The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 1 year ago

181: Facing Adversity w/ a Growth Mindset


In this episode of the Sales Hacker Podcast, we have Keegan Riley , CRO at Sysdig,a cybersecurity startup, and philanthropist on the St. Jude Chicago Advisory Council. Join us for a raw and personal conversation on leadership, adversity, grit, and a growth mindset.

Bonus: In this episode, we hear music from Baba Brinkman, Founder at Event Rap .

What You’ll Learn

  • How Keegan fell into B2B tech sales
  • Creating a context for people to succeed
  • Facing adversity with a growth mindset
  • Finding joy in life with passion and perseverance

Show Agenda and Timestamps

  • About Baba Brinkman & Event Rap [3:39]
  • About Keegan Riley & Sysdig [7:02]
  • Leadership learnings from massive company growth [18:09]
  • Job training beyond college: a growth mindset [22:33]
  • Facing adversity with courage and joy [24:39]
  • Music by Baba Brinkman [33:12]
  • Sam’s Corner [38:47]

... Jacobs, before your ears are graced with today's episode. This is just a friendly reminder in case you're looking at buying sales tick this year, because, of course, who isn't? Everybody's buying sales deck. If you are, you might want to check out sales hackers state of the sales stack report, based on responses from over a thousand sales people in revenue professionals. We cover the ro I impact, an adoption of over forty tools across seven categories, like crm, data and intelligence, sales engagement and so many more. I'll help you answer the question. How can I bring the best tools together for the biggest impact on revenue? And I won't help you. It'll help you. That's what it says. It's ays it'll help you, so I apologize for that. By the way, the report is free. We're not even asking for your email address. Grab the link in the show notes. We will let you get back to it. Thanks so much for listening and get that report. Thank you. Hey everybody. As Sam Jacobs, welcome to the salesacker podcast. Today in the show we've got a really special guest. We've got Keygan Riley key gettings a long time sales executive and chief revenue officer and has led enterprise sales teams all over the world. So it's a great conversation and we've got a special surprise for you. This is perhaps one of the most interesting and fun episodes we've ever done, so keep listening because it's fantastic. Now, before we get there, we want to thank our sponsor. We've got three sponsors for this show. The first is outreach. Outreach has been a long time sponsor this podcast. We're excited to announce that their annual full series, unleashummit series is back. This year's theme is the rise of revenue innovators. Join the new cohort of leaders who put buyers at the center of their sale strategies to drive efficient, predictable growth cross the entire revenue cycle. Get more details and save your spot at summit dot outreach dot ioh. We're also sponsored by pavilion. Pavilion is the key to getting more out of your career. Our private membership gives you access to thousands of like minded peers, dozens of courses and schools through Pavilion University and over Onezero workbooks, templates, scripts and playbooks to accelerate your development. Pavilion members get hired twenty two percent more quickly, are paid fourteen percent more and get promoted thirty two percent more rapidly than their peers. Unlock the career of your dreams by applying today at join PAVILIONCOM. And finally, Demo Stack. The product demo is make or break for your deal, but tailoring the story is tedious work. Demo Stack turns weeks in two minutes, so you can deliver custom demos at scale. No more acmeing dummy data. With demo stack you can edit data and charts with a point and also a click, and show product stories that win deals faster. See how world class sales orgs use demo stack to accelerate revenue at Demo stackcom. Now let's listen to my conversation with Kegan Riley and a very special guest. Hey, everybody, it's Sam Jacobs and welcome to the salesacker podcast. Today on the show we've got a very special, first of its kind show. We've got two guests. The first is Keygan Riley. Key again is the you for evant officer for Sis dig where leads all customer facing functions. SYSTIG is a San Francisco Bay Cyber Security Start Up over twenty two hundred million in VC funding from excel baying capital ventures inside Glenn Capital and Goldman Sachs. Incredible Company. Before joining SYSTIG in two thousand and eighteen, Keegan was VP GM of North America data storage at Hewlett Packard Enterprise, running a one point five billion dollar PNL. Outside of work, Kegan dedicates most of his philanthropic efforts to Saint Jude Children's Research Hospital. He's part of the Saint Jude Chicago Advisory Council and serves as the committee chair for the St Jude Chicago Golf Classic, an event that's raised over twenty five million dollars for the Saint Jude Mission. He's based in Chicago, so that's the main person we're going to be talking to. We're super excited. Is Incredibly accomplished revenue leader and a good person. But also we've got a special guest on the show. We've got Baba Brinkman. Baba is going to be doing some performance for us. He's going to be synthesizing some of what we talked about and then coming back in at the end of the show to do a performance,... do a musical performance. So let me give you his bio and then I'll ask him to introduce himself. Founder and CEO rap artist, Baba Brinkman began his rap curer in one thousand nine hundred and ninety eight, freestyling and writing songs in his hometown of Vancouver, Canada, which, as we all know, is the home of hip hop. All of hip hop came from Vancouver. It's exactly extreme. This goes in two thousand he started adapting chaucers Canterbury Tales into original rap compositions, and in two thousand and four he premiered a one man show based on his master thesis, the Rap Canterbury Tales, to critical acclaim at the Edinburgh Fringe Festival. Over the years, Bab has gone on to create award winning solo rap theater shows about evolution, consciousness, religion and climate change, returning to the Edinburgh Fringe Festival ten times and playing in off Broadway productions. And he's got a new new company and and project that he's going to be talking about. So, Baba, welcome to the show. Thanks for having me on today. Sam It say it's great to be here. We're glad to have Yan Keygan. Why don't you say hi as well? Yeah, hey, Sam, longtime listener, first time. Yes, thank that's not those are my favorite kinds. So, Baba, you're going to you're going to come back in at the end of the show, but tell us, just give us a little bit of you know, a snapshot. We call it the baseball car. Just tell us a little bit about yourself so that we can look forward to, you know, thirty minutes from now when you return. Yeah, for sure. So, yeah, I was doing like science communication, rap, let's say. That's been my little niche. I