Scaling Mindset & The Modern Selling Podcast

I joined Mario Martinez Jr. on the Modern Selling Podcast to discuss the fundamental friction points that occur when tech organizations transition into private equity ownership.

We addressed the dangerous misalignment often seen between sales and marketing, where marketing celebrates volume-based bonuses while the sales organization misses its revenue targets.

To combat this, I advocate for a unified "Smarketing culture" that prioritizes sales velocity—a metric that accounts for opportunity count, deal size, win rates, and cycle length—rather than siloed lead generation goals.

We also talked about the "Founder’s Trap." What makes a leader successful in a six-person startup—being the "super-seller" involved in every deal—is exactly what causes failure at the $100M revenue mark.

Scaling requires shifting from individual heroics to building repeatable systems and team-selling approaches.

We also tackled the 18-month tenure crisis for CROs, noting that job security in PE isn't just about hitting a number; it is about the ability to accurately forecast and provide the board with the gift of time to adapt/