The Revenue Formula

If sales reps only spend 1/3 of their time selling... What are they doing with their time? And how can you fix it? Also.. Maybe people don't know what selling entails? Irregardless, we dive into: (00:00) - Introduction (01:56) - Just 30% of time spent on selling?! (06:43) - Find out the status (11:21) - Eleminate (15:38) - Delegate (23:27) - Simplify Find the salesforce report on sales here .

It's time to wrap the year - and what better way than to revisit some of the great conversations we've had with our guests. In this episode, you'll hear: (00:00) - Introduction (04:43) - Sales forecasts suck (06:32) - RevOps aren't system admins (09:13) - Jacco van der Kooij: Recurring revenue (12:58) - Chris Walker: You're gonna cheat (17:42) - Kyle Poyar: Raise the prices (23:34) - Chris Orlob:...

How do you get more predictive and more foresight? You make GTM forecasting a part of your rituals.  And that's exactly what we discuss in todays episode (00:00) - Introduction (03:42) - How to use a GTM forecast (08:57) - Making it a ritual (14:47) - Next quarter (18:53) - Foresight in Marketing (24:32) - A different view into sales (29:20) - The forgotten child

What does it look like inside the engine room of a hypergrowth company? That's exactly what we discussed with Arun Mani, CRO at Pleo. (00:00) - Introduction (01:43) - The atypical CRO (04:40) - The pains of hypergrowth (07:53) - Running a matrix Organization (15:14) - Context switching (17:26) - Managing the growth (20:22) - The big problem: GTM execution (32:11) - Believing in the goals

Lots of succesfull companies were built on OK customers, an OK team and with an OK infrastructure. Today, that's not enough. We cover the latest benchmarks from OpenView, and discuss what it means. (00:00) - Introduction (01:49) - New benchmarks out - Execution is the problem (05:00) - CAC:PB and ARR per FTE (07:33) - Easy days are gone (14:57) - Churn and burn (22:38) - Teh People (30:32) - Infra...

Whether you've just started annual planning now or are already done (lucky you) - you should consider running an assessment of your GTM. It'll help you find problems you didn't even know about. That's why we brought in Anders who's done lots of those. (00:00) - Introduction (01:35) - Meet Anders (03:04) - What it is and why it matters (08:14) - When do you do it? (12:21) - What does an assessment...

Sales forecast have little to do with revenue growth. It's a great method for coaching and training - but not managing revenue growth. We discuss the limitations - and what you can do instead to manage revenue. (00:00) - Introduction (01:37) - The sales forecast (05:49) - This is what the salesforecast is for (08:21) - Tunnel vision (11:56) - The GTM forecast (17:00) - Building the GTM forecast (2...

When there's an endless to-do list and lots of requests, how do you prioritize changes to the business? And how do you get those changes done? That's what we talked with Sandy Robinson (SVP of RevOps at Patra) about. (00:00) - Introduction (04:52) - Meet Sandy (13:35) - What was the purpose of RevOps? (16:49) - Beneath the surface (18:36) - Driving change (21:44) - How do you manage change? (26:16...

Ever wondered why some public tech companies beat target and raise guidance? Today we talk about the practise to follow in order to build a plan you can beat - so you can raise target and build momentum. (00:00) - Introduction (04:47) - It starts with targets (07:30) - Confidence level and balance (11:38) - Isn't it unambitious? (13:33) - Give a different target to leadership (18:53) - The plan fo...

Hypergrowth comes from existing customers - and you have three growth levers to pull with customer success. We talked with Dan Steinman , Chief Evangelist at Gainsight about those levers. (00:00) - Introduction (07:00) - How do you grow through your customer base? (10:16) - Why don't we celebrate customer revenue? (13:04) - A leap of faith (16:47) - CS and PLG (20:20) - Don't raise prices, reduce...

Outbound is 3x harder than it used to be. We dig into what's happened, and what you can do to make it work. (00:00) - Introduction (01:30) - Challenges with outbound right now (04:39) - The most prevalent channel (11:08) - What it means now (15:29) - Get the message right (19:06) - Let's cut it (25:46) - Are you still a fit? Sources Pipeline from sales development (Ray Rike) 1000-1400 touchers per...

There's a growth lever you should know about: Pricing. We geeked out on pricing with Kyle Poyar , Operating Partner at OpenView to lay out how you can grow through pricing. In the episode, we got into 👇 (00:00) - Introduction (10:41) - The scary growth lever (17:42) - The steps to change pricing (25:02) - Where do you anchor pricing? (27:07) - How do you stick the landing? (30:55) - What about th...