do one man shows and I release records. If you go on spotify or apple music, you'll find the rap guide to various topics and they're straight up hip hop records, but you get a lot of get a lot of scientific information off them. When the pandemic hit, I was like what am I supposed to do now? You know, where's no more live shows. So I started reaching out to people I knew, especially in enterprise and software companies, and saying like Hey, if you've got a meeting, I'll jump in on your meeting and rap about whatever you're talking about, and I developed this sort of virtual custom rap show that I did over the course of two thousand and twenty. The main one is to wrap up, which I'll do at the end of this it's where you come in with nothing prepared, listen to a whole conversation, it can be a sales meeting, conference, whatever, and you're kind of writing the rap in real time, responding to everything you here, and then, you know, kick the lyrics at the end and sort of wow everybody with a cogent rap summary. So I did that all through two thousand and twenty and then in early two thousand and twenty one, I started reaching out to some rappers I knew and saying, you know, not a lot of show is happening. Would you be interested in some of these virtual gigs? And so I founded this company, is called event rap. I now represent ten rap artists who all do custom commission writing projects freestyle and basically just do their thing, but in a very specific technical, let's say, like utilitarian context. We're here to liven up meetings and we can do it to podcast too. So I'll be I'll be showing you a demo later. That's awesome. Well, looking forward to it and I think it's a I mean I my company might be interested in using event wrap. So I'm glad we got a chance to connect. But let's sales. Yeah, exactly, let's let's hop over to Tikikin. So key, can you know? I read your bio. You Your Cro of a company called CYSTIG. You tell them, you told me before we start recording, that you guys are just absolutely killing it. But give us a little bit about you know. So you work at this company, SYSTIG. What do they do? In your and your words? Yeah, so, you know, it depends on who I'm talking to, it I'm if I'm talking to my parents or my relatives, I just say we're a cyber security company and leave it at that. If I'm talking to a technical audience, I go into a little bit more detail, because assisting is capitalizing on a platform shift that's occurring in terms of how companies build applications. Increasingly companies are building cloud native applications, leveraging containers and COUBERNETTI's and and build completely in the cloud, whether it's aws or Google or Microsoft. And anytime you there's a major platform shift like that, legacy tooling tends to break. So a lot of the security tools from kind of the the old school on Prem Data Center... just fundamentally don't work for cloud security. So cisting was founded around the premise that container and cloud securities going to be a really, really big market in the future. So it's not just a startup that's invented a better mousetrap. It's a startup that you know that has, as basically, made a market in terms of container and COUBERNETTI's security. And this I get it now and I can see why you guys are doing so doing so incredibly well. So part of the value proposition is helping enterprises transition from on Prem to the cloud with the confidence that they'll have the right security systems in places. That right. Yeah, absolutely right. And even more than just going to the cloud. Modern applications are built in a fundamentally different way. The old waterfall approach where you know you you version one, takes six to twelve months to right and then you deploy it and run of eighteen months. That's just not how applications are built anymore. Now most organizations and deploy using continuous integration, continuous deployment, where the Code Changes Multiple Times a day, and these things called containers, which are sort of the building blocks of cloud native applications, very ephemeral in nature. You can write part of the code on a laptop and a starbucks. You can write part of the code, you know, on a desktop in India and another part of the code, you know, might be in San Francisco. And so with this mobility, the kind of analogy we use is old style application security was like hurting cattle. You could put fences around them and and kind of trust it. Container Security is like locusts. They kind of come and go, they're all over the place, they're really hard to keep an eye on their small, lightweight. And so we've brought a product to market that's highly differentiated in this new space. Wow, I feel, and exactly to your point, you know, because I used to do some meenter price sales for a big machine learning company and they were always focused on we're in the cloud, releasing new code, you know, once a day, if not more often, and you'd get these stairs from people at, you know, big banks and things like that, saying, you know, we that's not how we work. So I can imagine that you're probably only even as well as you are doing. I imagine you're only at the beginning of what's going to be this massive tailwind for you in terms of large enter prizes transitioning. Very true. It's it's the early, early innings of the game and we're happy that we got first mover advantage. I ironically, a lot of the big banks have gotten with the program and now think of themselves as tech companies. So I need services and Fintech is our top vertical. That's awesome. Well, so how big is the company? Just give us some framing. So, I mean I mentioned that you've raised a lot of money, but valuation, number of people, whatever, feels, you know, safe to say in public, for sure, right. And the stage of growth. Yeah, so I guess, just to give you some sense of how we've grown, I joined the company about three years ago, very, very early, you know, one of the first I think thirty employees, and we were just under five million in Arr over the course of those three years we've grown up. Were about three hundred employees today, were more than en x growth on rr and we raised our last round. We closed it in April of this year at a one point two billion dollar valuation. Wow, twenty times. That's good. is we live in good fundraise in a good fundraising environment if you're building something that that's needed. It's funny. I my previous start up was a Goun to be called Nimble Storage and great, Great Company, just a beautiful company on every single element other than the fact that it was an on prem data storage appliance. And so, to give me some sense of what the valuation are, the the multiples look like in that space, we crossed five hundred million in revenue and we sold the company to HPE for one point two billion. So the market segment matter, it really does. Positioning is everything. Well, congratulates since and all the growth and, like I said, I can clearly see...

