The Pavilion Podcast
The Pavilion Podcast

Episode · 7 months ago

Ep 86: Bad Luck is the Best Luck w/ Collin Cadmus

ABOUT THIS EPISODE

Ep 86: Bad Luck is the Best Luck w/ Collin Cadmus

Part of the "Is This a Good Time?" series hosted by Brandon Barton.

Hello everyone and welcome back to theRevenue Collective podcast. I am your host, Brandon Barton and you arelistening to Is this a good time? The show where I asked Revenue Collectivemembers some really basic questions. They answer those questions and it's alot of fun. We really shows every Tuesdays and thursday. So just hitsubscribe. So you don't miss an episode. Our guest today is Colin Cadmus. He isa two time VP of sales who now is an adviser, consultant. Too many companiesbut also has his own podcast. We talk about how bad luck can really bebeneficial. Sometimes this episode was brought to you by Quarter Bath, acommission tracking software built for sales operations, finance andaccounting teams. If running commissions and payroll has you runningfor the hills quota path is for you, quote a path helps organizations trackand manage commissions and paid their teams accurately. And on time everytime, keep your team motivated and on target. Simplify your commissions atquarter past dot com slash revenue collective. That is revenue dashcollective. And give your reps the gift...

...of transparency. All right, let's dothis episode 34. Is this a good time? Alright. I'm so psyched to have ourguest today, Colin Cadmus. He's a former VP of sales two times done that.He's an entrepreneur, he's an advisor now. He has his own podcast, so he isgoing to sound a lot better than I do with all his fancy equipment ColinGreat to have you man. Likewise, thanks to be here and thanks for inviting me.Yeah, well look, I'm really intrigued by your background and I mean it's notonly to where you got, how you got to where you got, but now have you gottenpast it? Right. You're at the point where you are, you know, almost makingyour own career out of out of you, right? You're the brand. So, all meat,No fillers want to die, right? And tell us a little bit of your current kind ofrole, what you're doing and then how you got here some of the steps alongthe way. Sure. Yeah. So currently, uh, I guess I'm going on, I'm probablyapproaching a year maybe it hasn't been quite that long, but it feels like thatlong. It's probably like six months, I think. I don't even know, but I I leftbeing a VP of sales rough. I call it a...

...year ago, maybe it was a year, you know,around covid time and now I'm consulting, you know, I always had thisdream to work for myself. Maybe it's not a dream more of a need, I think.Yeah, never, never been a huge fan of working for other people, even though Iloved it through my career, I knew it wasn't what I wanted to do forever. Andso I had, kind of, throughout my whole career, tried to find my way to, youknow, self employment or entrepreneurship, I had tried to startmy own tech company after my first VP of sales role failed miserably in eightmonths and, you know, decided to go back and do what I knew I was good at,went back to the V. P. Of sales again, then came to the end of that road andagain, I'm like, I really want to work for myself, you know? And so at thatpoint I had built up a bit of a following on linkedin. I had obviouslysome better credentials at that point, after being a VP of sales twice, I feltlike I had learned a lot in it and after doing it twice I felt like I hada much more holistic view of what it really is because you do it once andyou kind of get tunnel vision, you go...

...to a slightly different or verydifferent company and all of a sudden you start to really understand what thejob is at large. So that's where I realized, you know, consulting might bea good thing for me. And so, you know, it was kind of a mixed bag of emotions.One was, you know, and I was very public about this. I got fired from myjob at air call. As many VPs of sales do even after you do a good job. You'regoing through a certain stage and then they move on to someone who knows thenext stage. And so I think there's some things that are right with that. I alsothink that there's some things that are broken with that model. And so what Irealized after I left air call, I start talking to some folks who arerecruiting VPs of sales, trying to recruit me. And I realized that ahandful of them weren't actually ready to hire a VP of sales, but they thoughtthey were. And if they had gone ahead with that higher, they're going to endup, you know, just contributing to that short tenure of a VP of sales, justcontributing to that heavy turnover. And that that horrible issue of justcycling sales leaders in and out. And so I said, maybe what I should do withmy life is actually try to help solve a...

...little bit of that problem, right?Maybe I go the consulting route. I take phone calls with Ceos and founders whothink they're ready to hire a VP and I help them assess whether or not theyare and if they're not ready, that's where I can come in and bridge that gap.Right? And help them get ready for that point. And that's essentially what I'mdoing on the consulting side of the business today and consulting advisingdepending on how deep the engagement is. But that's essentially what I'm doing.And then I'm doing a podcast as well to help promote the business and help menetwork and stuff like that on the other side of the business, whichshould turn out to be about 50% of my time, is building online trainingcourses being I guess like in my own house now, working every day, I'm like,I've been training salespeople for all these years and now if I consult andkind of never get to do that again. So why don't I just document everything Ihave and just put it out there for people, you know, and then you can havethese multiple revenue streams and and kind of hopefully survive withouthaving to go back to that full time job.

