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Allyson Barr spent the first six months of this year watching her content team hand back sixty to seventy percent of every AI draft for rewrites. That number keeps dropping now — not because the AI got smarter on its own, but because her team built it an editorial memory: voice dossiers on every subject-matter expert, a running log of what not to say, and a habit of feeding every human correction back into the system.   Allyson is the Chief Marketing Officer at Active State, which has been securing open source software since 1997 and now sits squarely in front of the problem it was built for: AI coding assistants pulling unvetted packages into production. She joined to run a full commercial transformation, rebranding and relaunching the company in five months, after three years at AWS running sales planning across a hundred-billion-dollar business. She's also, as of this summer, co-founder of a second company, Culture Flow.   Her argument: AI didn't just speed up Active State's content output, it changed where marketing spends its time. Six months ago the company loosened its AI guardrails company-wide while tightening standardization around Claude as the primary assistant, and content volume jumped from roughly six pieces a month to about a hundred. The deeper shift, she says, is that the team's real job stopped being production and became curation. The clearest example she gives is a cold email. A vendor pitching Active State built their entire outreach around the titles from a Taylor Swift album she'd posted about — a few minutes of real attention that landed harder than any AI-personalized blast, and the one she now points to when she talks about the line between a trust enhancer and a trust eroder in AI-assisted outreach. WHAT WE COVER Training AI on five separate voice profiles for Active State's subject-matter experts The February shift that loosened AI guardrails while tightening standardization Measuring AI's impact: content volume, SDR research time, and AE proof-of-value cycles Build vs. buy in an era of vibe-coded internal tools What she looks for in candidates now that "using AI" is table stakes Culture Flow, her side venture building a workplace-trust tool   CHAPTERS 0:00 Intro & Common Room 1:27 Active State: securing open source 3:26 Building AI trust in go-to-market 4:36 Training AI on the company's voice 8:44 The February AI philosophy shift 10:10 Measuring AI's commercial impact 12:15 Scaling content across channels 13:23 Automating workflows with Google Drive and Claude 16:47 Prioritizing the AI initiative backlog 21:41 Automating the podcast workflow: a real-world example 24:09 Cutting through tool noise with personalized outreach 27:15 Trust erosion vs. trust building in sales 28:37 AEO and build vs. buy 33:13 New skills, hiring, and the AI generation gap 37:50 Culture Flow and the Rapid Fire Five Connect with Allyson Barr on LinkedIn, or learn more about Active State at activestate.com. This episode is sponsored by Common Room (https://www.commonroom.io/?utm_source=goat-podcast&utm_medium=partner), the AI GTM Intelligence Platform trusted by teams like Okta, Anthropic, and Fireworks AI. New conversations with go-to-market leaders every week. Subscribe to The GOATS of Growth on Apple, Spotify, or YouTube.

When Aware launched a new product this year, Brian Krause didn't pull SDRs off existing accounts or hire three more. He put top-of-funnel demand gen on an AI agent from day one, 100%, on purpose. New product, new ICP, no legacy SDR team to muddy the results: "It's the perfect scenario to start at zero and just build an agent for it." What he wants out of it is clean data on which of the platform's value propositions actually land with buyers. Brian is CRO at Aware, the first US-based biometrics company, 35+ years in, where he runs sales, account management, customer success and RevOps. Before that he led revenue teams at identity verification and computer vision companies, and at Pivot3, later acquired by Quantum. The agent is "a campaign manager on steroids," running email and LinkedIn, but nothing goes out without a rep's eyes on it. Two reasons. The handoff to a human AE can't feel jarring. And on a technical product, the agent can't say yes to something that's only true if the customer spends more money. On hiring, he's blunt: "If I have to teach you what a CRM is, I'm not okay with that." Reps should show up AI-enabled. Aware's new head of federal runs on tooling about 99% of the day, and she works at a pace well above everyone else. He also has the most honest take on CRM hygiene you'll hear: every company has the problem, and the fix isn't enforcing it harder. It's taking the ask away from reps entirely. WHAT WE COVER - Why a brand-new product launch is the right place to test an AI SDR - Isolating variables: what the agent's data tells product about which value prop wins - The two guardrails: brand-consistent handoffs, and no overpromising - Build vs. buy: buy customer-facing, build internal productivity - RevOps as the owner of the agent roadmap - Define what good looks like before you automate it - Why hiring is plateauing, and what BDRs and AEs should do about it - Rapid Fire: three teenage daughters, and ringing the bell on Wall Street CHAPTERS 0:00 Intro and sponsor: Common Room 1:49 Brian's role at Aware 3:52 How trust gets built into biometrics 5:30 Sales is still a people business 7:43 Where AI sits in the funnel today 9:24 Going 100% AI SDR on a new product 15:57 Who built the agent, and how it was trained 18:03 A campaign manager on steroids 19:47 Sponsor: Common Room 20:14 The two guardrails 23:50 Build vs. buy 26:34 RevOps owns the agent roadmap, and the CRM hygiene fix 28:55 Define good before you automate 30:49 Hiring plateaus, and showing up AI-enabled 33:48 "If I have to teach you what a CRM is…" 37:07 Rapid Fire Five 40:31 Ringing the bell on Wall Street 41:37 Outro Connect with Brian Krause on LinkedIn, or learn more about Aware at aware.com. This episode is sponsored by Common Room (https://www.commonroom.io/?utm_source=goat-podcast&utm_medium=partner), the AI GTM Intelligence Platform trusted by teams like Okta, Anthropic, and Fireworks AI. To hear more conversations like this one, subscribe to The GOATS of Growth on Spotify, Apple Podcasts, or YouTube.

