Outreach.io Founder: How I'd Build a $1B Company Today (It's Not What You Think)

How Saying NO to Customers Led to Record Growth | Kyle Norton, Owner.com CRO

In this episode, we dive deep into the world of sales leadership and strategy with our special guest, a seasoned CRO who transitioned from owning an MMA studio to leading revenue teams in the SaaS industry. Discover the key differences between a VP of Sales and a CRO, and learn how to think holistically about your business to generate enterprise value. Timestamps: 00:00 [https://www.youtube.com/watch?v=UBcgvyeyMYM] - Introduction: The CRO Mindset 00:10 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=10s] - The Importance of Thinking Beyond the Close-Won Number 00:30 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=30s] - Setting Up a Professional Home Studio 01:15 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=75s] - Transitioning from MMA to SaaS 04:03 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=243s] - The Challenges of Running a Small Business 06:31 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=391s] - Training and Physical Challenges 08:41 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=521s] - The Ironman Challenge and Long-Term Goals 10:14 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=614s] - The Leaky Bucket Fix: Letting Go of Half the Sales Team 14:09 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=849s] - Communicating Bold Decisions to the Board 19:49 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=1189s] - Decision-Making in Sales Leadership 22:17 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=1337s] - The Importance of Trust and Transparency 25:28 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=1528s] - Balancing Short-Term and Long-Term Goals 28:04 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=1684s] - Running Towards Bad News 32:32 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=1952s] - The Power of Mindset in Sales 33:48 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=2028s] - Tony Robbins' Influence on Sales Leadership 38:27 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=2307s] - Visualization and Mindfulness in Sales 39:09 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=2349s] - Building a Go-To-Market Strategy for SMBs 43:06 [https://www.youtube.com/watch?v=UBcgvyeyMYM&t=2586s] - Winning Your First Customers 📢 Stay Connected with Us: Don't forget to subscribe for more inspiring interviews and startup stories. - Follow me on X (Formerly Twitter): https://twitter.com/andymewborn - Follow me on LinkedIn: https://www.linkedin.com/in/amewborn - Follow me on Instagram: https://www.instagram.com/andy.mewborn 📩 Feedback & Contact: We value your feedback and questions! Leave us a comment below or reach out at: andy@distribute.so 🤝 Production Partner: https://bio.link/ytorbit [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbDI4RzBwUHZvdWdWOXV5VXpqRHJlRVdsSlJQUXxBQ3Jtc0trbEpQTkNULTBSbjg4OVV4WDhRU0tLR09WZmg2ZHhBNzRxcnF6MnFzaWx1ZGY0ZlNKWjZEdTgzelIwUU1DblRqUXI5LUFNemRNNWU1RVZlNzhyT01TNlppT2xoaDRKaXUwNXhkamk1NmVpdUZTcndmYw&q=https%3A%2F%2Fbio.link%2Fytorbit&v=UBcgvyeyMYM] 🎙️ About the Channel: Our channel is dedicated to uncovering the stories of entrepreneurs who are changing the game. From tech innovators to wellness pioneers, we bring you the insights and behind-the-scenes looks at the journeys of today's top founders. 🔔 Hit the bell icon to stay updated with our latest content and dive into the world of entrepreneurship with us! 🔔

Outreach.io Founder: How I'd Build a $1B Company Today (It's Not What You Think)

