Grit

Guest: John McMahon, author of The Qualified Sales Leader: Proven Lessons from a Five Time CROA hell of a lot of people work in sales. But until recently, says five-time CRO and The Qualified Sales Leader author John McMahon, it was rare for colleges and universities to offer a sales degree. Salespeople had to learn on the job from experienced coaches, and adapt. And their bosses, John explains, had to themselves as agents of transformation. “If somebody’s really smart, they’re going to pick up the knowledge,” he says. “If they have what I call a PHD — persistence, heart, and desire — they’re going to learn the skills ... You’re going to have to do thousands and thousands of repetitions before you’re going to get good.”In this episode, John and Joubin discuss lazy LinkedIn cold calls, Tom Brady’s retirement, being “married to your job,” Carl Eschenbach, crying, sales as a calling, corporate culture vs. coaching culture, adaptable workers, opportunity vs. title, Bob Muglia, transactional leaders, sad rich people, cookie-cutter advice, handshake evaluations, and David Cancel.In this episode, we cover:CRO to CEO? (02:21)Ego and relevance (04:25)Escaping the 90-day grind (06:25)Persistence and physical discipline (09:05)Daily habits and positive energy (14:12)Why John quit BMC (17:09)Poor communication (21:17)Was there another way? (24:37)Identifying sales talent (28:36)Showing that you care (32:58)Sales leaders as hockey coaches (39:46)Firing people (44:25)Interviewing the right type of salesperson (49:14)Snowflake and Chris Degnan (51:22)“What’s the book on you?” (56:03)Managing from a position of power (58:01)The three “whys” (01:00:31)Why John never went VC (01:04:33)Is he really done? (01:07:17)Shlomo Kramer (01:10:20)Having impact (01:13:11)Bad advice (01:16:19)Working with marketing (01:19:32)Sizing people up (01:21:26)Can CEOs give up? (01:26:51)Coaching sales “artists” (01:28:29)What “grit” means to John (01:30:48)Links:Connect with JohnLinkedInBuy The Qualified Sales Leader: Proven Lessons from a Five Time CROConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

15 Jan 20241h 33min

Guest: Angela Duckworth, professor at the University of Pennsylvania and author of Grit: The Power of Passion and Perseverance“There’s got to be a cost” when you pursue your passions, says University of Pennsylvania professor Angela Duckworth; in fact, the word “passion” comes from the Latin word for “suffering.” But that doesn’t mean that gritty people are unhappy. After the time needed for sleep, daily exercise, friends, and family, Dr. Duckworth explains, “what’s left is more than 40 hours.” Informed by her research and her own happiness, she tries to discourage her students from settling for a 9 to 5 life: “There’s so many people that exemplify a life of dedication, and hard work, and of happiness, and humor, and friends, and family, that I think we should tell young people, ‘Look, don't assume that's not possible.’”In this episode, Angela and Joubin discuss being punctual, Danny Kahneman, AP Calculus, moving the finish line, teaching grit to children, Arthur Ashe, Diana Nyad, passion and sacrifice, hiring gritty people, “change your situation,” Marc Leder and Rodger Krouse, Invictus, ChatGPT, neural autopilot, and Steve Jobs.In this episode, we cover:“I have a thing with time” (01:36)Being the GOAT (06:37)Mr. Yom (09:27)Chef Marc Vetri (14:15)The Devil Wears Prada (16:03)Talking about grit (18:12)Satisfaction, loneliness, and happiness (20:24)Success as a journey (28:23)The cost of hard work (32:52)Angela’s 70-hour work week (36:31)Charisma and loving what you do (40:55)Why high achievers have supportive partners (47:07)The next book (55:25)Pick the right market (57:45)Therapy questions (59:53)The Incredible Hulk vs. James Bond (01:02:45)Automating decisions (01:05:43)What “grit” means to Angela (01:09:39)Links:Connect with AngelaTwitterLinkedInAdditional reading:Redefining Success: Adopt the Journey Mindset to Move ForwardBuy Grit: The Power of Passion and PerseveranceConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