Jessica Storry co-founded Stockpress in 2019 out of the web design agency she was running, drowning in files across Dropbox, Box, Google Drive and hard drives clients mailed them. They took a contract building on an open-source DAM, decided it was overcomplicated, pitched the customer on something simpler, got told no, and built it anyway -- on her promise that she'd sell it. She did. Stage 2 Capital invested, they closed the agency in 2020, and Stockpress now occupies the gap nobody was serving: a $9.99 Dropbox account on one side, a $2,500-a-month enterprise DAM on the other, nothing in between. The same instinct drove the decision that actually grew the business. They started out cloning the enterprise DAMs and charging less, and were still doing every onboarding by hand. So they re-architected around self-serve, lowered the price -- the only time it's ever gone down -- and replaced a product full of in-app pop-ups with a five-step onboarding checklist. "Maybe we don't give customers enough credit sometimes. They can figure it out if they if it's presented in the right way." She also tells the story of the Friday night she spent topping up tokens in Claude Design and ended with nothing to show: "I could have just designed that page myself in an hour and it would have been fine." WHAT WE COVER - Arguing against an AI support agent, and being wrong: 72% of tickets closed by the bot - What AI is allowed to write, and what has to be accurate enough that it isn't - Wireframes straight to the dev team, and why nothing AI-made ships as final design - Going self-serve: lowering the price and cutting the hand-holding - The five-step checklist that beat in-app pop-ups - 85% of customers leaving every AI feature switched on - Buyers who arrive from ChatGPT having never seen the website - Where AI burned money for an eight-person team and produced nothing CHAPTERS 0:00 Intro and sponsor: Common Room 1:16 What Stockpress is, and the founding story 4:23 Cutting the hand-holding, and lowering the price 7:59 The five-step checklist that replaced the pop-ups 10:28 AI inside the product, and the 85% who turn it all on 13:17 Arguing against Fin, and losing 15:36 Under three minutes, by hand, at any hour 18:02 Common Room, and how leads get attributed 19:07 Otterly and buyers who never see the website 19:59 Fifty prompts, and building content to show up against them 21:17 Narrowing the ICP after being "Stockpress for everyone" 23:38 Writing with AI, and the one thing she won't hand over 27:22 Claude Design for wireframes, straight to the dev team 28:46 AI in customer success, and the MCP server in progress 35:18 Her Friday night with no output 38:37 Rapid Fire Five Connect with Jessica Storry on LinkedIn, or learn more about Stockpress at stockpress.co. This episode is sponsored by Common Room (https://www.commonroom.io/?utm_source=goat-podcast&utm_medium=partner), the AI GTM Intelligence Platform trusted by teams like Okta, Anthropic, and Fireworks AI. To hear more conversations like this one, subscribe to The GOATS of Growth on Spotify, Apple Podcasts, or YouTube.

