenges and changes in B2B sales and marketing. They discuss the importance of productivity and efficiency, the role of AI in sales, and the need for thoughtful solutions that provide value and ROI. They also touch on the difficulties of selling and buying in today's …
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175: Mark Niemiec's First 150 Days as Salesloft CRO
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Summary Mark Niemiec, Chief Revenue Officer at SalesLoft, discusses the challenges in B2B sales and the importance of delivering a compelling value proposition. He emphasizes the need for sellers to understand their customers' language, challenges, and context in order to rise above the noise and deliver a 10 out of 10 message. Niemiec also highlig…
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Matt Verlaque, COO at SaaS Academy, on Enhancing Team Performance Through Healthy Conflict and Feedback
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In this episode, our host Aydin Mirzaee sits down with Matt Verlaque, COO of SaaS Academy and co-founder of High Speed Ventures. Matt’s unique career journey spans over a decade in firefighting and emergency services before venturing into technology and entrepreneurship. He shares how his experiences have shaped his approach to leadership and manag…
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The conversation between Dan Sixsmith and David Keene explores the state of B2B marketing today and the challenges faced by marketers. They discuss the importance of aligning sales, marketing, and customer success to provide a cohesive and integrated experience for buyers. They also touch on the impact of AI in marketing and the need for more pract…
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173 Making It Rain with Henry Cubillan
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[From a Linkedin Live Broadcast] Henry Cubillan, VP of Sales Strategy and Operations at Schneider Electric, discusses the challenges and changes in B2B sales today. He highlights the post-pandemic hangovers and macroeconomic challenges that have affected the sales industry. Cubillan emphasizes the need for sales professionals to transition from bei…
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In this conversation, Dan Sixsmith interviews Omri Avdi, the Chief Sales Officer at Grant Thornton, about the current trends in B2B sales and the challenges faced by sellers. They discuss the increased scrutiny over spend, the involvement of CFOs and C-level executives in the purchasing process, and the importance of building enduring relationships…
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Mark MacLeod, Startup CEO Coach, on the 3 Core CEO Duties and How to Avoid Burnout While Balancing Them
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In this engaging episode, we sit down with Mark Macleod, a seasoned CFO, VC, and angel investor whose career has significantly impacted high-growth technology companies. Mark takes us through his extensive experience, from his roles at FreshBooks and Real Ventures to founding SurePath Capital Partners. He shares invaluable lessons on the evolution …
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171 Thought Leadership's Influence on Brand and Revenue: Ophelie Janus
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Ophelie Janus joins Dan. She is the Global Head of Thought Leadership at Siemens. The conversation explores the importance of trust and ROI in business decisions, the role of thought leadership in building trust, and the impact of thought leadership on buying decisions. It also delves into the types of thought leadership content, the journey to a t…
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170 Jon Miller's Marketing Manifesto
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Summary Jon Miller, pioneer, market maker, thought leader and the OG of MarTech joins Dan for over 60 minutes of engaging dialogue and new revelations. The conversation covers the journey of Marketo, the emergence of marketing automation solutions, the challenges faced, and the eventual merger with Demandbase. It also delves into the creation of En…
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Jessica Zwaan, COO at Talentful on Bringing Product Management Practices and a Commercial Focus into People Operations
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In this insightful episode, we sit down with Jessica Zwaan, COO of Talentful, whose impressive career journey spans roles in HR and operations across leading tech and SaaS companies. Jessica shares her transition from HR to the COO role, discussing the significant learnings and challenges faced along the way. She delves into the importance of comme…
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169 A Crisis Of Buyer Confidence: Tom Pisello and David Yockelson
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Summary Tom Pisello, the ROI Guy and serial entrepreneur and David Yockelson, senior fellow at Gartner and Value Selling expert join Dan on this episode. The conversation covers a wide range of topics related to B2B marketing and sales, including the challenges of subscription fatigue, the impact of AI on decision-making, the role of value engineer…
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Reducing Meeting Bloat with C-Suite Executives at Ably, Consensus, DealMaker, and Tucows
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In this special C-Suite Roundtable episode of Supermanagers, host Aydin Mirzaee brings together 4 top executives from diverse industries to tackle one of the biggest challenges in modern workplaces: meeting efficiency. This episode features Michael Koenig, CEO at Tucows, Rebecca Kacaba, CEO at DealMaker, Jeffrey Sullivan, CTO at Consensus, and Matt…
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168 Decoding Human Buying Behavior with Usman Sheikh
