[04:39] John’s background
[07:16] There's two types of companies and you can't have it both ways.
[10:13] How you're either a growth company or you're a lifestyle company
[11:18] What usually you going through your coaching process
[12:04] How to create an engine that consistently fills the pipeline with enough opportunities to flow through
[14:34] Segmenting roles and responsibilities and sales with kind of the inbound SDR
[16:35] How dumping shitty leads over to the sales team from marketing
[19:22] Why the sales and marketing divide for lead gen is where the biggest challenge
[20:19] What really leveraging artificial intelligence and leveraging real insights is
[21:30] How Google and Amazon and Facebook that know a lot about what the buyer's journey looks like
Make it Happen Mondays Podcast
[01:21] Rich’s background
[03:35] Lessons and strategies
[05:34] Approaching conversations and measuring success
[08:54] Grain
[11:44] Testing and hiring
[12:46] Interesting and new things that Rich wants to tinker with
[16:53] Know your fundamentals
[21:21] Rich’s influential people
Jeff Wiss
Rich’s brothers