Product led growth (PLG) has been all the rage. But lately, a lot of things have happened in this space. Airtable "ditched" PLG and Insight Partners published some interesting stats comparing PLG with non-PLG companies. So today, we discussed PLG as another motion (00:00) - Introduction (02:39) - What's happened with PLG? (11:56) - PLG.. just another motion? (17:36) - Blending motions (21:04) - PL...

What does the path to VP look like? What's the mindset, how do you impact the business - and what does strategy even look like? We talked with Sowmya about her experience becoming a VP of Revenue Operations. (00:00) - Introduction (02:55) - Sowmya's RevOps journey (06:52) - What does it mean to have strategy in the title? (09:09) - Unnoticed opportunities (15:18) - The advantage of experience (17:...

The most durable companies have built a strong moat around their business. While many things can be copied, we dive into some of the things that aren't so easy to copy - giving you a competitive advantage. (00:00) - Introduction (03:45) - 1: Lock-in (06:10) - 2: Complex implementation (08:46) - 3: Integrations (11:52) - 4: Increased usage (17:04) - 5: Ecosystem (20:51) - 6: Enterprise (25:36) - 7:...

We grilled Dave Kellogg on planning in this episode. We get into why you shouldn't get any surprises, why you need a plan you can beat - and how to approach building a solid plan for next year. (00:00) - Introduction (04:15) - What sets great team apart right now (06:03) - Are you up to par? (10:02) - What can we learn from the dot com bust? (15:32) - What's a good number? (18:38) - Why you need t...

Today we walk through the top 4 excuses Toni has heard (and used) when hitting target gets difficult. While some are BS, a few actually reveal important insight. Today we get into 👇 (00:00) - Introduction (01:50) - They're just lazy (10:09) - These opportunities are terrible... (16:31) - These inbounds... (20:56) - Just give me this one thing

From employee #75 to helping Drift become an over $1B valuation company, Sean Lane knows a thing or two about hypergrowth. In this episode, we talk to Sean about his RevOps journey and how to create a strategic team in fast-growing companies. Don't forget to listen to Operations with Sean Lane and check out his new company Minot Light Consulting . (00:00) - Introduction (00:42) - Meet Sean (01:30)...

Benchmarks are generally speaking not really helpful. And unfortunately, many are using them the wrong way - causing a lot of problems. That's why we discussed benchmarks - and when it does make sense to use them (and how) (00:00) - Introduction (04:01) - Benchmarking (06:40) - Misled by benchmark (11:51) - People ratios (16:40) - Pipeline coverage (20:13) - Same metrics, different meaning (22:25)...

How do you cultivate an efficient GTM engine? And what has Sam learned from building Pavilion and the community? In the episode, we get into: (00:00) - Introduction (05:48) - Culture and challenges (09:40) - The curated signs of an efficient gtm engine (16:29) - AEs = more revenue? (19:42) - Why sales gets all the love (24:28) - Alignment (30:48) - Free money created bad behaviour (32:32) - Going...

Software is bad. It makes RevOps look like system admins. But also, software is also good. In fact, it's very much needed. That's why we decided to cover how to approach buying software. In the episode, we cover: (00:00) - Introduction (02:51) - Buying software (04:40) - Text book purchase (10:30) - The wrong way to do it (11:10) - Forcing function (20:15) - Making the deal

What can you really do to lift the performance of your sales team? That's exactly what we discussed with Chris Orlob , who was part of taking Gong from $200K to $200M in ARR. In the episode, we get into: (00:00) - Introduction (02:44) - Why quota attainment is down (06:06) - Why sales takes longer today (08:32) - How do you solve the problem? (10:48) - What does good look like? (12:56) - Discovery...

There's a big blindspot in commercial teams. And it'll limit your ability to grow - it's your product. Here's what we got into 👇 (00:00) - Introduction (01:08) - Product market fit (05:19) - The blind spot (07:59) - Why it matters (09:38) - The first question: Do I have product market fit? (15:01) - Talking with authority (16:38) - Product limited (19:04) - When PMF is moving (23:27) - Changing y...

While many wants to be strategic... the first step is understanding how to take a strategy to plan to execution. That's exactly what we discussed with Shantanu , Senior Director of GTM Operations at Gong. (00:00) - Introduction (01:35) - The path to RevOps (06:55) - The Role of RevOps (10:05) - Common misconceptions of RevOps (13:06) - What does strategy really mean for RevOps? (16:46) - Strategy...

Hypergrowth is fascinating - but where does it come from? Hint: It's not sales, and it's not marketing. Find out in this episode. (00:00) - Introduction (02:08) - Where does hypergrowth come from? (05:37) - The forgotten child of GTM (09:10) - When is it time to focus on customer experience? (12:02) - Who's enabling CS? (14:00) - Where's the most expensive headcount? (17:24) - Reporting depth: Ren...