8 Jan 20241h 11min

Guest: David Cancel, founder and former CEO of Drift; founder of ReyAfter HubSpot acquired his company Performable in 2011, David Cancel became his acquirer’s Chief Product Officer — and didn’t give any thought to how long he’d be in that role. When he started eyeing the exit a few years later, he was told that wasn’t an option: HubSpot had already filed to go public, and an officer of the company leaving in the first 18 months would raise major red flags. “Maybe this is what’s led me to be an entrepreneur,” David recalls. “I can never feel trapped … Someone telling me, ‘you can’t leave,’ I was like, boom. Switch went off in my head … and I was like, ‘I’m out.’” The filing was ultimately delayed and David was able to quit just before the IPO; one day later, he started his next company, Drift.In this episode, David and Joubin discuss the accountability of doing something, creating constraints, the Whitney Museum, imposter syndrome, Tony Hawk, John Romero, wandering without a map, conservative spending, Brian Halligan and Dharmesh Shah, Phil Jackson, the voices in your head, Shlomo Kramer, righteous independence, cancel culture and diversity, gut vs. data, and killing ideas with discipline.In this episode, we cover:Action and distractions (00:50)Observer and outsider (05:36)Advising entrepreneurs (11:18)“It has to be bigger” (13:23)David’s new company, Rey (16:38)Remote vs. in-person work (21:24)Who David will hire first (25:39)Fundraising and bootstrapping (27:39)The timeline for Rey (31:48)Rebuilding Hubspot’s code base (33:36)Leaving HubSpot at the IPO (42:54)“You’re not done” (48:19)HubSpot’s infamous exec meetings (54:44)David’s hardest year and selling Drift (59:26)The upmarket mistake (01:03:13)Saying no to good ideas (01:08:12)What “grit” means to David (01:11:52)Links:Connect with DavidTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

1 Jan 20241h 13min

Guest: John Doerr, chairman of Kleiner PerkinsAfter Kleiner Perkins chairman John Doerr first invested in Google — $12.8 million for 13 percent of the company — he told co-founders Larry Page and Sergey Brin that they needed to hire a CEO to help them build the business. After they took meetings with a variety of successful tech execs, they came back to Doerr and told him “We’ve got some good news and some bad news.” The good news was that they agreed on the need for a CEO; the bad news, Doerr recalls, is that they believed there was only one person qualified for the role: The then-CEO of Pixar and interim CEO of Apple, Steve Jobs. In this encore presentation of the 100th episode of Grit, John and Joubin discuss the urgent need to act on the climate crisis, getting turned down by Kleiner Perkins, CEOs as sales leaders, the microprocessor revolution, balancing between work and family, the opportunity of AI and sustainability, what makes Jeff Bezos special, Bing Gordon and the invention of Amazon Prime, the Google CEO search, how the iPhone nearly killed Apple, Steve Jobs’ greatest gift, Bill Gates’ philanthropy, and how Doerr divides his time.In this episode, we cover:John’s two books — Measure What Matters and Speed & Scale — and applying OKRs to the climate crisis (02:39)How John got to Silicon Valley and what he learned from his entrepreneurial father, Lou (08:55)“I didn’t want to be in venture capital” (16:27)Joining Kleiner Perkins at the dawn of personal computing (20:03)The internet, cloud computing, smartphones, and the next big tech wave: AI (24:41)How John met Amazon founder Jeff Bezos (29:46)Google co-founders Larry Page and Sergey Brin, and teaming up with Mike Moritz from Sequoia (38:26)John’s friendship with Steve Jobs and the creation of the $100 million iFund for iPhone apps (45:12)“Family first” and setting personal OKRs (50:10)Working with Bill Gates outside of Kleiner Perkins (52:51)Brian Roberts, Comcast, and hustling to make at-home broadband nationwide (59:28)Links:Connect with JohnTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

25 Des 20231h 6min

Guest: Shlomo Kramer, founder and CEO of Cato NetworksShlomo Kramer has founded three companies to date — Check Point, Imperva, and most recently Cato Networks — and taken the first two public, with plans to do the same with Cato. By any measure, he is a successful entrepreneur, but he defines “success” as “a burden you need to shake off every day.” And the easiest way to do that he’s found is to keep moving, keep failing, and keep creating. The material wealth he’s created, he explains, was never the goal: “It was never about things. It was about ideas and making them real.”In this episode, Shlomo and Joubin discuss the contexts of our actions, the IDF, taking three companies public, ideas vs. things, kibbutzes, Gong, Sumo Logic, serial entrepreneurs, leading by example, consumer cybersecurity, trusting others, Albert Einstein, “making it to the pass before winter,” and Israeli directness.In this episode, we cover:The delta between micro and macro (00:54)Working in wartime Israel (03:18)The burden of persona (06:37)Shlomo’s family (13:19)The time between startups (16:30)Self-fulfillment (18:31)“What am I going to do next?” (21:14)Rebelliousness (24:58)Palo Alto Networks (29:42)Loyalty and competition (31:32)Building trust relationships (35:02)“The last one” (37:41)Shaq, Tom Brady, and Carl Eschenbach (42:15)Tough feedback (46:50)Shlomo’s friends (48:18)Intellectual honesty (50:14)What Cato does (52:37)Hiring and work culture (55:23)Ignoring startup advice (58:15)Ideation and being present (59:22)Links:Connect with ShlomoLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