...the value proposition. So let's just dive into a little bit of your personal history. Tell us about your background. You and I read, I read, I summarized the Bio that you sent over, but you know, you ran a billion plus PNL FOR HP enterprise. How'd you get into sales? How did you find this career? How'd you become so good at I just give us you know, I'm obviously it's a little unfair to ask somebody to summarize their entire life and two hundred and twenty seconds, but nevertheless that's what I'm doing. Start by saying you made a big leap, there by saying I'm really good at it. I'm still figuring it out and one day I'll be good at it. Right now I'm employable. Let's leave it at that. And I think that that statement comes from, I think my upbringing. I'm from Minnesota and you know, both my parents were school teachers, pretty kind of blue collar, big midwestern family, and and so I always try to stay rooted in some of those midwest values right, work hard, be humble and be kind to people. That there's a there's a term called Minnesota Nice that I said. This is like, you know, you bring hot thish to your new neighbors and whatnot. So that's that's where I'm from originally and where all my family lives. But once my third brother was born, my dad figured out that eight thousand dollars a year as a teacher probably wasn't going to cut it raising three kids who are playing hockey, which is a pretty expensive sport, so he got a Gig selling and sure he's a really outgoing for interest, a naturally gifted salesperson and he started his sales career selling insurance, which, you know, talk about earning your stripes, and then looked on with a bar that sold IBM systems in Minneapolis in the in the s and that led to a channel roll at apple in the late s and he was transferred to Coopertino in the S. Sadly, as we've joked about amongst the family quite often, he did not hold on. WHOSE APPLE STOCKS? Oh No, it could have been, although I still meant in that if he would have, I probably wouldn't be doing what I'm doing. I'd be sitting on a beach somewhere, you know, living off my trust fund. So maybe it's good for me in the long run. But so I was. I spent kind of my formative years in the bay area, went to high school and and started college in the bay area. So this was sort of the mid s when enterprise tech was really starting to become a thing. So early exposure to it and and kind of take pride in that midwestern work ethic coupled with an entrepreneurial worldview and a lot of diversity, a lot of exposure to folks that come from different parts of the world and things like that. And so that's kind of my early years and I've had a couple career aspirations of my time. The first was to be an NFL football player, because the other thing that was going on in the bay area around those times was that thes were really, really good. So love the sport. I'm I also love hockey as well, and this was Steve Young era for er. Yeah, Steve Young, are Steve Young, Jerry Rice and you know, Ronny Lot and great teams, you know Dan Sanders at one point. Really really fun teams to watch. That's awesome. So will you a quarterback? No, I was a defensive end. Oh Wow, yeah, it turns out that the NFL's not looking for a lot of slow, two hundred and twenty pound defensive ends, though, so that group didn't really didn't really take hold. I spent two years at St Mary's College Playing Ball, but then transferred to USC in southern Gal and studied electrical engineering. So my second career aspiration was to be an engineer. You know, I figured a lot of companies being founded, a lot of people getting really rich and things like that. And so I was going to be an engineer and start a tech company and then, you know, quickly determined that I was a pretty terrible engineer's probably at the the mental equivalent of being a slow, two hundred...

