Hunters And Unicorns podcast

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Interrogation Nation - Full Police Interrogations, Serial Killer Docs and True Crime Investigations

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When Killers Realize It's Over: Raw Police Interrogation Murderer Reaction Compilation 1:22:29

منذ 28 يومًا1:22:29

التشغيل لاحقا

قوائم

إعجاب

احب

1:22:29

When Killers Realize It's Over: Raw Police Interrogation Murderer Reaction Compilation Some moments in true crime are unforgettable—none more so than the second a killer realizes it’s over. This episode dives into a chilling compilation of real police interrogations, capturing the exact moment suspects break. From calculated silence to sudden emotional collapse, we explore: The mindset behind their deception The breaking point during questioning The jaw-dropping confessions that followIncluding cases where the accused thought they were untouchable—until undeniable evidence shattered their story. These raw, emotional moments are disturbing, riveting, and revealing. You’ll hear the psychological unraveling firsthand. Content Warning: Contains graphic details of violent crimes, real audio clips, and emotionally intense content. Listener discretion is advised. When Killers Realize It's Over Raw Police Interrogation Reaction Compilation killer interrogations, raw police interrogations, true crime podcast, criminal confessions, when killers break down, interrogation room moments, police interviews, shocking confessions, caught lying, interrogation breakdowns, true crime reactions full police interrogations raw interrogation footage killer confessions suspect breakdown interrogation room reactions real crime footage police interview compilation murder suspect reactions criminal confessions true crime interrogation series serial killer interrogations Hosted on Acast. See acast.com/privacy for more information. Become a supporter of this podcast: https://www.spreaker.com/podcast/interrogation-nation-full-police-interrogations-serial-killer-docs-and-true-crime-investigations--6672917/support .…

Hunters and Unicorns

منزل السلاسل•Feed

Introducing ’Hunters and Unicorns’ – the podcast that shows you what it takes to be #1 in software sales. Are you hungry for the inside scoop on what it takes to lead in the dynamic world of software sales? Join us each week as we dive deep into the journeys of the trailblazers shaping the tech landscape’s future. 🔍 Dive into pivotal past experiences. 🎙️ Unveil the Playbooks of Tech Titans! 🚀 Revealing strategies of tech leaders driving growth. 🎯 Insights from thought leaders, entrepreneurs, execs. 🔥 Ignite innovation, leadership, extraordinary achievements. 🌐 1M+ global downloads – a community of tech enthusiasts. 🦄🎉 Subscribe and discover what it takes to be #1 in software sales! 👋 We are your hosts, Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, a tech recruitment agency in the UK. Visit our website to find out more: https://huntersandunicorns.com

125 حلقات

#Business #huntersandunicorns #Careers #Raw Stories

Hunters and Unicorns

updated منذ يومين

منزل السلاسل•Feed

125 حلقات

#Business #huntersandunicorns #Careers #Raw Stories

كل الحلقات

1
How Martin Mao Built a Startup from Zero to MILLION$ 1:05:19

منذ يومين1:05:19

1:05:19

In this episode of East Coast Elite, Simon Kouttis and Ollie Kuehne sit down with Martin Mao, co-founder and CEO of Chronosphere. From his early days at Uber to founding one of the most disruptive startups in observability, Martin shares what it takes to navigate uncertainty, build conviction, and win at scale. We dive into the mindset shifts behind leaving a tech giant to build something bold, how Martin sees the future of observability, and what it means to lead with clarity in a rapidly evolving market. If you're a founder, engineer, or operator seeking real insights from a builder at the top, this one’s for you. Key Topics Covered 00:00 Intro 02:10 What Makes a Strong Founder 04:48 Why Martin Left Uber 09:22 Founding Chronosphere 13:41 Competing with Industry Giants 19:05 The Startup Learning Curve 26:38 Early GTM Decisions 33:20 Scaling with Intent 39:40 Balancing Vision and Feedback 46:14 Leadership Lessons in Hypergrowth 50:12 What’s Next for Chronosphere 52:49 Closing Reflections 3 Biggest Lessons Leaving comfort for conviction: Martin’s leap from Uber shows that bold moves start with internal clarity, not external certainty. Product-market fit is just the beginning: Real traction comes from execution, team culture, and continuous iteration. Disruption requires ruthless focus: Be crystal clear on who you serve and why your product matters—then say no to everything else. Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns. If you enjoyed this episode, please drop a like/share and subscribe to our channel! Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: / huntersun1corns Instagram: / huntersandunicorns Blog: http://huntersandunicorns.com/blog Notable Quotes “You don’t need to have all the answers before you start.” “It’s not about being better—it’s about being different in a meaningful way.” “Startups work when you're solving real pain, not just building cool tech.” This episode is sponsored by SELR & PG:ai #softwaresales #huntersandunicorns #playbookuniverse…

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Inside the Mind of a $4+ BILLION Sales Leader, w/ Brian McCarthy 1:04:46

منذ 9 أيام1:04:46

1:04:46

In this episode of Hunters & Unicorns, East Coast Elite, we sit down with Brian McCarthy, President of Global Revenue and Field Operations at Rubrik. With a remarkable track record scaling high-performing teams and navigating through IPOs, Brian shares the foundational principles that shaped his leadership, putting people first, leading with love, and building structures that drive consistent performance. We explore how Brian transitioned from star seller to visionary leader, how he earned unshakeable team loyalty, and why systems like WANs can revolutionize your sales coaching. If you're serious about leading at scale with integrity, this is a must-watch. 🙌 Thanks to Our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 – Intro & First Sales Job 04:20 – Choosing Leadership Over Sales 08:00 – WANs: Coaching with Metrics 12:10 – Building Loyalty Through Care 16:15 – Sales vs. Leadership Thinking 21:00 – IPO Learnings & Pressure 26:10 – Territory, Quota & Fairness 31:25 – Love-Driven Leadership 36:20 – Hiring for Intellect & Agility 42:05 – Structuring First-Line Teams 48:40 – Closing Advice & Reflections 💥 3 Biggest Lessons 1. Real leadership is people-first – Helping someone grow, even if it means leaving your team, is true leadership. 2. Structure drives consistency – Weekly Activity Numbers (WANs) give both clarity and accountability to teams. 3. Love creates loyalty – When leaders genuinely will the best for their people, performance naturally follows. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes “If this is better for you and your family, leave. I will help you get promoted.” “You either really care about people and their development, or you don’t.” “Love is willing the best for others—and that’s how I lead.” #softwaresales #huntersandunicorns #playbookuniverse…

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SALES SOS, Episode 2 - How to hire A-Players 33:01

