Explorez tous les épisodes du podcast The Revenue Formula
| Titre | Date | Durée | |
|---|---|---|---|
| How to build & replicate stellar sales teams (With Collin Cadmus) | 12 Sep 2024 | 00:46:39 | |
What does it take to build a succesful salesteam? And what does it take to replicate it? That's what we talk with Collin Cadmus about.
*** Connect with us ✉️ Newsletter: https://www.revletter.io/ 📺 Watch: https://www.youtube.com/@growblocks | |||
| Is it time to merge inbound and outbound? | 10 Sep 2024 | 00:30:28 | |
When folks run outbound, they eventually also run inbound. But should those motions really be separate? What would happen if they were merged? And what problems would it resolve? This and more we discuss in todays episode
*** Connect with us ✉️ Newsletter: https://www.revletter.io/ 📺 Watch: https://www.youtube.com/@growblocks | |||
| Can RevOps lead sales? Well, this person does (with Ryan Milligan) | 08 Aug 2024 | 00:39:00 | |
Thought experiment: What would happen if you put RevOps in charge in sales? Well, we spoke Ryan from QuotaPath who started in RevOps, and now also runs sales. And there's a few interesting learnings you shouldn't miss
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly. That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| Special: What you need to know about brand (With Udi Ledergor) | 10 Aug 2023 | 00:46:56 | |
Everyone agrees brand is important, but struggle to articulate why or even how to manage it. That's why we brought on Udi Ledergor from Gong to share his insights from building the gong brand. We get into:
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| 1 year in 30 min: 6 things you've missed | 08 Aug 2023 | 00:29:37 | |
One year has passed, and maybe you've missed an episode or two. In this episode we've picked our 6 favorite takeaways and distilled them in a short 30 min episode. This is what we covered:
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| Cash Cows and Stars: Allocate resources like this | 01 Aug 2023 | 00:33:35 | |
What if you had $10 million to allocate in 2024? How do you know to spend that cash in the best possible way? Simple: act like a portfolio manager. In this episode, we borrow lessons from Boston Consulting Group's Growth Share Matrix and show you how you can apply that to your revenue engine. After this, you'll never look at your GTM strategy the same way again. Read More: https://growblocks.com/blog/allocating-capital-is-easy/ | |||
| Forget alignment, just agree on this | 25 Jul 2023 | 00:30:37 | |
In this episode, we want you to forget all about the word alignment. Because even if you do achieve it, it won't drive growth on its own. Alignment should be an outcome, not a tactic. In this episode, we explain why the classic concept of alignment is broken and what 3 things you should have your team focus agree on instead to drive efficiency. | |||
| If your target is at risk, listen to this | 18 Jul 2023 | 00:30:49 | |
2/3 sales reps aren't completing quota. Yeah it's tough - that's why we cover what you can do to get back on track. What we covered 👇
Sources mentioned: Solving underperformance by Winning by Design Demand picking up a smidge by SaaStr Decline in win rates by Jacco Van Der Kooij | |||
| NPS Sucks | 11 Jul 2023 | 00:31:12 | |
Net promoter score is terrible - it's become useless for SaaS. We discuss the problems with it, and how to fix it.
Also mentioned in this episode:
PS: NPS was developed in the 90s by Bain & Co -- before SaaS really came around. | |||
| Drive customer growth | 04 Jul 2023 | 00:28:38 | |
The biggest growth lever you have? It's your customers. In this episode we talk about CSMs, incentives and 4 common expansion strategies.
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| Special: Revenue Planning (With Ben Murray) | 29 Jun 2023 | 00:41:04 | |
We’ve been zinging finance a bit on the show. Today we decided to invite a SaaS CFO, Ben Murray. We talked about how the two functions should create a solid revenue plan together - how to manage crazy ambitions and much more.
About Ben Ben is a fractional CFO and founder of TheSaaSCFO.com and TheSaaSAcademy.com Want more from Ben? Check out his newsletter here https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page | |||
| Pipeline coverage is worthless | 27 Jun 2023 | 00:25:57 | |
You have a pipeline coverage ratio (PLC) of 10x. Is that good? Is it bad? Will you hit target? Will you team understand it? The only thing you know for sure: It needs a winrate of 10% to work out. But how do you use it operationally? Well.. It's pretty difficult. We dive into the problems with PLC in this episode.
