Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀I am your host, Adam Richardson and on today’s episode, I am excited to welcome Joe Marcin, CRO at FirstUp!With other 25 years’ experience in the Software Sales world, Joe is a 3 times CRO who has spent the last 10 years focussed on scaling companies across the $100m ARR chasm.Some of my key takeaways from our conversation were: 💡 How your Hiring Profile changes as you scale – and how get people brought into change.💡 The importance of robust processes and to move away from tribal knowledge and the importance of cross-functional alignment.💡 The importance of technology and how to evaluate, and in some cases, consolidate this to help you scale. Let’s Dive in!  ________________________________________________________________________________  Watch the episode on YouTube 🎥 – https://youtu.be/ZeZ7cqrNQJM Connect with Joe here - https://www.linkedin.com/in/jmarcin/ Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/  Learn more about Strive here - https://scalewithstrive.com/solutions/  _________________________________________________________________________________ 15:09                Sales Leadership and DNA Profiles20:37                Managing Organizational Change and Engagement24:45                Strategic Changes in Compensation and Processes29:37                Process and Accuracy in Sales Forecasting34:39                Signal and Value Hypothesis in Sales39:57                Process and Execution Strategies in Business45:21                Leveraging Technology for Revenue Operations52:59                Lessons in Scaling Organizations Beyond $100M1:00:28             Harmonizing Best Practices for Success  

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