The Revenue Formula – Details, episodes & analysis

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.

• (00:00) - Introduction
• (04:08) - Sales Success and Product Quality
• (09:28) - Identifying a Great Product
• (14:54) - Building a Strong Sales Team
• (20:55) - Replicating Successful Sales Teams
• (21:36) - Setting Attainable Quotas
• (22:12) - Incentivizing High Performance
• (23:39) - Scaling Sales Teams Efficiently
• (32:39) - Aligning Strategy with CFOs and Investors
• (42:02) - Adapting to Market Conditions

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Connect with us

🔔 LinkedIn: Toni / Mikkel

✉️ Newsletter: https://www.revletter.io/

📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: podcast@growblocks.com

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

• (00:00) - Introduction
• (00:42) - Hunting Challenges and Reflections
• (02:43) - Transition to Business Discussion
• (02:59) - Outbound vs Inbound Marketing Debate
• (03:42) - Month-End Process and Opportunity Review
• (04:47) - Challenges in Marketing and Sales Collaboration
• (06:12) - Revenue Attribution and Commission Issues
• (10:16) - Strategies for Demand Generation
• (10:56) - Combining Inbound and Outbound Efforts
• (19:41) - Lead Scoring and SDR Integration
• (26:22) - Final Thoughts and Conclusion

***

Connect with us

🔔 LinkedIn: Toni / Mikkel

✉️ Newsletter: https://www.revletter.io/

📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: podcast@growblocks.com

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

• (00:00) - Introduction
• (01:30) - Meet Ryan
• (02:02) - Transition from RevOps to Sales Leadership
• (03:52) - What we think sales is and what it actually is
• (06:35) - RevOps and Sales Alignment
• (08:13) - Advice for RevOps Professionals
• (12:49) - Sales Process and Deal Managemen
• (22:07) - Quota Design and Sales Team Efficiency
• (30:47) - Comp plans for CS?
• (38:13) - Final Thoughts and Conclusion

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

🔔 LinkedIn: Toni / Mikkel

✉️ Newsletter: revenueletter.substack.com 

📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: podcast@growblocks.com

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:

• (00:00) - Introduction
• (02:29) - Why brands don't invest in branding
• (03:37) - What does brand even mean?
• (06:14) - Why even consider brand?
• (09:36) - Creating a category
• (15:48) - Brand at the early stages
• (18:37) - Investing in big brand bets
• (30:25) - How to handle budget and brand
• (35:01) - What are the signals to pay attention to?
• (37:44) - It's not enough to say "the CEO doesn't get marketing"

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:

• (00:00) - Introduction
• (01:56) - Quick review of year 1
• (05:23) - 1: the 10% rule to double revenue
• (08:57) - 2: CAC is useless
• (12:08) - 3: Want sales consistenct? Try this
• (18:19) - 4: 200 QBRs later, they're broken
• (23:03) - 5: 1 thing to scale
• (26:14) - 6: 5 efficiency plays you haven't thought of

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/

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.

2/3 sales reps aren't completing quota.
Sales cycles are extending.
Win rates are down.

Yeah it's tough - that's why we cover what you can do to get back on track.

What we covered 👇

• (00:00) - Introduction
• (01:35) - The problems in SaaS
• (05:05) - Only 2 out of 3 reps hit quota
• (06:44) - We need an impact now
• (07:28) - First step - do the analysis
• (09:09) - Time is neglected
• (12:09) - Where is the volume
• (13:24) - The limitations of CAC Payback
• (17:36) - Now what?
• (20:00) - Help customers overcome indecision
• (22:01) - An example
• (25:39) - Another example
• (28:32) - Find problems

Net promoter score is terrible - it's become useless for SaaS. We discuss the problems with it, and how to fix it.

• (00:00) - Introduction
• (01:39) - The old framework: Net promoter score
• (04:47) - The problem with NPS
• (06:21) - It's self-correcting
• (07:29) - A metric that can be gamed nicely
• (09:35) - Promoter today, detractor tomorrow
• (10:15) - A honeypot for promoters
• (11:35) - Are the teams using it? And what is it needed for?
• (11:56) - OK, NPS sucks. Now what?
• (12:28) - If the focus is retention & satisfaction, listen here
• (24:13) - For word of mouth - listen here

• Earned Growth Rate from HBR
• NPS isn't a leading indicator of churn from Gainsight

PS: NPS was developed in the 90s by Bain & Co -- before SaaS really came around.

The biggest growth lever you have? It's your customers. In this episode we talk about CSMs, incentives and 4 common expansion strategies.

• (00:00) - Introduction
• (02:17) - The CSM rule of thumb
• (04:39) - It's decided then, this year we focus on our customers
• (08:31) - The role of the CSM
• (11:33) - 4+2 ways to drive expansions
• (12:06) - Usage
• (12:53) - Tiered
• (13:31) - Add-on
• (13:56) - Products
• (14:14) - The add-on you can do today
• (20:03) - The 2 bonus tricks
• (21:27) - Track decisionmakers
• (22:52) - Incentivizing CSMs