{"podcast":{"title":"Hunters and Unicorns","slug":"hunters-and-unicorns-1378689","podcast_index_feed_id":1378689,"rss_url":"https://feed.podbean.com/huntersandunicorns/feed.xml","website_url":"https://huntersandunicorns.podbean.com","image_url":"https://pbcdn1.podbean.com/imglogo/image-logo/9005185/hu_podbean_logo_1600bfjow.png","author":"huntersandunicorns","episode_count":100,"summary":"Introducing ’Hunters and Unicorns’ – Your Gateway to Tech Leadership Insights! Are you hungry for the inside scoop on what it takes to lead in the dynamic world of technology? Look no further than our celebrated interview series, ’Hunters and Unicorns’! Join us as we dive deep into the journeys of the trailblazers who are shaping the future of the tech landscape. 🎙️ Unveil the Playbooks of Tech Titans! 🚀 Revealing strategies of tech leaders driving growth. 🔍 Dive into pivotal past experiences. 🌐 1M+ global downloads – a community of tech enthusiasts. 🎯 Insights from thought leaders, entrepreneurs, execs. 🔥 Ignite innovation, leadership, extraordinary achievements. 🦄🎉 Subscribe for transformative tech insights!","last_synced_at":"2026-06-18T00:17:43.678058+00:00","page_url":"https://stenobird.com/podcast/hunters-and-unicorns-1378689"},"episode":{"title":"How to make EACH REP on a Team Successful w/ Austin Stefani","slug":"how-to-make-each-rep-on-a-team-successful-w-austin-stefani","published_at":"2025-08-13T11:10:33+00:00","page_url":"https://stenobird.com/podcast/hunters-and-unicorns-1378689/how-to-make-each-rep-on-a-team-successful-w-austin-stefani","show_page_url":"https://stenobird.com/podcast/hunters-and-unicorns-1378689","url":"https://huntersandunicorns.podbean.com/e/how-to-make-each-rep-on-a-team-successful-w-austin-stefani/","audio_url":"https://mcdn.podbean.com/mf/web/9tpww2bva653qere/Hunters_ECE_Austin_audio.mp3","summary":"In this episode of the East Coast Elite series, we sit down with Austin Stefani, CRO at DBT Labs, to discuss his career journey from EMC to his current role. austin shares his fundamental principles for sales leadership, emphasizing the importance of making every individual on the team successful. We learn about his focus on skill acquisition, the value of learning from challenges, and why empathy is crucial for both employees and customers. Austin breaks down his \"playbook\" for problem identification and how to apply it at various stages of a company's growth, from building a sales process and managing pipeline to scaling international teams. 🙌 Thanks to Our Sponsors! PGAI: https://www.getpg.ai Seller: https://selr.ai 🏹 Key Topics Covered 00:00 - Intro 00:58 - Flipping the org chart upside down 01:48 - The fundamental principles of sales 05:00 - Focusing on productivity 07:13 - Using frameworks for problem identification 09:17 - Translating a sales mindset to a leadership role 12:48 - Skill training and retention 18:56 - The benefits of non-linear career progression 24:00 - Learning through setbacks and hard times 32:27 - Why Austin chose to leave Rubrik for DBT 35:35 - Empathy as a core leadership trait 41:31 - The biggest challenges and learnings as a CRO 43:35 - The advantages of in-house company culture 49:55 - The playbook as a blueprint 💥 3 Biggest Lessons: Flipping the Org Chart: Leaders are overhead, and their primary job is to make every individual sales rep successful. Embrace the Hard Times: The only way to get through tough situations is through them, which is how you acquire new skills and become more resilient. Playbooks are Blueprints: A playbook is a framework for problem identification, not a step-by-step instruction manual to be applied universally.…","meta_description":"In this episode of the East Coast Elite series, we sit down with Austin Stefani, CRO at DBT Labs, to discuss his career journey from EMC to his current ro…","key_points":[],"chapters":[],"topics":[],"duration_seconds":3377,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/hunters-and-unicorns-1378689/episodes/how-to-make-each-rep-on-a-team-successful-w-austin-stefani/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/hunters-and-unicorns-1378689/how-to-make-each-rep-on-a-team-successful-w-austin-stefani.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}