Screen Shot 2016-04-13 at 5.01.22 PM

How I Consume Books

Having consumed 14 books so this year, I think it’s safe to say I’m a nerd for reading. The other day, someone asked me how I manage notes from the books I read so I thought I’d share that process here (with you other aspiring nerds). Of the 14 books I’ve read this year, 11 were Kindle on iPad, one was physical, and the other two were audible. I multitask and read the audib...

20 of the books I read in 2015

As 2015 came to a close, I found myself reflecting on what I learned in the year. Having stored most notes in either Google Doc or Evernote made it easy for me to refresh. While many new ideas came from meetings, presentations, blogs, and podcasts, a good bit came frombooks. I pulled out my favorite 20 below. A few were left out like A Dance with Dragons and others where I didn’t keep notes...

DefiningTheCoreValue_Empathetic

Defining The Core Value: Empathetic

Empathy is one of our core values. It was added in the summer of 2015 when the leadership team realized how prevalent it was in the top performing members of SalesLoft, and how its absence had been the culprit of miscommunications and internal challenges (core value creation steps) The synonyms for empathy which were considered included: Socially aware Self aware Tuned in I’ve noticed most...

CreatingCoreValues

Creating Core Values

In 2013, SalesLoft stated the three core values that had brought our founding members and investor together: positive, supportive, and self-starting. They become the #1 priority of our organization. We hired & fired, reprimanded & praised, used them to make product/sales/services decisions, and used them as the basis for promotions. They led to awesome organizational health. Two years lat...

ControllingBehavior

Stay Out Of Arguments With Loved Ones & Other Tips On Controlling Your Behavior

I often struggle to do many of things I want to do over the holidays: Eat healthy Exercise Read & Write Relax Be mindful of others Spend quality time with loved ones…and stay out of arguments! Not sure if you any of you can relate to any of these at all. I was talking with an entrepreneur last night and we dove into a concept that highlights the importance of asking ourselves questions...

MovingBeyondElementaryMetrics

Moving Beyond Elementary Metrics In Sales Development

Let’s say you have two sales development reps (Bob and Tina). Both Bob and Tina set 27 qualified opportunities in October. That’s great (they exceeded quota of 25!), but they took different paths to get there:         Bob had to contact 3000 companies in order to set up 30 appointments. Tina only had to contact 500. Tina was way more efficient than Bob, but on the...

TipsOnRunningYourBusiness

Why You Should Run Your Business Like An Open Source Software Company

It was 2005. I was fresh out of colleage and had my sights set on being an investment banker. Four months in I finally accepted the realization that I was a salesman and entrepreneur. I found myself inside the Advanced Technology Development Center at Georgia Tech speaking with the company who was helping recruit salespeople for a “hot new startup”. This company was JBoss. Jboss was a pioneer...

FundraisingAdvice

Fundraising Advice

I had dinner with entrepreneur this week. I was describing my relationship with my investors and he was surprised by the strength of our relationship and asked me how that happened. I thought of a short story from 1998… I was a sophomore in high school and visited my friend Patrick Munson’s house. Patrick’s dad Mike was the man. He had a room in his house dedicated to sport’...

KeysToOrganizationalHealth

I Gave A Talk At TechStars And Shared All The Details About Organizational Health At SalesLoft

Last week, I gave a talk at our startup Alma Mater, TechStars, in Boulder, CO. I shared the mistakes I made along the way to becoming a successful SaaS company, and how a focus on organizational health and culture made all the difference. This deck has plenty of details that I hope you can use to boost your organizational health: TechStars Talk on Organizational Health (Kyle Porter) from Sal...

OutingSuccessful

7 Ways to Make Your Next Team Outing Successful

“Clint Green is my highlight,” I shouted at the team-wide Friday meeting. A SalesLoft tradition, all 70 of us share our favorite part of the week while standing in a huge circle in our office every Friday morning at 8:40 a.m. I was referring to Clint’s service first approach to prepping, cooking, and serving our team of account executives during our AE summer 2015 off-site. The off-site was...