Eric Herzog says AI cut his team's content development time in half — and that anyone treating it as more than a tool is about to embarrass themselves in front of their biggest customers. A farmer still drives the tractor. A lumberjack still runs the chainsaw. What's changed is that the tool is now fast enough to make a sloppy company look sloppy at scale. Eric is CMO at Infinidat, the enterprise storage company behind InfiniBox, recently acquired by Lenovo and now operating semi-independently inside its Infrastructure Solutions Group. He runs a 15-person team across the full breadth of marketing, selling high-end systems to the Global Fortune 1000. Before Infinidat he held CMO and VP roles at IBM Storage and EMC, and helped build several startups that were acquired. His operating motto is trust but verify. Humans make errors; AI hallucinates, which is the same thing. He's seen it firsthand — someone showed him an AI-generated profile of himself with the wrong university, the wrong location, and the wrong Eric Herzog. In high-end enterprise, a data sheet claiming something technically impossible tells the buyer you're a sloppy company, and in storage people lose their jobs over a bad buying decision. The payoff is real when it's controlled. Eric's team ran an AI competitive analysis for sales, and it surfaced genuine Reddit reviews from end users explaining why they ripped out a competitor's product — material the reps now carry in their back pocket. His warning on workflow design is just as concrete: get the data sources wrong at a global manufacturer and the bulldozer bolts ship to the Corolla factory. WHAT WE COVER - Why AI is transformational but still a tool — and how open-source AI can expose your IP, customer data, and GDPR, HIPAA and PII obligations - The bulldozer-and-Corolla problem: what bad AI workflow design does to a supply chain - "Trust but verify," and the AI profile that got Eric's own biography wrong - Where the ROI actually shows up: content creation and competitive intelligence - The Reddit reviews an AI tool found that Infinidat's sales team now uses - Why a human designer still beats AI at building a deck, and why AI still gets you halfway there - Build vs. buy, and why AI inside the martech stack is becoming a checkbox, like a spare tire - Rapid Fire: the collegiate wrestler who wants to be a CEO, and why Frodo is his model for quiet leadership CHAPTERS 0:00 Intro 2:18 Infinidat, Lenovo, and a 15-person marketing team 5:45 What AI changed — and why it's still just a tool 7:08 How open-source AI exposes your IP 9:34 Bulldozer parts at the Corolla factory 11:43 Trust but verify — and the wrong Eric Herzog 13:14 Where the ROI shows up: content and competitive 15:39 Verification still cuts the time in half 17:22 Workflow automation and the AI-guided website 19:02 Why the designer still beats AI on slides 21:24 Playing to your audience: CIOs and King Oberon 23:24 Build vs. buy 25:46 AI as a checkbox: the spare-tire argument 28:53 Rapid Fire Five 37:18 How to reach Eric Connect with Eric Herzog on LinkedIn, or learn more about Infinidat at infinidat.com. This episode is sponsored by [Common Room](https://www.commonroom.io/?utm_source=goat-podcast&utm_medium=partner), the AI GTM Intelligence Platform trusted by teams like Okta, Anthropic, and Fireworks AI. To hear more on what AI and agents are actually doing inside real go-to-market organizations, subscribe to The GOATS of Growth on Apple Podcasts, Spotify, or YouTube.