PS: Want a masters degree in B2B SaaS? Head over to the revenue letter. | |||
| Churn is dying, let’s save it | 20 Jun 2023 | 00:30:27 | |
You can calculate churn however you want. The problem? Churn as a metric will start to lose meaning. Toni and Mikkel discuss the different options to make it useful.
Sources You can check how different companies report churn here (http://christophjanz.blogspot.com/2017/12/how-public-saas-companies-report-churn.html ) Watch Dave Kellogg's presentation on churn here. Something you want us to cover? Drop us a note on podcast@growblocks.com | |||
| The plan that kill teams | 06 Aug 2024 | 00:31:43 | |
It's planning season again. The most agonizing process for GTM teams needing to plan their targets. We discuss how b2b SaaS teams should go about it.
*** Connect with us ✉️ Newsletter: revletter.io 📺 Watch: https://www.youtube.com/@growblocks *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly. That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform. | |||
| Want predictable revenue? This'll help | 13 Jun 2023 | 00:31:18 | |
The most predictability businesses have for revenue is the forecast. But what are some other simple steps you can take to build more predictability on revenue? Toni and Mikkel discuss non-magic steps you can take towards predictable revenue.
Interested in GTM live? You can sign up here | |||
| Special: Leah Tharin on Modelling PLG | 08 Jun 2023 | 00:44:30 | |
Product led growth is still all the rave. But is PLG right for you? How do you build the business case and how do you think about modeling it out? We're not experts in PLG. Fortunately we brought on Leah Tharin who is to discuss it. Here's what we covered:
You can check out Leah here: www.leahtharin.com + her linkedin: https://www.linkedin.com/in/leahtharin/ Enjoy! | |||
| 4 Steps to create data trust | 06 Jun 2023 | 00:33:13 | |
"I don't have that number!"... "where did you get that data from?".. Ugh, so many objections to data, and the worst part? You get stuck chasing data perfection (which is an endless endeavour). Instead, follow this simple framework to create data trust. And the best part? It's self validating over time. In the episode, we discuss:
PS: No joke. Write a long review and get a book. Send a screenshot to podcast@growblocks.com | |||
| Want sales consistency? Try this | 30 May 2023 | 00:31:43 | |
If you want predictable revenue, you need sales consistency. Not a "backlog" quarter where 80% of deals close in the last two weeks. That's pretty stressful - so we decided to share 3 ways you can work towards more consistency in your sales. We covered:
Interested in the revenue letter? You can join here: https://growblocks.com/revenueletter/ | |||
| The best ways to screw up comp plans | 23 May 2023 | 00:33:31 | |
There are things that just shouldn't be in sales comp plans. And then there are things that definitely should be. In this episode we talk about a simple approach to drive the right behaviour for you and the sales team.
You can check out GTM live here: www.growblocks.com/gtm-live/ Email us with questions at podcast@growblocks.com | |||
| CAC is useless | 16 May 2023 | 00:30:31 | |
CAC as a metric is pretty useless for operations. But why is that? And what should you do instead? That's exactly what we cover in this episode
You can check out the benchmarks mentioned here: https://drive.google.com/file/d/1Kjbt75NEPRjKK63pI_ULJokEL9L2kIf7/view?usp=share_link | |||
| 3 GTM Aha Moments | 09 May 2023 | 00:33:10 | |
It seems so obvious once you've had an aha moment. Whatever you were doing before is just seen in a completely new light. Unfortunately, we only get so many aha moments -- but fortunately we share 3 of Toni's biggest Aha moments around go-to-market in this episode.
If you want to see the show, check it out on YouTube: https://www.youtube.com/@growblocks/podcasts Also mentioned, signup for the revenueletter here: https://growblocks.com/revenueletter/ | |||
| 200 QBRs later: They’re broken | 02 May 2023 | 00:31:24 | |
We've run more than 200 quarterly business reviews (QBRs), and we've realized something. They're broken. Fortunately, we have a solution that improves them by a great deal. We're calling it QBRs 2.0 - listen in here.