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Summary Usman Sheikh, CEO and founder of XIQ, discusses the changing dynamics of B2B sales and the impact of generative AI on sales productivity. He shares his journey from architecture to software and the founding of XIQ. The conversation delves into the core solution of XIQ, its target audience, and the use of behavioral science to decode human b…
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Ken Weary, COO of Hostaway, on Culture Add in Hiring, Deliberate Decision-Making, and Scaling a Remote Workforce Across 40+ Countries
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Ken’s role as COO at Hostaway, a SaaS startup transforming the vacation rental industry, showcases his innovative approach to remote work and leadership. In discussion with host Aydin Mirzaee, Ken delves into the diverse experiences that have shaped his career, including pivotal positions at Hotjar and his unique journey as a digital nomad. His tra…
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167 Closing Deals and Tracking Results with Dan
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Summary In this episode, Dan Sixsmith provides updates on recent articles and publications, introduces a new Facebook group, and discusses a HubSpot study on B2B sales in 2024. He highlights the importance of AI-related resources, self-service tools, customer referrals, customer education, and thorough preparation in B2B sales. He also shares strat…
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Albert Strasheim, CTO at Rippling, on Embracing Rapid Iteration and Setting Goals for Accountability
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Albert’s role as CTO & SVP of Engineering at Rippling is marked by an impressive blend of technical expertise and leadership experience. In discussion with host Aydin Mirzaee, Albert delves into the diverse experiences that have shaped his career, including pivotal positions at Segment, Mesosphere, and Cloudflare. His journey from engineering roles…
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166 Building Relationships with Buyers: Cliff Simon
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Summary In this conversation, Dan Sixsmith interviews Cliff Simon, a subject matter expert on go-to-market and revenue operations. They discuss the rapid changes in the B2B industry, the role of AI, and the importance of unified data structures. Cliff emphasizes the need for individuals to stay connected with AI possibilities and advises senior and…
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165 Taking on Salesforce.com and Winning with Jean-Marie Richardson
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Summary Jean Marie Richardson, CEO of iFolio, discusses the challenges faced by sales teams in today's digital age and the importance of appreciating their hard work. She explains how iFolio helps sales leaders tell their story and influence buyers with personalized, real-time analytics. Jean Marie shares her journey of building iFolio, including f…
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Vitaly Pecherskiy, Co-Founder at StackAdapt, on the Role of the CEO, Mental Models, and Employee Onboarding
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Vitaly’s journey from COO to CEO of StackAdapt, a thriving programmatic advertising company, is marked by substantial role diversification and a refined approach to leadership. In discussion with host Aydin Mirzaee, Vitaly highlights the nuanced differences between the roles. 👉 Visit our website to get all the details: https://fellow.app/supermanag…
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Rob Khazzam, CEO at Float on Building a Culture of Urgency, Customer Obsession, and Risk Tolerance
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Rob Khazzam's tenure on Uber's first international launch team provided invaluable lessons that continue to shape his leadership as CEO of Float. At Uber, Rob experienced an environment marked by an unwavering focus on talent, a bias for action, and relentless execution. Amidst the intense and fast-paced environment, Rob also recognized the importa…
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Summary In this episode, Dan Sixsmith reviews the key learnings from three recent episodes focused on AI and its impact on business. The guests included Irshad Raiham, Vice President of Product Marketing at FICO, Ryan Staley, an AI consultant, and Dr. Lisa Palmer, an AI expert. The main takeaways include the importance of inspiring and initiating c…
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163 The Power Of Thought Leadership: A New Study
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Summary In this episode, Dan Sixsmith discusses the power of thought leadership and its impact on B2B buyers. He shares insights from a study by Edelman, a social media and PR firm, highlighting the importance of thought leadership in driving demand, influencing sales and pricing, and protecting existing customers. Dan emphasizes the need for organ…
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Mark Frein, COO at Oyster on Being a Multifunctional Executive and Harnessing Pattern Recognition in Leadership Roles
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Mark Frein, COO of Oyster, discusses how he approaches his role as a multifunctional executive. He emphasizes the importance of focusing on the scope and responsibilities of the job, rather than the title. Transitioning from a single-function to a multifunctional executive, like a COO, requires a significant shift in how you operate. According to M…
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162 Disruptive Marketing in the AI Era with Irshad Raihan