I love that. And tell us the name ofthe podcast so people can find it Colin Cadmus podcast. It's funny to ask. Yeah,so my business is called Colin Cadmus LLC. My website is Colin Cadmus dot com.My podcast is Colin Cadmus podcast. Why did I do that? Because I couldn't thinkof anything better and I didn't want to waste any time on it. I'm glad yourparents named you. That would be really weird if all those things for yourbusinesses and your names and that wasn't your name. So uh it's going tobe needing Jose. Well look, I I always think success and comes from both hardwork and luck along the way uh would love to hear, you know, a story ofeither from you kind of along your path. Sure. Yeah. The way I saw that questionright? Like and I didn't agree with it at first, I don't know that success isbuilt on luck now. It doesn't mean that luck can't play a role, right? Itdoesn't mean that there can't be part of that and perhaps a lot of people'ssuccess, maybe that's what you meant by...

...that. Perhaps a lot of people's success,there's there's some luck and you know, the thought is that that wouldn't havehappened. You know, if the timing wasn't right or if the company who justbought your company for a billion dollars wasn't in the market for that,right? Some of that could be considered luck. But I think the other way to lookat it is that you created that look by putting yourself in that position. Butanyway, that's kind of the generic answer. But I think for me when I thinkabout what helped me get to where I'm at today, and not that I don't feellike I still have a much farther to go, but it's almost like bad luck has beenmore beneficial to me I've found in my life and I wish I realized this, youknow, 10, 15 years ago when I went through the first downward spiral of myadult life. But I've learned now that those are actually the greatestopportunities for me because I go through that little point of depressionand getting upset over whatever happened. But then that turns into fueland and that really pushes me to level up and so, you know, it's how I've gonefrom being a store manager to then, you know, nine months later after startingat an entry level role, getting into...

...leadership and then getting into a VPsales, getting fired from that, getting to another VP sales like, and and justcontinuing to let those downfalls be a springboard and that's how I like tothink about it. You think about those springboards that gymnasts jump on,right. The thing has to go all the way down before it can go up and so it'slike life and careers. I like that man. Well look, you've trained hundreds andhundreds of salespeople. Give us a tactic that you think each one of themshould have learned in your training and used in their everyday work. Sure.Yeah, So it's probably different depending on which company I trainedpeople at. Um Sure. For two reasons. One because I think I got better at it.Uh and to just because each company is different. But I think one thing thatyou can probably say is universal, it's just putting the customer first, thecustomer or the prospect, right? And if you do that and you let that be thefoundation of everything else that you're doing, the whole job gets a loteasier, right? And I think, you know, if you start out in an entry level role,you go through this training and you're...

...often 90 of what you're being told orall of the things that you have to do. Okay, so your mindset becomes focusedon what I have to do, not what I need to accomplish, right? And they'redifferent. And so when you're focused on the task, you're not focused on theresults. And when you start to put the customer ahead of everything right? Orlet me back up a little bit so I can make sure following me. If I'm in thatmindset of focusing on what I have to do, I'm thinking today I have to hit100 cold cause I have to schedule x number of meetings. I have to make surethat I check all these things off the list. So when that dashboard comes out,that report, whatever it is, I look like I did my job. But the problem iswhen you approach it from that angle, that is your end goal is just to get itdone. But you're not actually accomplishing what you need toaccomplish. And so when you can think about the customer first instead ofyour number, your commission, you're this, you're that and then you getlaser focused on actually trying to...

...find people that need what you have andthen helping them to understand that they need it. When you put that first,when you put that above everything, all of the rest starts to work itself outand actually gets a lot easier. I think interesting. I wonder if folks put thatinto practice? Does that start to have conflict on, you know, the hitting thegoals versus get, you know, hey, I'm thinking of the customer first, butlike, well, guess what, internally, you're not hitting the goals, you needto, have you ever seen that kind of situation? Sure. Maybe initially whenyou're going through that transition. But the truth of the matter is ifyou're not doing it that way, your metrics don't mean much because youcould be bringing in bad business, you could be making bad cold calls that area waste of time, right? You're just doing things for the sake of doing them.And if you don't focus on the results, the results probably won't be that good,right? And you see, you see there's there's companies that are crushingtheir sales targets, but their turn is atrocious, right? And like it'sdifferent things like that that all come back to you didn't put thecustomer first, right? And, and that...

