B2B Revenue Rebels

Warmly - The B2B Signal-Based Go-To-Market SaaS Platform
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B2B Revenue Rebels

Welcome to Season 3 of the Revenue Rebels podcast, hosted by Alan Zhao and Max Greenwald, Co-Founders of Warmly, This season is all about mid-market sales & how to enable your team to sell into bigger accounts. In each episode we cut through the fluff and dive deep into modern tactics used to achieve success: intent-based outreach, social selling, warm calling, customer-led sales, as well as various sales leadership topics. On the show you can expect appearances from real practitioners, niche experts and proven thought leaders. Our goal is to shine a light on modern, effective and unique revenue generating methods and equip you with the insights you need to unlock your next strategic advantage. We're huge proponents of signal-based selling and signal-based, data-driven B2B go-to-market as a whole. Ask us what "Autonomous Revenue Orchestration" means and we'll be more than happy to shine a light on our vision of what the field of B2B revenue is moving towards. For more content, check out our YouTube page and LinkedIn newsletter!

  1. 24 OCT.

    How to Master HubSpot in 2024 with Ali Schwanke, Founder of Simple Strat

    Ali Schwanke (Founder @ Simple Strat) is an expert in helping companies get better and faster results through mastering HubSpot. Her company is a Diamond Solutions Partner and she’s the host of HubSpot Hacks, the #1 unofficial YouTube channel for HubSpot Tutorials. Even though HubSpot positions itself as a plug and play solution that’s easy to set up, Ali believes that the best HubSpot strategies start with a whiteboard and a chart. You need an understanding of what exactly is the purpose of your CRM and how it can best integrate with your team's existing workflows.  Intent mapping has proven to be a winning tactic in 2024. With the right tech stack you can start to truly focus your sales efforts towards leads that have the highest likelihood of closing. Ali recommends identifying false signals like existing customer website visits to help make the process more efficient. Automations are a necessity, but over-automating can cause complications down the line, especially as you scale your team. Tune into the full episode to get a real lesson in RevOps and master your CRM!  HIGHLIGHTS:0:00 Intro1:51 Product-market fit is a must3:41 Clearbit + HubSpot = Data Enrichment 5:31 How to build better workflows on HubSpot7:08 Orchestrations in HubSpot 9:11 First steps towards lead scoring11:50 Lead Gen vs Demand Gen 13:21 HubSpot configuration dream state16:11 Best HubSpot Hacks19:17 There is no automation silver bullet 20:52 Top 5 Don’t Do’s in HubSpot22:37 Max’s bonus Don’t Do 25:05 Top 3 HubSpot Dashboards Connect with Ali - https://www.linkedin.com/in/alischwanke/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Connect with Max - https://www.linkedin.com/in/max-greenwald/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

    28 min

  2. 17 OCT.

    Stop Losing Deals to Procurement - Mike Lander, CEO at Piscari

    Mike Lander is an expert at handling procurement and helping sales teams increase their win rates in the mid-market and beyond. After years of founding companies, running consultancies and scaling teams, Mike took his  experience as a buyer and started Piscari to help sellers better understand how buyers think and how to walk away from negotiations with their desired outcomes achieved. The biggest mistake a seller can make when dealing with procurement is sticking their head in the sand and expecting the deal to go through. There’s a common myth that procurement refuses to work with SME’s - and that is simply not the case, as they value the flexible and entrepreneurial approach that smaller companies bring. To win over procurement, you need to understand what they value and be proactive with your approach. One thing to always remember is that procurement aren’t the budget holders - they are the guardians of the budget, which means that their interests are aligned with mitigating risk and increasing savings. The best thing you can do is involve them early on - get added to their supplier lists, pass any checks and really introduce yourself so that you’re not starting over when the sales cycle looks to be almost finished. Tune into the full episode to learn how to handle procurement and win upmarket deals! HIGHLIGHTS:0:00 Intro 3:04 Who are procurement teams and what do they want?9:51 How to prepare for procurement 13:20 How to quantify ROI15:49 Challenge procurements thinking 20:36 Who does procurement report to?23:04 Stop wasting time on unwinnable deals 25:55 The Incumbent wins most of the time27:27 Winning in competitive bid processes30:04 Get good at RFP’s Connect with Mike - https://www.linkedin.com/in/mikelander/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Connect with Max - https://www.linkedin.com/in/max-greenwald/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

    34 min

  3. 1 AOÛT

    How to Transition out of Founder-Led Sales - Alex Newmann, CEO & Founder of Newmann Consulting Group