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Summary In this episode of Sales is King, Dan Sixsmith interviews Irshad Raihan, the VP of Product Marketing at FICO. They discuss the state of B2B marketing and the need for marketing to disrupt itself. Irshad shares his background and how he got into marketing, emphasizing the importance of storytelling and customer engagement. They also talk abo…
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161 The Role of AI In Skill Transformation with Ryan Staley
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Summary: Ryan Staley, CEO of an AI transformation company, shares his journey in sales and how he got interested in the field. He started as a busboy and then got into sales jobs, eventually becoming a top performer in door-to-door advertising. He transitioned into management and strategy roles, leading teams and turning around underperforming offi…
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160 Trailblazing AI with Dr. Lisa Palmer
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Summary Dr. Lisa Palmer, an expert in AI, discusses her career journey and the importance of embracing AI in sales. She emphasizes the need for continuous learning and upskilling to stay ahead in the rapidly evolving AI landscape. Dr. Palmer also highlights the role of AI in sales acceleration and the potential for AI to revolutionize the sales pro…
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159 Prospecting That Works With Justin Chi
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Summary B2B buyers doors are essentially closed to emailing, so what is the former #1 SDR at Zoominfo doing to crack the code? In this episode, Dan Sixsmith interviews Justin Chi, the founder and CEO of Cold Email Hackers, about prospecting and SDRs. Justin shares his journey into sales and how he leveraged email to book meetings and grow his busin…
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Mauro Porcini, SVP & Chief Design Officer at PepsiCo, Reveals the Traits Shaping the Unicorn Leadership Teams of the Future
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There’s a secret formula behind fostering innovation, driving success, and creating positive work environments in large corporations. Optimism, coupled with curiosity and kindness, are traits that leaders must embody to create synergies, boost efficiency, and improve working relationships in their organizations. According to Mauro Porcini, these un…
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Summary In this light hearted episode of Sales Is King, Dan Sixsmith introduces a new segment called the Top 10 list, where he reviews a list of the top 10 sales mistakes that reps make. He discusses each mistake and shares his thoughts on them. The mistakes include not listening and talking too much, offering too much for nothing, not focusing on …
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157 Dan Rant: Here's How To Beat The Other Reps
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Summary In this episode, Dan Sixsmith discusses the importance of differentiation in sales and provides a step-by-step approach to successfully differentiate from the competition. He emphasizes the need to sell yourself first and foremost, understand the prospect's issues, actively listen and empathize, create dis-ease with the status quo, add valu…
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Summary Chris Orlob, a B2B sales influencer, shares his journey into sales and his experiences at Gong. He discusses the importance of updating sales skills to meet changing market conditions and the need for business acumen in sales. He emphasizes the significance of effective discovery as the hub of all sales skills and highlights the importance …
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155: Finding Top Sales Talent with Bryon Coro
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Summary: In this episode, Dan Sixsmith interviews Bryon Coro, the SVP of Global Sales at Pendo, about his journey in sales and the changes he has seen in the industry. They discuss the importance of value selling, the convergence of PE and VC business approaches, and the need to tie products to key initiatives within an organization. They also talk…
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Kim Scott, Bestselling Author of ‘Radical Candor’ and ‘Radical Respect’ on Addressing Bias, Prejudice, and Bullying in the Workplace
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There’s no such thing as a bias-free workplace. According to Kim Scott, leaders must proactively look for and root out bias, prejudice, and bullying in the workplace. Rather than waiting for these behaviors to escalate into harmful situations, she advocates for a shared commitment in your organization to dismantle bias, prejudice, and bullying head…
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154 Here Is How To 5x Your Win Rate: Doug May
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Summary: In this conversation, Dan Sixsmith and Doug May discuss value selling and its importance in today's business landscape. They explore Doug's career journey and his new role at Harness. The conversation covers the definition of value selling and the concept of slowing down to speed up. They also discuss the reasons for the increased interest…
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153 Why B2B Marketing Is Coming Up Short with Michelle Killebrew
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B2B marketing is under fire(again). IBM alum, Ted Talk(er), and CMO, Michelle Killebrew is back on SIK! 00:00:30 (Michelle'a Career Summary) Guest discusses her roles at CA Technologies, Broadcom, PwC, and NTT Limited, detailing her experiences and challenges. 00:05:13 (Evolution of CMO Role) Discussion about the evolving role of the CMO in the pos…
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