Team Building

Jason Lemkin created and runs SaaStr, the world’s largest community for B2B/SaaS founders, and is the managing director of SaaStr Fund, a $90 million venture capital firm specializing in early-stage enterprise investments. He is also the mastermind behind two major tech conferences each year—one in the Bay Area, drawing in over 15,000 people, and another in Europe, with a crowd of more than 3,000 SaaS executives, founders, and entrepreneurs. Before SaaStr, Jason wore many hats: CEO and co-founder of EchoSign (later bought by Adobe), vice president at Adobe Systems, co-founder and president of NanoGram Devices Corp., vice president of NeoPhotonics, and a senior director at BabyCenter. In our conversation, we discuss:

• How far you should go without a salesperson

• Signs it’s time to hire salespeople

• Why you need to hire two salespeople

• How to compensate your salespeople

• How to interview salespeople

• When to hire a VP of Sales

• How to prevent their flaming out

• How to scale your sales org

• How to improve the relationship between your sales and product teams

• Much more

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Find the full transcript at: https://www.lennyspodcast.com/building-a-world-class-sales-org-jason-lemkin-saastr/

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Where to find Jason Lemkin:

• X: https://twitter.com/jasonlk

• LinkedIn: https://www.linkedin.com/in/jasonmlemkin/

• Website: https://www.saastr.com/

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Where to find Lenny:

• Newsletter: https://www.lennysnewsletter.com

• X: https://twitter.com/lennysan

• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

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In this episode, we cover:

(00:00) Jason’s background

(06:18) The importance of sales in B2B businesses

(11:23) Signs that you should start hiring salespeople

(14:19) Attributes to look for in early sales reps

(19:08) Hiring a VP of Sales

(26:43) The role of a VP of Sales

(30:06) Interviewing salespeople

(45:16) Determining sales compensation and quota

(53:34) Transitioning from 100% commission to a smaller percentage

(56:58) Indicators of a hard-to-sell product

(59:39) Scaling the sales organization

(01:05:26) Understanding sales roles and titles

(01:10:02) Product involvement in sales, and vice versa

(01:20:32) Thoughts on product teams taking on P&L responsibilities

(01:27:23) One thing founders can do to become better at sales

(01:31:02) The ideal trial length for a free trial sales team

(01:39:50) Closing thoughts

(01:41:43) Lightning round

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Referenced:

• Marc Benioff on LinkedIn: https://www.linkedin.com/in/marcbenioff/

• Snowflake: https://www.snowflake.com/en/

• Yamini Rangan on LinkedIn: https://www.linkedin.com/in/yaminirangan/

• Salesforce: https://www.salesforce.com/

• HubSpot: https://www.hubspot.com/

• Twilio: https://www.twilio.com/

• Cloudflare: https://www.cloudflare.com/

• GitHub: https://github.com/

• Columbo: https://www.imdb.com/title/tt1466074/

• What is Davos and why is it important? Your guide to the World Economic Forum’s annual meeting: https://www.euronews.com/next/2024/01/15/what-is-davos-and-why-is-it-important-your-guide-to-the-world-economic-forums-annual-meeti

• Adobe: https://www.adobe.com/

• Satya Nadella on LinkedIn: https://www.linkedin.com/in/satyanadella/

• Glengarry Glen Ross on Prime Video: https://www.amazon.com/Glengarry-Glen-Ross-James-Foley/dp/B002NN5F7A

• The Wolf of Wall Street on Prime Video: https://www.amazon.com/Wolf-Wall-Street-Leonardo-DiCaprio/dp/B00IIU9FQY

• A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): https://www.lennyspodcast.com/a-step-by-step-guide-to-crafting-a-sales-pitch-that-wins-april-dunford-author-of-obviously-awesom/

• Pipedrive: https://www.pipedrive.com/

• Sam Blond on LinkedIn: https://www.linkedin.com/in/sam-blond-791026b/

• Gong: https://www.gong.io/

• Zendesk: https://www.zendesk.com/

• ZoomInfo: https://www.zoominfo.com/

• Apollo: https://www.apollo.io/

• Daniel Chait on LinkedIn: https://www.linkedin.com/in/dhchait/

• SAP: https://www.sap.com/

• Lessons on building product sense, navigating AI, optimizing the first mile, and making it through the messy middle | Scott Belsky (Adobe, Behance): https://www.lennyspodcast.com/lessons-on-building-product-sense-navigating-ai-optimizing-the-first-mile-and-making-it-through-t/