    Alex Newmann (Founder & CEO of Newmann Consulting Group) is an expert at helping founders of B2B companies (either bootstrapped or Series A funded) transition out of founder-led sales, make their first sales hires and build a scalable, repeatable sales process. In this episode, he sits down with Alan Zhao to help change the way you think about making your first sales hires and bring some light to a few strategic mistakes that lead to unsuccessful sales handoffs. When taking the leap out of founder-led sales, you don’t really need to reinvent the wheel. Alex says that no matter your GTM model - PLG, Enterprise or inbound-led - the playbook already exists and you should use it to structure 80% of your strategy. The rest revolves around your ideal client profile, sales cycle, niche and messaging.  Your first hire is pretty much the most important decision you’ll make when transitioning. Hiring too early will cause a lot of inefficiency and burn out even the brightest sales hire, that’s why you need to achieve product-market fit prior to that. Same goes for hiring a sales leader before you have a sales team assembled, as their expertise won’t be super useful and you’ll be burning money. The founder should start by producing some sales wins alone, then documenting the process, establishing their ICP and dialing in their messaging. After you’ve built your preliminary sales process, make your first hire and scale further by hiring in small groups - that way they’ll have some internal competition to keep things exciting, as well as a peer group that can learn and develop together. Finding the right fit during the interview process is another strong indicator of a successful, long-term hire. Before hiring, Alex recommends first identifying the technical level of your target buyer and evaluating whether it’s possible to teach someone the ins and outs of the market within a reasonable amount of time. Then, consider your “ideal sales profile” - their industry experience, their stage fit and their personality traits. Tune into the full episode to learn how to transition out of founder-led sales!  KEY INSIGHTS:02:21 Picking the right sales playbook03:15 When do you start delegating sales?06:46 Don’t bring sales leaders on too early08:11 Evaluating your first sales candidates12:19 What answers to look out for15:16 Fixing the leaky bucket of churn17:20 The optimal way to acquire sales leaders Connect with Alex - https://www.linkedin.com/in/alexnewmann/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

    21 min

  4. 21 JUIN

    Building High Conversion B2B Landing Pages - Sahil Patel, CEO of Spiralyze

    Today’s episode welcomes Sahil Patel, CEO of Spiralyze. They help companies grow by providing data-driven performance Conversion Rate Optimization (CRO) services. The point of a great landing page is to lead your potential clients to take action on your offer - whether it’s a demo, a strategy call or a free trial. Sahil mentions that while lead gen gets a bad rap on LinkedIn, it’s still part of a holistic brand strategy and exists as a necessary bridge between prospects liking your brand from afar and prospects actually talking to your team. A great landing page can hook your prospects into taking action, which can ultimately be the difference between you and your competitors getting a chance to make their case that their product is a good fit for the prospect. Sahil considers a double-digit lift in your metric of choice as mission success when optimizing your landing page. Most companies don’t see this level of improvement because their landing pages consist of a huge wall of text that’s boring, their forms are too long and they don’t actually show you the product. When asked about examples of great landing pages in SaaS, Sahil refers to Service Fusion and Record360. The strategy of showing your product on your landing page is what Sahil calls the “shiny car in the parking lot” - when you see it and you want it.  A big part of becoming a shiny car is credibility. While building brand credibility happens outside of the landing page, you still have real estate within the page to place exceptional testimonials from those clients that have the biggest brand and best match your ICP. A great testimonial should have a simple message that roughly translates to: “I bought the product and it worked”:. Tune into the full episode to learn more on how to build a high performance B2B landing page. KEY INSIGHTS:02:06 Increasing your landing page conversions06:05 Examples of great landing pages08:19 The point of a landing page11:25 Differentiating intent13:27 Mapping your visitors by intent 19:02 Adding credibility to a landing page24:04 Optimizing for low-intent visitors25:25 How to measure visitor intent  Connect with Sahil - https://www.linkedin.com/in/sahilanamipatel/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

    38 min

  5. 14 JUIN

    Generating $2.8 Million in Pipeline at Demandbase - Austin Jouett, AE at Intensify Demand

    Today’s episode welcomes Austin Jouett, Full-Cycle Account Executive at Intentify Demand - a provider of demand and lead generation services, specializing in B2B sectors such as SaaS, IT technology, FinTech, Martech and HR Tech. They help businesses connect with their ideal prospects by delivering high quality and meticulously verified data including contacts, companies, firmographics and technographics. Austin started out in door-to-door sales. There he was trained to never take no for an answer, which led to a lot of aggression from his prospects. This made him appreciate the safety of remote phone sales and gave him a thick skin when it comes to rejection. His first SDR gig was at Demandbase, where he generated $2.8 million in pipeline becoming their top SDR in 2022. He started off as an inbound SDR, where he used qualified.com and an in-house ABM platform to prospect into deanonymized accounts. Prospects had to go through 3 different passes between differently ranked salespeople, which is not a great customer experience and led to a lot of ghosting. Austin’s daily workflow for inbound and upsells consisted of taking the users of their ABM platform, analyzing signals within Demandbase and writing pipeline acceleration reports for his prospects. This got him to book a record of 16 meetings in a single month, which was 2.5x his quota.  Tune into the full episode to learn Austin’s way of generating pipeline! Connect with Austin - https://www.linkedin.com/in/austinjouett/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/ Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (05:13) - What D2D skills translate to SDR skills? (07:25) - Human-level prospecting (08:20) - How Demandbase SDR’s prospected (10:33) - Stop passing around prospects (15:28) - Prospecting into net new accounts (21:22) - Turning prospects from cold to warm (24:25) - What signals work best during outreach? (27:02) - How to improve your signal-based selling approach

