The Pavilion Podcast
The Pavilion Podcast

Episode · 9 months ago

EP 41: Bringing Your Team Value Everyday feat Michael Coscetta

ABOUT THIS EPISODE

On this edition of "Is it a good time?", Brandon talks shop with Mike Coscetta, Chief Sales and Strategy Officer at Compass. 

Hello, everyone, and welcome to therevenue collective podcast. I am your host, Brandon Martin, And you arelistening. Teoh, is this a good time? The show where I asked revenuecollective members from really basic questions and they have incredibleanswers. We're coming to you every Tuesday and Thursday. So pleasesubscribe if you wanna make sure to catch all the great interviews withfolks who likely will be your boss one day. So today, our guest is MichelCaserta, chief sales and strategy officer. A compass. And we discussbringing your team value every single day before we get going with thequestions I wanted to tell you a little bit about this one. Sponsors six centssix cents. The number one account engagement platform helps you identifyaccounts that air in market for your solution. Prioritize your efforts.Engage buyers the right way with the highly relevant messaging and measurewhat actually matters. With six cents platform, you're able to get into moredeals, improved win rates, increase overall pipeline and optimize budget.Spend to learn more about six cents. Visit six cents dot com slash revenue.Collective. All right, let's do this. Episode four of is this a good time.All right, Here we are with my casita. Thank you so much for joining us. Mikeis the chief sales and strategy officer. Compass has worked throughout theindustry Titan of industry to me and certainly somebody who I've enjoyedgetting to know. I appreciate you being here. Thank you. Great being here assomeone who's only 59 I've never been called the Titan of anything. So Iappreciate the flattery here on a weekend before we had a weekend. That'sI mean, come on. You know your reputation here. Out. Eyes outsized foryour height. No worries on that. Eso Look, I always like to give people alittle bio. You are now this big role at Compass. You've held a amazing titleat square. Just give us a little bit of...

...your baseball. How did you get there?Right, you know. And what is your current role today? Yeah. So today myresponsibility is to drive revenue. It's a fun role. It's easy to simpleplace to start to take a number from the beginning of the year and make sureit's higher on a lot higher on a nice aggressive trajectory by the end of theyear, but also looking at all the different new ways we could make money.We have an amazing core agent business, and we're always looking at new revenuestreams and new partnerships and new business development opportunities thatmake the business even more exciting, more sustainable, more diversified andand all the things that you know, we hope the world will eventually judge usby. Prior to this, I let all global sales at Square Amazing Company. Ithink most people probably today know of square incredible fintech playerthat obviously built in a Knauss, um, business in the credit card processingand point of sale world and now is doing the same on the consumer and thefinancial service world with cash up, Bitcoin trading and, you know, stocktrading and all the other stuff that's in the news these days. But my wholecareer has been, you know, attached to sales revenue, marketing, go to marketpartnerships, channel all this stuff attached to the money, and I've got abig nose on. My CEO says that the nose for money, so I keep chasing it. Itsounds like you've touched all of those areas you know, maybe we'll have youcome back on. We'll do the big 45 minute long one at some point, buthopefully we'll get into a little bit of it here. I always talk about successand luck being two things. You know, both of those things are what make youyou know who you are and get you where you got in your case. Is there aspecific example of hard work that you kind of got me through something or isthere a specific example of luck? Well, I mean, I think it's always luck, right?You never know who you're gonna meet, how you're going to meet that person,how that person introduces you to another person, whether it be as a wayof generating a lead that eventually becomes a big deal. Does that big dealmake your name that gets you promoted and all of a sudden, your name and acompany that no one knew before? Or is it an intro to how you got a job or howa recruiter found you? Eso positioning? There's a lot of luck in my career.There's a lot of luck. I think, in any...

...sea levels career. But I think if Iwere to say, the one thing that's always driven me is just this thisinsatiable curiosity and it's made me a nerd. But it's also made me reallyunderstanding Ah, lot of different businesses and a lot of different waysof doing things That hopefully makes me more well rounded and allows me tobounce from industry to industry or job to job with the same ability to ramp,quickly toe, learn an industry quickly and to share, you know, value and tomake other people around me better. I like that. And now how did you gettheir job but square, you know, how were you introduced to the company?There was a headhunter that found me or recruiter actually from square, whofound me when I was in New York, back in New York now, obviously. But at thetime they were looking to grow their New York office, and they were lookingfor a GM of the New York office, someone to run sales, marketingpartnerships, account management, support, even caviar when they ownedcaviar at the time. Eso that's where the conversation started, but thatnever panned out because they ended up not going the GM route. They asked meif I wanted to be a sales manager for the New York sales team. I said nobecause of the time I was. I was leading all sales and marketing at astartup called Structured Web, which is still around and still doing very well.But a year later, Square came back and said, I think we have a differentopportunity and one that was much bigger, much cooler. And that was theirhead of sales and first ahead of strategic sales, which was like halftheir sales organization. Then about five and six months later, I gotpromoted to run all of their global sales organ. Then we scaled thatinternationally. But that's how that story happened, you know. So it was ano the first time. And thankfully, you know what? They came back a year laterwith something completely different, more exciting, maybe a lesson forpeople on, you know, making sure that when you do say no to a role, thatyou're doing it in a way that they're gonna want to come back to you. Ifthere's something else that fits, you know, respectfully and handed, you know,that's that's that's That's excellent on DSO you know, every day we're in,we're in the weeds on, you know, doing sales and marketing, and and so forth.Give us a tactic that you think people...