...and twenty pound defensive end and so, you know, I was kind of drifting a little bit after college. I had this w degree and had dabbled into engineering roles and and had some friends that had gone into sales, and so I kind of pivoted and said what that job sounds fun and and I love Tech, I love talking about tech and I like, you know, going out in socializing. I'm an extroverted person and things like that. That's what I'll do all be in sales. And so I set that course at early a each had a couple miss fires early. I was hard to get that first sales job, but eventually landed it and never look back. So have you always been doing enterprise sales? You know, you led when I said some of that our enough. Someone that's okay, we we like real world intruding into the podcast of confirms it's not scripted. Good. Have you always been doing sort of like high end, you know, true deeptech enterprise sales or to have you seen a bunch of different sales motions? How much? What's the background on on this type of sale? Yeah, you know, I've I've always been in some form of BETOBTECH sales, but I've seen sort of all levels and all segments. I started with a really small company that sold access control software and CCTV cameras to primarily small businesses and then I did some mid market stuff. I work for EMC Corporation in the early days of the Commercial Division there. Oh Wow, was that was a great sales organization. That was the ultimate like pound the pavement, like we're going to give you a patch of dirt, a phone book and a phone line and go find some deals. And then nimble storage started primarily mid market and then over time pushed up into large enterprise and eventually had a really, really good large enterprise business for the past couple years. And then SISTIG is sort of the opposite of Nimble. We started very much large enterprise and globals and we've been sort of totally pushing down into the mid market. Wow. Well, it's incredible experience and so well rounded. How big is your sales organization now? Or the Revenue Organization. We got about a hundred people, so that's a lot of people. So the standard question perhaps, but what do you think the keys to leadership are? Your you've helped a company ten ax. Over the last three years you've helped grow nimble storage to over five hundred million, I think is what you mentioned. So when you think about the keys to your success, and specifically the keys to leadership, what comes to mind? I think. I mean leadership, in my view, by definition, is is about creating a context in which people can do great things, and great things beyond what they thought possible. Right. So if you foster that environment and you hire the right people and you find people that are gritty and are passionate about what they do and willing to persevere even when things get tough and are relentless in their approach, that's a recipe for success. I mean, if you get those things right, it's kind of hard to fuck it up. If you get those things wrong, it's really hard to succeed. So that those are the fundamentals of how I think about building a team. So how do you create that context? You tell me, you know, give us some also, it's always nice to you know, here's some specific tactics like, I don't know, a specific kind of meeting that you have or specific spiff, but how do you go about creating a context for people to do more than they think they can do? So I think the first thing is you got to define your culture right, and I think culture and kind of the term hiring for cultural fit in some ways can be misunderstood and I think it's been misinterpreted by a lot of companies as shorthand for hire people that look like me and think like me and, you know, root of the same sports teams and so on and so oboard. And that's not what it's about. When I say you've got to define your culture, every company has a brand and every company has a DNA that informs how they operate, no different from a p person or a family. Right, you've got your...