منذ 25 يومًا33:01

33:01

In this episode of Sales SOS, Hunters & Unicorns co-founders Ollie and Simon go head-to-head on one of the most misunderstood, yet business-critical skills in sales leadership: how to consistently hire A-players. Drawing from two decades of experience working with the world's most elite sales teams, we break down the true mindset, mechanics, and strategy behind world-class recruitment — and why most leaders are getting it completely wrong. What we cover: Why the super-rep mindset is killing your team-building potential The 3 stages of a winning recruitment process: Pipeline. Discovery. Close. The 3 WHYs vs the 3 WHY NOTs — the ultimate framework to avoid dropouts Feedback loops, debrief sessions, and how to control the narrative between interviews Why you should never make an offer unless you know they’ll say yes Backchanneling: how the best CROs use it to recruit like assassins — and how to avoid blowing it up Whether you're a first-time hiring manager or a seasoned VP, this is your playbook for hiring without luck or guesswork. 🔗 Subscribe & Connect If this episode resonated, drop a comment, like the video, and hit subscribe. We’re here to help you build teams that win.…

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SALES SOS, Episode 1 - Career Defining Moves 18:10

منذ 5 weeks18:10

18:10

After 200+ episodes and thousands of hours with the world’s top SaaS sales leaders, Hunters & Unicorns presents Sales SOS raw, practical conversations that dive deep into the mindset, strategies, and frameworks behind elite career growth in tech sales. In this episode, Hunters and Unicorns very own Simon and Ollie answer four critical questions every ambitious sales professional should be asking: 1. What’s the common thread among top-tier CROs? Discover the power of “Career Champions” and why no one gets to the top alone. 2. Why are you being overlooked for promotions? It’s not always about performance. We unpack how alignment, visibility, and internal champions dictate career momentum. 3. How do you position yourself as the irresistible first pick? We share hard-earned insights into how the best salespeople get fast-tracked for leadership roles. 4. How do you break the glass ceiling — and stay there? From skill mastery to the right strategic choices, we talk about what it really takes to go all the way. This episode is for ambitious AEs, aspiring leaders, and current managers ready to level up with clarity, intent, and strategy. If this episode hit home, don’t forget to like, comment, and subscribe. We drop practical gold every week. #SaaSSales #CROCareer #TechSalesLeadership #SalesSOS #HuntersAndUnicorns…

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Great Leaders UK with Marina Ayton 56:43

منذ 5 weeks56:43

56:43

In this episode of Hunters & Unicorns, Great Leaders UK, we sit down with Marina Ayton, VP UK&I at Wiz and co-author of The Female Sales Leader, to explore her remarkable journey from first-line to second-line leadership and back again. Marina shares hard-won lessons on building and recruiting world-class teams, navigating rapid promotions, overcoming imposter syndrome, leveraging EQ alongside IQ, and championing diversity in sales. Whether you’re an aspiring sales leader or a seasoned executive, Marina’s playbook offers actionable insights to elevate your career and drive lasting impact. 🙌 Thanks to Our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 – Intro & Career Beginnings 01:30 – Transitioning from first line to VP 06:00 – Building the First Enterprise Team 12:00 – Transition to Major Deals Leadership 18:00 – Stepping into Second-Line Role 24:00 – Crafting Vision & Enabling Teams 30:00 – When to Step Back & Pivot 36:00 – Imposter Syndrome as Superpower 42:00 – EQ vs. IQ in Modern Sales 48:00 – Writing The Female Sales Leader 54:00 – Reflections & Future Outlook 💥 3 Biggest Lessons 1. Embrace Humility & Listen First – Early listening builds credibility; understand before imposing change. 2. Leverage EQ to Drive Trust – Emotional intelligence is irreplaceable; it underpins long-term partnerships and diverse teams. 3. Purposeful Career Moves – Stepping back into roles refines understanding of where you add value at scale. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this deep dive, please like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes “Imposter syndrome can be a superpower if you let it drive you to earn your seat at the table.” “Leaders must give teams the tools to imagine the art of the possible.” “EQ is never replaceable by AI; it’s what builds genuine partnerships.” #softwaresales #huntersandunicorns #playbookuniverse…

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Great Leaders UK with Alice Carlisle 50:33

منذ 6 weeks50:33

50:33

In this episode of Great Leaders UK, we sit down with Alice Carlisle, VP UK&I at Wiz, to uncover how she rose from first-line leader to one of the most sought-after roles in the cybersecurity industry. From taking a struggling ZScaler team and transforming it in under three quarters, to embodying Wiz’s values of confidence and humility, Alice’s journey is proof that authenticity and unrelenting work ethic drive lasting impact. She delves into the hard lessons of leading through fear-based tactics early in her career, learning the Force Management Playbook at AppDynamics, and then applying it to close LogicMonitor’s largest deal ever. Ultimately, we focus on how Alice builds culture, leading by example, caring genuinely for people, and creating internal champions, so that teams win together, not just as individuals. Whether you’re scaling a hyper-growth sales org, building a new culture, or simply looking to be a better human in leadership, Alice’s playbook is packed with actionable insights on driving growth through customer success and winning with authenticity. 🙌 Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 – Intro 05:00 – Why Alice Was Chosen for Wiz 10:00 – Wiz Values: Humility & Authenticity 15:00 – Leadership Evolution: Leading Without Fear 20:00 – Early Work Ethic & Foundations 25:00 – Learning the Playbook at AppDynamics 30:00 – Applying Playbook at LogicMonitor 35:00 – Career Pivots & Decision to Join Zscaler 40:00 – Turning Around the Zscaler Team 45:00 – Building Culture & Final Reflections 💥 3 Biggest Lessons Authenticity Over Authority – Leading by fear alienates; leading by genuine care and humility builds lasting loyalty. Learn & Apply Fast – When you join a Playbook organization, absorb everything like a sponge and execute immediately – that’s how you prove its value. Culture Eats Strategy – Even in hyper-growth, small ritualistic acts (e.g., cleaning up after yourself) set the tone for accountability, trust, and team unity. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this deep episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes “People see through it as much as you might think they don’t. You have to genuinely care.” “Being right is not very valuable. It’s more important to be valuable than be right.” “The most important thing for me is I genuinely give a shit about people more than anything.” #softwaresales #huntersandunicorns #playbookuniverse…

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Great Leaders UK with Natasha Evans 40:56

