Growth Elevated Leadership Podcast

By: Growth Elevated
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  • Summary

  • The Growth Elevated Leadership Podcast is designed to help you become a better leader. Each week we interview C-Level leaders of SaaS and other technology companies and explore their lessons from their growth journey.
    Growth Elevated
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Economics Leadership
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Episodes
  • Trail Marker: Do You Have Five Pullers?

    Trail Marker: Do You Have Five Pullers?
    Dec 14 2024

    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli delves into the crucial topic of team dynamics, focusing on the "push versus pull" leadership concept. He categorizes team members as "pullers," who drive progress and inspire others, and "pushers," who need motivation and support. Julian emphasizes the importance of having a strong executive team of pullers to ensure success in 2025. He provides insights on identifying pushers, their impact on team morale, and the necessity of making changes to enhance team effectiveness. The episode offers practical advice for leaders to evaluate and improve their teams.


    For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠.


    Timestamps:

    Introduction to Team Building (00:00:02)

    Overview of the podcast's focus on leadership challenges in growing technology companies.


    Push vs. Pull Framework (00:00:28)

    Discussion on evaluating team members as "pullers" or "pushers" for effective team dynamics.


    Identifying Pullers (00:01:10)

    Characteristics of pullers who drive progress and inspire their peers within the team.


    Recognizing Pushers (00:02:09)

    Identifying team members who require motivation and support, referred to as pushers.


    Concept Inspiration (00:03:01)

    Julian shares the inspiration behind the push vs. pull concept from another podcast.


    Santa Claus Analogy (00:03:58)

    Using Santa and his reindeer to illustrate the difference between pullers and pushers.


    CEO's Role in Team Dynamics (00:05:53)

    Importance of attracting and retaining a strong executive team for future success.


    Evaluating Team for 2025 (00:06:48)

    Encouraging leaders to assess if their team is suited for the challenges of 2025.


    Challenges of Team Composition (00:07:46)

    Discussing the common issue of needing the right team as companies evolve.


    Framework for Team Evaluation (00:10:26)

    Advice on categorizing team members into pullers, pushers, and maybes for assessment.


    Signs of Pushers (00:11:24)

    Five indicators that may suggest a team member is a pusher rather than a puller.


    Performance Indicators (00:12:21)

    Evaluating team performance as a primary sign of potential pushers.


    Team Turnover Issues (00:13:12)

    High turnover in a department may indicate a struggling leader or pusher.


    Defensive Behavior in Meetings (00:14:13)

    Signs of pushers being defensive or argumentative during executive meetings.


    Impact on Team Morale (00:15:03)

    Frustration among pullers can lead to losing high performers if pushers are not addressed.


    Final Thoughts on Team Composition (00:15:55)

    Encouragement to identify and replace pushers with pullers for success in 2025.
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    17 mins
  • Bridging the GTM Gap with Revenue Reimagined Founders

    Bridging the GTM Gap with Revenue Reimagined Founders
    Dec 1 2024
    In this podcast episode, host Julian Castelli discusses the challenges technology companies face in scaling, particularly in sales and go-to-market strategies. Joined by Dale Zwizinski, Jake Reni, and Adam Jay, co-founders of Revenue Reimagined, the conversation delves into the "go-to-market gap" and the importance of foundational processes in order to generate consistent growth. The guests emphasize the need for continuous review of customer profiles, transparent reporting, and experienced advisors. They share insights on avoiding common pitfalls, such as premature hiring of sales leaders and lack of documentation. The episode underscores the necessity of a structured approach to achieve sustainable growth. For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠. Introduction to the Podcast (00:00:02) Julian Castelli welcomes listeners and introduces the podcast's focus on growing technology companies. Context of the Episode (00:00:26) Julian shares the episode's purpose and introduces the guests, emphasizing the challenges in sales and go-to-market strategies. Introducing Revenue Reimagined (00:01:17) Julian introduces the founders of Revenue Reimagined and discusses their expertise in addressing the go-to-market gap. The Go-To-Market Gap Discussion (00:02:40) The speakers acknowledge the increasing difficulty in sales growth compared to the previous 12-18 months. Rapid Changes in Go-To-Market Strategies (00:03:16) Jake highlights the fast-paced changes in effective sales strategies and the need for constant adaptation. Reviewing Customer Profiles (00:03:36) Dale emphasizes the importance of continually reviewing ideal customer profiles and value propositions. Founders' Challenges (00:03:53) Julian discusses the panic among founders as past strategies fail, leading to the need for expert help. Founders' Backgrounds (00:04:39) Jake begins sharing his experiences and the challenges faced by startups in scaling effectively. Pattern Recognition in Sales (00:06:08) Jake reflects on recognizing recurring challenges in startups and the desire to help at scale. Adam's Journey to Startups (00:06:48) Adam shares his transition from large companies to startups, highlighting the common issues faced. The Importance of Early Intervention (00:08:10) Adam discusses the need to assist startups earlier to avoid common pitfalls in sales leadership. Dale's Experience and Motivation (00:09:41) Dale shares his extensive sales experience and the motivation behind helping multiple founders simultaneously. Collaboration and Connection (00:12:16) Dale recounts how he and Adam connected while competing for the same job, leading to collaboration. The Value of Teamwork (00:13:31) Dale expresses the importance of collaboration in consulting and the challenges of working alone. Introduction to HireVue (00:14:16) The conversation shifts to their shared connection with HireVue, a notable tech company from Utah. Defining Revenue Reimagined (00:16:35) Dale outlines what Revenue Reimagined does and the types of companies they assist in stabilizing growth. Understanding Revenue Reimagined's Client Engagement (00:17:24) Discussion on the typical engagement length and the importance of an initial audit. The Importance of Audits (00:19:16) Insights on how audits help in understanding client needs and setting expectations. Revenue Reimagined's Journey (00:21:38) Overview of the company's first year, growth, and lessons learned from client engagements. The Go-To-Market Gap Introduction (00:25:33) Introduction of the concept of the go-to-market gap affecting many tech companies. Identifying Go-To-Market Issues (00:25:37) Discussion on signs of a go-to-market gap, starting with inconsistent deal closures. Forecasting Challenges (00:26:55) Exploration of issues with relying solely on top-down forecasting models. Impact of Unrealistic Forecasts (00:28:31) Consequences of unrealistic sales targets on team morale and performance. Ghosting by Prospects (00:29:45) What it means for sales teams when prospects stop responding. Customer Churn Issues (00:31:08) Discussion on the implications of losing customers faster than acquiring new ones. Root Cause Clarity (00:32:50) The importance of understanding root causes behind client pain points for effective messaging. Team Structure Concerns (00:34:10) The need for clarity on roles and performance within revenue-related positions. The Hiring Trap (00:34:37) Discussion on the common trap of believing hiring can solve all problems. Operational Hiring Challenges (00:34:55) Importance of hiring the right go-to-market experts versus operational or technical personnel. Understanding the Right Language (00:35:37) Founders may struggle with the specific language needed to hire effectively. Framework for Go-to-Market Strategies (00:36:58) Introduction of a ...
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    1 hr and 1 min
  • David Darmstandler - Co-CEO & Co-Founder, Datapath

