Kaizen Podcast

Hiring is one of the biggest differentiators for a growing company and the costs of a mistake are significant. Greg outlines his strategy on hiring, how he identifies talent and his willingness to take chances on people who stand out.

Project management is complicated enough and you can really hamstring yourself by planning poorly. In this episode Greg and Kyle dig into whether waterfall, agile or some other method of project planning works best! 

This is the first half-Kaizen/half-Gong podcast with Adriel Lubarsky. In the first half of the episode Kyle interviews Adriel about scrappiness and in the second half Adriel interviews Kyle about doing things others won't.

A company's ability to scale is directly correlated with its ability to operate and the lynchpin of operating is having systems. Alea at AlphaSense's mantra of "Losers have goals, winners have systems" has completely reshaped how I think about operations.

The age old question: Should SDRs report to Marketing or Sales?This is a topic rife with nuance and complexity. Kyle from Lessonly helps wade through the problem with some solid takeaways.

Companies are rarely clear and consistent on their definition of an opportunity. In this episode Greg and Kyle debate whether you open an opp upon first outreach, first meeting, or upon qualification. Don't miss it!

The age old question of moving opps to closed/lost and then re-opening. You'll want to consider the ramifications of this on reporting as well as hoarding by reps.  

Duplicates are the bane of every operator's existence. Greg and Kyle dissect why duplicates happen and what you should do about them.

Office Hours is a new segment of the Kaizen podcast where Greg Dalli and Kyle Morris talk through sales operations best practices for companies of all sizes.

Account-Based Marketing is the gold standard for enterprise outreach today and Charlie has more experience operationalizing this than anyone. 

Everyone has the dream of starting their own business but how do you make that leap, what goes through your mind and what's the shortest route to success? David's story is a perfect summary of what every wantrapreneur goes through before taking the leap.

My guest today was Greg Dalli from Clarus Designs. Most recently he was a VP of Operations at KeepTruckin. He scaled his operations team by 100 employees in just over a year. It's rare to find someone with so much expertise in the operations space and if you ever get a chance to meet Greg and learn from him, you should definitely take it. 

Ben's background as a sales leader at various companies gives him a unique perspective on how to use mutual action plans to structure deals and create urgency.

JM brings a wealth of experience in procuring tools for her organization. In this episode we dig deep into the framework she uses to evaluate, buy and renew products.

J Ryan is the Founder & Executive Coach of SalesCollider. In this episode he explains how to effectively move from an individual contributor into a management role, the pitfalls and challenges to expect.

John is a the CEO of Elite Meet and an expert and storytelling with social media. In this episode we dig into how to use tools like Linkedin, Instagram, etc. to drive engagement and build your brand.  

Bridget is a the Co-Founder at Sendoso and knows more than just about anyone how to leverage direct mail to drive pipeline, close deals faster and build rapport with customers and prospects

Bridget is a the VP of Sales at Logz.io and has run sales at Yesware, Sumo Logic and Engine Yard. She outlined her process and the challenges associated with selling to IT.