...guiding principles and you've got to decide what those are. So, for example, it's his egg. There's three pillars that we've decided our core values. The first is love our customers and put them at the center of everything that we do. The second is trust in the team, which sounds simple and people sometimes think it just means like, Oh yeah, you know, people have integrity and they're honest. But it's more than that. Trust in the team to US means we're a meritocracy and we're going to keep the bar high. We're only going to hire a players who are really, really good at their job, so we can trust that there's accountability, that everybody is going to get it done. And then the third element is dig deeper, which, aside from being kind of a cheesy pun on the company names hiss dig, really is about hiring gritty people and fostering and environment of grit where where people are passionate about what they do and have the ability to persevere over long periods of time in pursuit of an ultimate high level goal, which we define as building a great company that will all be proud of for the rest of our careers. So we define that culture and then every higher that we make is viewed through the lens of to this person's personal values aligned with the corporate values and are they going to be additive to the overall entity? So this sounds a little bit, you know, wishywashy kind of organizational behavior oriented, but I've become a believer in this. So that's the first thing, and then, as you kind of go through on boarding new folks, bring them on board, you got to be explicit in your expectations. You've got to build a business plan and communicate what the vision is, aligned everyone behind the vision and then basically treated as a process. Sales management is no different from engineering or manufacturing. It is a process and if you control the pieces, you control the whole of it and you just measure yourself and and you keep yourself in a discipline state doing the right activities and good things happen. I love it and I completely agree with you on articulating values. When I was earlier my career, I felt like, how important can it really be to have these these statements that seem pretty generic, but it turns out that they're also so useful just because it provides context for all the feedback that you give your team in terms of being able to reference to values. Hundreds that. But you've got to live them right. You can't just put them on the wall and then never think about them. You actually have to think about them on a daily basis and reinforces the behavior that's aligned with them and correct the behavior that's not aligned with them. So let me ask you a question. There's you know, there's all this. You know all lots of it's very fashionable, especially I think you live in Chicago now, but where you used to live in San Francisco, very fashionable for for engineering types and other people to say college is broken. You know, people shouldn't go to college, it's a waste of money, etcetera, etc. And it's also true that lots of people that grit and going to a great college, or sometimes going to college at all, are not necessarily directly correlated. How do you think about evaluating grittiness and have your preset qualifications for what an a player looks like shifted over the course of the last couple of years a sort of post second, you know, as platforms like lamb to school and other things have emerged that are that are focused on training people beyond what they got to college. Yeah, it's a great question and I do fundamentally agree that the world is changing and that there's no one straight ladder to success like there used to be. I think there's a variety of reasons. It's probably a topic for a whole other podcasts, but online learning and just the the free flow of information allows self starters to educate themselves. So I'm a I'm a true believer in that. But I think, as with anything, there's no one size fits all answer. Right. It's highly nuanced, it's highly personal and you've got to make the right decision for your particular situation. I think there's a ton of value in college. I think there's a ton of value in graduate school. I think the key is you've got to have a growth mindset and you've... to educate yourself and you've got to be open minded to continue as learning for your entire life and your entire career, and however you accomplish that is up to you. And when we look at folks, when I look at folks as as potential employees or partners or potential investors or investments, I care a little less about how they got there. I just care that they got there and I care that there's a track record of success and a track record of finding a way to get the job done successfully and the right way. I love it. Yeah, I mean I agree with you and it's fascinating to watch as as the world shifts and evolves. So one of the things that that you said when we were preparing for the show. You wrote and and I think it's really interesting. I'd love to hear your thoughts on it. You wrote everybody should get punched in the face at least once in their life. Tell us you know what you mean by that. I know that you know you've personally faced some adversity. Talk about sort of what when you say that? Tell us about, you know, all of the thinking that goes, that goes underneath it. Yeah, you know, it's funny. I you know, we did this one pager many weeks ago and I think when I when I wrote that, I was thinking about it somewhat superficially, right, like you've got to hear no and you got to get knocked down so you can stand back up and things like that, and I do believe it right. I think adversity and overcoming adversity is not something you're born with. It's a skill that you've got to develop right and it's I think. You know, I think you're a parent. I'm a parent. There's a lot of parents out there. You got to let your kids fail, right. You've got to. They've got to learn to lose and they've got to learn to be competitive. And they've got to learn it, does themselves off and things like that. But I think what's your referenced. I not to get too personal, but I had a bit of a tragedy in my family. My little brother passed away unexpectedly about three or four weeks ago and sorry, yeah, thanks, I appreciate it was very sudden, you know, Healthy Guy, just total fluke, incident with his heart and you know, I won't go into the details of it, but suffice to say it was about a threeweek or deal and it was about the most painful thing that a family can go through. And you know now the statement that that I wrote. As I'm looking back on it, I'm like, God, I guess I'll find out if I really believe what I wrote about it right. There's a great quote from Adam Grant, who's a psychologist at Wharton, that I read recently. He said personality is how you respond on a typical day. Character is how you show up on your worst day. It's easy to demonstrate fairness, integrity and generosity when things are going well. The real question is whether you stand by those values when the deck is stacked against you. And that quote, you know, kind of it recentered me at exactly the right time. You know, sometimes you come across the right idea at the right time when you need it. And you know, my brother was a great human being and you know, we had a lot of great times together, right and I as I was kind of thinking about, because eulogy and things like that, we were big on movie quotes. We've always joke each other, joke with each other and kind of throw a movie quotes out, and I just heard like in his voice. I heard the van wilder quote you shouldn't take life too seriously, you'll never get out alive, and it just right because it's true. I mean, this is everybody. You know everybody's gonna die and you know you don't know when your time comes, and so you've got to realize the life is precious and you've got to make the most of the time that you're given and you've got to live a full life. And so I think, you know, I'm proud of my family and I'm proud of the way that they've all chosen to respond, which is to focus on immense gratitude for the time spent together, faith that he's still with us in spirit and a serious commitment to doubling down on living a life that would make him proud and bringing him with us. You know, life doesn't always...

