Rev-n-u Unplugged

James Hounslow from Indigo GTM
  • 5.0 (1)
  • Business

🎙️ Rev-n-u Unplugged — Where SaaS revenue leaders tell it like it is. Join James Hounslow, a seasoned recruiter in the revenue leadership space, as they sit down with Chief Revenue Officers, VPs of Sales, and Private Equity Operating Partners to have real, unfiltered conversations about the business of driving growth in SaaS. Each episode, the guest brings the topic, from communication to the board strategies and recruiting to value creation, winning new logos, cutting tech spend, and everything in between. No fluff. No scripts. Just the raw insights, lessons, and stories behind how top operators build and sustain revenue engines that perform. If you’re a sales leader, investor, or anyone obsessed with the craft of revenue, this is your backstage pass to the strategies and mindsets shaping today’s SaaS landscape. Tune in. Get real. Grow revenue. Unplugged.

  1. 6 days ago

    Be Advisory

    Advisory adds value that will elevate you.

  2. 6 days ago

    "Advisory, Not Automated: Why Salespeople Still Win Deals" James Westlake

    James Westlake, a CRO with experience in the scale-up startup world, discusses trust, product market fit, and the impact of AI on sales. He emphasizes the importance of building trust, understanding client challenges, and creating a consultative sales process. He also explores the challenges of founder excitement, the need for product market fit, and the transition from founder to CEO. The conversation covers the challenges of transitioning from founder to CEO, the impact of go-to-market motion on leadership roles, the importance of relationship building in hiring, the role of AI in leadership, and the directive vs. transformative leadership styles. Takeaways Trust and differentiation beyond the classic demo modelFounder excitement versus reality and the importance of product market fitThe transition from founder to CEO and the role of AI in sales Founder-CEO transition challengesImpact of go-to-market motion on leadershipImportance of relationship building in hiringRole of AI in leadershipDirective vs. transformative leadership styles Chapters 00:00 Building Trust and Differentiation03:12 The Role of AI in Sales and Product Demos16:34 Founder Excitement, Product Market Fit, and AI Acceleration23:53 Founder-CEO Transition Challenges26:34 Impact of Go-to-Market Motion on Leadership Roles29:09 Importance of Relationship Building in Hiring32:36 Role of AI in Leadership39:02 Directive vs. Transformative Leadership Styles

  3. 28 Jul

    Navigation The Rapid Change In StartUps

    Navigation The Rapid Change In StartUps

  4. 28 Jul

    Title Inflation: The CRO Problem Nobody Wants to Admit

    The conversation covers topics such as the role of a CRO in startups, hiring a CRO, transitioning from startup to scale-up, understanding the revenue black box, maintaining baseline metrics, the blurring line between startups and scale-ups, coaching vs. managing in sales leadership, the role of AI in sales training, and building culture and trust in a Series B company. Takeaways Differentiating between startup and scale-up revenue leadership.The importance of human relationships in sales coaching. Chapters 00:00 Introduction to Revenue Leadership01:04 The Role of a CRO in a Startup03:23 Differentiating a CRO from a VP of Sales05:20 Hiring a CRO in an Early-Stage Startup07:21 Hiring a CRO and Conversations with VCs08:15 Understanding the Revenue Black Box12:38 Transitioning from Startup to Scale-Up18:43 Maintaining Baseline Metrics in a Dynamic Environment23:34 Startup vs. Scale-Up: When to Transition27:35 The Blurring Line Between Startups and Scale-Ups29:56 Coaching vs. Managing in Sales Leadership34:33 The Role of AI in Sales Training and Coaching37:01 The Importance of Human Relationships in Sales Coaching38:50 Building Culture and Trust in a Series B Company

  5. 15 Jul

    Trust, The Key To Unlocking Potential

    Trust, The Key To Unlocking Potential

  6. 15 Jul

    Granted Trust: Why the Best Leaders Don't Wait for Trust to Be Earned

    The conversation with Gary Pfeiffer delves into the significance of coaching and mentoring as a leadership priority, emphasizing the impact of coaching on career trajectory and the distinction between managing and coaching. It also explores the characteristics of a great coach and the importance of building trust and psychological safety in coaching relationships. The conversation delves into the importance of coaching the whole person, understanding their 'why', shaping career goals, building trust and confidence, differentiating between tactical and strategic coaching, personal growth and development, and avoiding cardinal sins of coaching. Takeaways Coaching and mentoring as a leadership priorityThe importance of trust and psychological safety in coaching Coaching the person, not just the employeeUnderstanding someone's 'why' is crucial Chapters 00:00 The Power of Coaching and Mentoring03:23 The Impact of Coaching on Career Trajectory06:19 Directness and Clarity in Coaching Conversations18:51 The Distinction Between Managing and Coaching22:01 Characteristics of a Great Coach24:54 Building Trust and Psychological Safety28:16 Coaching the Whole Person29:27 Understanding the 'Why'30:30 Shaping Career Goals35:04 Building Trust and Confidence38:32 Tactical vs. Strategic Coaching41:13 Personal Growth and Development45:24 Avoiding Cardinal Sins of Coaching

  7. 2 Jun

    Ryan Milligan on Shifting from Growth to Customer Retention

    Ryan Milligan on Shifting from Growth to Customer Retention

  8. 2 Jun

    Art vs Science: The New Shape of Revenue Leadership

    The conversation explores the rise of RevOps into the CRO seat, focusing on Ryan Milligan's journey from RevOps leader to CRO and the unique approach to sales leadership. It delves into the evolving role of the CRO, the impact of data literacy, and the importance of quantitative rigor in sales leadership. The conversation covers the topics of interview scorecards, hiring challenges, ideal customer profile, retention, and the role of RevOps leaders in sales leadership. It also delves into the importance of data-driven decision-making and the transition from RevOps to CRO roles. Takeaways RevOps leaders are uniquely positioned to transition into the CRO role due to their focus on orchestration, analytical rigor, and operational efficiency.The CRO role is evolving to prioritize the quality of customers, retention, and expansion over the traditional focus on closing new deals.Data literacy, curiosity, and a quantitative approach are key attributes sought in sales leaders, particularly those transitioning from RevOps to CRO. Interview scorecards and quantitative rigor are essential for improving the hiring process.The focus on ideal customer profile (ICP) and retention is crucial for SaaS businesses to drive success. Chapters 00:00 Hiring Sales Leaders with Data Literacy and Curiosity28:17 Ideal Customer Profile (ICP) and Retention Strategy34:08 Navigating Revenue Targets and Board Communication42:28 RevOps Leaders in Sales Leadership and Forecasting

See All (52)

About

🎙️ Rev-n-u Unplugged — Where SaaS revenue leaders tell it like it is. Join James Hounslow, a seasoned recruiter in the revenue leadership space, as they sit down with Chief Revenue Officers, VPs of Sales, and Private Equity Operating Partners to have real, unfiltered conversations about the business of driving growth in SaaS. Each episode, the guest brings the topic, from communication to the board strategies and recruiting to value creation, winning new logos, cutting tech spend, and everything in between. No fluff. No scripts. Just the raw insights, lessons, and stories behind how top operators build and sustain revenue engines that perform. If you’re a sales leader, investor, or anyone obsessed with the craft of revenue, this is your backstage pass to the strategies and mindsets shaping today’s SaaS landscape. Tune in. Get real. Grow revenue. Unplugged.

Information

  • Creator
    James Hounslow from Indigo GTM
  • Years Active
    2025 - 2026
  • Episodes
    52
  • Rating
    Explicit
  • Copyright
    © 2025 James Hounslow from Indigo GTM