If you're interested in GTM live, sign up here to get access: https://growblocks.com/gtm-live/ | |||
| Making sales enablement unsuck | 25 Apr 2023 | 00:33:48 | |
61% said sales enablement was useless on Bravado (yikes). While the community is very direct, there's a couple of reasons sales enablement doesn't succeed. We talk about the problems, how to overcome them - and share one or two counter-intuitive approaches you can take. Key points
If you want to see the show, check it out on YouTube: https://www.youtube.com/@growblocks/podcasts | |||
| 5 real examples of rapid experimentation | 18 Apr 2023 | 00:34:52 | |
Don't just make big bets. Consider rapid experimentation to outpace the competition. We share 5 concrete examples, a process we've followed - all to enable you to conduct rapid experiments. | |||
| Why PLG suck, and how to fix it (with Wes Bush) | 01 Aug 2024 | 00:42:57 | |
PLG sucks. Especially if you don't know what you're doing. Too many people assume you just turn on the self-serve button and watch the money roll in. And they couldn't be more wrong. In this episode, we talk with Wes Bush, Founder of ProductLed.com, about everything you need to know about PLG and what you need to do to run it right.
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly. That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| Small steps, big wins: Achieving radical outcomes | 11 Apr 2023 | 00:31:23 | |
Formula 1 pitstops took 50 seconds, now it's down to 2. That's the power of continuous improvement, and it can be applied to SaaS. | |||
| 4 letters to make better decisions, faster | 04 Apr 2023 | 00:32:48 | |
Sales cycles are extending. Win rates are decreasing. How do you make decisions faster? With a simple framework. | |||
| Tools won't fix outbound, but this will | 28 Mar 2023 | 00:34:28 | |
When outbound doesn't work, everyone looks to the tools and the processes. But there's something else that has a higher impact. | |||
| Exposed from S-1s: How unicorns create hypergrowth | 21 Mar 2023 | 00:33:48 | |
In this episode we expose how unicorns such as Snowflake, Datadog and Asana drive hypergrowth. All revealed by reading their S-1s (IPO filings) | |||
| Agile Go-To-Market | 14 Mar 2023 | 00:28:41 | |
What does an agile go-to-market look like for b2b SaaS? That's exactly what we discuss in this episode. | |||
| Hacking NRR: The Path to +120% NRR | 07 Mar 2023 | 00:26:53 | |
Getting well beyond 120% NRR is no accident. It's all about GTM, and we break down a few cases in this episode. | |||
| Private Equity: Good vs Great GTM Execution | 28 Feb 2023 | 00:36:27 | |
Great companies execute their GTM differently than good companies. In this episode, we share the exact differences from a private equity person we recently talked with. | |||
| How $100M companies hit revenue target | 21 Feb 2023 | 00:32:55 | |
How do +$100M SaaS companies keep hitting their revenue target? We've talked with a few and share our findings in this episode. | |||
| What you don't know but your competitors do | 14 Feb 2023 | 00:28:25 | |
Do your competitors know something you don't? Or are you actually smarter than they are? In this week's episode, we talk about the proper way to watch your competition, what to consider, and when it doesn't matter at all. | |||
| Special EP: The untold story | 08 Feb 2023 | 00:31:14 | |
On this special episode of The Revenue Formula, we go behind the minds of Growblocks and explain why we see revenue generation as a science, not an art. Toni talks about what turned his perspective around, how long it took to get there, and how we envision modern revenue operators today. | |||
| Do this before accepting a new job | 30 Jul 2024 | 00:32:18 | |
Are you "on the bench" looking for a new job in b2b SaaS?. Not sure how to know if the next place is a fit for you? We share a few things to ask, analyze and get in the process.
