Top Insights from the Best: Top Insights for CEOs, Sales & Marketing Leaders and Investors from the best experts in the world.

Top Insights From the Best: Kyle Porter

December 16, 2020 Zorian Rotenberg Season 1 Episode 15
Top Insights from the Best: Top Insights for CEOs, Sales & Marketing Leaders and Investors from the best experts in the world.
Top Insights From the Best: Kyle Porter
Chapters
Top Insights from the Best: Top Insights for CEOs, Sales & Marketing Leaders and Investors from the best experts in the world.
Top Insights From the Best: Kyle Porter
Dec 16, 2020 Season 1 Episode 15
Zorian Rotenberg

Kyle Porter is the founder and CEO of SalesLoft, the provider of the #1 sales engagement platform. SalesLoft helps more than 2,000 companies provide better selling experiences to their customers and was named the 7th Fastest-Growing Technology Company in North America by Deloitte. Recognized as the #1 best place to work in Atlanta for the second year in a row, SalesLoft has more than 400 employees in its offices in Atlanta, San Francisco, New York, London, and Guadalajara, Mexico. Kyle is a fervent champion of organizational health and is focused on creating an environment where people can learn more, do more and become more. 

In this episode:

- Why every great CEO prioritizes "Organizational Health" and culture over everything

- Why great leaders set Vision, Mission and Values

- On using Core Values to gauge who you let into your company and how they guide the behaviors you celebrate vs those you tolerate 

- The story that inspired Kyle from Patrick Lencioni's "The Advantage" and Southwest Airlines & how "it's below me" is the reason most CEOs don't pay attention to Organizational Health

- Why the Sunday Night "Weekend Update" email is so important

- Cultural rhythms like the "All Hands" meeting every friday 

- About team members who get an applause 3 times

- Managing remote teams with 2 types of Fridays - the "Rest Days" and the "Focus Days"

- Why Kyle developed his own internal "Leadership Program"

- On why Kyle had strategies to be: "Best Place to Work" and "Best Place to be a Customer"

- How to do exceptional Marketing in SaaS - on not talking about yourself, ranking the problems you will solve, finding influencers and repackaging their messages

- Stories of how Kyle used "risky marketing" which led him to meet @Marc Benioff

- About the KPIs/metrics and how the goals for Meetings Scheduled by Outbound SDRs are 70 / quarter while Inbound SDRs is 100 / quarter  

- Learning from Kyle's leadership style about empowering his lieutenants and being a Leader who is "biased to approve his executive's decisions"

- The way to fill gaps with Trust

- Why leaders say "I intend" and how to learn Intent-Based Leadership Philosophy from "Turn the Ship Around" by @David Marquet

- Great leadership and expecting the best - giving lieutenants big goals outside of their experience or comfort zone and say "I expect from you" while also saying "I will help you and support you"

- What it means to be a "Level 5 Leader" based on John Maxwell's leadership methodology

- The importance of being exceptional at attracting great talent and the difference between "Recruiting" vs. "Hiring"

- Using a "Role Clarity" spreadsheet

- Profound insight: how Kyle learned to scale his own knowledge faster to scale as his SaaS company grew from zero to $80+ Million in $ARR and Kyle's point: "I intend to learn faster than the rate of my experience"

- Why the ultimate compliment to someone is to "take advice and do it" then come back and tell them you did it

- What is "#SalesLove", why it's an internal culture plus what the reps give to clients and about the mural behind Kyle in the video

- Why it's critical to read your Customer NPS Reviews and G2 Crowd Reviews while listening to your rep's calls

- Why Kyle loved the "Above the Line" concept from reading the "15 Commitments to Conscious Leadership"

Show Notes

Kyle Porter is the founder and CEO of SalesLoft, the provider of the #1 sales engagement platform. SalesLoft helps more than 2,000 companies provide better selling experiences to their customers and was named the 7th Fastest-Growing Technology Company in North America by Deloitte. Recognized as the #1 best place to work in Atlanta for the second year in a row, SalesLoft has more than 400 employees in its offices in Atlanta, San Francisco, New York, London, and Guadalajara, Mexico. Kyle is a fervent champion of organizational health and is focused on creating an environment where people can learn more, do more and become more. 

In this episode:

- Why every great CEO prioritizes "Organizational Health" and culture over everything

- Why great leaders set Vision, Mission and Values

- On using Core Values to gauge who you let into your company and how they guide the behaviors you celebrate vs those you tolerate 

- The story that inspired Kyle from Patrick Lencioni's "The Advantage" and Southwest Airlines & how "it's below me" is the reason most CEOs don't pay attention to Organizational Health

- Why the Sunday Night "Weekend Update" email is so important

- Cultural rhythms like the "All Hands" meeting every friday 

- About team members who get an applause 3 times

- Managing remote teams with 2 types of Fridays - the "Rest Days" and the "Focus Days"

- Why Kyle developed his own internal "Leadership Program"

- On why Kyle had strategies to be: "Best Place to Work" and "Best Place to be a Customer"

- How to do exceptional Marketing in SaaS - on not talking about yourself, ranking the problems you will solve, finding influencers and repackaging their messages

- Stories of how Kyle used "risky marketing" which led him to meet @Marc Benioff

- About the KPIs/metrics and how the goals for Meetings Scheduled by Outbound SDRs are 70 / quarter while Inbound SDRs is 100 / quarter  

- Learning from Kyle's leadership style about empowering his lieutenants and being a Leader who is "biased to approve his executive's decisions"

- The way to fill gaps with Trust

- Why leaders say "I intend" and how to learn Intent-Based Leadership Philosophy from "Turn the Ship Around" by @David Marquet

- Great leadership and expecting the best - giving lieutenants big goals outside of their experience or comfort zone and say "I expect from you" while also saying "I will help you and support you"

- What it means to be a "Level 5 Leader" based on John Maxwell's leadership methodology

- The importance of being exceptional at attracting great talent and the difference between "Recruiting" vs. "Hiring"

- Using a "Role Clarity" spreadsheet

- Profound insight: how Kyle learned to scale his own knowledge faster to scale as his SaaS company grew from zero to $80+ Million in $ARR and Kyle's point: "I intend to learn faster than the rate of my experience"

- Why the ultimate compliment to someone is to "take advice and do it" then come back and tell them you did it

- What is "#SalesLove", why it's an internal culture plus what the reps give to clients and about the mural behind Kyle in the video

- Why it's critical to read your Customer NPS Reviews and G2 Crowd Reviews while listening to your rep's calls

- Why Kyle loved the "Above the Line" concept from reading the "15 Commitments to Conscious Leadership"