287 How Self-Awareness and Self-Investment Propelled an Introvert to Senior VP

Notes:

What does it take to become a Senior VP of Sales at some prestigious company? What makes one successful and what path must that person take to get there? And once they get there, what do they do? What is the first thing on their mind? And why would they move?

These are all questions I get to ask Nate Broome, previously SVP of Sales at Outreach.io, and now SVP of Sales at Captivate IQ. Check it out and let me know your takeaways. Mine are below.

Key Takeaways:

Nate’s Journey to SVP of Sales
How CFOs think differently from CROs
We show some love to our SDR colleagues
How Nate bombed as a manager
Identifying his weaknesses and fixing them
Moving to a startup
What Nate is looking for in his new Director of Solution Engineering

Quotes:

[About CFO]” They’re thinking as a fiduciary, they’re thinking about making sure that we can afford the bets, making sure that we actually get a return on investment” – Nate Broome

“One might be an offensive coordinator. In a sense the CFO is looking at the entire game, the entire game plan, all the inputs and outputs, whereas the CRO might be the quarterback saying, put the ball in my hands, I’m going to get on the field and we’re going to go run it. We’re going to go try to score some touchdowns” – Nate Broome

“Most people don’t make it out of the SDR world into the closing side of the house.” – Nate Broome

“SDRs, their job is to get rejected for a living” – Ramzi Marjaba

“I can make a meaningful difference in the reps in terms of coaching and strategy, whereas I just didn’t have that confidence, like the first time around.” – Nate Broome

“It was really clear to me that I knew a lot of people and I had a lot of connections, but what I didn’t have was a community” – Nate Broome

“I think context-switching is just hurtful to everybody. I don’t think anybody does well with context-switching” – Ramzi Marjaba

“Every day that we would buy was another day that I was at the biggest company that I’ve ever been at in that type of role. Right. And what I was seeing just in my own like my own skill sets was that the farther along we went on the journey, the less and less pattern recognition that I had” – Nate Broome

“ We largely have grown because of the technology, because of relationships, because of a product like growth, inbound, all those things. Right. And now as the market’s contracted, you know, we have to be really good at outbounding. We have to be really good at value creation.” – Nate Broome

“You can’t bring the sales coaching into the home. And that’s just a disaster“ – Nate Broome