منذ 7 weeks40:56

40:56

The Brutal Truth About Scaling Customer Success, w/ Natasha Evans Today we’re joined by Natasha Evans, VP of Customer Growth at Hook. Natasha shares the raw reality of going from chaos to clarity while building the customer success function inside a hypergrowth rocketship. We dive deep into the strategic thinking and tough decisions that shaped her journey—from running toward the fire in Saleslofts' early days to scaling operations and rebuilding customer teams at Hook. Natasha unpacks what it really takes to align customer growth with revenue in today’s high-velocity SaaS environment. If you're navigating messy growth, operational debt, or building CS from scratch, this conversation is packed with hard-earned insights. 🙌 Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 – Intro 03:43 – Natasha's evolving career 05:50 – Building with No Playbook 08:43 – When Your Org Chart Fails 12:41 – Driving Revenue from CS 16:00 – Rebuilding Customer Success at Hook 22:10 – Scaling Fast Without Losing Focus 27:45 – Coaching vs. Commanding 32:12 – Mistakes That Made Her Better 36:30 – What Growth Looks Like Now 💥 3 Biggest Lessons Running toward chaos is how you earn your seat. The people who grow fast are the ones who face the hardest problems first. Customer growth must be tied to revenue. Fluffy CS doesn’t survive—alignment with GTM is critical. Rebuilding is part of scaling. You often have to break what you built to keep growing the right way.🙌 Thanks for listening!This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes “Run towards the fire. The hardest problems are where growth comes from.” “Customer success has to earn the right to be there. You tie it to revenue or it dies.” “Sometimes you scale by breaking everything and starting over.”…

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Great Leaders UK with Deirdre Spillane 37:06

منذ 8 weeks37:06

37:06

From MongoDB to Founder: How Deirdre Spillane bet on Herself Description In this episode of The Playbook Universe, we sit down with Deirdre Spillane, co-founder of Selr.ai and former sales leader at MongoDB and Segment. She shares her incredible journey—from building high-performing teams in one of the most feared sales orgs in tech, to stepping into the unknown and launching her own company. We dive into the power of coaching, the danger of drowning in data, and why understanding the “why” behind people’s actions is everything. If you're in sales, leadership, or considering your next bold career move—this is your playbook. 🙌 Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 - Intro 01:54 - From Oracle to MongoDB 04:01 - Learning from Carlos Delatorre 06:58 - ICP and Hard Lessons in Fit 08:44 - Coaching Is About Trust 11:14 - How to Truly Meet People Where They Are 13:19 - Building Intentional Sales Teams 15:01 - Diversity of Thought in Sales 17:38 - Data Overload in Sales Leadership 21:19 - Tracking the Right Metrics 24:10 - Aligning Personal Why with Business Goals 27:03 - Grit, Motivation & Early Indicators of Success 30:49 - What Seller Actually Does 34:42 - Founder Life vs Sales Leader Life 36:59 - Why Coaching Is Her Life's Work --- 💥 3 Biggest Lessons 1. Trust Before Tactics: Effective coaching doesn't begin with playbooks—it starts by understanding and trusting your people. 2. Data Isn’t Insight: Sales orgs today are flooded with metrics, but the true game-changers are conversion points and coaching conversations. 3. Your 'Why' Is the Multiplier: Aligning your personal drive with business objectives creates clarity, resilience, and momentum. --- 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel! --- 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog --- 💬 Borrow these quotes from Deirdre! “Once you get this opportunity, you take it with both hands… and you leave nothing on the field.” “You’ve got to meet people where they are—that’s where the trust builds.” “We don't lack data—we lack the right coaching to make sense of it.” “Being gritty is more important than being gifted.” ---…

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Great Leaders UK - Libby Derbyshire 38:59

منذ 9 weeks38:59

38:59

They Told Her Not to Work in Sales — She Proved Them ALL WRONG Description In this episode of The Playbook Universe, we sit down with Libby Derbyshire, Sales Director at ComplyAdvantage, whose transformation journey is nothing short of extraordinary. From selling boat party tickets in Ibiza to leading with data and empathy at some of the UK’s fastest-growing startups, Libby shares the pivotal moment that changed everything — and the power of combining gut instinct with hard analytics. We explore her early experiences in sales, how Jeremy Duggan and Steve McCluskey shaped her development, what it means to build inclusive teams, and how she balances motherhood with high-performance leadership. Raw, inspiring, and deeply insightful, this is a masterclass in becoming more than the sum of your parts. 🙌 Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 – Intro 00:39 – From Hard Work to Data-Driven Execution 03:01 – Learning to See the Patterns 06:03 – Becoming a Convert to the Playbook 08:17 – How Libby Leads Today 11:40 – Data vs. People: Earning Buy-In 14:38 – The ‘Cookie Cutter’ Myth 16:20 – Libby’s Unconventional Start in Sales 21:40 – Navigating Pregnancy, Leadership & Career Decisions 24:00 – Female Leadership & Real-World Challenges 27:00 – Imposter Syndrome and Identity at Work 30:00 – Balancing Motherhood and Ambition 34:00 – The Mission Behind ComplyAdvantage 38:00 – Values, Priorities & Why This Role Was the Right Move 💥 3 Biggest Lessons1. Data doesn’t replace instinct — it amplifies it: Libby learned that great leadership isn't about abandoning your gut; it’s about backing it up with data that tells the real story. 2. Authenticity scales, imitation doesn’t: Early on, Libby tried to imitate powerful leaders, but real growth came when she embraced her own leadership voice. 3. Support isn’t just nice — it’s strategic: From Jeremy Duggan’s belief in young talent to Luke Rogers’ immediate support during Libby’s second pregnancy, backing people fully brings out their best. 🙌 Thanks for listening!This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Borrow These Quotes From Libby! "That was the day the lights went on for me." "If I’m not getting value from data, why would I expect my reps to?" "You can’t separate yourself from your values — they show up in every meeting." "More was more. I learned that early, selling in Ibiza." "I won’t put my family on hold anymore — I know my priorities." Tags (SEO) Libby Derbyshire, sales leadership, ComplyAdvantage, Jeremy Duggan, female sales leaders, data-driven sales, sales playbook, Hunters and Unicorns, The Playbook Universe, sales transformation, motherhood and career, female empowerment, B2B sales podcast, sales manager advice, sales coaching, tech sales UK, revenue leadership, leadership podcast UK #softwaresales #huntersandunicorns #playbookuniverse…

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Great Leaders UK with Shakira Talbot 41:06