Lance Hodgson thinks a huge slice of the economy — construction, oil and gas, mining, manufacturing — is about to skip SaaS entirely and jump straight to AI. Not because these industries got faster at digitizing, but because AI removes the reason they needed the in-between step. Lance is CRO at Sitemate (formerly Construction Cloud), the AI platform for what he calls "the built world." He joined as the company's first go-to-market hire and worked every seat on the way up — marketing, VP revenue, GM of Oceania, and now CRO — including years running the sales funnel himself after his own "negative perception of sales" wore off. Before Sitemate he was in marketing at Sony Pictures and CBS. Internally, Sitemate runs four categories of AI agents — workflow, intelligence, coaching, and collateral — built by Lance's chief of staff, who does the building while he defines the go-to-market logic. The team now ships three to four new agents a week. The intelligence agents are the ones he can't function without: instead of combing through call recordings by hand, agents now surface who's following the playbook — turning "high viz" from an aspiration into something that actually runs. The clearest signal of AI's impact isn't GTM headcount — Sitemate is still hiring SDRs, AEs, and CSMs at close to the same pace. It's ops. RevOps hiring has slowed sharply, because a chief of staff plus a few agents now does work that used to need a growing team under him. Engineering keeps hiring aggressively — the agents just make them ship faster. WHAT WE COVER Why the built world (construction, oil & gas, mining, manufacturing) might skip straight to AI, bypassing the SaaS step most industries went throughSitemate's four categories of agents — workflow, intelligence, coaching, collateral — and which one Lance can't live withoutHow a chief of staff, not a platform, became the unlock for shipping 3–4 new agents a weekWhere AI has and hasn't touched headcount: flat in GTM, down in RevOps, still climbing in engineeringLance's unconventional path to CRO — Sitemate's first go-to-market hire, who'd never carried an AE quotaWhy "everyone can build agents now" and the real bottleneck is deciding which ones and what context to feed themCHAPTERS 0:00 Intro 1:43 Sitemate and the built world, defined 3:51 Skipping straight from paper to AI 5:13 Why Lance bet on Sitemate: the TAM math 9:42 From marketer to accidental salesperson 10:53 Building the systems: the VP of Revenue years 13:36 Redefining what sales actually is 20:28 Rolling out AI: the four agent categories 22:31 Documentation first: mapping the funnel before building agents 29:38 Intelligence agents: "High Viz on steroids" 32:43 The chief of staff model: shipping 3-4 agents a week 38:23 "Everyone can build agents" — the real bottleneck 40:50 Headcount: steady in GTM, thinner in ops 44:44 Rapid Fire Five 48:33 Bonus question: lessons from "failures," not perfection Connect with Lance Hodgson on LinkedIn (linkedin.com/in/lancehodgson), or learn more about Sitemate at sitemate.com. This episode is sponsored by Common Room, the AI GTM Intelligence Platform trusted by teams like Okta, Anthropic, and Fireworks AI. To hear more on what AI and agents are actually doing inside real go-to-market organizations, subscribe to The GOATS of Growth on Apple Podcasts, Spotify, or YouTube.

Ben Keighran got frustrated that Claude couldn't search LinkedIn. So he built a dataset larger than LinkedIn's and pointed AI at it. It's over a billion people, 10 billion records, 75 million updates a day. Not scraped — crawled from public profiles, sourced through 50 data partnerships, enriched with inference tokens. Available inside Claude and your own agents for eight dollars. Ben is a four-time founder whose products have reached over a billion people. He started coding at 13 in Australia, moved to Silicon Valley in 2006, built Chomp — the app search engine Apple acquired and turned into App Store search — then Caffeine, a live streaming platform that grew to 61 million users. Super Carl is his fourth. But the database isn't the moat, and he says so. He expects everyone to have one eventually. The thing he thinks is durable is the relationship intelligence layer on top: you upload your own contact exports, Super Carl works out who you actually know among the matches, and the AI tells you who to ask for the intro. Not scraped, not read — metadata only, and you can export or delete it whenever. Jay uses it to run his own recruiting agent. Searches that used to take weeks now finish in twenty minutes, which is why he spends part of this episode complaining that eighteen minutes feels slow. WHAT WE COVER - How Ben picks problems: watch a medium shift, then ask who won the last one and why they probably won't win this one - Why Chomp existed — apps had no metadata, so you had to type "Facebook" to find Facebook - The Instagram App Store chart hack, and what it teaches about distribution timing - Build the product first, then build the business — and how you know you've crossed over - The three things blocking AI from your network: walled gardens, disconnected graphs, and cold outreach getting worse - Why the billion-record dataset is a diminishing advantage - What "your data stays yours" actually means in practice - Rapid Fire 5: play-based learning, Steve Jobs, and the skateboard injuries CHAPTERS 00:00 The show is looking for a sponsor 00:27 Chomp, Caffeine, and a billion people 02:36 How Ben decides what to build 06:06 You had to type "Facebook" to find Facebook 06:50 Finding the first users 09:46 The Instagram App Store chart hack 11:07 Why Claude couldn't search LinkedIn 16:39 Walled gardens, broken graphs, dead cold outreach 18:04 Building a data set bigger than LinkedIn's 20:41 The relationship intelligence layer 22:35 Why the database is a diminishing advantage 26:46 Product fit first, then build the business 31:02 Rapid Fire 5 36:01 Bonus question: what's your biggest learn? 39:10 Where the name Super Carl came from Find Ben at supercarl.ai — free account in ten seconds, or book a meeting with him directly from the homepage. This episode is unsponsored. If you want to reach GTM leaders and founders who ignore your emails, reach out: [email protected] Subscribe wherever you listen, and tell someone who'd like it.

