137 episodes
The Revenue Formula Growblocks
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- Økonomi
This podcast is about scaling tech startups.
Hosted by Toni Hohlbein & Mikkel Plaehn, together they look at the full funnel.
With a combined 20 years of experience in B2B SaaS and 3 exits, they discuss growing pains, challenges and opportunities they’ve faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast.
If there’s one thing they hate, it’s talk. We know, it’s a bit of an oxymoron. But execution and focus is the key - that’s why each episode is designed to give 1-2 very concrete takeaways.
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Friction by design
Focused on removing friction? In this episode we discuss when it might be worth it to add some friction instead.
(00:00) - Introduction
(08:36) - Just try creating one graph
(15:44) - Why is there no pricing page??
(23:35) - Support friction
*** 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 -
Here's how Koen Stam use AI for sales coaching
Do you think this is an AI summary or not?: With AI tools, such as ChatGPT, sales teams can enhance coaching processes by creating personalized frameworks, generating data-driven insights, and fostering consistency for improved productivity and skill development.
It is... But anyway, that's pretty much what we discussed with Koen - he's been using AI to assist with coaching the team. Don't get us wrong, the AI doesn't do the coaching, it's enabling it.
In the episode, we get into:
(00:00) - Introduction
(02:53) - Meet Koen
(04:46) - Coaching, does it really matter?
(13:43) - Why coaching doesn't happen
(15:12) - How AI changes coaching
(21:20) - Coaching framework with AI
(25:58) - Top down does not work
(39:21) - 1 thing to leave with
*** 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 -
Rethinking comp plans
We're using comp plans from the 80s, and there's some problems with that.
We discuss how SaaS has simply changed, and provide some important reflections you can use if you need to rethink your comp plans.
(00:00) - Introduction
(02:26) - We still get lots of questions about this
(05:24) - Why everyone does comp plans
(08:25) - The purpose of what comp plans need to achieve has shifted
(14:25) - The person on the ground
(18:35) - Comp plans for multi product
(20:52) - Comp plans without supply
*** 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 -
High velocity sales (with Frank Nardi)
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 -
When deals die
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 -
Why RevOps is broken (with Jeff Ignacio)
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
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