18 Des 20231h 2min

Guest: Arvind Jain, Founder and CEO of Glean, and Mamoon Hamid, partner at Kleiner Perkins“I’m an engineer, so I have doubts about everything,” says Glean founder and CEO Arvind Jain. Well ... almost everything. Since launching Glean in 2019, he has held to the belief that “all of us are going to have really powerful AI assistants” in the future. With a several-year lead on generative AI tools like ChatGPT, Glean has built a growing club of CIO fans. With the broad acceptance of AI over the past year, Arvind says, “the level of confidence is higher than ever before.”In this episode, Arvind, Mamoon, and Joubin discuss golfer hats, ideas vs. execution, X1, energy audits, small towns in India, IIT, proving yourself, Rubrik, rejecting product-led growth, “workplace assistants,” CIO fans, internet ’94, Parker Conrad, and work as a hobby.In this episode, we cover:Arvind’s newfound fame (01:08)The state of the AI business (03:42)“Why now?” (06:05)Building great products (09:16)Company-building (11:27)Arvind’s childhood (14:37)Competition and hard work (16:44)Leaving Google (18:46)Glean vs. Rubrik (20:53)The future of work (27:22)“Holy shit” moments (29:25)Finding positivity (32:51)AI hype (34:31)How to pick a venture capitalist (38:55)Turning off (42:24)Hiring and the meaning of “grit” (44:41)Links:Connect with ArvindLinkedInConnect with MamoonTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

11 Des 202345min

Guest: Scott Cutler, CEO of StockXWhat’s the point of climbing a mountain, or heli-skiing in the Swiss Alps, or biking in the Tour de France? StockX CEO Scott Cutler has done all three, and for him, the answer is momentary perspective. “When you’re descending, you don’t see, but you know what is above,” he says. “You have experienced and have seen what you saw at the peak and you take that with you into the next experience.” He stressed that the pleasure of being at the top is a fleeting incentive to do it again, not the destination; in life, and in our careers, he argues, the journey is about continually facing new challenges and getting brief glimpses from the top.In this episode, Scott and Joubin discuss out-of-touch VCs, the challenges of marketplaces, Josh Luber, Dan Gilbert, almost missing flights, gaining perspective, scary blackberry bushes, work-family balance, daily workouts, sleeping on planes, e-commerce in the U.S. vs. China, and digital ownership.In this episode, we cover:Special shoes (01:07)Scott’s past jobs at the NYSE, StubHub, and eBay (05:47)Detroit and frequent flying (10:02)Over-optimizing your time (15:25)Why do you climb a mountain? (18:00)Scott’s childhood and his own kids (22:39)Routines and energy (30:15)StockX and the future of e-commerce (36:52)Going public (43:24)SPACs and NFTs (46:21)What’s next? (50:11)Persistence (52:06)Who StockX is hiring (54:34)Links:Connect with ScottTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

4 Des 202355min

Guest: Brian Long, former CEO of Attentive and author of Problem Hunting: The Tech Startup TextbookBrian Long’s most recent company, Attentive, was originally designed to help clients communicate with their distributed workforce — but about six months in, he and his co-founder realized that that business would not grow as quickly as they had hoped. So, they decided to pivot to SMS marketing, at the cost of a few dubious employees and a well-known Fortune 500 client. The successful pivot confirmed Brian’s belief that it’s possible to over-commit to one solution, when in fact there may be bigger and better problems to solve. “I’ve just seen so many entrepreneurs spend years of their life building something being stuck with it,” he says, “and then trying to figure out how to fit it into something that doesn’t work.” In this episode, Brian and Joubin discuss zero to one building, the problem with how entrepreneurs solve problems, How to Win Friends and Influence People, Matt Mochary, Tom Mendoza, transactional relationships, the dangers of ego, optimists and realists, best man speeches, defining a unique culture, reverse selling, Lunar Holdings, Peter Reinhardt, marketing conservatively, and business book sales.In this episode, we cover:New York vs LA (00:54)How Brian feels, six months after stepping away from the CEO role (02:37)Product-market fit and TAM modeling (06:07)Build last (09:05)The qualities of great entrepreneurs (13:24)Tap Commerce and starting in sales (15:49)Listening and remembering names (20:40)The day after selling Tap Commerce (23:32)Starting another company, Attentive (25:07)Resilience and optimism (29:21)Fear, doubt, and the worst-case outcome (32:50)What Brian would tell his 29 year old self (37:13)Hiring and pivoting at Attentive (41:17)Text message marketing (45:49)How Brian interviews people (50:12)His new holding company, Lunar and its first startup (51:52)Don’t go social (55:21)What Brian is personally excited about and what “grit” means to him (01:01:57)Links:Connect with BrianLinkedInBuy Brian’s book, Problem Hunting: The Tech Startup TextbookConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

27 Nov 20231h 4min