New Technique
By Paul De Barros
The content should appeal to both early stage and later stage Founders, as well as seasoned operators.
We sit down with CEOs, VP of Sales, AEs, and more - where we look at how they got to where they are and what helped them along the way.
We cover Investing, Side Hustles, and Hobbies, but focus primarily on Sales, Go to market, and specifically in season 1: trends like Product Led Growth (PLG) and what it may mean.
New TechniqueFeb 01, 2023
Episode 11: Graham Collins, Chief of Staff, at QuotaPath
In Episode 11, Graham Collins, the Chief of Staff for QuotaPath, joins and dives into his early career progression, acquisitions, and what it has felt like to see QuotaPath grow and adjust their Product Led Growth motion. He shares how he had one of the fastest interviews ever and his love for bird watching (and more).
Episode 10: Bo Borland, former SVP of Global Solution Engineering at Salesforce, now CEO @ Playbuilt
In episode 10, Bo Borland, former SVP of Global Solution Engineering at MuleSoft and Salesforce and now the CEO of Playbuilt, sits down for a fun tour around enablement, building playbooks for success, and what great teams are able to achieve by getting clear on the charter.
You’ll also enjoy his focused investing strategy, the early moments of his career, tips on 529 savings plans and video editing tools.
Episode 9: Sanjay Manchanda former CMO of Chargebee | Marketing leader at Microsoft & Box
In episode 9, Sanjay Manchanda, former CMO of Chargebee joins for a masterclass in Marketing, Messaging, PLG, and there’s plenty of time to talk about Generative AI.
Hear his takes as a past marketing leader at Microsoft and Box. Plus, you’ll enjoy hearing about his early career after attending Tulane.
Episode 8: Brendan Short CEO of Groundswell
In Episode 8, Brendan Short with his experience as BDR Manager at Zoom, a Sales Leader, and now the CEO of Groundswell - a PLG company - sits down with Paul De Barros to discuss some of the recent trends with Product Led Growth, Founder Led Sales, and how to think about the support you should feel from your advisors and investors.
Episode 7: Michael Paladino VP of Sales at PandaDoc
In episode 7, Michael Paladino with his experience as VP of Sales at PandaDoc, joins Paul De Barros to discuss how he started out working hard - and the day after college graduation he was working at the back office of the local pavement company. They cover how he handled growth challenges and cost vs production focuses at PandaDoc. Turning to Investing and Wealth - they dive into Michael’s home purchase, starting a family, and all the luck involved with picking a Startup and experiencing a “Tender” offer as the company raises a next round.
Episode 6: Stephen Moock Head of Sales & Success at Calixa
In season 1 of New Technique, there's a focus on Product Led Growth (PLG) - one of the hottest trends in SaaS sales. Asking Sales leaders about their path to success and getting their opinion on Product Led Growth and the future of sales.
In episode 6, Stephen Moock, Head of Sales & Success joins Paul De Barros to discuss graduating from UCLA and then Shanghai ECON program, visiting the epic General Motors plant, then how he navigated his first job - a Sales Engineer & Ops role, seeing MixPanel’s data challenge for PLG, and then how he followed Thomas the CEO of Calixa from Sift and jumped all in. In the Investor Corner, the two swap ideas on Index Funds and then jump to Chat GPT and how it can help sellers and Sales Engineers in their roles.
Episode 5: Ian Mcdonald Account Executive Gong
In episode 5, Ian McDonald, AE at Gong, joins Paul De Barros to talk about his days pre and post college working at a golf course, how he got started in SaaS and worked as a BDR at CEB, then dives deep into his career changing roles at Linkedin and then after the shocking COVID layoffs, how he ended up grabbing a dream job at Gong.
The conversation then pivots to the Investor Corner where the two discuss REITs, Robinhood, the All-In Podcast besties, and Real Estate investing. When it comes to Finance and Real Estate advice, Ian keeps it very simple: “Just keep buying”.
Episode 4: Tammy Aguillon VP of Sales at DocuSign
In Episode 4, Tammy Aguillon, VP of Sales at DocuSign, joins Paul De Barros to discuss her career trajectory and her advice for navigating an acquisition, handling PLG, investing tips, and shares guidance on how sellers can win in 2023.
She kicks off covering her post UC Davis and Viticulture days, and how she never thought sales was really for her, the transition from Marketing to Sales and more. She covers the acquisition moment at Oracle and her take on PLG, as well as, investing tips: "think of it like your pipeline and manage risk and liquidity correctly," and finally she talks about her secret to success - waking up early.
Give this a full listen and hope you find it insightful.
Episode 3: Parker Eide Sr. Manager of Sales Development at Tray.io
In episode 3, Parker Eide, Sr. Sales Development Manager at Tray.io joins Paul De Barros to chat on how he got started in the workforce early, passed on College, considered the Police force, and then found his way as a Commercial Sales Development Manager at Gong and now leading Sales Dev at Tray.io.
He charts out his early days where College was not the focus, but he worked and built his way up.
After considering the Police force, he got into selling financial services, then lead Sales Development teams at Jifflenow, and got the job he really wanted at Gong. (Listen to his story on how!)
Episode 2: Brooke Freedman Sr. Director of Sales at Drift
In episode 2,
Brooke Freedman, Sr. Director of Sales at Drift joins Paul De Barros to chat on career-defining roles at HubSpot and Drift. She discusses shifting from Ad Tech to her first Tech Job at HubSpot, and dives into what Sellers should be focused on in 2023. There's also a discussion about how and why to set up a 401K, using Carta to manage ESOPs, and why Grammarly is a must-use tool to improve your writing.
“The number one things AEs need to control are the fundamentals, those are the easiest to slip up and let go if you get frazzled in today's environment”.
Episode 1: David Barron Director of Sales at HubSpot
In episode 1, David Barron Director of Sales at HubSpot sat down with Paul De Barros to chat on early career-defining moments, where Sales is headed in a PLG world, and then has a candid conversation on the Stock Market, new investments like Vinovest, Buying a Family Car, and sales tech that is helping change the game. “Sales reps should be acting like a Sherpa…just get them up to basecamp”.