منذ 10 weeks41:06

41:06

In this new episode of Hunters & Unicorns, we sit down with Shakira Talbot, the Group Vice President at ServiceNow, for one of the most inspiring conversations we've ever had. From growing up in foster care to leading revenue responsibility for over $10B at one of the most influential enterprise software companies, Shakira’s story is a masterclass in grit, champion building, and unapologetic ambition. She shares how she developed her tenacity, why she dropped out of university, and how she found her path through selling timeshares at 14 to leading massive enterprise deals. We dive deep into her early influences, her playbook for high-performance sales leadership, and what truly drives her to never settle. This is not just about sales. It’s about identity, impact, and proving you belong—on your own terms. Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 In this episode... 01:25 Intro and backstory 03:24 Why she never wanted to be like her boss 06:33 Getting recruited by Jeremy Duggan 11:22 Champion-building as a life skill 15:01 Her biggest deal (and what it taught her) 19:47 What makes a great sales leader 24:08 Owning your ambition unapologetically 28:34 From maternity policy to mindset shifts 31:10 Advice to her younger self 💥 3 Biggest Lessons Champion-building isn’t just for sales – It’s how you win people over in life and career, especially when you come from a non-traditional background. Authenticity scales – Shakira’s leadership works because she leads as herself, not as a copy of what leadership is “supposed” to look like. You don’t need to be perfect to be powerful – She’s made mistakes, changed direction, and still kept rising—all while carrying massive responsibilities at home and work. Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes from Shak! "I didn’t want to be a psychologist. I wanted to sell stuff." "You don’t have a deal until you have a champion who passes the test." "I am the only provider in my house. That’s the role we’ve landed on. So I have a duty of care to make it work." "I’m not going to pretend to be something I’m not to make people comfortable." "Would I change things? Yeah—I would’ve done it sooner." #softwaresales #huntersandunicorns #playbookuniverse…

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How Dan Fougere Scaled 4 Billion-Dollar IPOs (And What He’d Do Differently) 57:15

منذ 16 weeks57:15

57:15

In this episode of THE PLAYBOOK UNIVERSE, we sit down with legendary CRO Dan Fougere, a pivotal force behind FOUR $1B IPOs. From engineering roots to building elite go-to-market engines, Dan unpacks the battle-tested frameworks that turned great ideas into generational companies. He shares hard-won lessons from PTC, BladeLogic, Medallia, and Datadog—including how to scale a sales org, recruit world-class talent, and align GTM with visionary founders. Whether you're a startup founder, CRO, or early-stage sales leader, this is a masterclass you don’t want to miss. Dan also reveals the make-or-break mindset shifts that helped him navigate adversity, imposter syndrome, and the constant pressure of building under extreme constraints. This episode is packed with insights you simply won’t find in any sales playbook. 🙌 Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 Intro 02:00 Dan’s 4 IPO Journey 06:45 Why Mentorship Mattered Most 12:00 Building Datadog’s GTM from Scratch 19:30 When Founders Should Hire a CRO 26:00 Go-to-Market Mistakes Startups Keep Making 32:00 The Wrong Way to Hire Sales Leaders 36:30 Datadog’s Hardest Challenges 42:00 Leading Through Pressure & Burnout 48:00 The Power of Having Great Mentors 💥 3 Biggest Lessons 1. Your job as CRO is to make the CEO successful. Leadership alignment and trust are the ultimate foundations for scalable growth. 2. Play the long game—optimize for learning, not short-term comp. Dan’s biggest career leaps came from choosing mentorship over money. 3. Don’t break what’s working—build what doesn’t exist. Great GTM leaders complement product momentum by filling strategic gaps, not overhauling systems. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns: 🌐 Website: http://huntersandunicorns.com 🐦 Twitter: http://twitter.com/HuntersUn1corns 📸 Instagram: http://instagram.com/huntersandunicorns 📝 Blog: http://huntersandunicorns.com/blog 💬 Borrow These Quotes from Dan! 🗣 “My job as a CRO is to make the CEO successful. Period.” 🗣 “Great sales orgs win even with an average product. That’s the secret.” 🗣 “Don’t try to fix what’s already working—go build what doesn’t exist.” #softwaresales #huntersandunicorns #playbookuniverse…

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Saving a DEAD DEAL Against All Odds, w/Jennifer Ortegón 15:24

منذ 24 weeks15:24

15:24

In this episode of RAW STORIES LIVE, we sit down with Jennifer Ortegón, Enterprise Account Executive at Harness, to hear how she saved a major account on the verge of churn. With an RFP already in motion and a competitor lined up to replace them, everything was stacked against her. Jennifer had to dig deep, rebuild trust, and take a bold approach. From gathering data to relentless preparation, she and her team refused to back down, showing up day after day until they changed the game. This is a masterclass in resilience, strategic thinking, and leadership in high-stakes sales. 🏹 Key Topics Covered: 00:00 Intro 1:15 A crushing loss 4:16 The account no one wanted 8:03 The turning point 10:52 Winning back trust 12:46 The emotional moment 14:38 Lessons in resilience 💥 3 Biggest Lessons: 🔥 Data is power – Understanding real usage data gave Jennifer the leverage to turn the deal around. 🔥 Trust is earned through action – Showing up consistently and demonstrating commitment made all the difference. 🔥 Own the problem, own the solution – Jennifer refused to let go, took full ownership, and transformed a losing situation into a victory. 🙌 Thanks for listening! This episode was hosted by Simon Koutis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🔗 Episode’s Links: Jennifer Ortegon on LinkedIn: https://www.linkedin.com/in/jenniferortegon/ Harness Website: https://www.harness.com 🦄 Connect with Hunters & Unicorns: 🌐 Website: http://huntersandunicorns.com 🐦 Twitter: http://twitter.com/HuntersUn1corns 📸 Instagram: http://instagram.com/huntersandunicorns 📝 Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes: "This will be different." – Brian Johnson "We just kept showing up every day until we won the deal." – Jennifer Ortegon #rawstorieslive #softwaresales #huntersandunicorns…

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I Took the BIGGEST Risk of My Life—Here’s What Happened, w/Josh Bey 14:42

