The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 5 months ago

Friday Fundamentals 124: Matt Melymuka

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Friday Fundamentals 124: Matt Melymuka

Everybody at same Jacob's, happy Friday,welcome to Friday fundamentals. You know Friday fundamentals, it's thatshort five to ten minute format, where we bring you actionable insights tohelp make a difference in what you do today. We've got this week's guest backon the show Matt Meli Muka. He is a partner and a founding partner at peaksban capital which invests in early stage but growth stage. Softwarebusinesses mats focuses on the sales technology segment and he's going totalk about the number one mistake that he sees most early companies make nowbefore we get there. We want to thank our sponsor Friday. FIAMETTA is broughtyou by outreach art which triples the Protiv Ity of sales teams en empowersthem to drive, predictable and measurable revenant growth byprioritize the right activities in scaling. Custom engagement withintelligent automation, outrage makes customer facing teams more effectiveand improves visibility into it really drives results. Mat Welcome back to theshow thanks so appreciate it more excited to a VO. So we put it to youthe question of the day. What's the number one mistake you see most earlystage companies make. So I will, I will...

...recite a quote that one of the foundersI worked with, you said to me once that I'll never forget, and it was he said,most companies don't die of starvation. They die of indigestion and I thinkwhat really resonated with me about that was you know, biting off. Morethan you can chew is certainly detrimental, if not fatal, and I see ita lot. I see it really kill companies. You know when you're, when you're,trying to reintroduce operational risk in pursuit of an outlier outcome, ifyou're PARTRIDG, with a growth stage firm, like us, you've already gotten tothe point where you've taken so much risk off the table, you've gottenproduct and market, you largely kind of figured out at least you know,solidifying and so to reintroduce operational risk in the form of youknow, hiring a cord of twenty reps right out of the shoots versus you knowa cohort of three or four and learn from it and kind of test and iterateyour way from there. That's the biggest thing that I see: Companies Stub theirtoe on the founder who reference that quote to me said I knew it was comingoff the rails. He was the founder of a...

...business which was a real monster thatwe sold last year for seven hundred million bucks. That will remainnameless. Ye said, I think she said I knew it was.I knew I was coming off the rails when I was walking down the hall of ouroffice after we just raised a big growth round from a better one firm andsomebody I just hired two weeks ago was training somebody, and so it's just a great example of youknow the unnatural things that you kind of are forced to do. Sometimes, whenyou take on too much money or pursue that kind of growth at all cost Montra.So the recommendation is: Don't pursue growth at all costs, and you know whatdo you have a like a prescription for how people should should act in sort ofin the in the AFF in the affirmative way? Sure Yeah? The JUXTA position Iwould offer is, you know, really just test and iterate your way into kind ofthe resilient model and the resilient value creation. You want to pursuereally a price upply process in tricity. Make sure you have the foundation theenablement tools and did just the program set up to specifically forsales, which is you know, one of the...

...one of the hardest things to nail isconsistent. Repeatable scalable go to market just make sure you haveeverything in place and then hire a small group of reps learn from thatgroup and it kind of refined your process. They did all the way fromrecruiting to enablement, to on boarding to training and ramping andkind of ongoing success. So really just iterate your way there versus you knowtaking the leap of faith right off the bat awesome, great advice and, franklyit's advice that we teach at SRO school and Revenue Collective. So I love tohear it remind us if folks want to get in touch with you. What's the what'sthe best way to get in touch sure you can reach me at Matt at Peak Span,Capitolo Matt at Peak S, P, a n c a P. I T A L com its first time. I everspelled that so, hopefully it was right. I sure you would know better than wewould so we really apreciate. Having have me onthe show, Sam truly yeah,...

...we loved having you a congrats on yournew baby girl and and we're so excited to partment with you over a revenue,collective folks. If you want to recheck to me, you can link on Com FortLash. The word in for Lash Am F Jacobs. Otherwise I will talk to you next time.

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