• VistaPrint: https://www.vistaprint.com/

• Procore: https://www.procore.com/

• Matt Mullenweg on LinkedIn: https://www.linkedin.com/in/mattm/

• Wordpress: https://wordpress.com/

• SaaStr University: https://app.saastruniversity.com/collections/20252

• From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue: https://www.amazon.com/Impossible-Inevitable-Hyper-Growth-Companies-Predictable/dp/1119531691

• Pavilion: https://www.joinpavilion.com/

• Top 10 Learnings about Free Trials with Tomasz Tunguz: https://www.youtube.com/watch?v=tfQNJpnxmMw

• The Terminal List on Prime Video: https://www.amazon.com/The-Terminal-List-Season-1/dp/B09HYNH8TK

• Top Gun: Maverick on Paramount: https://www.paramountmovies.com/movies/top-gun-maverick

• OpusClip app: https://www.opus.pro/

• OnePlus Open smartphone: https://www.amazon.com/OnePlus-Dual-SIM-Unlocked-Smartphone-Hasselblad/dp/B0CHN7M531/

• SaaStr conferences: https://www.saastr.com/events/

• Marketo: https://go.marketo.com/about-marketo-landingpage-emea.html

• Zoomtopia: https://zoomtopia.com/

• Money20/20: https://us.money2020.com/

• Shoptalk: https://shoptalk.com/

• Jeff Lawson on LinkedIn: https://www.linkedin.com/in/jeffiel/

• Eric Kwan on LinkedIn: https://www.linkedin.com/in/erickwan/

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Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.

—

Lenny may be an investor in the companies discussed.

#753 I wouldn't be where I am in business and life without Jess Lindgren, my incredible executive assistant. That's a fact! To help you level up and foster a similar relationship, Jess and I share an inside look at the workflow we've perfected over the last decade. Listen in because this dynamic is an essential part of everything I do, from SPI to Deep Pocket Monster! So how and where do you find your Jess? Why are we switching back to remote work after collaborating in person for years? If you already have an assistant, how do you improve your relationship and get more done? Tune in to find out! I'm excited because we also dive into how Jess is growing her Ask An Assistant podcast and brand. Don't miss out because she's doing a fantastic job helping people in her profession and developing a niche business. Enjoy! Show notes and more at SmartPassiveIncome.com/session753.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Join Lance as he sits down with Mason Marquis in this thought-provoking episode that explores the essence of entrepreneurship and the importance of building connections, both with clients and team members. Discover the real point behind business and unlock the secrets to creating meaningful experiences on your own entrepreneurial journey.

Mason's unique perspective, shaped by his background in economics and psychology, adds depth to the conversation. Mason is the Co-founder and President of Spray Tex Painting, a company that goes beyond just painting walls to create meaningful experiences for clients and team members alike.

At Spray Tex Painting, their values are paramount. They prioritize integrity, ensuring that every promise made is honored and that their work speaks for itself. Transparency is another core value, as they believe in open and honest communication throughout the entire process. Additionally, taking responsibility for their actions and constantly seeking personal and professional growth are values deeply ingrained in their company culture.

In this enlightening episode, Lance and Mason delve into the world of business, discussing topics such as effective hiring strategies, finding the right people, and the true purpose behind running a successful enterprise.

To stay connected with Lance Wakefield and gain more valuable insights, make sure to follow him on social media at @lancewakefield_

And if you're looking to connect with Mason Marquis and learn more about Spray Tex Painting, you can find them on social media @spraytexpainting or visit their website at www.spraytexpainting.com

In today’s real talk, Andy talks about the 3 most important things to keep in mind when planning to start your business which can save you a lot of time, money and put you decades ahead of your competitors.

Kona Ice founder Tony Lamb had a knack for sales since he was a teenager - a skill that served him well when he decided to sell Hawaiian-style shaved ice in Kentucky, where people had barely heard of it. After thirteen successful years as a vacuum cleaner salesman, Tony launched his first shaved ice truck in 2007. Fueled by a bad experience buying freezer-burned popsicles off a battered ice cream truck, he built a custom-made vehicle with a tropical vibe and a built-in “Flavorwave” that let customers dispense their own syrups. Two decades after surrendering his salesman’s suit for a Hawaiian shirt, Tony has grown Kona Ice into a sprawling franchise with 1500 trucks across North America.

