Revenue Brothers

If you’re scrambling to justify a weak Q1 to your board, start here. Because you’re not alone, and you’re probably blaming the wrong things. In this episode, Toni and Raul dissect why so many revenue teams are falling short. They cover everything from unrealistic quotas and planning blind spots to the hidden dangers of action bias and over-experimentation (looking at you, AI-obsessed founders). Th...

Is planning your best weapon or your biggest waste of time? Depending how you do it, it’s probably both. In this episode, Toni and Raul unpack the paradox of startup planning. Spoiler: it's not about having a perfect plan, it's about building a fast loop for better decisions. They explain why founders get stuck chasing outdated roadmaps, how most "plans" are investor theater, and why the real powe...

Corporate espionage, bribery, and fist-fighting customers? Just another day in SaaS sales! In this episode, Toni and Raul swap wild startup war stories—from the Deel vs. Rippling spy case to real-life "hookers and blow" closers—and explore just how blurry the line gets between hustle and handcuffs.

Trying to force your mid-market BDR playbook into enterprise deals? That's why you're failing. In this episode, Toni and Raul tackle the common misconceptions about enterprise BDR motions. They explain why activity metrics don't matter anymore, why your junior SDRs are struggling, and how the AE-BDR relationship fundamentally changes at the enterprise level. Learn why enterprise BDRs need to think...

Stuck between building something that makes sense and chasing unicorn status? You're not alone. In this episode, Toni and Raul get real about the growing number of founders who are saying "screw the metrics" and just building good businesses instead. But here's the catch - your investors signed up for unicorns, not profitable mid-size companies. We're diving into this messy, often unspoken tension...

Think your "Hey {FName}" and "I see you went to {University}" messages are winning you deals? Think again. In this episode, Toni and Raul dismantle the myths of modern personalization and reveal why most attempts fall flat. They explore the three critical layers of real personalization, why AI can't (yet) replicate human relevance, and how spending 10 minutes on a genuinely tailored message beats...

Your sales team seems weird: they stretch the truth, party hard, and break every process you create. But there's a method to the madness. In this episode, we dive into what really makes salespeople tick. From why your best reps think like entrepreneurs to how 'wonderful weirdos' often outperform polished professionals. Learn why hiring MBAs for early sales roles backfires, how to harness unconvent...

All your sales reps hit 150% quota, but cash flow is down, and churn is up. How can that be? It’s because your comp plans suck. In this episode, we share the real (and often messy) stories behind sales compensation plans gone wrong - and what actually works.  Learn why "make it simple" is the hardest advice to follow, how to prevent gaming without complex rules, and why taking away commission is w...

Ever wonder why some buyers jump on every new tool while others wait until their business is on fire before making a move?  In this episode, we dive into the psychology of tech buyers and break down the three types you'll meet: the perfectionist, the procrastinator, and the pragmatist, as well as practical selling strategies for each. Essential listening for anyone in B2B tech sales who wants to u...

When should founders stop being their company's best salesperson? We break down the art of transitioning from founder-led sales to a sales team, sharing practical triggers for timing, hiring tips, and common pitfalls to avoid. A must-listen for founders planning their next phase of growth

Should early-stage startups hire a Founder's Associate or Chief of Staff? In this episode, we tackle this increasingly popular roles in startups. We break down the differences between these roles, share our experiences, and discuss when these hires make sense - and when they don't.  From managing special projects to building sustainable team structures, we give you practical insights for founders...

• Shifting Dynamics in VC Investments : Venture capitalists (VCs) are becoming more selective in their investments, focusing on true business potential and founder-VC alignment. This shift is driven by a challenging market environment, including reduced IPOs and acquisitions, which has forced VCs to reassess their strategies and priorities. • The Rise of Operating VCs : Increasingly, VCs are diffe...

Planning for Series A Success: Detailed execution plans can prevent overwhelm. Raul shares a framework for prioritizing tasks: focus on two key items at a time while de-prioritizing others. Start with foundational tasks like defining your Ideal Customer Profile (ICP) before scaling processes like CRM systems or advanced forecasting. Saying No vs. Scaling Gradually: Toni and Raul discuss why outrig...