...can use. I mean, it could be somethingfor a account executive. It could be something for a sales leader. Is therea tactic on? I mean, you've led so many large teams. Maybe there's a tactic onleadership that you could share with us. I'm gonna give you two. So number oneis on the leadership topic is you should be adding value to every singleperson you interact with every day. And how do you add value? Well, it could beteaching them something. It could be helping them focus. It could be helpingthem solve a problem. It could be giving them confidence, giving theminspiration. But every single interaction should leave someone goingfrom here to here. And you should be a key driver off that, and I think youcould define that in 100 different ways. But that's how I think about leading anorganization every day. The second thing I would say is on a tactic for,like business development or revenue growth is that you should always havethings bucket it into, like, what's highly predictive meaning? Like what?What is our trajectory? And I know we're going to get from here to here.So, like, how do I make sure that doesn't fall? The second is what's veryprobable, right? What can I see is like, Well, it might just take a littletinkering, but I can have a very high confidence. We could change thistrajectory or add a new level to it this way, and then what's possible andkind of always having this little experimentation bucket for things forlittle seeds that you can plant that. Hey, maybe they grow quicker than youthink, where there's traction where you didn't even predicted. And then, boom,you've got your next hammer, you know, to go nail. And that's that's the funpart I think of. Look, looking at all these businesses and looking at thesedifferent parts of the business that there should always be the next thing.But you have to make sure that you continue to feed the existing thing andkeep that flywheel spinning. Yeah, what would you say? Like, do you thinkthat's 10% of your, you know, kind of resource is or, you know, mindshareinto the new thing? Or is it 5% or is it 20 right? Like, yeah, it depends onthe company stage. You know, if you're in early stage business, if you're asyriza or serious, be revenue leader, it's probably 75% because you have noidea what the hell is working or or Or maybe you know, I know this works. But,hey, I'm going to try this and I'm...

...gonna try this and I'm gonna try allthese other things and you have to do that without bankrupting your companyand running out of cash, right? If you're a much later stage company or apublic company, you probably have a very specific and small amount ofbudget dedicated to what is not predictive, not probable, but is onlyin that possible bucket because you can't just be burning money. You know,you've got to be delivering quarterly numbers with high level of precision,but you gotta have some, and if you don't have something, will be leftbehind by the company that does innovate. That's how Intel became intelon a M D and in video. And others have quantum leap them because again, theystopped looking for that next big thing. And for you, I mean, obviously, you'rein a very large company. Uh, there was news of an s one filing, so you know,you're gonna be a large public company at that, you know, do you spend? Is ita small amount of time and innovation Because you you need that predictablerevenue Or is it is it a large, you know, a large amount of time becauseyou still have so much room to grow. I mean, yeah, I can't say anything aboutwhat we're doing related to the S one or a public filing, but I can say thatgiven our size and just given, What I always want to see is that I alwayswant my revenue engine to be, you know, very profitable. Highly, you know, veryrepeatable, predictable and scalable on. If it can't be those four things, andto me, it's it's kind of gonna fall apart. It's eventually going tocollapse. So, you know, I always wanna be tinkering. I always want to knowwhat I can guarantee my CFO quarter over quarter a year over year. But Ialso always wanna have a couple of cards up my sleeve to say, you know, ifthis hits, you know, I drew an ace. Hell, if the next thing that comes inis a king learn pretty damn good shape here. You know, if I have an ace in thenext thing that comes in is a deuce. Okay, Well, next, you know, put itaside so you don't make big bets, but you've gotta have the little bits kindof running hot and simultaneously if they're suited. You still play them,though, because you got the wheel coming in anyway. Yeah, Ace. Anythingsuited? Yeah, that's your double triple. You know, you know the multipliers inpoker. I do get it on dso. You know,...

...let's get into just a little bit of thelightning round. What? You know anything that you're hiring for rightnow, So yeah, funny enough. It's a role that might not excite many people, butI need an accounts receivable lead for one of my products, which is like acollections role. And we're also interviewing for well Let's just say inthe future I can predict we're going to be interviewing for some more salestypes. Roles in one of my products are Home Services product. But, you know,Compass has a ton of openings nationwide. We probably have over 500openings, so I would encourage people just to go check out the career site.There's a lot on there. Yeah, and how many people on your team in general,that's a very hard question. Answer. Because I've got a direct team and I'vegot a very large amount of indirect teams who support one or more of ourprograms. I don't run a typical sales function, so my titles relativelyabstruse to anyone on the outside. But there are a lot of different functionspositioned around the company that air driving revenue, whether it be throughour Compass concierge program, our Bridge loans program are leads program.Our Vendor Home Services program, our new development division. There's a lotunder me that's out. There s Oh, I wish I could give you an exact answer, butit would be it would be made up. It sounds like if you go if you go toCompass this website. You see positions open and they're in sales of strategy.You get to hang out with you a little bit throughout the year. That Z maybe,uh, Andi, who give us, um, shadows. Who do you Who do you love followingtalking to? Who inspires you when you you know when when you need that littleextra? Listen, I love I watch CNBC all day and maybe it's a terrible thing todo, but it's the only news source to me that doesn't depress me. But I loveseeing what's happening in the markets right now, and I love these companiesthat are coming out of nowhere just with this massive innovation. You knowwhat Ellen is doing It Tesla's is mind blowing. What Microsoft continues to dois just meant money and not know how to do anything, but just meant its own,You know, fortune, that stuff I love.