This episode was produced by Casey Herman with music by Ramtin Arablouei.

Edited by Neva Grant, with research from Katherine Sypher.

Our engineers were Ko Takasugi-Czernowin and Robert Rodriguez.

You can follow HIBT on Twitter & Instagram, and email us at hibt@id.wondery.com.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Something a little bit different to the usual show today - I am answering your questions from YouTube!

Try Entrepreneurs University 14 Day FREE Trial Here ► https://jamessinclair.net/entrepreneu...

Get your tickets to our next event here ► https://jamessinclair.net/seminars/

Apply to be on my podcast here ► https://jamessinclair.net/podcasts/

Get your tickets to our next event here ► https://jamessinclair.net/seminars/

Apply to be on my podcast here ► https://jamessinclair.net/podcasts/

My Socials:

🌍 Website - https://jamessinclair.net

🐦 Twitter - https://twitter.com/JamesSinclair85

📸 Instagram - https://www.instagram.com/jamessinclairentrepreneur/

👨‍💻 Linkedin - https://www.linkedin.com/in/jamessinclairpartyman/

🎥 YouTube - https://www.youtube.com/@JamesSinclairEntrepreneur

In this heartwarming episode of Ambassadors of Hope, Lee and Megan Wiglesworth, a dedicated adoptive family with a background as foster parents, open up about their incredible journey. They reflect on their experience within Florida's foster care system, shedding light on the challenging yet rewarding process of becoming licensed foster parents. Their profound commitment to this mission, rooted in a spiritual calling, showcases how their family serves as a beacon of hope in the world of fostering. Listen in…

Host: Charles L. Bender III, Founding CEO and Board Member of Place of Hope

Title Sponsor: Crypto Capital Venture | Follow Dan Gambardello's on Twitter (@cryptorecruitr)

Looking for assistance  in south Florida? Visit VillagesOfHope.net

Link:  Visit the Place of Hope Website, PlaceOfHope.com

Connect with Place of Hope on social media: Facebook | YouTube | Instagram | LinkedIn

Email the Show: POHPodcast@PlaceOfHope.com 

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Producer: Maya Elias

Copyright of Place of Hope 2023.

Have you ever wondered how the rich and famous invest? Tune in today to find out how they invest and how you can copy their strategy. 

• (0:42) News story of the week 
• (2:21) Property Hub Magazine 
• (3:23) How do the rich invest? 
• (8:13) A step-by-step to how the rich invest 
• (18:11) What traits do they have? 
• (22:26) Hub Extra 

Links mentioned: 

• News story of the week 
• Subscribe to the magazine 
• The Millionaire Fastlane 
• YouTube video: Should You Buy a Property in a Limited Company in 2023? 
• Hub Extra 

Enjoy the show? 

• Leave us a review on Apple Podcasts - it really helps others find us! 
• Sign up for our free weekly newsletter, Property Pulse 

See omnystudio.com/listener for privacy information.

It's easy to think that the best teams are collections of highly accomplished or talented individuals, working under a skilled leader. But that's no guarantee of success. Psychologist Anita Woolley says the best teams are far more than the sum of their parts, and they share certain basic characteristics. 

Do you know someone who would enjoy Hidden Brain? Please tell them about this episode. And thanks for listening!  

In this podcast, we shine a spotlight on Place of Hope, the region's largest organization dedicated to children and families in Palm Beach County and the Treasure Coast. Discover how Place of Hope has touched the lives of over 25,000 children and youth across South Florida. Joining us as special guests are Gina Fazio, LCSW, ACSW, CAP, Director of Clinical Services, and Theresa Peak, Director of Villages of Hope. They will share their firsthand experiences and insights into Place of Hope's transformative programs, policies, and services. We'll explore the profound significance of hope in the lives of those they serve and how this hope can inspire all of us to create positive change within our communities. Listen in…

Host: Charles L. Bender III, Founding CEO and Board Member of Place of Hope

Title Sponsor: Crypto Capital Venture | Follow Dan Gambardello's on Twitter (@cryptorecruitr)

Looking for assistance  in south Florida? Visit VillagesOfHope.net

Link:  Visit the Place of Hope Website, PlaceOfHope.com

Connect with Place of Hope on social media: Facebook | YouTube | Instagram | LinkedIn

Email the Show: POHPodcast@PlaceOfHope.com 

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Producer: Maya Elias

Copyright of Place of Hope 2023.

