Mostly Growth

Mostly Media

Mostly Growth is a podcast from Mostly Media where go-to-market strategist Kyle Poyar and CFO CJ Gustafson break down how modern companies make money. Each episode focuses on pricing, monetization, and benchmarks—translated into clear tactics and playbooks you can actually use. Built for finance, product, and sales operators who want to think like owners and be the CEO of their role.

  1. Why GTM AI Isn’t Working (Yet)

    5H AGO

    Why GTM AI Isn’t Working (Yet)

    In this episode of Mostly Growth, the number one podcast in product monetization, Kyle Poyar sits down with Emir Atli, co-founder & CRO of HockeyStack, to unpack what 90% of GTM teams get wrong about AI. They explore why most AI efforts stall, how broken data infrastructure kills results, and how agent-first workflows, sales blueprints, and AI-driven forecasting helped HockeyStack accelerate cycles, lift win rates, and drive 3x growth. — SPONSORS: Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com — LINKS:  HockeyStack: https://www.hockeystack.com/ Emir on LinkedIn: https://www.linkedin.com/in/emircatli/ Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ — RELATED EPISODES: ChatGPT’s $44 Billion Ad Play https://youtu.be/PcZoKVdaGm0 — TIMESTAMPS: 00:00 AI Pressure On GTM Teams 01:28 Broken GTM Infrastructure 03:15 Agents Over Prompting 04:42 Measuring Agent ROI 06:11 Reverse Engineering Top Performers 08:21 Scaling Spam vs Pipeline Execution 10:02 Sponsor — Tropic | HockeyStack | RightRev 13:42 Sales Experience Drives Wins 15:11 Executive Alignment Wins Enterprise Deals 17:07 Building The Sales Blueprint 19:08 Shorter Cycles And Higher Win Rates 20:01 Replacing Opinion Based Forecasting 23:21 AI Marketing Analyst Insights 25:39 Balancing Human Judgment With AI 27:48 Business Blunder Tariff On Swag 29:04 LinkedIn Algorithm Frustration 31:12 Tool Of The Week Granola 31:56 Switching From ChatGPT To Claude 32:54 Credits #MostlyGrowthPodcast #AIAgents #B2BSales #GTMStrategy #RevenueOperations

    33 min
  2. ChatGPT’s $44 Billion Ad Play

    2D AGO

    ChatGPT’s $44 Billion Ad Play

    In this episode of Mostly Growth, the number one podcast in product monetization, CJ and Kyle break down OpenAI’s move to introduce ads in ChatGPT and what it means for AI monetization. They contrast Anthropic’s anti-ad positioning with ChatGPT’s scale advantage, unpack the $60 CPM pricing model, and debate whether conversational ads can justify premium ROI. From market size math to competitive threats from Google and Meta, it’s a deep dive on ads, optionality, and the future economics of AI. — SPONSORS: RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ — RELATED EPISODES: The Economics of Free: When Zero Breaks the Pricing Curve https://youtu.be/P2_ufRTQnl8 — TIMESTAMPS: 00:00 Super Bowl AI Ads 04:12 Intro 04:35 ChatGPT Ad Revenue Potential 06:24 CPM vs CPC 10:04 Sponsor — RightRev | Tropic | HockeyStack 13:55 Where ChatGPT Sits in the Funnel 16:26 Early Ad Partners & ROI Proof 18:04 Payments & Marketplace Opportunity 19:06 What ChatGPT Ads Might Look Like 22:27 Metadata vs Search Intent 23:10 Testing What ChatGPT Knows 24:17 How ChatGPT Ads Will Appear 28:36 Bear Case: UX Degradation 31:28 Monetization Limits & 20% Query Reality 32:07 Sensitivity of Monetization Rate 33:13 Business Blunders 36:03 AI Double Standard in Audits #MostlyGrowthPodcast #AdMonetization #ChatGPT #GrowthStrategy #ProductMonetization