*** Connect with us ✉️ Newsletter: revletter.io 📺 Watch: https://www.youtube.com/@growblocks *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly. That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform. | |||
| Run your GTM like a relay race | 31 Jan 2023 | 00:31:46 | |
With relay runners, each member's performance is critical if they win or lose. The same goes for your GTM teams. In this week's episode, we talk about how to establish accountability in your revenue engine and how to get everyone working on the same team. | |||
| 5 left field growth plays in a downturn | 24 Jan 2023 | 00:29:17 | |
Winning by Design is predicting 2023 as "The largest revenue churn event in the history of SaaS." But just because we're in a downturn doesn't mean that you can't do anything about it. In this episode, we break down 5 non-obvious plays you can attempt this year to stand out from the competition. | |||
| 0 Friction, 0 Risk | 17 Jan 2023 | 00:31:03 | |
Customers want an easy way to buy from you, so why are we making it harder for them? Between no prices on your website, fluffy product descriptions and no buy-now options, a lot of B2B's are putting up roadblocks. In this episode, we examine the benefits of a 0 Friction 0 Risk purchasing journey, and how you can implement it into your funnel today. | |||
| 5 efficiency plays you haven't thought of | 10 Jan 2023 | 00:34:09 | |
It's 2023, and if you've been listening to everyone on social media, you'll know that you have to focus on efficiency this year. But what does that actually mean? What can you actually do? Don't let efficiencies be another buzzword this year. In this episode, we cut through the BS and give you 5 real ways you can drive efficiencies this year. | |||
| 4 Go-to-market challenges | 03 Jan 2023 | 00:29:52 | |
There are four common go to market challenges, they should be solved in an uncommon way. How do you deal with discounts, partnership deals and more - those are just some of the common obstacles that you’ll encounter as you’re bringing your solution to market. We discuss the logic you can use to solve them the best way possible. | |||
| All big decisions need this | 20 Dec 2022 | 00:29:22 | |
Making a big decision requires you to not just make one decision, but many. In this episode, we cover a simple approach to structure your decision making making sure you won't get stopped dead in your tracks a few months later when someone goes "I don't remember us agreeing to do that?". | |||
| Sales capacity models are broken | 13 Dec 2022 | 00:31:04 | |
The capacity and the sales quota is only half the equation, there’s an entire part always being left out - and it’ll lead to you not being able to hit target. So what is the other half? That’s what we get into in this episode. | |||
| Are you building an unachievable plan? | 06 Dec 2022 | 00:32:00 | |
Is your plan unachievable? If you don't know, here are the things to watch out for + how to fix it. | |||
| Make this analysis for 2023 | 29 Nov 2022 | 00:34:26 | |
The budget always has one important line: Revenue. But behind that line you'll find very little detail. If the plan is being made for 2023, we cover a simple analysis you should run to ensure the business can actually reach the targets desired. | |||
| No one makes this plan | 22 Nov 2022 | 00:31:38 | |
There are four plans a business needs; Budget, people and product. But almost everyone forgets number 4: The revenue plan. We’re fixing that in this episode but diving into what problems it’s causing for you, how to think about your engine and creating a revenue plan. | |||
| 3 Reasons reps don't make quota | 23 Jul 2024 | 00:30:28 | |
Plenty of reps aren't making quota - but there are some very simple reasons why we see again and again and again. We talk about the three reasons - and the best part? You can fix them.
*** Connect with us ✉️ Newsletter: revletter.io 📺 Watch: https://www.youtube.com/@growblocks *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly. That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform. | |||
| All models are broken (but some are useful) | 15 Nov 2022 | 00:31:31 | |
We've talked about having a model to manage and execute revenue at b2b SaaS companies. But we've not really outlined how you build one. We're fixing that in this episode as we get into how Toni build the first operating model for revenue, what dimensions were considered and how it was used. Hopefully it'll serve as inspiration for you to build your own model to manage revenue. | |||
| No one needs perfect data | 08 Nov 2022 | 00:30:07 | |
Data quality. Clean data. Measure everything. There's a lot of data available, and because it's very black and white, we tend to get stuck on the quality and cleanliness of the data. Can we even trust it? We discuss why you don't need to chase perfect data to grow revenue - and at the same time when you really need to make sure you have solid data. | |||
| Not all things are repeatable | 02 Nov 2022 | 00:25:32 | |
There's a difference between fastfood chains and Michelin star restaurants. One has repeatability allowing them to scale, the other doesn't. Understanding the limitations of repeatability helps you pick the right initiatives as you seek to scale revenue at a b2b saas company. We discuss the common misconceptions around repeatability, and how you can make things repeatable allowing you to scale. | |||