1. The Current Climate: Why So Challenging? Raul sets the stage with a candid reflection: "Why is everything so difficult, and what can we do about it?" Acknowledging 2023 and 2024 as tough years for many, Toni emphasizes the importance of moving beyond the "big whine" to identify actionable solutions. 2. AI Hype: Magic Button or Misguided Expectations? The promise and pitfalls of AI: While AI dom...

Revolutionizing Customer Experiences with Conversational AI | Featuring Joachim Schreiner (CRO, Parloa) In this episode of The Revenue Brothers , host Raul sits down with Joachim Schreiner, the Chief Revenue Officer of Parloa and a pioneer in conversational AI. Despite Toni’s absence, the show continues with a deep dive into the transformative potential of AI in customer interactions. Joachim, who...

Ever wondered how a near-firing can lead to a top executive role?  Raul and Toni take a deep dive into Toni's career journey. From his beginnings as a struggling part-timer in Copenhagen to becoming the Chief Revenue Officer at Falcon. Plus, a candid discussion of mistakes made and lessons learned along the way.  (00:00) - Introdcution (03:13) - Toni's Origin Story (06:32) - Life in Copenhagen vs....

You're brand new in an organization and you have 90 days to figure out what's going wrong and what you need to fix now. How do you start? In this episode, Raul and Toni run through how to run a proper GTM diagnosis. (00:00) - Introduction (01:15) - Live Podcast at Pakcon (02:40) - Reunion in Mannheim (05:21) - Understanding GTM Diagnostics (07:47) - Approaching Organizational Diagnostics (26:43) -...

What makes a good must-hire revenue leader? What sets them apart? And how can you spot the fake ones? In this episode, Raul and Toni talk about their experiences in hiring the role, and what they think you should watch out for. (00:00) - Introduction (00:55) - The SaaS events scene (05:00) - What makes a good revenue leader? (08:31) - Hiring and Testing for Scrappiness (13:15) - Evaluating the new...

So you want to RevOps. Great, but where do you start? What kinds of talent should you look for? And who should they report to? In this episode, Raul and Toni the different archetypes of RevOps backgrounds—whether from consulting, finance, or commercial roles—and where to best place these individuals within your organization. They also share anecdotes about the challenges and strategies for growing...

Whether you're in B2B or B2C, seasonality is practically universal. So what can you do? In this episode, Raul and Toni share how to recognize and manage seasonal cycles in sales.  From understanding fiscal year ends, budget cycles, and the psychology behind customer and sales rep behaviors to practical tips on managing pipelines and leveraging seasonal trends, this episode equips you with the tool...

Should we still gate quality content? Or should we release it for free? No matter what side you side, the answer is never easy in SaaS today.  Raul and Toni debate the pros and cons of gating and how to think about your content strategy to get results in your pipeline. (00:00) - Introduction (00:37) - Berlin Event Recap (04:29) - Gated vs. Ungated Content (07:10) - Pros and Cons of Gated Content (...

How often do you argue about your data? How many times have numbers been questioned? And is the data you're even gathering helpful in the first place? We all want to make data-driven decisions. But what happens when you lack that data trust?   In this episode, Raul and Toni talk about the reason why so many companies struggle with data trust, and introduce a framework to get it back. (00:00) - Int...

Class is in session! Raul and Toni constantly bring up different frameworks and acronyms in the SaaS revenue world. In this episode, they put on their professor hats and explain some of their favorites and go-tos.  In this episode you'll learn about: - The revenue engine/factory - The revenue formula - How compounding works - CAC Payback and CAC:LTV (00:00) - Introduction (02:11) - What's the reve...

Despite having around 1,000 employees and 11 offices, Julius Koehler, a co-founder of sennder, still spends most of his time on the road, meeting customers face-to-face. It may not be the typical play from a founder, but he discusses with Raul and Toni why it works for him and his team, as well as the challenges it brings. (00:00) - Introduction (00:55) - Meet Julius and sennder (03:59) - Everytim...

The modern definition of a CRO is changing, and not enough current CROs are noticing. In this episode, Raul and Toni talk about why they're falling behind, what the role should look like going forward, and what current CROs need to do to get there.