[04:39] Mandy’s background
[07:16] Discovering that running a company, it's evident it's an emotional business.
[10:13] Take time to really take a step back and use data as your foundation.
[11:18] While that looks great in a spreadsheet, it doesn't work in real life because until you have a process that's documented and that you can measure, and that is getting consistent results.
[12:04] Think deeply what needs to happen to hit your goal and direction you’re going to, based on what you have so far, make some assumptions on conversion, what type of pipeline you need, how many new opportunities
[14:34] Consider how many demos there, do they need to have a week or how many discovery calls depending on what type of sales cycle they are, how many discovery calls?
[16:35] Where is our product actually fit right now? And how are we going to attack that?
[17:04] Figuring out how to hold people accountable and then the second part was how to implement that correctly with the team
[19:22] The way to break the sales process into the four main categories
[20:19] Why Mandy really loves mentoring people and leading a team in house
[00:10] Olin’s background
[01:14] How Olin knew when it was time to evolve between business models
[05:27] Two important things you need to know to get a good customer profile
[07:45] What Olin wishes he understood about starting a venture-backed company before starting LeadCrunch
[10:46] Why Olin chose not to run a subscription model
[18:19] How Olin unwinds