In this episode, we sit down with Manny Medina, the visionary founder behind Outreach, to discuss the future of AI, the evolution of hiring strategies, and the journey of building a unicorn company. Whether you're an aspiring entrepreneur, a seasoned founder, or just curious about the future of AI and business, this episode is packed with valuable insights and actionable advice. Timestamps: 00:00 [https://www.youtube.com/watch?v=RFFvSJB6Hvo] - Introduction 00:41 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=41s] - The never-ending question about AI SDRs 01:12 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=72s] - Philosophical differences from Outreach to Pay 02:17 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=137s] - Transitioning from CEO to Chairman 03:09 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=189s] - The importance of company culture and AI disruption 04:30 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=270s] - Building a small, high-leverage company 05:45 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=345s] - Hiring strategies and the value of A+ generalists 08:05 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=485s] - The CEO's role in owning marketing 09:00 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=540s] - The importance of distribution and brand 11:10 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=670s] - Decision-making processes and focusing on the future 13:35 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=815s] - The changing landscape of hiring and remote work 16:03 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=963s] - The role of execution and customer perception 18:22 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=1102s] - Finding your minimum viable audience 20:35 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=1235s] - The importance of having a unique point of view 23:21 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=1401s] - The journey of building Pay and the challenges faced 25:45 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=1545s] - The inevitability of AI advancements 28:13 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=1693s] - Developing a unique insight and point of view 31:00 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=1860s] - The importance of community and content in go-to-market strategies 34:46 [https://www.youtube.com/watch?v=RFFvSJB6Hvo&t=2086s] - The role of cold prospecting and personal passion 📢 Stay Connected with Us: Don't forget to subscribe for more inspiring interviews and startup stories. - Follow me on X (Formerly Twitter): https://twitter.com/andymewborn - Follow me on LinkedIn: https://www.linkedin.com/in/amewborn - Follow me on Instagram: https://www.instagram.com/andy.mewborn 📩 Feedback & Contact: We value your feedback and questions! Leave us a comment below or reach out at: andy@distribute.so 🤝 Production Partner: https://bio.link/ytorbit [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbWtMWUxWVmpVY3E0ZTc1elpVaFVfaGFlUUZqQXxBQ3Jtc0tsNVI1RXpkcXZJVDk4VEdwWFZjWjFPbEpqVzQwcGN2WjlEbEx2SmR6LVh2cUJPQ3V5NUs2WHRUOExlSVlMWEN5QVYwamkxc1AycTVOWHhKRE9PWlhIdVVoVXU4eUlNbUIzT2NJUGFVSU55LTFEMG1Fbw&q=https%3A%2F%2Fbio.link%2Fytorbit&v=RFFvSJB6Hvo] 🎙️ About the Channel: Our channel is dedicated to uncovering the stories of entrepreneurs who are changing the game. From tech innovators to wellness pioneers, we bring you the insights and behind-the-scenes looks at the journeys of today's top founders. 🔔 Hit the bell icon to stay updated with our latest content and dive into the world of entrepreneurship with us! 🔔

The Easiest Way to Find High-Intent Buyers in 2025 [Signal-Based Selling Tutorial]

In this episode, we dive deep into the world of signal-based selling and how it’s revolutionizing the sales landscape. Join us as we discuss the evolution of signal-based selling, the top signals you should be tracking, and how AI and automation are transforming the way we approach sales and marketing. Key Topics Covered: - The evolution of signal-based selling: From manual tracking to AI and automation. - The top signals that 80% of people should be measuring but aren’t. - How companies like Common Room, Pocus, ZoomInfo, and Apollo are leading the way in signal-based platforms. - The future of sales: Will AI and automation reduce the need for SDRs? - Real-world examples of how companies are using signals to drive sales. - The importance of creativity and technical skills in modern sales roles. 📢 Stay Connected with Us: Don't forget to subscribe for more inspiring interviews and startup stories. - Follow me on X (Formerly Twitter): https://twitter.com/andymewborn - Follow me on LinkedIn: https://www.linkedin.com/in/amewborn - Follow me on Instagram: https://www.instagram.com/andy.mewborn 📩 Feedback & Contact: We value your feedback and questions! Leave us a comment below or reach out at: andy@distribute.so 🤝 Production Partner: https://bio.link/ytorbit 🎙️ About the Channel: Our channel is dedicated to uncovering the stories of entrepreneurs who are changing the game. From tech innovators to wellness pioneers, we bring you the insights and behind-the-scenes looks at the journeys of today's top founders.