"No data, no agent. Bad data, bad agent. Good data, good agent." Cris Mendes thinks data readiness is the number one reason the agentic enterprise fails, and he has the receipts — he ran the experiment on his own team before he sold it to anyone else. He's VP of Revenue at Momentum.io, acquired by Salesforce in large part because of the go-to-market motion he built there. Before that: Drift, Airtable, and LogMeIn. Before all of it, U.S. Navy search and rescue swimmer. I've known him almost twenty years and introduced him to LogMeIn myself, so take the enthusiasm here with whatever salt you need. His argument is that everyone is buying agents on top of a data layer that was never built. The average customer conversation moves about eight thousand words; maybe eight of them make it into the CRM. Companies don't have a first-party data layer, they have a human-input data layer — and that's what every agentic project quietly runs aground on. The story worth the listen: Momentum had a brutal drop-off after the first call. Rather than sampling a few calls and guessing at messaging or ICP, Cris pushed 800 first calls through deep research and got one answer back — the reps weren't prescribing a next step. So he had Momentum listen to the last ten minutes of every call and fire a clip into Slack whenever an AE either didn't prescribe or tried and missed. With humor, so it didn't read as surveillance. Prescription went through the roof. As he puts it: a team respects what you inspect, but you can't inspect everything — unless the inspecting is automated. WHAT WE COVER - Selling shovels in a gold rush, and why structured data was the bet - Why "not everything called an agent is an agent" — deciding vs. automating - The last ten minutes of a sales call as sacred ground, and how to enforce that at scale - Bringing AI into QBRs: "it got so real so fast" — no more recency bias and self-preservation dressed up as a forecast - 10x growth six quarters running, zero attrition, 95% of the team over quota — and why he credits hiring over product - Whether AI cuts headcount: expands capacity, thins middle management, and the ~10% of companies that are actually AI-forward are hiring hardest - Auto-advancing pipeline stages on deal milestones instead of trusting a rep's guess — "otherwise you're just buying something like Clari to miss your forecast very expensively" - His IDEC hiring model, and why he'd trade relevant experience for intrinsics every time CONNECT WITH CRIS LinkedIn: Cris Mendes — Cris with no H, Mendes with an S Momentum.io --- The GOATS of Growth has two Founding Sponsor slots open — category exclusive, $1,250/mo, in front of GTM leaders and founders who don't answer their phones. Includes personal introductions where guests opt in. [email protected] Subscribe, rate, and review — and send this to whoever on your team is being asked to "roll out agents" this quarter. CHAPTERS 00:00 Twenty years, and a Navy rescue swimmer 03:39 Selling shovels in a gold rush 04:13 "No data, no agent" 05:33 Is it deciding, or just automation? 07:07 Running Momentum on Momentum 08:33 800 first calls, one missing skill 10:27 You respect what you inspect 14:46 Does AI actually cut headcount? 20:41 Killing hype in the QBR 22:05 Zero attrition, 95% over quota 25:57 8,000 words spoken, 8 reach the CRM 31:43 Auto-advancing deal stages on milestones 35:44 Orchestrate, or get orchestrated out 38:39 IDEC: how Cris hires 40:53 How to reach Cris

In this episode, Jackie Wu, CEO & co-founder of Corvus Robotics, breaks down his progression from doing everything himself—including thousands of cold calls—to building a scalable, repeatable, non–founder-led sales motion. He discusses early scrappiness, the turning point when revenue became repeatable, how he hired and enabled his first sales reps, and the moment Corvus hit the kind of growth curve that required bringing in a CRO. Jackie shares the mindset, processes, and lessons that helped him step back from day-to-day selling and empower a true go-to-market organization. Jackies Linkedin Page Key Takeaways: He exited founder-led sales only after the motion became repeatableHe created a simple but clear "founder playbook" to transfer his knowledgeHe hired reps with a rare blend of salesmanship + technical precisionHe used "trust but verify" while quickly transitioning ownershipExplosive growth triggered the need for a CRO—allowing Jackie to truly step backIf you're a founder struggling with when to make a similar transition, definitely check out this episode.

