The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 1 month ago

Friday Fundamentals 145: Keegan Riley

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Friday Fundamentals 145: Keegan Riley

Everybody it's Sam Jacobs, you're,listening to the sales hacker podcast happy Friday. This is Fridayfundamentals. You know Friday fundamentals, it's that short five toten minute format, where we bring you actual insights into what makes adifference into what you do today. We've got this week's guests, pluralback on the show. We've got Kegan Riley who's, a cro of Sisti, which isincredible. Siver Security Company and we've also got Baba Brinkman, who leadsevent rap, and if you listened on Tuesday, he built a whole song allabout the sales hocker podcast and all about my conversation with Kegan, whichwas amazing. So if you haven't listened, you need to go back and listen, but wegot Baba and Kegan back on the show and we're going to talk to them aboutleadership. What is the key to great leadership and Kegan got? You know awhole framework that he's going to walk us through. So it's awesome now beforewe get there. We've got two sponsors first is out reach our triples theproductivity of sales teams and empowers them to drive predictable andmeasurable revenue growth by...

...prioritizing the right activities inscaling. Customer engagement with intelligent animation outreach makescustomer facing teams more effective and approves his ability into it reallytries results. These podcast Friday, fundament, is also sponsored bypavilion. Pavilion is the key to getting more out of your career. Ourprivate membership connects you with the network of thousands of like mindedpeers and resources where you can happint leadership opportunities. TakeOne of our over twenty different schools that are sponsored throughPavilion University, find a mentor or find your next job unlock yourprofessional potential with a pavilion membership get started today at JointPavilion Com. That's one L and now Kegan Baba. Welcome back to the showgrace an thanks, Travis back we're glad to have you back. Okay, soKikin, I'm going to ask you the question and then Baba, I think you'regoing to do your thing at the end. So my question for you, Kegan, is tell uswhat you think the Keita Great leadership is yeah. It's a very, verybroad question, so let me focus it a...

...little bit on how I would think about becoming agreat leader as someone has sort of an aspiring executive. So I think that thefirst thing to look at is: Where do I want to be a leader Rad, you got tofind the right environment, the right team, the right market and you've gotto think about your personal values and your personal desires right. So Ialways start with market segment itself. I've learned this lesson the hard wayat you know. My last two companies in nimble storage was a data storageappliance company, which was a great place to be for many many years andthen there's this company you may have heard of them called aws, never heard of him. What is that? It's,as for Ham, is done purses to Amazon like the riveter a little star about acat they made on premeditate a lot less set,and so you know, Nimba storage was such a great company. I enjoyed my timethere so much beautiful culture,...

...beautiful product, beautiful team,maybe one of the best six year runs of my career, but we had head winds inthat it was a data storage company. So you know I joined the company sub tenmillion in two thousand and seventeen. We crossed five hundred million inrevenue and we sold the company for one point: Two Billion Dollars. So much ofa multiple. My current company this day is a start up in the container andcloud security space, which is a white hot market, and we don't we're notpublic. So we don't disclose revenue but suffice to say it's significantlyless than five hundred million and our last UN raising round was at a onepoint: Two Million Dollar Valuation. Coincidentally, so find yourself agreat great market segment. If you, if you have a bad market segment, then youexecute perfectly you're not going to have a great outcome. If you have agreat market segment and you execute mediocre Ly, you can still have apretty good outcome. So that's the first thing. The second thing is,you've got to know yourself and you got...

...to know what your personal values areand what you want out of life and what you want out of your career and thenyou've got to identify a corporate culture and a leadership team thataligns with that right, because life is pretty short and for better or worse.You spend more time with your coworkers than you do with your family. So it'spretty important that you think about the world and in similar ways right andso at Sisti, our core values, which I really identify with, probably becauseI helped write them. So it's a little bit unfair, but our corporate valuesare number one love the customer and put them at the center of everydecision that you make to trust in the team, which is more than just honestyand an integrity. It's about keeping the bar very high building ameritocracy demanding that you only hire a players and that you have candidtransparent relationships where you hold each other accountable fordelivering on your obligations, and...

...that creates a context in which you canlook around and go damn. There's a lot of really talented people here I betterrun hard today to you know, pull my weight and then the third value is digdeeper, which is a bit of a cheesy fun on on the company named Sisti. But whatwe're really talking about when you say Dick Deeper, is that we look for grittypeople and Grit. You know as to find by Angela Duckworth that at warden is thecombination of passion and the ability to persevere over long periods of timein pursuit of a high level goal, and our high level goal is to build a greatcompany, a big company, a successful company, but most importantly, one thatwe will be proud of for the rest of our careers. So those are our values and wehire everybody kind of through the Lens of. Is this person going to be additiveto the culture? So I'm you know this is very, very high level, but those arethe the kind of building blocks that you need to build your leadershipcareer upon and then, as a revenue leader. I think a lot of times. Youknow especially people outside of sales.