منذ 24 weeks14:42

14:42

In this episode of RAW STORIES LIVE, we sit down with Josh Bey, VP of West & APJ at Obsidian Security, as he shares the gripping story of how he turned a seemingly unwinnable deal into a game-changing success. Facing financial pressure & personal life challenges, Josh breaks down the emotional investment, strategic pivots, and relentless determination that ultimately secured a massive win. This episode dives deep into the importance of resilience, the power of champion-building, and the art of navigating high-stakes negotiations. 🏹 Key Topics Covered: 00:00 - Intro 02:19 - A Scrappy Patch & an Unproven Market 05:11 - The Deal No One Believed In 07:08 - The Pivotal Meeting 08:59 - The Missing ‘Why Now’ 10:32 - Finding the Real Champion 11:38 - Everyone Gave Up, But I Had No Choice 13:29 - The Biggest Lesson in Deal Making 💥 3 Biggest Lessons: 1️⃣ Emotional investment can blind you – A deal isn’t real until you align it with the customer’s true business drivers. Personal stakes don’t equal urgency for the buyer. 2️⃣ The "why now" follows the "why anything" – If your deal lacks a compelling reason for change, there is no urgency. Customers must see value beyond just your product. 3️⃣ The real champion is the one who benefits the most – Look beyond those who like your solution. The real decision-maker is the one who gains money, a promotion, or influence. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🔗 Episode's Links: 🔹 Connect with Josh Bey – https://www.linkedin.com/in/joshuabey/ 🔹 Learn more about Obsidian Security – https://www.obsidiansecurity.com/ 🦄 Connect with Hunters & Unicorns: Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes: 📢 "If you don’t have a strong enough ‘why anything,’ you’ll never get a ‘why now.’” – Josh Bay 📢 "Customers don’t care about your fiscal year or personal stakes. They care about their business needs." 📢 "Find the champion who has something to gain—more money, a promotion, or expanded control." #rawstorieslive #softwaresales #huntersandunicorns…

منذ 2 years26:49

26:49

Hunters and Unicorns

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Hunters and Unicorns | Playbook Universe - Marina Ayton #005 55:34

منذ 2 years55:34

55:34

Welcome to Hunters and Unicorns: The Playbook Universe. We’re here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · What their non-negotiables were in propelling forward their career · The importance of dynamic hiring · The most effective methodologies utilised when scaling successful teams Today we are joined by Marina Ayton, Regional Director for the Majors UK + Ireland for Zscaler. In this episode, we explore Marina’s formula for success both as an IC and as a leader. The last eight years have seen Marina surpassing 200% of her target consistently year or year and inspiring her teams to all hit the President’s club criteria. Marina shares the importance of thinking BIG for her own ambitions and to that of her teams, and why challenging the status quo is imperative when driving your own career within the software sales space at any level. Whilst serving as a Regional Manager for AppDynamics during Cisco’s acquisition, Marina shares her professional experience and the importance of adaptability and agility. Now at Zscaler, she discusses how hiring diverse teams, focussing on tenacity and revisiting the company vision with the team contributes to her success in building world class sales forces. Marina’s ability to articulate the importance of creating the right work environment where teammates feel safe to fail, illustrates why she and her team will keep on succeeding. This podcast uncovers how best to utilise the formidable playbook community network.…

Hunters and Unicorns

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DEAR FUTURE CRO | by Culture Crunch x GrowthQ - Kat Salazar 34:07

منذ 2 years34:07

34:07

The team at Hunters and Unicorns is excited to announce their pop-up podcast collaboration bought to you by Culture Crunch and GrowthQ. Titled ‘Dear Future CRO’, we talk to dynamic and diverse sales leaders and listen to their advice for tomorrow’s CROs. “ Dear future CRO, your job is to create and lead cross-functional teams focused on revenue generation and that is a role that will always be evolving. And because of the rapidity of that evolution, more than any other leader, I would encourage you to invest in yourself and your teams by bolstering transferrable skills, which measurably bolster culture and strengthen financial performance because these skills encourage people to be better performers, hands down and predictably .” Today we are joined by Kat Salazar, CEO & Founder at weThink, to talk about her incredible career journey and how her unique life experiences led her to identify a huge problem with traditional approaches to education and inspired her to start weThink, an intelligence software platform built to help people and organizations thrive in team-based environments. Listen to discover how transferable skills directly impact the bottom line of every company and learn strategies for identifying the skills that optimize the way people learn and perform in teams. With advice to present and future revenue leaders on how to recognise and engage with soft skills to create better career progression and placement for employees, Kat shares her unique tactics for galvanising office culture, increasing employee performance and propelling sales teams forward.…

Hunters and Unicorns

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DEAR FUTURE CRO | by Culture Crunch x GrowthQ - Larry Satterfield 43:41

منذ 2 years43:41

43:41

Hunters and Unicorns Productions Dear Future CRO - A Culture Crunch and GrowthQ collaboration Join the GrowthQ Community: www.growthq.co The team at Hunters and Unicorns is excited to announce their pop-up podcast collaboration bought to you by Culture Crunch and GrowthQ. Titled ‘Dear Future CRO’, we talk to dynamic and diverse sales leaders and listen to their advice for tomorrow’s CROs. “Remember that you're a CRO because you were a great sales leader and being a great sales leader is the first priority of the CRO. Don't forget the things about sales leadership that are important - building high performance teams, giving great sales coaching to the sales leaders, and talking to the customers of your organization. You are the top salesperson in the organization with access to every customer and every top salesperson so take advantage and understand what's working in your organization and what's not.” Today we are joined by Larry Satterfield, retired Sales Leader at Jazz Networks, to talk about his professional career from learning the sales playbook back in the eighties, to becoming the Sales VP for companies like Dell, Tanberg, and Cisco. Leading with the philosophy of “lift as you climb”, Larry has solidified the science behind sales growth and competitiveness and is currently coaching CEOs and CROs across the industry, consistently creating opportunities and sponsors for the next generation of future revenue leaders to shine. Join in to listen to Larry’s expert opinion on how to transition from sales to leadership as well the value of mentorship and sponsorship, and what it can do for your company. Sharing his strategies for increasing diversity and minimising unconscious bias in the hiring process, Larry talks about his personal journey from the bottom to the top and offers valuable advice to young professionals looking to get into leadership positions.…

Hunters and Unicorns

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DEAR FUTURE CRO | by Culture Crunch x GrowthQ - Paula Hansen 45:06

منذ 2 years45:06

45:06

The team at Hunters and Unicorns is excited to announce their pop-up podcast collaboration bought to you by Culture Crunch and GrowthQ. Titled ‘Dear Future CRO’, we talk to dynamic and diverse sales leaders and listen to their advice for tomorrow’s CROs. “ Dear future CRO, think about how you are contributing to building quality teams, investing in talent, investing in people's development, thinking about what it is that you need from your team of people, your leaders, your individual contributors to deliver on the result that you have because when you think about it in that concept, you'll do different things on a daily basis than you would if you're only thinking about your responsibility to deliver .” Today we are joined by Paula Hansen, President and Chief Revenue Officer at Alteryx. With over 25 years of experience in SaaS, we discuss Paula’s incredible career trajectory, including her transition from engineering into sales in the early years of her career and how she married her passion for knowledge in the technology space with interpersonal skills to forge a clear path to her current role. Listen to this episode to discover Paula’s experiences and personal journey through the ranks as she enlightens us with strategies for establishing a successful career in sales and offers her advice on how to cultivate mutually beneficial mentorship relationships, develop new sponsorship opportunities, remove unconscious bias across interview panels and nurture diversity of perspective in today’s sales environment. Sharing tactics and tips on how to scale your leadership career, Paula offers real-life examples from within the walls of world-class organisations to support and accelerate the careers of next generation revenue leaders.…

