The Greek philosopher Heraclitus once said, “The only constant is change.” If you’ve been a CEO for any amount of time, you know how true this is. Your business will morph and change throughout the years, and it’s important that you, as CEO, embrace that. The way you run sales, the type of salespeople you need, and your role in the sales organization will shift as you reach higher levels of success. This podcast will give you deeper insight into the stages of business growth, so you understand where you are and where you are headed. 

My guest for this podcast is Orrin Broberg, CEO and co-founder of Modus, a sales enablement platform that helps salespeople be more successful by applying technology and working closer with marketing. Under Orrin’s leadership, the business has skyrocketed since it’s start in 2013. In our discussion, Orrin outlines the three stages of business growth that he has experienced in Modus, and shares tips that will help fellow CEOs in every stage of the game.

According to Orrin, the three stages of business growth are as follows:

Stage 1: You’re scrappy and entrepreneurial with a ‘let’s just get it done’ kind of attitude. As for sales, you do most of the work yourself.

Stage 2: ‘Let’s get some kind of management in here!’ becomes your mission. You start to grow your sales team and add people in layers into the organization. You may even start to get some investors.

Stage 3: The 3 p’s are in place: people, process, and product. Backed by a good board and investors, and with trusted sales, marketing and customer success managers in place, you are free to become a future-oriented, strategy-focused leader.

Having made it to Stage 3, Orrin takes a look back at the journey that got him there, sharing advice for each stage and the kind of things he wished he knew along the way. No matter which of the stages of business growth you are currently in, you are sure to gain new insight that will help you reach your next milestone.

Highlights

10:20 – Building relationships to land big customers

14:14 – The 3 stages of business growth

18:32 – Stage 1: The scrappy entrepreneur

23:43 – Stage 2: Learning to delegate

31:24 – Setting yourself up for success in Stage 3

35:52 – How to know you’ve made it to Stage 3

38:22 – What’s coming in the future

Quote

“What a well-functioning team on the inside does is it allows leadership to look outside to see where we’re going and the vision.”

Connect with Orrin Broberg in the links below:

Website: https://www.gomodus.com/

LinkedIn: https://www.linkedin.com/in/obroberg/

You can learn more about and connect with Alice Heiman in the links below:

Website: https://AliceHeiman.com

LinkedIn: https://www.linkedin.com/in/aliceheiman/