Ambassadors of Hope celebrates local south Florida leaders who are making a difference in our community and region through Place of Hope. POH Founder and your show Host, Charles L. Bender III, will discuss our nonprofit's mission of providing a stable and loving environment for children, youth and families that are hurting by sharing inspiring stories of those who have crossed our path–our Ambassadors. They are people who have faced adversity and overcome challenges and community members dedicated to impacting lives for generations to come. With a goal to help end cycles of abuse, neglect, homelessness, poverty, and human trafficking for children and young adults, Ambassadors of Hope will do what Place of Hope’s Ambassadors do everyday: work to change our world one life and one child at a time. Listen in…

Host: Charles L. Bender III, Founding CEO and Board Member of Place of Hope

Title Sponsor: Crypto Capital Venture | Follow Dan Gambardello's on Twitter (@cryptorecruitr)

Link:  Visit the Place of Hope Website, PlaceOfHope.com

Connect with Place of Hope on social media: Facebook | YouTube | Instagram | LinkedIn

Email the Show: POHPodcast@PlaceOfHope.com 

-----------------

Producer: Maya Elias

Copyright of Place of Hope 2023.

In this episode, Phil Di Bella discusses the importance of building a great team and shares his insights on what makes a team truly great. With over 22 years of business experience, Di Bella is often asked about his secrets to building successful teams, and in this podcast, he aims to answer that question.

Phil emphasises that a great team is the backbone of any successful business. He defines a great team as one that works collaboratively, communicates effectively, and is motivated to achieve both individual and company goals. A great team is committed, focused, and brings out each other's strengths.

To identify a great team, Phil provides a template that includes clear communication, trust and respect, goal orientation, adaptability, and supportiveness. He further shares tips for building a great team, which include hiring the right people, defining roles and responsibilities, encouraging open communication, fostering a positive work environment, providing training and development opportunities, and celebrating success.

Key Takeaways

• A great team works collaboratively, communicates effectively, and is motivated to achieve both individual and company goals.
• Clear communication, trust and respect, goal orientation, adaptability, and supportiveness are the hallmarks of a great team.
• Building a great team involves hiring the right people, defining roles and responsibilities, encouraging open communication, fostering a positive work environment, providing training and development opportunities, and celebrating success.

In this episode, Phil reminds us that building a great team requires planning, focus, and responsibility. Without a great team, achieving greatness or becoming best-in-class is impossible. So, if you're aiming to be a leading authority in your field, you need to invest in building a great team.

We invite you to share this episode with your colleagues and friends who might benefit from these insights. Don't forget to subscribe, rate, and review the show. If you have any questions or thoughts, feel free to reach out to us on our Facebook page Facebook.com/FlashCastByPDB or at ask@flashcastbypdb.com. As always, thanks for listening!

Produced by The Podcast Boss

#FlashCastByPDB #TeamBuilding #Leadership #Communication #Trust #GoalOrientation #Adaptability #Supportiveness #Success

#696 When you agree to disagree with someone, you're just avoiding the issue. But there's a better and more productive way to handle conflict. At SPI, we disagree and commit. My great friend and business partner, Matt Gartland, taught me this when we started working together. It's been an absolute game-changer ever since! In this episode, I explore the benefits of this powerful mindset and share the methods we use to implement it. That said, this approach felt counterintuitive at first. If you're anything like me, you prefer to avoid endless fighting. Agreeing to disagree is the civilized way to move on, right? But does that ever solve anything? In fact, many of our most popular products wouldn't exist if we didn't commit despite having doubts. Our fantastic Unstuck newsletter is just one example. So listen in on today's session to learn how to use this mindset shift for incredible results! Show notes and more at SmartPassiveIncome.com/session696.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

#695 You go through a honeymoon phase with every person in your life. Business partners, co-workers, and clients are no exception. Of course, these connections are critical to your success as an entrepreneur! So what can you do to keep the spark alive in the boardroom and maintain the best possible version of your working relationships? Joining me today is Michael Bungay Stanier, bestselling author of The Coaching Habit. This favorite of mine has massively impacted how we do business at SPI. His new book, How to Work with (Almost) Anyone, uncovers the one essential conversation and five powerful questions to help you master relationship-building. Today, Michael shares why your most successful connections should be safe, vital, and repairable. He and I explore the value of knowing yourself, the signals to break off unhealthy relationships, and screwing up as a way to increase customer loyalty. Tune in because Michael's advice will supercharge your communication skills! Show notes and more at SmartPassiveIncome.com/session695.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Brought to you by AssemblyAI—Production-ready AI models to transcribe and understand speech | Mixpanel—Product analytics that everyone can trust, use, and afford | Eppo—Run reliable, impactful experiments