Hunters and Unicorns

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Hunters and Unicorns: Playbook Universe - Hash Choudhuri #004 53:35

منذ 2 years53:35

53:35

Welcome to Hunters and Unicorns: The Sales Leaders Playbook. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Hash Basu-Choudhuri, General Manager of EMEA at Cribl. In this episode, we discuss Hash’s history in the observability industry, his experiences as first man on the ground opening up EMEA operations at Cribl, and the business plan he executed against to introduce the 18-month-old startup to a brand-new market and territory in 2021. “ Credibility, integrity, and trustworthiness are three things that I think will always stand you in good stead, whether you're in this business or any other business and I've never compromised on those three. You say what you're going to do and do what you're going to say. That's number one. Number two, it's the team, it's never about one man, it's about working together in unison and then, let’s be honest, it’s about the product.” Taking us from the early days of cutting his teeth at Sybase – to joining Splunk in the middle of an economic crisis in 2008 – through to his current adventure at Cribl and the entrepreneurial drive that led him to this role, Hash opens our eyes to the change mindset required to succeed in the fast-paced Observability sector as we discuss the benefits of his deep technical background and the key drivers that push him to accept new challenges and continually reinvent himself in different areas of business. With a variety of tools and techniques for propelling an upward career trajectory in the tech space, listen to this podcast to discover the foundations that enabled Hash to accomplish success as well as his strategies for building sustainable, repeatable, and high growth business.…

Hunters and Unicorns

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LIFE WORK ALIGNMENT | Culture Crunch - Corean Canty 28:59

منذ 2 years28:59

28:59

LIFE WORK ALIGNMENT | Culture Crunch - Corean Canty Welcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Corean Canty, Executive Coach, Workplace Well-being Expert, and Former COO with over 20 years of experience in the Media and Marketing space, to discuss her thoughts on what it takes to create a good company culture in a digital world and find out why we need to place wellbeing at the centre of our organisations to attract and retain top talent, bring out the best in our employees and maximise business outcomes. “Good company culture is life centred. We hear a lot about people first and human first and I am very much aligned with that but one thing I've recognized over many years is that, whether you're selling a product or a service, all businesses are in service of life, yet the people in the businesses usually end up last on the list.” Whilst many assume that wellbeing is a "soft" issue and not a management problem to solve, Corean draws our attention to the impact of the pandemic on company culture and how it created a power shift from employer to employee and a new perspective of wellness in the workplace. Thanks to the pandemic, employees are now in the driving seat and employers need to be flexible, listen and talk to their people, and identify how to make their organisation a more appealing place to join and stay. Citing the U.S. Surgeon General’s new guidance around strengthening workplace well-being, Corean takes a deep dive into why mental health and comprehensive wellbeing strategies need to be a top priority in contemporary workplaces and offers advice to leaders on how to create space for feedback and collaboration with their workforce to drive change, increase retention and positively impact performance. In relation to her experience of hyper growth industries specifically, Corean highlights the need for business owners to address the “pace and pain gap” and harness the power of pause - the pressure to hit financial numbers may tempt many leaders to focus only on the balance sheet, but Corean believes that the key to peak performance is, paradoxically, a long and restful pause. She encourages leaders in organizations large and small to embrace the cyclical nature of business growth and incorporate time for reflection into their strategy to avoid burnout, diminishing returns and employee attrition. With a variety of tools and techniques to help you transform your workplace culture, listen to this podcast to discover Corean’s strategies for supporting and facilitating a contemporary workforce, diminishing unconscious bias, and increasing productivity through communication, understanding and flexibility.…

Hunters and Unicorns

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THE EVOLUTION OF LEADERSHIP | Culture Crunch - Harsha Jalihal 34:25

منذ 2 years34:25

34:25

Welcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: - Why engagement is critical - The importance of diversity, equality, and inclusion - How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Harsha Jalihal, Chief people officer of MongoDB, to discuss her thoughts on what it takes to create a good company culture in a digital world and find out why we need to focus on the human element in this age of technology to increase productivity, reduce attrition and create better business outcomes. “Every business problem in any company boils down to human behaviours. It's why so many CEOs and C level execs talk about how much time they spend dealing with people issues. Especially here at a MongoDB, we've got all the other raw material - we've got a great product, we've got a great business model, we've got all the things we need to run a successful business - when problems arise, it always boils down to human behaviour and that understanding of human behaviour is what we bring to the table. My goal is to get managers to learn how to do that well so they can then make decisions more independently and not rely on HR to tell them what to do.” Sharing key leadership lessons with us in this interview, Harsha explains the ongoing cultural challenges being faced by organisations in the tech space due to the repercussions of the Covid-19 pandemic. She describes how the melding of people's personal and professional lives has resulted in the development of a new leadership paradigm and emphasizes that the skills required for a future in tech are actually human skills: e.g. communication, empathy and cognitive thinking. As technology continues to change at an accelerated pace, Harsha believes that the key to good company culture is educating leaders and managers to understand human behaviour and set the tone from the top down. Outlining how high growth environments can have both positive and negative impacts on company culture, Harsha offers advice to forward thinking leaders on how to embrace change whilst preserving core company values. “A lot of leaders, particularly in companies they have built or seen grow from ground up, tend to want to protect the culture, sometimes at all costs, and that's not necessarily a good thing. For me, it’s not about protecting it, it's about keeping the conversation about culture front and centre in your business strategy conversations.” With a variety of tools and techniques to help you transform your workplace culture, listen to discover Harsha’s future-proofed solutions to increasing revenue and productivity by bringing culture and core values to the centre of your business conversations.…

Hunters and Unicorns

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ENGAGING A DISPERSED WORKFORCE | Culture Crunch - Jenny Kang 30:35