...go the way you want it to go, right like sometimes Shitty, unfair things happen, but if you put in the work to be a gritty person and if you live with passion and you mindfully practice the skill of perseverance, you'll be prepared when those shitty things happen. I genuinely believe that, and I think to translate that back to business, because nobody wants to, you know, talk about my woes as a leader, as a Moose Professional, as a husband or wife. You need to be prepared to meet the moment and meet the moment with fortitude and prudence and and sometimes like gives you a role and calls upon you to play a certain role in the lives of other people and you've got to be ready to do that. and to me that's what life is about, it's what leadership is about, it's what being a human being is about. So that's it's just how I tend to think about things. Again, I am so there's just not not a lot of words for for what you have gone through so I'm really I'm sorry, I appreciate it, but I think what you said is really profound, but you added a wrinkle to it when we were chatting that I think is also really interesting, because it's not just about, I think some people here grittiness or fortitude and they hear kind of like white knuckling it, you know, like gritting your teeth, grinding it out and just sort of like shrinking, but but being stubborn and your you have a more, in my perspective, you know, a more elevated, a more a different perspective on it, which is that you not. It's not fortitude and perseverance isn't necessarily about kind of stoicism necessarily, or even negativity about grinding it out. It's also about having gratitude and and almost love and and and grace and being happy about the perseverance and bringing love to it and saying like and holding it like an egg is supposed to like, trying to squeeze it into oblivion, so to speak. I don't know if that's intentional, but that sort of one of the things I took from what you said. Yeah, I think that's really well said and, by the way, I think I've said the word Grit almost a dozen times already. Should give credit work credits do. There's a book called Grit written by Angela Duckworth, who's also a psychologist at Wharton, and I highly recommend reading that book. You know, I read it probably, I don't know, six, seven years ago, something like that, and I still go back to it. It talks a lot about exactly what you're describing. Basically, she defines grit as the combination of passion and perseverance, and you're right, it's not. You know, it's not everything has to be a white knuckle, brute force type of approach. Right, you can be. I mean I know some people that outwardly look like the most easygoing, laidback southern California surfers. You know, I went to Uversity of southern California. A lot of my friends grew up at the beach and these are, you know, folks that that you kind of picture mentally and board shorts and and, you know, drinking a corona on the beach. But they are ruthless in their pursuit of their professional and personal goals. They just go about it in a really joyful way. So I think you're absolutely right about that. You have to find joy in life. You have to enjoy what you're doing. If you don't, it will eventually be exposed. Right, like you can white knuckle it and do a job that you hate for a hundred hours a week, but eventually you're probably gonna have a heart attack and get a divorce and and you know the release belt is going to come in an unhealthy way. Yeah, I completely, completely agree. You got to find you know so and people say enthusiasm. Jerry Seinfeldt as a whole riff on this that he talked about with Howard Stern. He said, you know, hard work is the troops, but love is the general you know, passion, enthusiasm is a thing that compels you to bring all of this discipline and hard work because you love what you do. So, yeah, well, so people can find that. He can. We're almost at the end of our time together before we want to bring Baba back in a little bit, but before we do that we want to make sure that we're able to connect with you, hopefully when we're not listening to the SALESCCER Podcast, to folks for listening and they want to reach out to you. Maybe they're inspired. Maybe...