On this episode of The Goats of Growth, David "DMo", Morse, CRO, and best selling author of "The Heart of the Sale--How to Close More Deals with Disciplined Discovery", shares how disciplined discovery is what gives life to successfully closing b2b enterprise deals. There are many aspects of the discovery process, certainly too many to cover in one episode, but at the heart of of the discovery process is what he calls the "Magnificent 7", which are 7 kinds of questions that need to be asked throughtout dicsovery--with "Problem Questions" being chief among them. This is a must-listen episode for anyone who is paid to sell, or is paid to manage those who are paid to sell.  You can buy "The Heart of the Sale" Amazon now through this link. And if you're a CRO/VP Sales looking to help your team get better at disciplined discovery, reach out to DMo at yodavidmorse.com What you'll learn: 🔹 From Marine to Sales Leader – How military discipline translates into consistent success in business 🔹 The Power of Continuous Improvement – Why the best reps and leaders never stop evolving 🔹 The Magnificent Seven – A framework for disciplined discovery and deeper client understanding 🔹 The Problem Loop – Identifying the true cause behind business pain points 🔹 Trust & Timing – How to build credibility and guide clients through tough conversations 🔹 Empathy in Leadership – Balancing toughness with understanding to inspire high performance David Morse Linkedin Profile Buy the book here.

On this episode of The Goats of Growth, Chris Lee, CRO at Interos, talks about the power of AI and and his sales methodology he calls P.O.W.E.R. Chris dives into what it takes to build high-performing teams, the power of collaboration, and why investing in people always pays off. What you'll learn: 🔹 Vision & Curiosity – How asking the right questions creates answers others can't see 🔹 Building Trust – Why trust is the foundation of every elite team 🔹 Partnerships – Why indirect channels will become vital over the nest year or so 🔹 Team Selling – How collaboration creates unstoppable teams If you're scaling a team, leading through change, or looking to blend vision with values, this one's packed with wisdom. Chris Lees Linkedin Profile Timestamps 00:00 – Curiosity as the spark for vision 05:42 – Growing up as the youngest of five and finding creativity 12:30 – Making life easier through innovation and efficiency 18:15 – Why leaders need to think beyond features and functionality 25:10 – Curiosity vs. intelligence: asking better questions 32:40 – The future of indirect channels and partnerships in AI 38:44 – Rapid Fire: What motivates Chris Lee 39:55 – Humility as the path to continuous learning 41:03 – Why Indiana Jones is the ultimate leadership metaphor 42:51 – Family over meetings: the true measure of success

On this episode of The Goats of Growth, I sat down with Tanveer Bhangoo — former Go-To-Market leader, author of Pro Business Mindset, and the upcoming Bet on People. From being a first-generation athlete in Canada to leading in the tech industry, Tanveer's story is a blueprint for resilience, adaptability, and leadership done right. He breaks down why off-season preparation is just as important in business as it is in sports, how to build trust quickly in a new role, and why betting on people is the single most powerful move a leader can make. Tanveer also shares the daily habits that drive his performance, the role of humility in growth, and how he navigates scrutiny while pushing teams to win. What you'll learn: 🔹 From Athlete to Tech Leader – How sports shaped Tanveer's leadership DNA 🔹 Off-Season Prep – Why your biggest wins are built before the season starts 🔹 Relationship Building – The foundation for success in any new role 🔹 Betting on People – How to invest in your team for exponential results 🔹 Adaptability – The most valuable skill in today's business landscape 🔹 Daily Habits & Reflection – The underrated edge top performers use 🔹 Leadership Under Pressure – How to stay grounded while driving change A candid conversation packed with lessons for leaders, athletes, and anyone who wants to win in the long game. Tanvirs Linkedin Page Tanvir's Official Website Order the book here 00:30 Introduction to Tanveer Bangu 02:00 The Journey of Writing 'Pro Business Mindset' 05:40 Commonalities in Leadership and Sports 11:40 Micro Habits for Long-Term Success 14:00 The Impetus Behind 'Bet on People' 22:20 The Importance of Trust and Benefit of the Doubt 24:50 The Power of Potential Over Experience 28:20 Betting on People: A Leader's Responsibility 31:40 Adaptability in the Age of AI 33:52 Key Traits for Team Success 36:20 Reflecting on Career Growth and Future Goals