منذ 3 years30:35

30:35

Welcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Jenny Kang, talent partner at Battery Ventures, to discuss her thoughts on what it takes to create a good company culture in a dispersed digital world and find out how leaders can move beyond ticking the diversity checkbox and ensure they are achieving their goals of elevating DEI and creating better workplaces. “I think that most companies that have a true commitment to diversity and inclusion understand that diverse workforces and diversity of thought and experiences lead to more innovation, stronger company culture, higher retention, and better business outcomes. But I think that we still need to hone that message correctly and we still have work to do to engage the market in the right way in terms of how we approach candidates and how we position these values.” These days, diversity, equity and inclusion (DEI) initiatives are at the forefront of hiring conversations, however, while many businesses are working toward equity and inclusion, minorities continue to face challenges in the tech industry. As someone from a diverse background who has transitioned into tech from a seemingly unrelated industry (before starting her career in executive recruiting, Jenny was a defence attorney), Jenny has first-hand experience of how the unique perspectives and experiences brought to the table by a diverse workforce can generate product innovation, better decision making, and stronger teams. Offering strategies and tangible steps for business leaders across the tech landscape, Jenny talks us through how to drive real inclusion and diversity by redefining hiring profiles, taking a multithreaded approach to recruitment and being openminded to people from non-traditional backgrounds. Emphasising the need for authentic communication and genuine commitment to core company values, Jenny’s number one tip for leaders across all industries is that in order to infiltrate company culture, demonstrate a genuine commitment to DEI, and introduce new behaviours, change must come from the top-down. Listen to discover how to demonstrate DEI mindfulness in your hiring process and why promoting these values throughout your organization is the only way forward. Jenny provides vital advice to help you connect and engage with a dispersed workforce as well as a variety of tools and techniques to help you transform your workplace culture and propel business growth. The information contained herein is based solely on the opinion of Jenny Kang. This material is provided for educational purposes to cover industry or sector trends, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.…

Hunters and Unicorns

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Hunters and Unicorns: Playbook Universe - Marjorie Janiewicz #003 50:09

منذ 3 years50:09

50:09

“I had a pretty good sense of how to build and run teams successfully, but the MongoDB experience helped me see how granular that process can be, how you can recruit, develop, and execute on a day-to-day basis based on the playbook that can really unlock fantastic results. I spent about three years at MongoDB under their leadership and it propels the way I look at running sales organizations and most importantly driving great business outcomes for companies.” - Marjorie Janiewicz Hunters and Unicorns shares the playbooks from leaders, founders, executives and investors from high growth technology companies. In this special edition series The 33 CXOs we investigate the greatest success story in the history of software sales. Discover how thirty-three sales execs from one organisation, BladeLogic, became CXOs in the world’s 100 fastest growing technology companies. We uncover the stories and playbooks of the most prolific sales leaders in the industry. Today we are joined by Marjorie Janiewicz, Chief Revenue Officer at Foursquare. In this interview, we discuss Marjorie’s evolving mission and vision as she leads Foursquare’s global go-to-market strategy as well as her incredible career trajectory working with word-class innovative software companies and how she has risen through the ranks to become the deeply respected enterprise software sales leader that she is today. “The playbook we've been talking about in practice is an enterprise playbook. It is designed to extract bigger business value, to justify premium. So as a CRO deploying the playbook to attack very large accounts in financial services, retail, all the way to sales cycles in government public sector, I think the playbook had given me the foundation to understand the steps in the sales process, how I think about how customers are buying, and how I think about mapping our sales motion to it. The playbook gave me the foundation and empowered me to know that I could do this.” Marjorie learnt and mastered the playbook under the tutelage of Dev Ittycheria and Carlos Delatorre during her time at MongoDB. We discuss the incredible impact that MongoDB had on Marjorie’s career and how the ground breaking methodology and principles of change management gave her the blueprint she needed to channel her appetite for disruption into a successful career leading transformational SaaS initiatives. Offering advice and guidance to current and future leaders, Marjorie discusses the key challenges facing tech businesses today and highlights how the ongoing evolution of the playbook has provided business owners with more visibility and tracking capability than ever before. Providing strategies and guidance on how to lean into the methodology during times of change, Marjorie also puts forwards her views on the topic of inclusion and diversity in the tech space and draws our attention the playbook’s capacity for unlocking the talent pool via training and enablement and accelerating the career paths of diverse individuals. “Sales is a profession, like anything, it's a craft you can master, and I think more than ever, thinking about the economy and the world we live in, it’s just a wonderful place for anyone that has smarts, hunger, and an appetite to excel.” In this vodcast you will discover: Marjorie’s journey to embracing change - how the playbook provided foundations for Marjorie to become a well-rounded CRO The fundamental mechanics of the playbook and how to adapt the methodology to fit different industries and customer profiles Diversity and inclusion – the playbook’s capacity to unlock the talent pool The effects of the current recession on the software market and what changes we should look out for With over twenty years of international software and SaaS sales experience, Marjorie is a true builder. Her customer first orientation and collaborative approach to scaling has enabled her to bring different organizations together towards one sales motion, deliver value to customers, and drive ongoing improvement. We discuss Marjorie’s journey to embracing change as well as her plans for the future and excitement for the next phase of growth at Foursquare. This wide-ranging discussion is essential listening for those with an interest in sales strategy, as well as anyone with a passion for the technology space.…

Hunters and Unicorns

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POWER, ACCESS + PRIVILEGE | Culture Crunch - Eugenia Chiang 31:20

منذ 3 years31:20

31:20

Welcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: Why engagement is critical The importance of diversity, equality, and inclusion How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Go-to-Market Strategy and Operations leader Eugenia Chiang, to discuss her thoughts on what it takes to create a good company culture in a digital world and find out how a work environment centred around diversity, equity and inclusion can inspire teams, improve recruitment and retention of talent, and foster innovation. “Through acceptance, you can gain awareness so you can drive change in behaviour. Companies with tangible DEI practices are more likely to have higher performing teams and better company results. Furthermore, much of the changing behaviour in society also aligns with tech's ethos in challenging status quo and creating a better future for all of us, and that's another way where tech can also play a role in that societal change as well.” Providing eye-opening statistics and examples relating to racial and gender discrimination in the workplace, Eugenia draws our attention to the need for cultural evolution in the SaaS sector and offers tangible steps for business leaders to start embracing a DEI growth mindset. With over fifteen years of experience in leading diverse teams and defining organisational vision across high profile, high growth companies in the tech space, Eugenia has witnessed first-hand the challenges associated with protecting and propelling DEI in this ever evolving fast-paced sector. Whilst the competitiveness and high-performance of this industry naturally lends itself to an acute focus on company culture, Eugenia reminds us that improving DEI is not a one-day task and that in order to create positive cultural changes, we need to address our own deep-rooted biases, outlook and habits before trying to impact societal or systemic issues. With a variety of tools and techniques to help you transform your workplace culture, listen to this podcast to discover Eugenia’s strategies for creating a sense of community and belonging in your workplace, whilst inspiring your team and peers to achieve their full potential. The work may be challenging at times, but the rewards—both for business and for your employee culture—are well worth the effort.…

