The Revenue Formula Growblocks

Even if you don't run high velocity sales, there's much to learn from vendors who do.
We talked with Frank Nardi (CRO at Cin7) about how they manage short sales cycles and proactively manage their funnel.

(00:00) - Introduction
(02:21) - Meet frank
(06:02) - Tuning the engine
(13:36) - Selling to SMB
(21:56) - Short cycles, short term?
(26:54) - Longer cycles impact capacity
(28:34) - Managing multiple points of failure
(32:29) - Efficient growth
(38:27) - Build leading indicators
(41:31) - Having plays ready
*** 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

Deals die. But more so today than previously. That's why we introduce a different analysis to understand why deals are dying - so you can fix it.

(00:00) - Introduction
(03:02) - Why deals are harder
(04:46) - MEDDICC to diagnose performance
(07:34) - Champion
(11:12) - What's the pain?
(14:35) - From pain to metric
(17:29) - Who signs the deal?
(20:13) - How did they decide?
(25:04) - Turning it into an analysis
(27:24) - It's not strictly about the numbers
*** 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

Is RevOps broken? And how do we fix it?
Together with Jeff, we get into a bunch of the challenging areas of Revenue Operations and some of the steps you can take to improve it.

(00:00) - Introduction
(01:40) - Meet Jeff
(03:45) - Glorified GTM IT
(11:57) - Overinvesting
(18:13) - The go to market plan
(30:57) - Under- & overinvestment
(34:25) - Getting RevOps headcounts
*** 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

Is outbound dead? And if not, what are the biggest mistakes we've seen?
That's exactly what we get into today

(00:00) - Introduction
(01:37) - "Outbound is dead? Bullshit."
(05:46) - Can you even run outbound?
(09:35) - What's changed?
(12:28) - Mistake 1: Outsourcing
(16:39) - Mistake 2: Not knowing the ideal talent profile
(20:43) - Mistake 3: Scaling at the wrong pace
(24:36) - Mistake 4: Not getting the balance 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

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revenueletter.substack.com 
📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

What is PLS? When does it make sense to use it? How do you get started?
These are just a couple of the questions we asked Jesus who's been building PLG and PLS motions at Unity, Figma, Algolia and Hex.

(00:00) - Introduction
(00:57) - Meet Jesus
(04:35) - PLG at Unity
(05:45) - Solving a big problem
(12:12) - Is this the right motion?
(16:49) - Can you bring users to a pain state?
(21:18) - If it was a demo
(23:08) - It's about signals
(30:31) - Looking towards revenue
(33:14) - Qualification is the same
(36:39) - Narrowing your focus
(39:16) - Activating 10K accounts
(42:59) - Indicators of scale
(46:26) - Hard lessons
*** 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 has a dashboard, a sheet, some reports - but still the number 1 problem we hear about? It's visibility into performance.
So we discussed the problem, and what you can do about it.

(00:00) - Introduction
(02:16) - Why we get asked about visibility
(08:58) - The problem with visibility
(14:16) - Breaking down targets
(17:48) - Having foresight
(21:55) - The first step to build it
(27:04) - Test the model
(29:44) - No one does QBRs
You can find the CAC:Payback template here.*** 
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