Hiring is one of the biggest differentiators for a growing company and the costs of a mistake are significant. Greg outlines his strategy on hiring, how he identifies talent and his willingness to take chances on people who stand out.

Kaizen Podcast

Office Hours Ep #6: When to Hire

Project management is complicated enough and you can really hamstring yourself by planning poorly. In this episode Greg and Kyle dig into whether waterfall, agile or some other method of project planning works best! 

Office Hours Ep #5: When Managing Projects Should You Gather Requirements Upfront or Expect Change

This is the first half-Kaizen/half-Gong podcast with Adriel Lubarsky. In the first half of the episode Kyle interviews Adriel about scrappiness and in the second half Adriel interviews Kyle about doing things others won't.

Ep: 12 - Adriel Lubarsky - Kaizen/Gong Co-Podcast: Scrappiness and Doing the Things Others Won't

A company's ability to scale is directly correlated with its ability to operate and the lynchpin of operating is having systems. Alea at AlphaSense's mantra of "Losers have goals, winners have systems" has completely reshaped how I think about operations.

Ep: 11 - Alea Homison - Losers Have Goals, Winners Have Systems

The age old question: Should SDRs report to Marketing or Sales?This is a topic rife with nuance and complexity. Kyle from Lessonly helps wade through the problem with some solid takeaways.

Ep: 10 - Kyle Lacy - Should SDRs report to Marketing or Sales?

Companies are rarely clear and consistent on their definition of an opportunity. In this episode Greg and Kyle debate whether you open an opp upon first outreach, first meeting, or upon qualification. Don't miss it!

Office Hours Ep #4: When do I create a new opportunity?

The age old question of moving opps to closed/lost and then re-opening. You'll want to consider the ramifications of this on reporting as well as hoarding by reps.  

Office Hours Ep #3: When do I resurrect a dead opportunity vs open a new one?

Duplicates are the bane of every operator's existence. Greg and Kyle dissect why duplicates happen and what you should do about them.

Office Hours Ep #2: What Are Best Practices When Dealing With Duplicates?

Office Hours is a new segment of the Kaizen podcast where Greg Dalli and Kyle Morris talk through sales operations best practices for companies of all sizes.

Office Hours Ep #1: Office Hours Explained

Account-Based Marketing is the gold standard for enterprise outreach today and Charlie has more experience operationalizing this than anyone. 

Ep: 9 - Charlie Liang - How to Operationalize Account-Based Marketing

Everyone has the dream of starting their own business but how do you make that leap, what goes through your mind and what's the shortest route to success? David's story is a perfect summary of what every wantrapreneur goes through before taking the leap.

Ep 8: David Dulany - Starting Your First Business

My guest today was Greg Dalli from Clarus Designs. Most recently he was a VP of Operations at KeepTruckin. He scaled his operations team by 100 employees in just over a year. It's rare to find someone with so much expertise in the operations space and if you ever get a chance to meet Greg and learn from him, you should definitely take it. 

Ep 7: Greg Dalli - How to Scale an Operations Team

Ben's background as a sales leader at various companies gives him a unique perspective on how to use mutual action plans to structure deals and create urgency.

Ep 6: Ben Sardella - Mutual Action Plan: How Sales Can Use MAPs to Structure Deals

JM brings a wealth of experience in procuring tools for her organization. In this episode we dig deep into the framework she uses to evaluate, buy and renew products.

Ep 5: JM Wilke - A framework for buying tools and technology

J Ryan is the Founder & Executive Coach of SalesCollider. In this episode he explains how to effectively move from an individual contributor into a management role, the pitfalls and challenges to expect.

Ep 4: J. Ryan Williams - Individual Contributor > Manager

In this podcast we get into the weeds with business leaders focusing on sales, operations, scaling, etc.

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Kaizen Podcast

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