Today's guest leads the customer success, sales and business development strategy for customers across North America. He is the Vice President of Enterprise at JFrog. Please welcome Brendan Caleca. In this insightful podcast episode, the host Matt sits down with Brendan. He elaborates on the necessity of genuine curiosity and building solid relationships for successful sales. The discussion dives deeply into effective discovery processes, uncovering mutual activity plans, and why skipping steps can cost you valuable opportunities. Brendan also shares his hiring philosophy, focusing on integrity and internal drive, and recalls the coaches and experiences that shaped his career.

Takeaways: 

• Dive deep into understanding your customer's needs, challenges, and opportunities. There is an importance of asking open-ended questions and being an active listener. Leaders should cultivate curiosity and genuinely seek to understand the perspectives and needs of their teams and customers.
•  Leaders should focus on smart, strategic planning to drive better outcomes rather than just pushing for longer hours of work.
• The evolving AI landscape underscores the need for leaders to stay informed about new technologies. Use AI and other tech advancements to predict customer needs more accurately and streamline operations for your teams.
• It's crucial to continually reassess and refine your understanding of your ideal customer profile. Leaders should apply this mindset internally as well, constantly seeking to understand their teams' evolving needs and how to best support their success.
• Ensure that the value you believe you're delivering aligns with their perceptions. Continuous dialogue and feedback loops can help ensure alignment.
• Leaders can learn that simplifying strategic focuses into manageable parts leads to more significant achievements. This approach enables leaders to guide their teams more effectively through complex situations.
• Leaders should cultivate a culture where setbacks are seen as opportunities for growth. Encourage your team to adopt a mindset where every outcome is a chance to learn and improve.

Quote of the Show:

• “” - The harder you work, the luckier you get. However, the more effort you put in typically yields, key differentiator results.

Links:

• LinkedIn: (14) Brendan Caleca | LinkedIn 
• Website:Platform - Schedule a Demo | JFrog

Ways to Tune In:

• Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A 
• Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 
• Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU 
• Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 
• Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 
• YouTube: https://youtu.be/Duaur9bJzME 

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io