The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 4 months ago

Friday Fundamentals 143: Paula Shannon


Friday Fundamentals 143: Paula Shannon

Everybody, it's Sam Jacobs. HappyFriday, welcome to Friday fundamentals. You know Friday fundamentals. It's that shortfive to ten minute format where we bring you actionable insights to help make adifference in what you do. Today we've got this week's guest back on theshow, Paula Shannon. She's the chief evangelist at Lilt. She has yearsof experience at the Public Company level at the private company level through private equitytransactions, and she's here to tell us her number one piece of advice forpeople as they think about managing and navigating their career. Now, before weget there, we want to thank our sponsors. We've got to Friday fundamentalsis brought to you by outreach. Outreach triples the productivity of sales teams andempowers them to drive predictable and measurable revenue growth by prioritizing the right activities inscaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective andapproves his ability into what really drives results. Were also sponsored by pavilion. Pavilionis the key to getting more out of your career. Our private membershipconnects you with a network of thousands of like minded peers and resources where youcan tap into leadership opportunities, professional development,...

...mentorship and even take classes like croschool, where you learn some of the key lessons to being a commercialexecutive. Unlock your professional potential with a pavilion membership today at Joint Pavilioncom.Now, Paula, welcome back to the show. Thanks, Sam. It'sgreat to be back. We're excited to have you. So here's the here'sthe one question we put you for Friday fundamentals. What's the number one pieceof advice you have for somebody entering the workforce with their eyes on the Csuite over the period of time that their career exists? Yeah, and itwould be so fun to be back at that moment, you know, lookingout. So I think that you know, since I bring a sales lens tothe question, I'm going to say that the most important thing I wouldrecommend is that you understand exactly how your company makes money. What is thevalue that your company is going to create for customers, for investors, for, if public, shareholders? And this is crucial because let's assume you've comeup either because you had tremendous product knowledge...

...or you had sales success and you'renow at a cross point in your career. You have to get that financial expertise. You really need that acumen if you're going to develop. I'm ahuge believer in nonlinear choices in your career, like detours. So if there's achance to step sideways and ask you to run a PANL, to runa product, to lead a group where you're measured in a very different wayfrom sales, take it. mentorship with your CFO crucial. If not,ask for and receive training like finance for non financial managers. If you can'tswing a financial MBA, there are loads of certificate Kit and program courses thatwill give you what you need. So you have to go beyond just panlor internal kind of operational finance and really understand what your company is doing andthen, as you rise up, embrace...

...that, because you then become thevoice in the board room or the voice and the executive suite that is talkingabout leading and lagging indicators in a trustworthy way. So you start to kindof leave that maybe sales persona cheerleading persona at the door and you become amore pragmatic member of the executive team, and so, as Sam, that'sreally the best advice that I can give. I love it, Paula. Ifif folks are out there and they want to pick your brain a littlebit more or maybe seek you out as a mentor or learn more about yourbackground, you mentioned that you're open to people reaching out. Remind us what'sthe best way to get in cut in touch with you. Yeah, Sam, thanks, it's easy. Email is still best for me and it's aneasy email address. It's Paula at liltcom. L iltcom wonderful folks. If youwant to reach out to me, you can email me, Sam atjoined pavilioncom. Paul thanks so much for being our guest on the show thisweek. It was great having you.

Thanks it was a pleasure, Sam, and thanks again to our sponsors, outreaching pavilion. Everybody else will talkto you next time.

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