    David Darmstandler - Co-CEO & Co-Founder, Datapath
    Nov 18 2024
    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli interviews David Darmstandler, co-CEO and co-founder of Datapath, a managed IT and security company. They discuss the challenges of scaling a technology business, particularly in the managed services sector. David shares insights from Datapath's journey since its inception in 2005, emphasizing the importance of effective leadership, team management, and financial literacy. Key topics include the value of mentorship, the role of advisory boards, and the necessity of tough conversations to foster a culture of openness and continuous learning. For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠. Introduction to the Podcast (00:00:02) Julian Castelli welcomes listeners and introduces the podcast's purpose and focus on tech leadership. Guest Introduction (00:01:17) Julian introduces David Darmstandler, co-CEO of Datapath, highlighting his entrepreneurial background and company's achievements. Overview of Datapath (00:02:21) David explains Datapath's services, focusing on managed IT and security for various sectors including healthcare. Customer Profile and Needs (00:02:41) Discussion on the typical customer profile and how Datapath supplements existing IT teams. Managing Complex IT Infrastructures (00:04:06) David describes the complexities of managing IT for large organizations and the importance of strategic support. Growth with Startups (00:05:20) David shares experiences working with startups and the excitement of supporting their growth. Consequences of IT Failures (00:05:52) David emphasizes the impact of IT failures on customer trust and brand reputation. Innovating with AI (00:06:40) Discussion on the role of AI in enhancing Datapath's services and future innovations. Early Days of Datapath (00:07:47) David recounts the humble beginnings of Datapath, starting with minimal resources in 2005. Scaling the Business (00:08:08) Julian questions how Datapath scaled from a small startup to a significant player in the industry. Challenges at the $5 Million Mark (00:10:38) David discusses the challenges faced when reaching $5 million in revenue and the need for strategic changes. Identifying Leadership Challenges (00:12:23) David reflects on realizing the team's readiness for growth and the need for strategic thinking. Scaling Strategy and Efficiency (00:13:14) David compares scaling to a race car, emphasizing the need for efficiency and shedding unnecessary weight. Recognizing Skill Gaps (00:14:06) Discussion on the common struggle of entrepreneurs lacking diverse skill sets necessary for scaling. The Role of Coaching (00:15:13) David explains how bringing in a coach helped identify micromanagement issues and improve team dynamics. The Importance of Seeking Help (00:16:46) Discussion on the challenges of seeking coaching and the founder's reluctance to ask for help. Catalysts for Change (00:17:26) David shares how hitting a plateau created pressure, leading to the decision to seek coaching. Mentorship and Coaching (00:18:22) The value of having mentors and being a mentor, emphasizing mutual growth and learning. Partner Alignment on Coaching (00:19:12) Exploring how David and his partner reached a consensus on hiring a coach. Accountability in Leadership (00:21:33) The significance of accountability for leaders and the benefits of involving coaches with team members. Advisory Boards for Guidance (00:22:41) The role of advisory boards in providing accountability and guidance for private companies. Building an Engine for Scale (00:23:12) Transitioning from a small to a scalable organization and the need for operational changes. Understanding Financial Metrics (00:24:01) The necessity for entrepreneurs to grasp financial metrics and their impact on business success. Investing in Financial Education (00:24:40) David discusses pursuing education in finance to better understand and manage business finances. Learning from Financial Statements (00:25:07) The importance of analyzing financial statements to improve business positioning and decision-making. Critical Metrics for Success (00:26:32) Identifying and aligning on critical business metrics to drive operational efficiency and growth. Addressing Team Composition (00:28:16) David reflects on the importance of having the right people in the right roles for organizational success. Having Tough Conversations (00:29:01) The need for leaders to engage in difficult conversations about team fit and performance. Relief from Honest Discussions (00:30:51) The positive outcomes of open communication, leading to clarity and alignment within the team. Here are the extracted timestamps and their corresponding titles: Creating a Safe Space for Conversations (00:32:24) Discusses the importance of open-ended ...
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    42 mins

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