Sell Like A Leader – Episode 15

In this episode, we dive into:

– Stepping into a new team: Understanding the company context, evaluating key differences in early-stage vs. later-stage company needs, skill adaptation by stage, aligning vectors for scalable growth, adjusting managerial skills over time, putting the right team in place, and navigating the intersection of AI and sales

– Rapid Fire Q&A

About Brian Signorelli

David Kreiger talks with Brian Signorelli, the advisor at Tome. Brian began his tech sales career at HubSpot in 2012 as one of the first 50 AEs. Over nine years, he helped grow the company from $30M to $1B in revenue and later held senior sales leadership roles at Vendr and Lattice before joining Tome.

Podcast Key Takeaways

  • The approach a leader should take in the initial months depends heavily on the context of the company they are joining.
  • In early-stage companies, the primary focus should be on understanding and engaging with customers. Early customer interactions are crucial to validate hypotheses about the problem being solved and to grasp customer pain points.
  • For later-stage companies, leaders must adapt to a more mature phase. Leaders need to navigate larger teams, more established processes, and a higher number of stakeholders, ensuring that functions across the company are aligned and effective.
  • Whether in an early or later stage, the initial months should focus on people and strategy.

Connects

Connect with Brian Signorelli: https://www.linkedin.com/in/brian-signorelli/

Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger

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