You know, I think, of course anybody insales is going to say this. I don't think we get enough credit as a science.I think a lot of people think that sales is about. You know, steak,dinners and and golf courses, and things like that, but sales is no tenand revenue management in general. It's no different from any other disciplinelike manufacturing or engineering or operations into science, and if youcontrol the pieces of the operation, you control the whole, and so you haveto plan. You have to put a structure in place. That makes it very very clearwhat the vision and the ors of the organization are and then you've got toput guard rails and structure and plays to continually communicate with greatclarity. What your expectations are, what people's roles andresponsibilities are, what the metrics you're going to track are what thetimelines upon, which are going to tract those metrics are and so on andso forth, and then you got to arm people with tools to go, do their job.Well, it really is not that hard right,...

...but you've got to be disciplined aboutthe process. You've got to be disciplined about inspection and you'vegot to be real with your team about. What's working and what's not workingand you've got to be willing to iterate quickly and constantly look for thebottle neck in the system and remove that bottle neck to improve growth andimprove speed, well, that that was a class in just seven minutes right there.That was amazing. I so you said three to four minutes and I was a sorry. No,it's okay, it's good! It's good! We like it and it's amazing and you'reright. It's about it's about! First of all, as you mentioned the right marketsegment, and then it's about creating that context, which starts withestablishing values over communicating and then to your last point, treatingrevenue generation the same way we might treat you know, building aproduct which is with discipline and consistency in a system, space approach.So I love it Baba. Are you out there and and do you have a sixty second riffon what we just heard from Kegan? For...

...us man, I was taking crazy notes there,because, as soon as he said, aspiring executives, you know I got a smallstart up and trying to evolve from an artist into a CEO and all this stuff issolid gold. For me, if I was going to say something about leadership, I wouldsay like humility, because I'm constantly asking all of my wrappersand everyone on my team, like what am I doing wrong feedback, welcome feed back,welcome like getting them to point things out. I feel like as an assetwhenever I can do it and also just the adjacent possible. You know likewhere's, your next possible step towards where you're trying to get andthere's no great leaps in my experience. But what I'm going to do is you know,use a creative cipher for that adjacent, possible pivot thing and I'm going tofree style a summary of what Kegan just said, using a bunch of phrases that he just go for US riff. So here we go. I'mI got I'm going to do it I'll do two minutes. If you'll indulge me, he saida lot to go for it all right.

Here we go yeah. If I'm a brick man, I say a free,styling, steep wisdom from Confucius, Kegan Vili. Yes, indeed, you got tobring those people in can't. You see the secrets to great leadership fromsaying right now: Keeking rily yeah, I'm styling in got to find the peoplein the right envirements. Can't you even see it necessary when you spark itreally helps when you step into a white hot market, can't you be buses, that'show you do it never boring aws consumed. Numbe storage, which that's okay is nowKeegan, is reckon it and he's got his few duels for all the spiringexecutives. This is me papa breaking in a drop to beat try to get everyone inand having your Maritas yeah. That's right, O fusing and bragging and get itplus. You got to get yourself in the right market segment. That's the wayyou're going to have the locomotion en seem plus get your people right. Yougot to trust your team, yet deed, uh! That's for your health, Wus, timent, nosay Latin! For know yourself like on the Matrix Wall, yes, I'm a promisekeeper when it comes to my people, so...

...you got to dig deeper. Just like thisdig yet up in the city of people need those values like keeping gritty yeah.This is lots of stuff keeping can tell you. You got to have your team on boardand to find the values. I was impressed at how we we keeping Cocote IM, but Iguess it's not surprising, because freaking Kegan rode now he brings theminto the culture every second, so that nobody who comes in could never reck em.Can't you even see yes, I'm gonna have to spit ness swiftly six problemsinstantly in a rate quickly, yeah, because a lot of stuff could come inand wants direct. So you got to look for and remove those bottle necks. Youhave people, they sometimes come in too late to get the message straight overcommunicator Rio that discipline get em all listening. Yes, indeed, then you'llsee their eyeballs listening dog unified, just like in the me, but thatcomes together once you bring together an your people that yeah that's right.That's how I'm telling you got a cur free. He team, like in Forgan ISM,that's multi, cellular,...

...it's exactly a Ryn, but I thought itwas a next and you're bringing your science back into it. You know you areyou're your. You are a scientist by training, so it works. That wasfantastic. He can remind US contact information. How do we get in touchwith you, yeah, linked in look for Tikan, Riley or Ken Keegan at Sistim,awesome and Baba? How about you? It's event: RAPO and I'm Bobo Brinkman onLinkedin and Babar rainman across all instagram twitter, social media'syou'll, find me awesome, O dance. What did you say Kegan so lookout for his tick, Tock Dance? Oh, no, maybe tally kidding. I don't even knowif that exists. Folks want to reach out to me you can lincon for, as the wordin fort last am F. Jacobs thinks again to our sponsors, outreach tripling theproductivity of sales teams, the world over and pavilion unlock. Yourprofessional potential was a bazil...

...membership at Joint Pavilion Keg andBaba. Thanks for being our guests on the show this week, everybody else willtalk to you next time. Thanks am thanks to.

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