...they want to work for cystic. It sounds like you are growing quite rapidly. What's the best way to get in touch with you? Yeah, absolutely. I mean the the cystic Websitesystinkcom has all of our jobs listed. Were we're three hundred people now. We're going to be six under by the end of the year, so there's a lot of jobs the end of this year. End of this year. Man, very very fast thesis here. If you're want to talk about a job, you know go to the cysteg website and then probably the best way to get ahold of me is linkedin. Ke and Riley, K E G N ur illey. There's not too many of us on there, so I should be fairly easy to find and direct messages on Linkedin or probably the best way to go about it. My emails tune systegcom. I get a ton of spam and we use slack a lot, so I'm not real responsive on email, but happy to chat, whether it's about jobs or mentorship or advice or you just want to tell me that my interview sought. I'm okay with that too. The motivation and of somebody that wants to go to the trouble of reaching out to you only to tell you that your interview suck, that person needs to refigure their priorities. Of such a nice can't wait for someone to do it, and I'll exactly. Bob. Are you still out there? Yeah, I was. I was put myself on mute so you could not hear me jabbering away in the background. We got enough lyrics? Oh cool. Well, so what are we going to do? The are we going to do the wrap up? Yes, indeed. So, just so people brock on, what went down here is I came in with a blank page. I listened to the conversation for the past twenty five to thirty minutes and in the background I was taken notes, writing lyrics. And this is a brand new song. It did not exist forty five minutes ago, and I don't want to set expectations too high, but I has done this at sister Esko's. I've seen him do it on I think three continents now at a never disappoint. So I am here. This is I am bated breath over here. Yeah, and you know, I just I want to thank you and for putting me on, not just here but at other spots. You know, when you saw me do this the first time, he was he's been Super Generous, like persuading people that are inherently skeptical that they should give this type of thing a chance. It is kind of a scary new concept, even for me, but I have a ton of fun with it. So so here we go. This drop, this track, the sales hacker podcast anthem. You guys, you guys, hear that beat? Are we here? Let's go right yeah, Yo, shout out to Keegan Riley and Sam Jacobs. Yes, stay, because it's the sales hacker podcast. Swagon to bomb, blast. Do you chase minnows or whales? That's the contrast. That the sales hack of podcast. Yeah, we awn blast. We make a prospect out of a contact. Beyond that, it's time to make tracks progress and never backwards from container. COUPONETTI's two hyper technical wrapping. Can you assist digging? Can you make Sam Jacobs happy? Only if you capture the secret sauce of sales hackey can you seek and find it. The secret is deep as diamonds. Look for the holy grail in the biou of Keegan Riley, proving that you can hit the quota, make the price, even when you're deep down soaked Minnesota Nice. So what do you really do, Kegan? Come on to find it with purity. You're not talking to your grandma. Don't say cyber security. We make the COUPERNETTI's and containers less broken, because that's security. System is like a swarm of locusts and the saint the old water follow a lot of problems we've got to solve. I was a defensive end and SIS dig is on the ball. The old system of applications is disappearing and Keagans a wizard sales, if not an engineering just the wizard running and trusting his team. Keegan's like Yo, everybody, you need a job, come to me. We're about to double our whole three hundred work force, but only apply if you got a hunger and thirst for it. On the sales hacker podcast, with bringing swagged to bomb bass, with chasing whales, never minnows. That's the contrast sales hack of podcast. As Sam we on blast take a prospect to a contact. Yet beyond that it's about leadership right and defining the culture,...

