The Revenue Formula

If sellers aren't selling anymore.. What are they doing? and why are we paying them so much? Find out in this episode. (00:00) - Introduction (02:50) - Sales Insights and Changing Dynamics (05:01) - The knowledge gap has reversed (07:57) - Proof of Concept: Ensuring Solutions Work (10:12) - The Role of Sellers in the New AI World (11:40) - The Importance of Customer Feedback (13:19) - Navigating t...

What can you learn from someone who's built a motion from scratch to scale? That's what we discovered with Maximus, CEO and Co-founder of Warmly. He shares how they built outbound from nothing. (00:00) - Introduction (03:05) - Building in Public (06:41) - Firing Customers (07:43) - Stacking Outbound (10:54) - Zero to One: Lessons and Learnings (19:08) - Dang outbound, it works! (19:52) - Consisten...

Weaknesses are awesome. If you can identify them that is. We discuss three common GTM weaknesses and how you can identify them... So you can start fixing them and getting better. (00:00) - Introduction (03:23) - Parenting Challenges (04:22) - Go-to-Market Strategies (05:35) - 20-20 vision (06:22) - 1: I'm just not motivated (12:37) - You're a bad leader (15:04) - It's products fault (of course) (1...

How do you get CAC:PB below 12? How do you get reps to close 50% more ARR? By focusing on unit economics. In this episode, we focus on that, merging PLG + SLG and more with Kevin McIntyre. (00:00) - Introduction (04:24) - Why merge (07:02) - Bringing together PLG and SLG (10:24) - Challenges and Strategies Post-Merger (13:38) - Focus on Unit Economics and Sales Efficiency (32:40) - Where AI will a...

This is your quick guide to GTM velocity. We cover three simple areas you can focus on to accelerate your GTM — and outcompete your competition. (00:00) - Introduction (05:14) - Work Culture and Four-Hour Work Week (07:23) - Go-to-Market Velocity Explained (11:28) - High Tempo Testing and Experimentation (13:11) - Defining Kill Criteria for Projects (14:38) - Experimental Market Expansion Strategi...

Is it time to fire the VP Sales? How do you know? How do you do it? Did s/he even get setup for success? This and much more we discuss with Raul Porojan (00:00) - Introduction (03:50) - Firing the VP of Sales: Initial Thoughts (04:49) - Challenges in Sales Leadership (05:58) - Setting and Achieving Sales Quotas (11:24) - Evaluating Sales Leadership Performance (21:09) - When to Fire a Sales Leader...

There are <200 folks with the title "GTM Engineer" on LinkedIn. But somehow, this role gets discussed a lot. And it's an interesting discussion - especially because we created a similar role at out previous startup, and it worked extremely well. Not sure what the role does or why it matters? Then listen to this episode. We discuss (00:00) - Introduction (01:32) - Introducing the Go-to-Market En...

Okay.. There's a few motions being covered plenty (inbound, outbound, plg etc.) But there's this other thing called community led growth that hasn't been covered a lot -- so we decided to discuss it with someone who built a succesfull community. And that's Matthew Volm, co-founder of RevOps Coop . We asked him to share, well, why you shouldn't do CLG. (00:00) - Introduction (02:53) - How the commu...

Moats. Copycats.. The list goes on. There's a lot of reasons to hate being in SaaS. We discuss the most common headaches in todays episode. (00:00) - Introduction (04:22) - "It's so easy to copy us now" (08:51) - Do you have a.. moat? (16:00) - We need to be efficient (18:55) - More pipeline, fewer deals (21:47) - SaaS Selling to SaaS This episode is brought to you by by Fullcast, the only AI-powe...

Remember Salesforce and Seibel? Well. We're about to see a lot of similar things happen thanks to AI. In today's episode, we discuss how AI is eating software - who's already being disrupted, and what a moat looks like now. (00:00) - Introduction (04:47) - AI's Impact on Software (08:34) - Understanding AI Agents (13:50) - AI's Role in Business Processes (18:16) - Challenges in AI Adoption (25:19)...

So Q1 is kicking off in hours, and most of you have already made a few mistakes.  We discuss the most common ones, and what you can do to fix them. (00:00) - Introduction (03:23) - Preparing for Q1: Common Mistakes (05:42) - Make no room for sales excuses (06:35) - Setting Sales Targets and Comp Plans (09:37) - Hiring is late... again (13:05) - Maybe it's the right time now (17:22) - January got s...

Did you start reflecting over your next career steps? Whether it's about quitting, staying and growing -- we discuss all things career with Robin Daniels. (00:00) - Robin Daniels (06:54) - Energy and Initiative in Your Career (11:33) - The Importance of Soft Skills (12:35) - Evaluating Career Goals and Titles (17:48) - Weekly Self-Assessment for Career Satisfaction (20:04) - Impact of Work on Pers...