...mindset, I love getting rid of vanitymetrics in this industry. Um Yeah, look, they're cool to look at such bullshit.They're cool to look at their directional. But here's the problemwith when they become the main focus, then everyone finds a way to manipulatethe numbers and then they're really not telling you the truth anyway. And sowhen you pay a little bit less attention to that and all of the focusof the team, the energy, the culture is on. Just figuring out how to find theright people find the right prospects and then how to turn them into a happycustomers. When you make that, the number one overarching objective of thewhole thing, it all gets a lot easier and it starts with the ceo it startswith the ceo the CFO the co founders. When you see a company who's making allof their decisions based around finance, that's usually a very bad sign. Andwhat I mean by that is if you're sitting in an executive meeting andwe're talking about different ideas, right? We're throwing out differentstrategies. May be different tests this and that. And the first reaction tomost people in the room is something...

...about the budget, the cost of this thatyou are not running a company for your customers, You're running it for yourbank account. But then you look at a company like amazon, for example, whohas never thought that way. Not once, right. They've always always put thecustomer first whether that means taking a billion dollars worth offraudulent returns every year. Just so that the you know the other, I don'tknow million dollars worth of those customers were legitimate returns. Havea good experience, right? Little things like that. And the translatedtranslates into SAS as well. And it's something that I try to coach ceos on.It doesn't mean don't make decisions around financing. You have to you don'twant to go bankrupt. But it means before you think about the financialimpact of that decision, try to think about the customer impact first. And ifyou think about that first, you have a whole new perspective on the financialimpact because now you're thinking about the ancillary benefits of makingthat investment. Whereas if your first...

...reaction is to look over your CFO saycan we afford that? Of course they're gonna say no because you haven't eventhought through all of the upside yet. And so that's why I say the customerfirst mentality. It should start at the top from the ceo down it should trickledown to marketing to sales to see us to product to everyone if you do that andthat's the culture of the company, everyone's jobs a lot easier. Cool. Ilike it man. Let's let's leave it there. Alright, lightning round. We got acouple couple of quick ones. Anything you're hiring for. Not really hiringbut I am looking for it's more of a freelance. I'm looking for like areally talented videographer video editor on the content side. Someone whoideally I could find someone local to me so you could actually shoot somestuff in person. But yeah I've been looking for someone, we get lots ofpeople reaching out, but I really want someone who, who really has experience,not someone who is just, you know, I mentioned, I mentioned before my, my,my guy Gary V, you need you need a D rock. Yeah, that's exactly what I needand it's not full time. Right? Well,...

...let's, we'll ping him after the showand we'll see, uh, if he's got anybody else in his, he usually doesn't, buteveryone, I'm sure he wants to leave Gary V to come to come over here. Right.Exactly. Exactly. But yeah, I would like to have someone like that, notfull time or anything like that, but someone who's looking to pick up someextra money, you know, every month and do some work with me. That would begreat. Cool. And give some shout outs who are the people that you appreciate,their content, that they're putting out on sales and marketing. It's such atough question because there's so many and I think I go through phases of likewho I'm really into their content but I mean look all the O. G. S, right, JakeDunlap scott lease, I'm gonna forget so many people scott leaves richard Harris,josh braun is great on the marketing side, I'll give you the top three,right? It said steve, gerhard chris walker and Megan Bowen Bowen Bowen, Iactually don't know if I said that right, I apologize Megan. But yeah, Iwould go follow those fucks. All...

...amazing folks had chris on here andMegan is just Megan has been on the R. C. Podcast in the past, not mine but uhshe is, she's incredibly special. I was on Megan's podcast also in actually twohours ago, I was just on christmas podcast. So small world got to you gotto give them the shouts too. I love that. Alright, cool, well look, thishas been great. The real important question to me is straightforward.Where am I eating man? Give me, give me a restaurant to go to. Oh man, I meanfor me it's mom's home cooking. I'll give you a good restaurant, I'll giveyou my favorite in new york city. I mean my favorite has always beenmorton's steakhouse. Actually lived a block away from morton's steakhouse foreight years. Nothing beat that, that 12 ounce filet, the God, I forget evenwhat they called, the mashed potatoes. I got a cream corn there, it'sunbelievable, but that's my favorite. But hey, I just moved back to NewJersey after what was it? I think 17 years of not living near my parents, sothere's nothing going grab mom's dinner. I can't get that. But I definitelycould go to morton's. I love it, Colin. Thank you so much for being on man.Good luck with your pod. Really looking...

...forward to continue listening to allthe killer. Amazing folks that you had on there And uh, yeah, thanks for beingon. Thank you. All right. That's our show. Thank you so much for listening.If you love the show, send it to everyone posted on your instagram everyday all week. This episode was brought to you by a quarterback, quarterback.This differs radically transparent. End to end compensation solution from salesreps, defiance. Get started for free at quarterback dot com slash revenue dashcollected. I had a lot of fun today. I hope you did too. Now go crush yournumbers. Say something. Mhm.

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