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Melissa Tan is an advisor, investor, and growth expert. She’s worked with fast-growing startups like Dropbox, Canva, Grammarly, and Miro, and for the past 2.5 years has been the Head of Growth at Webflow. There, she led the company's self-service business across Product, Marketing, and Growth, in addition to leading the charge on pricing and packaging. Prior to Webflow, she was Head of Growth for Dropbox’s B2B product, where she played a pivotal role in propelling their growth. In today’s episode, we discuss:

• Attributes of high-performing teams

• Tips for developing talent and seeking a mentor

• How to create a strong culture of ownership

• Frameworks for hiring PM and growth talent

• Common pitfalls companies face when implementing growth strategies

• Lessons from scaling Dropbox

• The DACI framework for increasing team velocity

• How to actually embrace first-principles thinking

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Find the full transcript at: https://www.lennyspodcast.com/building-high-performing-teams-melissa-tan-webflow-dropbox-canva/#transcript

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Where to find Melissa Tan:

• Twitter: https://twitter.com/melissamtan

• LinkedIn: https://www.linkedin.com/in/melissamtan/

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Where to find Lenny:

• Newsletter: https://www.lennysnewsletter.com

• Twitter: https://twitter.com/lennysan

• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

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In this episode, we cover:

(00:00) Melissa’s background

(04:12) What’s next for Melissa

(06:45) Lessons learned from Dropbox

(11:49) When to add sales to product-led products and vice versa

(14:28) Managing people with a people-focused and results-oriented approach

(17:14) An example of people-focused leadership

(20:26) The importance of talent development and why Melissa invests in it

(22:26) Tips for finding a mentor

(24:58) Specific questions to ask when you are interviewing for a role

(27:49) Companies Melissa has worked with

(28:33) Attributes of high-performing teams

(31:38) Creating a sense of ownership among team members

(34:36) Building a team-first culture

(36:54) Avoiding burnout by knowing your limits

(39:24) Developing talent and unlocking potential within your organization

(42:45) Melissa’s hiring practices and what she looks for in a product manager

(44:40) The exact interview sequence Melissa utilizes

(49:58) Common pitfalls when creating growth teams

(53:43) “Flying formation” and the DACI framework

(56:48) Who should own revenue

(58:19) When to invest in growth

(1:01:06) What to look for in your first growth hire

(1:04:35) When it’s appropriate to hire an advisor

(1:06:19) First-principles thinking

(1:09:50) Lightning round

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Referenced:

• Jiaona Zhang on LinkedIn: https://www.linkedin.com/in/jiaona/

• Lean In: Women, Work, and the Will to Lead: https://www.amazon.com/Lean-Women-Work-Will-Lead/dp/0385349947

• Tim Ferriss: How to Find a Great Mentor: https://www.youtube.com/watch?v=RVo1aZCyfO4

• Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity: https://www.amazon.com/Radical-Candor-Revised-Kick-Ass-Humanity/dp/1250235375/

• How to Monetize a Freemium Business: https://www.ycombinator.com/blog/how-to-monetize-a-freemium-business

• DACI framework: https://www.productplan.com/glossary/daci/

• Leaders Eat Last: Why Some Teams Pull Together and Others Don't: https://www.amazon.com/Leaders-Eat-Last-Together-Others/dp/1591848016/r

• The Untethered Soul: The Journey Beyond Yourself: https://www.amazon.com/Untethered-Soul-Journey-Beyond-Yourself/dp/1572245379/

• The Four Agreements: https://www.amazon.com/Four-Agreements-Practical-Personal-Freedom/dp/1878424319

• Winning Time: The Rise of the Lakers Dynasty on HBO: https://www.hbo.com/winning-time-the-rise-of-the-lakers-dynasty

• ChatGPT: https://chat.openai.com/

• Webflow: https://webflow.com/

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Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.

—

Lenny may be an investor in the companies discussed.