[01:22] The importance of manufacturing your own luck
[07:25] How leaders can ramp and grow teams
[12:25] The state of LATAM for Hubspot today
[14:50] How companies can expand into emerging markets and what mistakes to avoid
[24:05] Paul’s inspirations
[12:30] Lessons Thiago learned from door-to-door sales
[15:10] How Thiago developed his growth mindset
[18:30] The most influential people in Thiago’s career and what he learned from them
[23:50] What Thiago is most excited about at Chorus
[26:15] Thiago’s biggest challenge this year and where his focus is now
[30:35] Thiago’s prediction for the future of sales
[32:20] What Thiago does to blow off steam
[00:36] Jake’s background
[02:50] How Jake scaled Glassdoor from 0 to almost 1M in MRR in under 16 months
[04:00] Some of Jake’s early pitfalls and how he learned from them
[08:28] Jake’s process for evaluating whether someone is a good fit for his team
[11:02] Why Jake started his own firm
[16:17] Don’t underinvest in process or infrastructure as you grow in scale
[18:15] How Jake unwinds
[18:44] How Jake works smart and efficiently
[00:59] Failures that helped shape Brett’s success at Anagram
[03:13] What led to Brett founding Anagram
[06:00] When Brett realized he had product market fit and could begin to scale the business
[07:42] Subsequent steps after realizing they had a product that could sell
[10:10] What Brett would have done differently
[11:55] The importance of building out a referral network and advisory board
[13:50] Brett’s advice for startups
[15:50] Where Brett is at in his process of figuring out what’s next for him
[01:10] How Backblaze accomplishes 90% inbound
[06:00] The unconventional ways Ahin drove growth at Backblaze
[09:23] The challenges of content marketing
[12:27] Campaigns that did not pan out and what Ahin learned from them
[16:23] The importance of having a unique view of value to share
[19:20] How learning the mechanics of collaborative databases benefited Ahin’s career
[20:35] Why Ahin thinks professional wrestling is America’s most important art form and purest form of storytelling we have
[02:10] Most important lessons Rob has brought to GoFormz from former companies
[04:00] How Rob motivates people and the challenges that come with motivating others
[07:25] How Rob has been driving growth at GoFormz
[11:53] Examples of sales advice Rob has given to help companies grow
[17:50] The importance of understanding your customer base
[20:08] Rob’s personal professional goals
[21:30] How Rob unwinds
[00:49] Evan’s background
[02:16] How Evan went from teaching to DOD consulting to SaaS startup
[05:34] How Pypestream stands out and proves what conversational AI can achieve to large enterprises
[11:19] The role of Chief Business Officer
[12:18] The biggest challenge Pypestream is facing this year
[15:15] Lessons Evan has learned on the way to where Pypestream is today
[17:51] Pypestream’s most and least successful campaigns
[22:30] How Evan unwinds
[00:48] Walter’s background
[04:16] Common themes and mistakes Walter notices among founding teams when he starts working with them
[05:40] What do First Principles mean in the context of sales?
[07:30] How to apply an engineering mindset to sales, compassion, and truth
[09:58] Becoming a better salesperson: The 3 W’s (Steve Browne)
[15:10] Usually the biggest obstacle is oneself
[23:36] How Walter unwinds
[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
[00:40] How Michael went from 200K to 6M in ARR at Namely
[03:26] The most challenging aspect of Michael’s first 6 months at Namely
[04:55] The most important actions to take in developing a pricing strategy
[07:54] The moment when Namely’s revenue motion and ICP fell into place
[09:30] What Michael learned from the impressive board he worked with at Namely
[11:24] Preconceptions Michael had and what he learned after experience
[15:14] What got Michael excited about working with Orculus
[16:58] Michael’s professional goals for the next 12 months
[19:00] How Michael unplugs and recharges