    37 min
  3. The Top Metrics for Vertical SaaS Companies

    FEB 13

    The Top Metrics for Vertical SaaS Companies

    On this episode of Mostly Growth, the number one podcast in product monetization, Kyle and CJ dive into vertical SaaS and the “riches in niches” playbook. From Skimmer to Rock Auto to Epicor, they unpack why obscure software companies win, the TAM trap, product attach rate, month-one churn, and gross profit per location. Plus: front vs back office, marketplaces, competitive moats, and whether vertical AI is the next wave. — SPONSORS: HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ https://www.rockauto.com/ https://www.mostlymetrics.com/p/the-top-metrics-for-vertical-saas-76a https://www.mostlymetrics.com/p/owning-the-control-point — RELATED EPISODES: The Layer-Cake Playbook for Vertical SaaS Growth | with Roland Ligtenberg https://youtu.be/yPxWvhPISKo Scaling to $1B+ Revenue: From ServiceNow to Samsara | Dominic Phillips https://youtu.be/vBY6WZBMljw Why AI Hasn’t Hit Main Street Yet, According to Mangomint’s CEO https://youtu.be/2D-eEPkDnPk — TIMESTAMPS: 00:00:00 Vertical SaaS Riches in Niches 00:01:10 Skimmer & Hyper-Specific Operating Systems 00:02:27 The Layered Niche Opportunity 00:04:23 Intro 00:04:47 Defining Vertical vs. Horizontal Software 00:06:10 The TAM Trap & Multi-Product Strategy 00:07:45 Why Vertical Retention Is So High 00:08:33 Investing in Vertical SaaS Post–Product Market Fit 00:10:28 Word of Mouth, Low CAC & 95% Retention 00:10:27 Sponsors — HockeyStack | RightRev | Tropic 00:14:08 PartsTech: Zero Marketing Spend & Vertical Efficiency 00:15:02 Partnerships & Ecosystem-Driven Growth 00:16:12 Arbitrage Opportunities in Vertical SaaS 00:17:03 Vertical SaaS Business Models: Front, Back & Marketplace 00:17:47 Why System of Record Wins 00:19:27 Tech Refresh Cycles & Generational Shift 00:21:10 Building the Next Vertical SaaS: What Investors Want 00:22:03 Product Attach Rate vs. Monetizable SKU Expansion 00:23:00 Month-One Churn as the Retention North Star 00:25:32 Implementation During Trial to Lock in Adoption 00:26:14 Tracking “TAM Burn” and the Retention Waterfall 00:28:47 Gross Profit per Location as a True North Metric 00:30:02 Vertical SaaS Is Crowded—Vertical AI Is Next 00:31:30 Salesforce Army Deal Stock Drop 00:32:49 Anthropic’s Super Bowl Ad Strategy 00:35:33 Credits #MostlyGrowthPodcast #VerticalSaaS #SaaSMetrics #GoToMarket #VerticalAI