Will growth return? How will AI influence GTM? There's so many questions as we near the end of 2024. In today's episode, we cover the key trends and predictions for 2025. (00:00) - Introduction (01:21) - Go-to-Market Trends for 2025 (02:21) - But first: Will we see more growth next year? (04:17) - AI's Impact on Sales and Hiring (08:24) - More sales roles (12:34) - The rise of AI agencies (16:31)...

Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how teams operate. With Kyle Poyar, we discuss new pricing models focused on outcomes and units of work - and what ramifications they come with. (00:00) - Introduction (03:19) - The Evolution of SaaS Pricing (06:04) - How AI is changing pricing (09:31) - Challenges and Strategies in AI Pric...

What's a great ARR per FTE, and is it even realistic to get to $1M? And if you could, why should you? This and more we discuss in todays episode. (00:00) - Introduction (02:32) - Why $1 million, like really? (06:46) - The Mindset Shift (13:00) - What can we automate first? (18:31) - Average quality of talent (25:48) - Investing in Assets for Growth This episode is brought to you by by Everstage -...

2025 is around the corner - and we asked Chris Walker about his predictions for the next years. Will we see more efficiency? Growth? How will AI transform teams? And much much more. (00:00) - Introduction (03:17) - Has anything changed? (05:03) - Understanding the Core Problems (07:06) - The C suite (12:03) - Wrong KPIs (14:40) - No, we aren't more efficient (19:00) - AI and Market Efficiency (22:...

There's been a bunch of change happening lately. And a lot of excuses to. It's time to accept the changes and adapt to (finally) start growing again. (00:00) - Introduction (05:47) - Growth and Market Dynamics (10:59) - So what exactly has changed? (11:23) - Changes in Buyer Behavior (11:48) - The Rise of Buying Committees (14:09) - Focus on Cost Reduction (16:13) - The AI Buyer Emerges (16:42) -...

Will the funding market screw you, or accelerate your plans?  In this episode, we talk with Peter Walker about funding and why it matters to GTM teams. (00:00) - Introduction (03:04) - What commercial teams need to know (05:44) - What does the market look like right now (07:19) - Are IPOs still backed up? (09:24) - Political landscape (12:29) - Two paths during a downturn (17:17) - Time Between Fu...

If you're the first to exploit a new opportunity, your advantage will only get bigger over time.  So, is there an exploit you can take advantage of? Find out in the episode. (00:00) - Introduction (03:06) - Understanding Zero Day Exploits (05:36) - E-commerce Evolution and SEO (12:31) - The Rise of SaaS (19:07) - AI in Go-to-Market Strategies (29:39) - Encouraging AI Experimentation (31:42) - Conc...

Have you read the phrase “AI won’t replace your job, but people who use AI will”? Well, that's not entirely true. In today's episode, we discuss how AI is disrupting the entire GTM at the moment - and we discuss it with Jacco van der Kooij . (00:00) - Introduction (04:24) - How AI is transforming GTM (15:01) - AI: Volume, cost and... what's the last one? (20:43) - Beyond talking leaflets (26:04) -...

There's an unfair advantage some startups and companies have. It's a competitive advantage that can't be copied. And it's on you should build as early as possible - a founder brand. In todays episode, we talk about our experience with building a founder brand, what we've learned from others and much much more. (00:00) - Introduction (01:47) - Building a Founder Brand (07:27) - You need this (08:45...

We've found a salesperson who's successfully sourcing 30% of her pipeline herself. How? Using LinkedIn. Laura shares her playbook, giving you practical tips to get going and much more. (00:00) - Introduction (01:27) - Welcome (02:53) - Challenges of Traditional Outbound Sales (05:07) - The Shift to Social Selling (05:57) - "You're not Gartner" (10:40) - How much pipeline? And how do you calculate...

Carta. HubSpot. Brandwatch. Rippling. These companies, and many others, offer services (even though VCs don't like it).  It's not about creating a services business, it's about using it to acquire, retain and grow customers. Here's what we get into: (00:00) - Introduction (03:08) - Why services aren't attractive (04:54) - And why services are awesome (11:46) - Services as an acquisition channel (1...

Everyone talks openly about raising a new round or closing a massive deal. But churn, crickets. Except for one guy, Adam Robinson. And he shares not only his churn problem, but how he solved it, how he's building a solid awareness engine and, how he built Rb2b. (00:00) - Introduction (07:02) - October 2022, the first LinkedIn post (08:53) - Finding his voice (11:15) - The first viral post (13:51)...

Outbound is being declared dead every week. AI is ruining outbound. Every business struggle to get it to work. But, we managed to get it working (again). In today's episode, we share the new playbook for outbound we used to book 500 meetings in just a few months, with 3 SDRs. (00:00) - Introduction (03:38) - Where outbound started (06:18) - AI SDRs (09:29) - Text is dead (11:22) - A different outr...