...making every hypothesis is truer. Instead of falster trusting the team, so they pivot. Never stuck in one place. There's no progress without getting punched in the face. Find the baby steps ahead. Yeah, baby goes activations, the laster places that get tracked by Mr Sam Jacobs. The very last day of your life, just make this the first day. Character is how you show up on your worst day. The only problem you never gonna solve is your life, because, face it, we're all going to die. Hey. So all right, just have a good time and live a life that you're proud of, because one day this party's going to keep on rocking without us. So meet the moment, Baby. Yet listen to keygn and own it. When you do wrong. Seek Atonement. Just keep that motion. Wisdom deep as the ocean. Tragedy, Keygan knows it. But come with love and gratitude and success will be explosive like SIS. Big Scam you twenty x and killing it two thousand and twenty one. They're valued at one point two billion. If you want success and scales, you gotta work for it. It doesn't matter if your southern California with the surfboard. Yeah, that's right, love, keiking is giving you some I'll say it. If no one else will. Keeping your interview sucked. I'm just kidding, man. He's one of my favorite men, so he can put me on again. On the sales hack of podcast, bring a swagger to bomb fast chasing whales, but never minnows. That's the contrast. The sales hack of podcast as SAM WE AWN blast. We turn the prospect of contact. We yawned at the sale sack of podcast. Bring swagging to bump best tasting whales, but never minnos. That's the contrast. Sales sack of podcast the West Sam we y'all blast. Turn the prospected to content. Beyond that. We on that. Wow, amazing. So well they well, I'm going to edit the end of that and I'm just gonna listen that on repeat while I well, I go for while I exercise. It's that was amazing. Great job. You got yourself an anthem. Feel free to put it on loose. I will, I'll tell I'll tell the team to cut it now. We've got new intro music. Baba. That was fantastic. If folks want to hire you, what's the best way to get in touch with event rap? So the website is event rapcom. It's event wrap ank across various socials and there's not there's not really much out there like us. So if you look at like rappers for events, rappers for meetings, we're kind of building this industry from the ground up. Hit me up. I'm on Linkedin. Baba Brankman, be a, be a, Brian K and an awesome and we'd love to talk to you about about your event or whatever you're working on. Thank you so much, Kigan. Thanks for bringing Bob on the show. It was great and we'll talk to both of you on Friday for Friday fundamentals. Awesome. Is a lot of fun. Thanks am thank you. Thanks for having me. Hey, folks, Sam, Jacob Sam's corner. What an episode, Huh? And we've got another special, special rap and song and performance from Baba Brinkman on Friday for Friday fundamental so stay tuned because that's going to be an incredible episode. But he he took all of those notes during my conversation with Keegan and he delivered it and and we probably need to use it for for something to promote salesacker, because it was just absolutely fantastic. So obviously keygin's an incredible guy and Bob is an incredible lyricist and Creator and artist and you know, it's interesting. Makes me think about the globalization of hip hop. This art form that, you know, emerge really from from Brooklyn and from New York City, is now Baba's based in Vancouver and it's really it's fascinating how how it's taken over the world. So it's I really enjoy this episode. Before we go we want to thank our sponsors. We have three sponsors. As you know, if you haven't checked out the rise of revenue innovators. That's this year's theme for UNLEAS Summit series. Go to summit DOT outreach ioh. By the way, Pavilion Pavilion is the key to getting more out of your career. Leverage the pavilion for teams corporate membership to enroll your entire revenue organization in schools like frontline manager school, Sales School,...

Chief Revenue Officers School, Customer Success School and so much more. Unlock your career of your dreams by applying today at Joint PAVILIONCOM and, of course, demo stack. The product demos make or break for your deal, but tailing your story is tedious work. Demo stack does a bunch of really cool things. You can edit date and charts with the point and click and show product stories that win deals faster. See how world's class sales works used almost act at demostatcom. If you're not a part of the sales hacker community, yet so many great communities out there, you're missing out. Any sales professional can join as a member to ask questions, get answers and share experiences. Jump in and start a conversation with more than seventeen thousand sales professionals at sales hackercom. If you want to help us out, please do so by giving us a five star review on wherever you get your podcasts, spotify, itunes, something else and and if you want to get in touch with me, you can. You can email me Sam at join Pavilioncom. Otherwise I'll talk to you next time. Thanks so much for listening. Hey, folks, Sam Jacob Sam's corner. What an episode, Huh? And we've got another special, special rap and song and performance from Baba Brinkman on Friday for Friday fundamental. So stay tuned because that's going to be an incredible episode. But she took all of those notes during my conversation with Keagan and he delivered it and we probably need to use it for for something to promote sales hacker, because it was just absolutely fantastic. So obviously keygin's an incredible guy and Bob is an incredible lyricist and Creator and artist, and it's interesting. Makes me think about the globalization of hip hop, this art form that you know, emerge really from from Brooklyn and from New York City, is now Baba's based in Vancouver and it's really it's fascinating how how it's taken over the world. So I really enjoy this episod. So before we go we want to thank our sponsors. We have three sponsors, as you know, if you haven't checked out the rise of revenue innovators, that's this year's team for unleas summit series. Go to summit DOT Outreachoh, by the way, pavilion. Pavilion is the key to getting more out of your career. Leverage the pavilion for teams, corporate membership to enroll your entire revenue organization and schools like frontline manager school, Sales School, Chief Revenue Officer School, Customer Success School and so much more. Unlock your career of your dreams by applying today at join PAVILIONCOM. And, of course, demo stack. The product demos make or break for your deal, but tailing your story is tedious work. Demo stack does a bunch of really cool things. You can edit date and charts with a point and click and show product stories that when deals faster. See how world's class sales works. Use Demo Stack at Demo STATCOM. If you're not a part of the sales hacker community, yet so many great communities out there, you're missing out. Any sales professional can join as a member to ask questions, get answers and share experiences. Jump in and start a conversation with more than seventeen thousand sales professionals at salesackercom. If you want to help us out, please do so by giving us a five star review on wherever you get your podcasts, spotify, itunes, something else. And if you want to get in touch with me, you can. You can email me Sam at join Pavilioncom. Otherwise I'll talk to you next time. Thanks so much for listening.

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