Hunters and Unicorns

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Hunters and Unicorns: Playbook Universe - Graham Moreno #002 36:34

منذ 3 years36:34

36:34

Hunters and Unicorns shares the playbooks from leaders, founders, executives and investors from high growth technology companies. In this special edition series The 33 CXOs we investigate the greatest success story in the history of software sales. Discover how thirty-three sales execs from one organisation, BladeLogic, became CXOs in the world’s 100 fastest growing technology companies. We uncover the stories and playbooks of the most prolific sales leaders in the industry. In this episode we sit down with Graham Moreno, Regional Vice President, Central, Southeast, and LatAm at Grafana Labs to take a look back at his incredible career trajectory and discuss how his early indoctrination in the Playbook community at MongoDB shaped and influenced his leadership style today, enabling him to recognise the huge opportunity presented by Grafana Labs and play an incremental role in scaling this company from 30 to 1000 employees in just three and a half years. “They had almost $5 million in revenue. No salespeople, no customer success people, it was a team of very extraordinarily talented engineers and I just remember sitting at a bar with Raj and saying, " I think there's the opportunity to do something really amazing here." And he was like, "I do too, but I'm not a sales guy." After a couple of months, I joined and it's really been incredible.” Founded in 2014 by Raj Dutt, Torkel Ödegaard and Anthony Woods, Grafana Labs has not only experienced overwhelming growth in recent years, it has also been recognized for the second year in a row as one of America’s best start-up employers. We ask Graham to guide us through his experience of scaling the hiring process from the bottom up at Grafana Labs and how he implemented structure in the early stages of development using the foundations of Playbook methodology to create a successful growth strategy based on both repetition and continual evolution. Offering advice and guidance to current and future leaders, Graham insists that it’s not only the Playbook but the people and culture of Grafana Labs — which fosters transparency, autonomy, and accountability — that has proven to be the cornerstone of the company. No matter how big the organization gets or how fast it scales, leaders are dedicated to prioritising culture above revenue, staying true to company values and building long lasting relationships to improve communication and cultivate trust and respect. “With experience and maturity, I have learned to communicate a lot more effectively because as we've gotten bigger, it is so important that even if you disagree, you're able to do it in a way that is opening up a productive conversation and I don't think I was always awesome at that early on. I've had an opportunity to evolve - if you look at the most effective selling teams at Mongo and Grafana, it's the teams where customer success, engineering, and marketing are all onboard and working together and there's a really good environment in terms of how we're sharing knowledge and what we're able to bring to our customers as a result.” In this vodcast you will discover: The framework that enabled Graham to scale the Grafana Labs workforce from 30 to 1000 employees in record time How to maintain high performance throughout your career by surrounding yourself with astonishing talent and learning to accept feedback How to scale the hiring process through periods of rapid growth How to protect the culture of an organisation as it scales Graham Moreno understands exactly How to build a sales force to stand the test of time. We discuss key challenges and accomplishments from Graham’s journey at Grafana Labs and what he believes to be the core ingredients needed for a company to reach unicorn status. This wide-ranging discussion is essential listening for those with an interest in sales strategy, as well as anyone with a passion for the technology space.…

Hunters and Unicorns

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CULTURE IS THE SUM OF EVERY DECISION | Culture Crunch - Chelsea Krakowski 30:37

منذ 3 years30:37

30:37

Welcome to Culture Crunch. We’re here to showcase leaders within People and Culture and explore how the fastest growing tech companies are amplifying performances through increased employee engagement. By highlighting and celebrating the executives driving the evolution within the highest growth software companies in the world, we aim to uncover: - Why engagement is critical - The importance of diversity, equality, and inclusion - How to achieve true scale by attracting a diverse workforce of A Players Today we are joined by Chelsea Krakowski, innovator of people at AuditBoard, to discuss her thoughts on what it takes to create a good company culture in a digital world and find out how a work environment centred around communication, feedback and core company values can inspire teams, deliver customer success, and foster innovation. “We make hundreds of decisions every single day from the way that we choose to bring ourselves to work in the morning, the approach to the work, the communications, and also those really big decisions. It's all of it. I hope that that framing it through that mindset empowers individuals who may not feel like decision makers, to know that they're having a meaningful impact on shaping the culture - if everyone's shaping the culture, it creates an accountability and a responsibility for everyone to be making decisions every day that help move the culture in the direction that we want it to go.” Throughout her career, Chelsea has helped to scale global organizations and transform them from the inside out by unleashing the potential of their employees. In this podcast, she offers advice to forward-thinking leaders on the importance of developing a human-centred culture that treats employees as valued individuals who are respected, empowered, and trusted. As technology continues to change at an accelerated pace, Chelsea offers a holistic look at creating a desirable workplace culture and highlights the need for innovation and transformation of culture-building strategies in modern tech organisations. Whilst leaders play a vital role in defining the culture they want for their company; Chelsea explains how workplace culture is the result of everyone's behaviour. She has witnessed first-hand how participation drives a strong sense of ownership and encourages leaders in this space to ask for continuous feedback from their teams, welcome new ideas from employees and embrace failure to create an environment of open communication, inclusivity, and progression. With a variety of tools and techniques to help you transform your workplace culture, listen to discover Chelsea’s future-proofed solutions to grow revenue, engage remote teams, and innovate the people space.…

Hunters and Unicorns

منذ 3 years24:52

24:52

Welcome to Hunters and Unicorns, 20/20/20 Mastery Mission. 20 topics, 20 guests for 20 minutes. We're here to unlock tribal wisdom from tech sales legends to help you get one step closer to mastery. Today we are joined by Kirk Giddens, Vice President, Mid Market Sales North America at TripActions, the fastest-growing travel management platform disrupting the 1.5 trillion corporate travel industry. In episode 8, Kirk shares his wisdom with us on the subject of pipeline generation and discusses the challenges associated with this integral part of the sales cycle. “Take it seriously, but not too seriously. There will be times where someone on the other end of the phone will really ruin your day. There's an emotional side to it where if you're human, you'll probably feel it, and actually, if you're not feeling it, you're probably not doing enough Pipeline Generation.” With a wide variety of experience in sales, Kirk shares his unique prospecting methodology and gives us some inside tips on how to nail your sales pitch and make an instant impact on potential clients. He explains how adopting a bullet-proof mindset, applying research, and taking a fact-based approach can arm you with all the information you require to start a conversation, combat objections, and ask questions that will lead to demos. Listen to our story session to discover more on how to apply Kirk’s strategies to real life prospecting scenarios, and learn preparation tactics, research tips, and best practices to prepare for future growth at your company.…

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