    36 min
  4. Tactical guide to start & grow a B2B newsletter

    FEB 11

    Tactical guide to start & grow a B2B newsletter

    In this episode of Mostly Growth, Kyle Poyar and CJ Gustafson break down how newsletters went from career risk to career leverage. Drawing on their own stories, they walk through a tactical, no-fluff guide to starting and growing a newsletter—from naming, domains, and branding to writing, consistency, and AI use. — SPONSORS: Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ https://www.growthunhinged.com/p/how-to-grow-your-b2b-newsletter?draft=true https://open.spotify.com/episode/4fLZsXKtoTY05btVmh1jO3?si=a4db1f43cb0c495b https://growthinreverse.com/cj-gustafson/ https://www.growthunhinged.com/p/deep-research-for-gtm https://www.mostlymetrics.com/p/rumors-of-my-death-have-been-greatly-exaggerated — RELATED EPISODES: Fantasy Startup Draft: The First 5 Hires We’d Make Today https://youtu.be/usxbRdABi0I — TIMESTAMPS: 00:00:00 Newsletter Side Hustles and Getting Fired 00:02:41 When a Newsletter Becomes a Career Catalyst 00:04:05 Ownership, Control, and Leaving With the Audience 00:05:20 From Career Risk to Job Requirement 00:06:38 Show Intro 00:07:02 Why Newsletters Beat Social Media Algorithms 00:08:27 Built-In Growth and Forwardability of Email 00:09:13 Naming Your Newsletter and Finding Audience-Market Fit 00:10:34 Sponsors — Tropic | HockeyStack | RightRev 00:14:14 Domains as a Strategic Newsletter Asset 00:15:40 Why Owning Your Domain Future-Proofs Distribution 00:17:04 The Power of Direct Traffic and Memorability 00:17:51 Choosing the Right “From” Name and Sender Identity 00:19:16 Defining Your Newsletter Logline 00:20:36 Visual Identity and Brand Consistency00:10:29 Sponsors — Tropic | HockeyStack | RightRev 00:14:14 Domains, Naming, and Brand Personality 00:22:45 Finding Stories and Newsletter Writing Inspiration 00:24:39 Writing Titles That Drive Opens Without Clickbait 00:27:00 Consistency, Timing, and Building Inbox Habits 00:28:01 Using AI as a Research and Brainstorming Assistant 00:29:46 Welcome Emails and Early Engagement Growth Loops 00:30:21 Promoting Newsletters Beyond Twitter 00:30:39 Newsletter Swaps as the Best Distribution Channel 00:31:57 Using Onboarding Surveys to Understand and Grow Audience 00:32:57 SEO Basics for Newsletters on Your Own Domain 00:34:47 Separating Email Subject Lines from SEO Titles 00:35:09 Experimenting With Paid Growth and Subscriber LTV 00:36:46 The Simple Formula for Building a Durable Newsletter 00:37:16 Credits #MostlyGrowthPodcast #NewsletterGrowth #ContentMarketing #PersonalBrand #CreatorEconomy

    38 min
  5. Fantasy Startup Draft: The First 5 Hires We’d Make Today

    FEB 6

    Fantasy Startup Draft: The First 5 Hires We’d Make Today

    In this episode of Mostly Growth, Kyle Poyar and CJ Gustafson run a fantasy startup draft—Super Bowl–style. If you were founding a company today, who would you hire first? Marketing generalist, founding BDR, product marketing, RevOps, customer success, or a first business hire? Kyle and CJ draft five non-technical roles each, debate tradeoffs, and explain how early hiring choices shape growth, efficiency, and execution. Then it’s on you to vote on the winning roster—with real (and painful) stakes for the loser. — SPONSORS: RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ — RELATED EPISODES: When the marketing math doesn’t math | with Emily Kramer https://youtu.be/sSuoV_YSrlw The Psychology Behind Why Buyers Don’t Change | DemandJen https://youtu.be/h7ZgPkgZ5oE — TIMESTAMPS: 00:00:00 Fantasy Punishments and Cold Open   00:02:35 Show Intro and Draft Stakes   00:03:37 Framing the Fantasy Startup Draft   00:05:41 Round One 00:10:13 Sponsors — RightRev | Tropic | HockeyStack   00:13:54 Round Two 00:18:00 Round Three 00:21:10 Round Four 00:24:12 Round Five 00:27:18 Why This Pick Didn’t Make the Draft   00:28:12 Pricing in the Real World: Super Bowl Ads   00:30:51 Bonuses in the Real World: NFL Playoff Incentives   00:32:59 Voting, Final Thoughts, and Wrap-Up #MostlyGrowthPodcast #StartupDraft #GoToMarket #EarlyStageStartups #RevenueOps