You know, Dave Port really makes melaugh every single day with everything that's happening today. Yesterday youname it. The guy just makes me crack up. But you know these these air kind ofthe common things that I'm sitting and following I also would encourage peopleto follow the Winklevoss brothers and the way they're leading the cryptoindustry from a very, you know, legitimate standpoint, an institutionalfirst standpoint, working direct with regulators. I love fintech. So to me,just seeing this stuff and I can't help but also call out Jack Dorsey, who Ithink has his hands full, you know, with the drama at Twitter. And I hatecensorship, and I hate seeing it there. But Dan, I love what the guy does itsquare and have worked with him at square. He's very special entrepreneuron. I think we'll go down as one of the top entrepreneurs in the 21st century.Without a doubt, I couldn't agree more. I love a lot of those people in love. Alot of the the content that comes, comes from You got Ellen Jack and tapefor my in their love it. Andi was put. I put Sasha right for Microsoft. That Ithink you're doing is just unbelievable again when you think about an enginerevenue engine that is profitable, repeatable, predictable and scalable,Microsoft has found a way of doing it after being called dinosaur and being alabel this past its prime. No, no, they're just killing it. And it's anamazing company to watch. Yeah, I like that. And what about up and comers? Iknow you have such an amazing team that you used to lead at square and they'vegone off to all all places, you know, who are some of the folks we shouldkind of keep an eye out on? Yeah. I mean, I think the person who's runningsales there now Ashley Greg is unbelievable and a member of revenuecollective. Very active. Ashley and I get to catch up once in a while, andshe is inspiring. She's great. She's absolutely great. Definitely missworking with her, the other people right underneath her square. TomHanrahan, who runs North American Sales, Michael Wilson runs international sales.Joey Raw to run Z Enterprise sales...

...there. Doug Schuessler, who went leftand now is the C R. O of Raisi, which is a division of American Express. Youknow? Yeah, Ross Ross, we'd off Who's now? It's sweat ventures as, ah kind ofah, revenue mentor to start up entrepreneurs. They're they're awesome.Awesome people. Andi, Actually, someone I just hired into Compass who actuallyjust signed his offer letter while we're sitting on this call eyes. Ah,guy by the name of Andrew Tuchman, who might be the most talented sales personI've ever met in my life on. He's now joining one of my teams at Compass.That's amazing. I know it was a maybe, and that it was like we were gonnabring it up. But there he is. Congratulated, literally. You know, Ican't turn off all notifications in the background, but seeing the doc you signcome through, like way. Our breaking news here on the revenue collectedpodcast. Alright, cool. No, I'm a big food guy. Give us a restaurant. Yougotta try. When the world comes back in New York, I cannot wait to go back toLibourne. Or then, uh, listen. It's the most consistently outstandingrestaurant that will cost you a paycheck. But it is just You can't.There's nothing that beats that place. It's unreal. And I can't wait to getback. It is the place that if you want to burn 400 bucks on a meal, that is tome the most. Yeah, You said the word consistent. I might use it again. butlike that's the place to go. Do it. You're gonna have a perfect meal everytime. This team there is amazing. And yeah, I love it. That's great. 15, 15years. Three Michelin star. And you look at Eric Repair, who had spent ninemonths straight basically making meals for homeless people and service workersand donated every dollar you know to charity. Like Justin. Amazing humanbeing an amazing staff and not 400. But that's before wine before cocktailsbefore tax before tip. And then you need a mortgage. You know, this is thisis an international show. I didn't want to scare people up with the prices ofNew York City. Although, although the folks in like Hong Kong and Singaporelike that's nothing, they get anyway,...

Michael. Thank you, man. Always such agreat thing to catch up with you. Good luck with all the news that you havegoing on in your life and we'll talk to you soon. Thanks, Brandon. Always fun.Have a great week. You too. All right. That's our show. Thank you so much forlistening. If you love the show, please rate and review in the apple podcast orSpotify app. Send it to some friends. Smash that subscribe button. Send mesome love via email, whatever you'd like. A reminder. This episode isbrought to you by six cents Powered by AI and Predictive Analytics. Six centshelps you to unite your entire revenue team with a shared set of data toachieve predictable revenue growth. Had a ton of fun today. I hope you did too.Now go crush your numbers.

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