In this episode of The Goats of Growth, Kyle Natichioni, VP of Sales at Reveleer, pulls back the curtain on how his team helped scale the company from $50M to over $100M in ARR — all within the high-stakes world of healthcare tech. Kyle dives into what it really takes to build a high-performing sales org, from mastering recruiting and revenue operations to creating a sales culture that attracts and retains top talent. He also opens up about the power of grit, lessons from hard coaching, and what drives his leadership style. What you'll learn: 🔹 Scaling to $100M+ ARR – Behind-the-scenes strategies from Revolair's growth story 🔹 Sales Leadership – How to recruit, empower, and retain high-caliber reps 🔹 Grit & Coaching – The uncomfortable but necessary path to becoming elite 🔹 Revenue Ops – Why investing here unlocks compounding growth 🔹 Playbook Building – Why there's no such thing as a one-size-fits-all approach 🔹 Sales Culture – How to foster a team that thrives on accountability and ambition If you're leading, building, or dreaming of scaling a sales org, this one's a masterclass. Kyles Linkedin Profile   00:00 Introduction to Revolair and Kyle Natichioni 02:45 Growth Journey: From 50 to 100 Million in ARR 05:39 Building a High-Performing Sales Team 08:27 The Importance of Talent Acquisition 11:22 Grit and Resilience in Sales 14:20 Learning from Setbacks and Coaching 19:51 Leveraging Technology in Sales Training 23:00 Strategies for Growing a $5 Million Company 28:41 Hiring for Success: Building a Strong Team 30:40 The Importance of Playbook Building 32:27 Data-Driven Decisions in Sales 34:22 Challenges of Embracing Revenue Operations 36:17 Finding the Right Company Culture 39:29 Motivating Sales Teams and Retaining Talent 40:47 Rapid Fire Questions: Insights and Reflections

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 10, a seasoned sales leader with extensive experience in tech startups, particularly in AI and pharma. We talked about her journey from being an early employee at startups to leading high-performing sales teams. Candidate 10 emphasized the value of foundational sales skills, understanding individual motivations, and crafting effective compensation plans. She also shared her unique ability to read people, her aspirations for future leadership roles, and her perspective on what truly defines a successful sales leader.   Chapters 00:00 Introduction to the Goats of Growth Podcast 01:02 Jenna Okoro's Career Journey 03:08 The Importance of Foundational Sales 05:21 Transitioning from Individual Contributor to Leader 07:40 Identifying Individual Strengths in Sales 08:27 Understanding Comp Plans and P&L Management 10:47 Future Aspirations and Industry Preferences 12:54 Bonus Question: Magic Wand Abilities 14:59 The Art of Reading People 17:49 Secret Sauce: What Makes You Unique 19:21 Conclusion and Final Thoughts

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 8, a sales professional with a unique background in ministry. We discussed his transition from being a pastor to building a career in technology and cybersecurity, and the vital role that empathy and relationship-building play in sales. Candidate 8 shared powerful insights on personal growth through adversity, the value of in-person communication, and his aspirations for future leadership roles. We also touched on work ethic, life lessons, and the journey of redefining oneself in a new career path. Chapters 00:00 Introduction to the Goats of Growth Podcast 01:16 From Ministry to Technology: A Unique Career Path 03:40 Building Relationships and Empathy in Sales 07:54 Learning from Challenges: Growth in Sales 12:39 Finding Comfort in the Sales Process 16:16 Future Aspirations: Leadership and Growth 19:09 Mantras and Life Lessons 22:55 Redefining Oneself: Skills and Growth

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 7, who shares his unique career journey from military service to cybersecurity sales. We discuss the importance of channel sales, valuable career advice, and how he balances work with family life. Candidate 7 reflects on facing setbacks, seeking new opportunities, and the impact of recommendations in the job market. He outlines his ideal job description and expresses openness to roles beyond cybersecurity, highlighting the importance of SaaS. Chapters 00:00 Introduction to the Goats of Growth Podcast 01:06 Unique Career Journey 04:52 The Importance of Channel Sales 06:33 Valuable Career Advice: Visit Customers 09:11 Balancing Work and Family Life 11:51 Facing Setbacks and Personal Growth 13:25 Seeking New Opportunities 15:37 The Value of Recommendations 17:10 Ideal Job Description for Future Roles 20:42 Open to Opportunities Beyond Cybersecurity 21:48 Compensation Expectations 22:57 Career Advice for the Next Generation