    34 min
  6. The Economics of Free: When Zero Breaks the Pricing Curve

    FEB 4

    The Economics of Free: When Zero Breaks the Pricing Curve

    In this episode of Mostly Growth, Kyle Poyar, CJ Gustafson, and Ben Hillman break down the economics and psychology of “free,” explaining why the jump from free to even $0.01 fundamentally changes behavior. They unpack freemium, free trials, reverse trials, ungated products, and credit-card trials, sharing real conversion benchmarks and CFO-level tradeoffs between acquisition and revenue. The takeaway: “free” isn’t one strategy—it’s a set of levers that must match what you’re optimizing for. — SPONSORS: HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ https://pubsonline.informs.org/doi/10.1287/mksc.1060.0254 https://www.sciencedirect.com/science/article/pii/S0261517722002059 https://x.com/samwhoo/status/2007590903448514921?s=20 https://techcrunch.com/2026/01/29/guys-i-dont-think-tim-cook-knows-how-to-monetize-ai/ — RELATED EPISODES: From Credit Karma to Notion: CFO Rama Katkar on Leading Finance Through Every Growth Stage https://youtu.be/NWgn9ryTP38 — TIMESTAMPS: 00:00:00 Personal Stories About Free 00:02:38 Mostly Growth Introduction 00:03:01 Why “Free” Changes Consumer Behavior 00:04:30 The Psychology of Free Pricing and Promotions 00:06:10 Why “Free” Works Differently in B2B vs B2C 00:08:12 Free Trials vs Freemium: Key Monetization Differences 00:09:04 Credit Cards, Free Trials, and CFO Anxiety 00:09:21 Sponsors — HockeyStack | RightRev | Tropic 00:13:02 Reverse Trials and the Calendly Playbook 00:15:39 Ungated Free Products and Zero-Friction Adoption 00:18:17 The Math Behind Free Funnels and Conversion Leakage 00:20:31 Why Small Conversion Gains Matter in Freemium Models 00:21:25 Newsletter Paywalls, Email Gates, and Monetization Tradeoffs 00:23:50 How the Freemium Conversion Data Was Collected 00:24:49 Why Free Trials Are Still More Popular Than Freemium 00:27:36 When Freemium Works: Network Effects and Compounding Value 00:29:14 Choosing Trial Lengths and What to Gate in Freemium 00:31:11 Designing Freemium Around User Needs and Conversion Extremes 00:33:25 Credit Card Trials: Higher Conversion vs Lower Quality Users 00:35:08 Comparing Freemium, Free Trials, and CC-Gated Trials 00:36:22 Choosing the Right Free Motion for Your Company Stage 00:37:43 StackOverflow’s Decline in the Age of AI 00:38:35 Apple’s AI Monetization Problem and Industry Uncertainty 00:40:29 Credits #MostlyGrowthPodcast #PricingStrategy #Freemium #ProductLedGrowth #SaaSMonetization

    41 min
  7. Pricing Strategy Guide: 7 Pricing Models Every Operator Should Know

    JAN 30

    Pricing Strategy Guide: 7 Pricing Models Every Operator Should Know

    In this episode of Mostly Growth, Kyle Poyar and CJ Gustafson unpack the pricing models hiding in plain sight. They break down razor-and-blade economics, hardware plus software, waitlists, free samples, luxury and Veblen goods, decoy pricing, two-part tariffs, and price anchoring. Using examples from Costco to SaaS and AI, they show how pricing psychology drives acquisition, retention, and willingness to pay. — SPONSORS: Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ https://www.growthunhinged.com/p/plg-vs-microsoft — RELATED EPISODES: Pricing in the Real World: Babies, Bots, and Billing https://youtu.be/T1cjFSZR0k0 The CFO Case for Probabilistic Forecasting With AI | Bruno Annicq https://youtu.be/dfjSjPAXEEk — TIMESTAMPS: 00:00:00 Snowstorm banter 00:03:28 Setting up the episode: real-world pricing models 00:04:09 Razor–razor blade pricing explained 00:07:45 Applying razor–blade pricing to SaaS and hardware 00:08:59 Hardware + software razor–blade tradeoffs 00:09:51 Sponsors — Tropic | HockeyStack | RightRev 00:13:31 Waitlists as a growth and pricing lever 00:19:39 Free samples and freemium models 00:23:23 Luxury pricing, exclusivity, and Veblen goods 00:27:29 Luxury tiers in tech and professional services 00:29:52 Decoy pricing and the Economist example 00:32:54 Two-part tariffs and membership economics 00:37:05 Price anchoring and steering buyers to the middle 00:38:46 Event-driven price increases tied to new value 00:41:26 Outro #MostlyGrowthPodcast #PricingStrategy #PricingModels #SaaSPricing #Monetization

