The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 11 months 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 salesacker podcast. Happy Friday. This is Friday fundamentals. You know Friday fundamentals. It's that short five to ten minute format where we bring you actuable insights into what makes a difference into what you do. Today we've got this week's guests, plural, back on the show. We've got Keygan Riley, who's a cro of CYSTIG, which is incredible Cyber Security Company, and we've also got Baba Brinkman, who leads event rap and if you listened on Tuesday he built whole song all about salesaccer podcast and all about my conversation with Keagan, which was amazing. So if you haven't listened, you need to go back and listen. But we got Baba and Kegan back on the show and we're going to talk to them about leadership. What is the key to great leadership? And Keegan's got, you know, a whole framework that he's going to walk us through. So it's awesome. Now, before we get there, we've got two sponsors. First, as outreach, ourach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities in scaling customer...

...engagement with intelligent automation outreach makes customer facing teams more effective and approves his ability into what really drives results. The podcast Friday fundamentals is also sponsored by pavilion. Pavilion is the key to getting more out of your career. Our private membership connects you with a network of thousands of like minded pure and resources where you can tap into leadership opportunities. Take One of our over twenty different schools that are sponsored through pavilion. University, find a mentor or find your next job. Unlock your professional potential with a pavilion membership. Gets started today at Joint PAVILIONCOM. That's one L and now Keigan Baba. Welcome back to the show. Gray, same thanks having us back. We're glad to have you back. Okay. So, Kegan, I'm going to ask you the question and then, Baba, I think you're going to do your thing at the end. So my question for you, Kegan, is tell us what you think the key to great leadership is. Yeah, it's a very, very broad question, so let me focus it a little bit on how I would...

...think about becoming a great leader as someone as sort of an a aspiring executive. So I think that the first thing to look at is where do I want to be a leader? Right? You got to find the right environment, the right team, the right market and you've got to think about your personal values and your personal desires. Right. So I always start with market segment itself. I've learned this lesson the hard way. You know my last two companies, and Nimble storage was a data storage appliance company, which was a great place to be for many, many years. And then there's this company, you may have heard of them, called aw us. Never heard of them. What is that? It stands for Amazon purposes. That's Amazon, like the river. They're a little start up out of scattle. They made on prem data storage a lot less set. And so you know, Nimble storage was such a great company. I enjoyed my time there so much.

Beautiful Culture, beautiful product, beautiful team. Maybe one of the best sixer runs of my career. But we had head wins in that it was a data storage company. So I joined the company sub ten million. In two thousand and seventeen we crossed five hundred million. In revenue and we sold the company for one point two billion dollars. So much of a multiple. My current company, syst dig, is a start up in the container and cloud security space, which is a white hot market, and we don't, we're not public, so we know it, disclose revenue, but suffice to say it's significantly less than five hundred million at open and our last fundraising round was at a one point two billion dollar valuation, coincidentally. So find yourself a great, great market segment. If you if you have a bad market segment, then you execute perfectly, you're not going to have a great outcome. If you have a great market segment and you execute mediocrely, you can still have a pretty good outcome. So that's the first thing. The second...

...thing is you've gotta know yourself and you've got to know what your personal values are and what you want out of life and what you want out of your career, and then you've got to identify a corporate culture and a leadership team that aligns with that right because life is pretty short and, for better or worse, you spend more time with your co workers than you do with your family. So it's pretty important that you think about the world in similar ways. Right, and so at CISTIGG our core values which I really identify with, probably because I helped write them. So it's a little bit unfair, but our corporate values are number one, love the customer and put them at the center of every decision that you make. To trust in the team, which is more than just honesty and integrity. It's about keeping the bar very high, building a meritocracy, demanding that you only hire a players and that you have candid, transparent relationships where you hold each other accountable for delivering on your obligations, and that creates a context in which you can look around and...

...go, damn, there's a lot of really talented people here. I better run hard today to, you know, pull my weight. And then the third value is dig deeper, which is a bit of a cheesy Pun on on the company name syst dig, but what we're really talking about when we say dig deeper is that we look for gritty people and Grit, you know, as to find by Angela Duckworth at warden, is the combination of passion and the ability to persevere over long periods of time in pursuit of a high level goal and our high level goal is to build a great company, a big company, a successful company, but, most importantly, one that we will be proud of for the rest of our careers. So those are our values and we hire everybody kind of through the Lens of is this person going to be added to the culture? So I'm rip you know, this is very, very high level and but those are the kind of building blocks that you need to build your leadership career upon. And then as a revenue leader, I think a lot of times, you know, especially people outside of...

