Bryan Caplin's guest appearances

Bryan Caplin

LeftFoot - Fresh Conversations on the Business of Law

The Sales Hacker Podcast

Hey Salespeople

Love Selling Hate Sales Podcast

Andy Paul

Kiva Kolstein

Aaron Ross

Jake Dunlap

Catie Ivey

David Priemer

Semil Shah

Chris Walker

Damian Thompson

John Barrows

Tomasz Tunguz

Doug Landis

David Skok

Max Altschuler

Scott Ingram

OwlTail

Bryan is the former CRO at Andela and North American GM at Axiom Law. Bryan and I talk about the viability of the player / coach role and his big three as a CRO coming into to scale sales at a $50MM company. #1 Top of Funnel #2 Enablement #3 Tech Stack. Find Bryan on LinkedIn. 

Bryan is the former CRO at Andela and North American GM at Axiom Law. Bryan and I talk about the viability of the player / coach role and his big three as a CRO coming into to scale sales at a $50MM company. #1 Top of Funnel #2 Enablement #3 Tech Stack. Find Bryan on <a href="https://www.linkedin.com/in/bcaplin/" rel="noopener nofollow" target="_blank">LinkedIn</a>.

Be Prepared to be Surprised with Bryan Caplin

Andela

This week on the Sales Hacker podcast, we talk to Bryan Caplin, CRO of Andela.  Bryan recently left Axiom as GM and Head of North American Sales and Marketing of Axiom to join Andela as CRO. He talks us through that transition—knowing when was the right time to leave, his criteria for evaluating a new company, and what he did in the first 30, 60, 90 days as a new executive.

This week on the Sales Hacker podcast, we talk to <a href="https://www.linkedin.com/in/bcaplin/" rel="nofollow" target="_blank">Bryan Caplin,</a> CRO of <a href="https://andela.com/" rel="nofollow" target="_blank">Andela</a>.  Bryan recently left Axiom as GM and Head of North American Sales and Marketing of Axiom to join Andela as CRO. He talks us through that transition—knowing when was the right time to leave, his criteria for evaluating a new company, and what he did in the first 30, 60, 90 days as a new executive.

79. How to Successfully Navigate Major Transition w/ Bryan Caplin of Andela

Nicole chats with Bryan Caplin – VP, General Manager and Head of Sales for Axiom Law. Strengths/habits that have led to success:  Learned to navigate the highs and lows. Prepare, prepare, prepare. Transparency is key – with the team members and clients. Growth strategy: Axiom uses aspects of Challenger Selling specifically: to teach and add value in every conversation; while subscribing to all tenets within the Predictive Revenue model including funnel specialization – a critical factor in their success. Tactical best practices: Clients value the Axiom view that contracts are more than paperwork. That the data within the contract holds value and can be leveraged to drive the business. Success story: As you create a foothold within an account – seek an internal coach.   All of Axiom’s key relationships started with an internal connection who told the Axiom story and led the charge. Legal services have become about ‘volume’. Some large specific matters occur but the majority are not based on individual judgment but rather ‘rules’ and repetitive engagement – industrialization. Millennial, Mobile, Global: Continue to challenge the status quo and keep an open mind. Patience is key. Share your ideas. Enjoy about work: There’s been more disruption and change in the legal industry during the last 10 years than the previous 100. It’s a really exciting tie to be in the industry.

Nicole chats with Bryan Caplin – VP, General Manager and Head of Sales for Axiom Law. Strengths/habits that have led to success: Learned to navigate the highs and lows. Prepare, prepare, prepare. Transparency is key – with the team members and clients. Growth strategy: Axiom uses aspects of Challenger Selling specifically: to teach and add value in every conversation; while subscribing to all tenets within the Predictive Revenue model including funnel specialization – a critical factor in their success. Tactical best practices: Clients value the Axiom view that contracts are more than paperwork. That the data within the contract holds value and can be leveraged to drive the business. Success story: As you create a foothold within an account – seek an internal coach.   All of Axiom’s key relationships started with an internal connection who told the Axiom story and led the charge. Legal services have become about ‘volume’. Some large specific matters occur but the majority are not based on individual judgment but rather ‘rules’ and repetitive engagement – industrialization. Millennial, Mobile, Global: Continue to challenge the status quo and keep an open mind. Patience is key. Share your ideas. Enjoy about work: There’s been more disruption and change in the legal industry during the last 10 years than the previous 100. It’s a really exciting tie to be in the industry.

ALM SPECIAL EDITION:  Higher Volume Leads to Fewer Individual Judgments  – We chat with Bryan Caplin of Axiom