    42 min
  8. The Psychology Behind Why Buyers Don’t Change | DemandJen

    JAN 28

    The Psychology Behind Why Buyers Don’t Change | DemandJen

    In this episode of Mostly Growth, Kyle Poyar and CJ Gustafson sit down with Jen Allen-Knuth to break down why “status quo” is the most dangerous competitor in B2B sales. They unpack the psychology of change, why buyers care more about confidence than features, and how sales principles show up in leadership, forecasting, and finance. The conversation covers qualifying real pipeline, running better discovery, smarter outbound, and how execs—from CROs to CFOs—can sell change inside their own companies. — SPONSORS: RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com — LINKS:  DemandJen: https://demandjen.com/ Jen on LinkedIn: https://www.linkedin.com/in/demandjen1/ Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ https://www.youtube.com/watch?v=B9OCYOD-e9s — RELATED EPISODES: Can You Measure the ROI of a Super Bowl Ad? https://youtu.be/YgWm4HqDlbw — TIMESTAMPS: 00:00:00 Meeting Jen Allen-Knuth 00:01:12 Walkup Music, Conferences, and Setting the Vibe 00:03:34 Mostly Growth Show Intro 00:03:57 Meta Sales Lessons 00:06:20 Why Every Executive Needs Sales Skills 00:08:35 Sales Psychology, Loss Aversion, and the Cost of Inaction 00:11:09 Sponsors — RightRev | Tropic | HockeyStack 00:14:50 Why Great Sales Reps Assume Deals Will Fail 00:16:58 The Art of the Anti-Sell 00:19:03 Giving Buyers an Explicit Out on Price 00:21:00 The Three Strongest Signals a Deal Will Close 00:23:10 Asking How Buyers Reached Their Conclusion 00:25:34 Status Quo as the Biggest Competitor 00:27:24 How Much Pipeline You Actually Need to Hit Target 00:28:30 Shifting to What Actually Works in Outbound Messaging 00:31:52 Leading with Insight Instead of Pitching the Product 00:32:42 Why Every AE Needs to Generate Their Own Outbound 00:33:22 Business Blunders and the Problem with Breakup Emails 00:35:07 The Providence Place Mall Squatter Blunder 00:35:42 Reacting to the Providence Mall Squatter Story 00:36:40 Outbound Messaging as a Business Blunder 00:38:05 Solopreneur S-Corp and Payroll Pain 00:40:13 Using ChatGPT for Admin and Operations 00:42:33 Credits #MostlyGrowthPodcast #B2BSales #OutboundSales #SalesPsychology #RevenueGrowth

    43 min
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Ratings & Reviews

5
out of 5
4 Ratings

About

Mostly Growth is a podcast from Mostly Media where go-to-market strategist Kyle Poyar and CFO CJ Gustafson break down how modern companies make money. Each episode focuses on pricing, monetization, and benchmarks—translated into clear tactics and playbooks you can actually use. Built for finance, product, and sales operators who want to think like owners and be the CEO of their role.

Information

  • Creator
    Mostly Media
  • Years Active
    2025 - 2026
  • Episodes
    41
  • Rating
    Clean
  • Copyright
    © Mostly Media
  • Show Website
    Mostly Growth

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