...sales, you know, I think, of course, anybody in sales 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, state dinners and and golf courses and things like that, but sales is no and revenue management in general, it's no different from any other discipline like manufacturing or engineering or operations. Into Science and if you control the pieces of the operation, you control the whole. And so you have to plan, you have to put a structure in place that makes it very, very clear what the vision and the OK ours of the organization are, and then you've got to put guard rails and structure in place to continually communicate with great clarity what your expectations are, what people's roles and responsibilities are, what the metrics you're going to track are, what the timelines upon which you're going to tract those metrics are, and so on and so forth. And then you got to harm people with the tools to go do their job. Well, it...

...really is not that hard, right, but you've got to be disciplined about the process, you've got to be disciplined about inspection and you've got to be real with your team about what's working and what's not working, and you've got to be willing to iterate quickly and constantly look for the bottle neck in the system and remove that bottle neck to improve growth and improve speed. Well, that that was a class and just seven minutes right there. That was amazing. So you said three to four minutes and I will really want look. Sorry, what's it now? It's okay, it's good, it's good, we like it and it's amazing. And you're right. It's about it's about, first of all, as you mentioned, the right market segment, and then it's about creating that context, which starts with establishing values over communicating and then, to your last point, treating revenue generation the same way we might treat you know, building a product which is with discipline and consistency in a system space approach. So I love it. Baba, are you out there and you have a sixty two riff on what we just heard from Kegan for...

...us man, I was taking crazy notes there because see, as he satisfying executives. You know, I got a small start up, I'm trying to evolved from an artist into a CEO and all this stuff is solid gold for me. If I was going to say something about leadership, I would say like humility, because I'm constantly asking all of my rappers and everyone on my team, like what am I doing wrong? Feedback. Welcome feedback well from like getting them to point things out. It I feel like as an asset whenever I can do it. And also just the adjacent possible you know, like where's your next possible step towards where you're trying to get? And there'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 to freestyle a summary of what Keagan just said, using a bunch of phrases that he just go for US riff. So here we go. I'm gonna I got, I'm going to do it. I'll do two minutes, if you'll indulge me. He said a lot. Go for it, all right, all right, here we go. Yeah, Baba Breakman, and...

I'll say a free styling deep wisdom from confucious key can viley. Yes, indeed, you got to bring those people in. Can't you see the secrets to great leadership? I'm saying right now. He can. Riley. Yeah, I'm dialing in. Gotta find the people in the right environment. Can't you even cease necessary when you spark? It really helps when you step into a white hot market. Can't you even see? That's how you through it. Never boring aws consumed nimble storage. But that's okay, because now Keegan is reckon it and he's got a few jewels for all aspiring executives. This is me, Baba Breakman, and a drop to beat. Try to get everyone in and have it to be emeritack receipt. Yeah, that's right. Posting and bragging and get it plus you got to get yourself in the right market segment. That's the way you're going to have the locomotion and steam. Plus, get your people right. You gotta Trust your team. Yeah, Dee Uh Huh. That's for your health. Plus timant no, say Latin, for no yourself, like on the Matrix Wall. Yeah, I'm a...

...promise keeper when it comes to my people. So you gotta dig deeper, just like SIS dig yeah, up in the city, people need those values, like keeping pretty yeah, this is lots of stuff he can can tell you. You gotta have your team on board and to find the values. I was impressed at how quick he can can quote them, but I guess it's not surprising because freaking Keegan rode him. Now we brings them into the culture every second so that nobody who comes in could ever wreck them. Can't you even see? Yes, I'M gonna have to spit this whiftly, fix problems instantly, iterate quickly. Yeah, because a lot of stuff could come in and wants direct so you got to look for and remove those bottom next yet people, they sometimes come in too late. So get the message straight over, communicate, rock that discipline. Get them all listen in yes, indeed. Then you'll see their eyeballs glistening in the all be in a five just like an to me. But that comes together once you bring together at your people. Yeah, that's right. That's how I'm telling you. We gotta to retreat a team, like in organism. That's multi cellular. That's...

...exactly a round, but I thought it was the next concept and you were bringing your science back into it. You know, you are, you're you're you are a scientist. That by training. So it works. That was fantastic. Hegan, remind US contact information. How do we get in touch with you? Yeah, linkedin. Look for Keegan Riley or Kegan K EGN ATSIS digcom. Awesome. And Baba, how about you? It's event rapcom and I'm Boba Brinkman on Linkedin and Boba rnkman across all instagram, twitter social medias. You'll find me. Awesome. Look Dance. When did you say Kagan? So look out for his tick Tock Dance. Oh No, maybe, totally kidding. I don't even know if that exists. Folks want to reach out to me, you can Linkedincom for the word in for Tam f Jacobs. Thanks again to our sponsors outreach, tripling the productivity of sales teams the world over. And Pavilion. Unlock your professional potential with a pavilion membership...

...at Joint PAVILIONCOM Keygan Baba, thanks for being our guests on the show this week. Everybody else will talk to you next time. Thanks Sam, thanks am.

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