Apollo.io COO: 'AI SDRs Will Fail Without This One Thing'

In this insightful podcast interview, I sit down with Matt Curl, the COO of Apollo, to discuss the future of AI-powered sales, how cold emails are evolving, and why data-driven go-to-market (GTM) strategies matter more than ever. Matt draws on his experience at Apollo (a leading sales engagement and data platform) to share unique perspectives on PLG (product-led growth), the challenges of AISDRs, and the importance of RevOps in B2B SaaS. You’ll learn how AI-driven personalization can backfire, why focusing on the right signals in your target market dramatically boosts reply rates, and how creative testing in cold emails resembles running meta ads. We also dive into the power of intent data, the nuances of domain reputation, and how founders can navigate “shiny object syndrome” while scaling. Whether you’re a sales rep looking for cutting-edge tactics, a founder exploring PLG strategies, or a RevOps professional seeking the perfect tech stack, this conversation is packed with actionable takeaways and real-world insights. Tune in to hear how Apollo continues to innovate, the role of data in cold email success, and why customer obsession should guide product decisions. Timestamps 0:00 – Introduction & Technical Glitches 1:30 – Matt’s Musical Background & How Music Builds Discipline 2:30 – The Rise of AI SDRs & What It Means for Sales Teams 5:00 – Personalization vs. Scale & The Looming Spam Filter Problem 9:00 – Why the Best Cold Email Tactics Resemble Ad Creative Testing 14:00 – Finding High-Value Signals & The Role of RevOps 19:30 – Unlocking Intent Data & Why Customers Drive Product Roadmaps 24:00 – Clay vs. Apollo & The Importance of Ease-of-Use in Sales Tools 28:00 – SMB vs. Enterprise: When to Move Up-Market 31:00 – GTM Is Part of Your Product: The Future of End-to-End Sales Tech 35:00 – Final Thoughts & Parting Words 📢 Stay Connected with Us: Don't forget to subscribe for more inspiring interviews and startup stories. - Follow me on X (Formerly Twitter): https://twitter.com/andymewborn - Follow me on LinkedIn: https://www.linkedin.com/in/amewborn - Follow me on Instagram: https://www.instagram.com/andy.mewborn 📩 Feedback & Contact: We value your feedback and questions! Leave us a comment below or reach out at: andy@distribute.so 🤝 Production Partner: https://bio.link/ytorbit 🎙️ About the Channel: Our channel is dedicated to uncovering the stories of entrepreneurs who are changing the game. From tech innovators to wellness pioneers, we bring you the insights and behind-the-scenes looks at the journeys of today's top founders. 🔔 Hit the bell icon to stay updated with our latest content and dive into the world of entrepreneurship with us! 🔔

How Novatic Successfully Integrated PLG Without Ditching Their Sales Team

In this episode of Andy's Pod, we dive deep into the world of Product-Led Growth (PLG) with Natalie from Novatic. If you're skeptical about the "PLG or Die" mantra in B2B software, this episode is a must-listen! Natalie shares how Novatic integrated PLG into their existing sales-led strategy without laying off their sales team or making false promises. Key Takeaways: - The role of PLG as a lead generation channel and word-of-mouth driver. - Practical strategies that doubled their lead channels while keeping the sales team thriving. - Insights into organizing user conferences and live events. - The importance of word-of-mouth and influencer marketing in a crowded SaaS market. - How to effectively use Reddit and other unconventional channels for lead generation. - The significance of testing and iterating before fully launching a PLG motion. 🚀 Get 7 FREE Linkedin Content Templates 👉 https://bit.ly/7linkedintemplates 🤯 Join the LinkedIn Creator Community 👉https://www.brand30.io/linkedin-creator-course 🔗 Free LinkedIn Course 👉 https://www.brand30.io/free-training 📢 Stay Connected with Us: Don't forget to subscribe for more inspiring interviews and startup stories. - Follow me on X (Formerly Twitter): https://twitter.com/andymewborn - Follow me on LinkedIn: https://www.linkedin.com/in/amewborn - Follow me on Instagram: https://www.instagram.com/andy.mewborn 📩 Feedback & Contact: We value your feedback and questions! Leave us a comment below or reach out at: andy@distribute.so 🤝 Production Partner: https://bio.link/ytorbit 🎙️ About the Channel: Our channel is dedicated to uncovering the stories of entrepreneurs who are changing the game. From tech innovators to wellness pioneers, we bring you the insights and behind-the-scenes looks at the journeys of today's top founders. 🔔 Hit the bell icon to stay updated with our latest content and dive into the world of entrepreneurship with us! 🔔