    33 min

  6. 12 JUIN

    WTF are Signals? How to Build Your GTM for ROI with Chris Walker & Alan Zhao

    In case you missed it - today’s episode contains the recording of the June 6th live event with Chris Walker and Alan Zhao about how to implement a signal-based go-to-market approach. Chris’s new company, Passetto, combines proprietary signal-based analytics technology with expert strategic consulting to help B2B companies create breakthroughs in growth and profitability using data. Signal-based go-to-market is an evolution of how sales teams identify which prospects have a higher likelihood to buy based on their engagement with vendors. These signals can be anything from a website visit to a “like” on a LinkedIn post.  By identifying which signals have the highest intent, sales teams can then build a strategy around reaching out to the right accounts at the right time based on data, instead of taking a spray and pray approach to prospecting.  Check out the recording to learn how to implement a signal-based go-to-market approach! KEY INSIGHTS:01:06 Why should we care about Signal-Based GTM? 02:40 Why signal-based selling is trending right now04:33 Right fit vs right time vs right message07:27 Signal-based categories and platforms10:01 The problem with implementing signal-based platforms11:54 Advantages of having a smaller GTM team13:27 What are signal-based analytics?14:53 Scrappiest way to approach signals15:49 The ideal way to implement signals20:01 How to track signals 25:45 Structuring your signal data collection28:24 Who should implement signal-based GTM?30:12 How RevOps can pivot to signals34:55 How to prioritize signals?36:35 Building a modern GTM motion40:21 Getting to $1M+ ARR43:29 How to collect signal data 46:50 How branding improves sales outcomes49:32 Choosing marketing channels outside of LinkedIn

    53 min

  7. 7 JUIN

    Creating a Culture of Empathy in Sales - Brian Lawrence, VP of Sales at Clazar

    Today’s guest is Brian Lawrence, VP of Sales at Clazar - the cloud GTM co-pilot for software businesses of all sizes that recently received their $10 million Series A round. Brian started his career at Oracle, where he moved up quickly and became one of the youngest managers at the company. When he was climbing up the ranks, a big part of his success was his willingness to learn and having a high level of curiosity.  His leadership style is centered around building a culture of empathy, trust and collaboration. Brian doesn’t consider someone an A+ player solely based on their numbers. Instead, he looks for candidates that not only carry themselves up, but also those around. His biggest regrets as a sales leader have always come from hiring people who showed immediate red flags.  Empathy, when displayed towards prospects, is one of the best ways to ensure that they’ll trust you and end up going with your solution when they’re ready to buy. At HelloSign, Brian had to build a strategy on how to sell to developers, who aren’t typically susceptible to aggressive sales tactics. They created content that showed a ton of self awareness and rebuilt their sales motion to cater to their new ICP, which ultimately won them enough business to get acquired by Dropbox down the line. Tune into the full episode to learn about how to make empathy your ultimate sales superpower! KEY INSIGHTS:03:01 How to move up the ranks in sales04:13 Infusing empathy into your leadership style06:14 Why a culture of collaborators wins08:32 Using empathy to win deals12:01 How to become an expert in your market Connect with Brian - https://www.linkedin.com/in/briantlawrence/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

    17 min

  8. 30 MAI

    0 to $30 Million ARR with 4 Salespeople - Ryan Staley, B2B AI Sales Expert & CEO of Whale Boss

    The jury is still out on the right way to utilize AI in B2B sales. One thing is sure - AI and automation powered sales teams that stay lean are winning at a much higher rate than those who have gotten comfy over the last few years and have yet to figure out how to delegate gruntwork to machines. Today’s guest is a master of sales efficiency. Over 5 ½ years, his team went from $0 - $30 million in ARR with only 4 salespeople using a truly efficient sales process, and now he’s gone all in on AI transformation for B2B sales and go-to-market as a whole. Ryan Staley is the Founder & CEO of Whale Boss - a consultancy that helps Chief Revenue Officers & Sales Professionals leverage AI to work 10 hours less weekly and 2x their performance. He's also the host of The Scale Up Show - a top 2% podcast where he deconstructs how the top SaaS CEOs in the world grow their companies repeatedly and predictably. During his early days as a sales leader, Ryan received quite a bit of flack for not having the right processes and systems in place to build a repeatable and scalable sales process. When opportunity struck and Ryan moved upmarket, he was determined to not make the same mistake again. His first a-ha moment came when he realized that most SaaS sales leaders don’t analyze their deal metrics enough to niche down and achieve efficient growth. Ryan then started looking at the patterns between the biggest deals they closed and took a data-driven approach to the top 40 deals the company had closed. He noticed that certain verticals had better outcomes than others, and the real kicker was that a few of these verticals weren’t a focus point. His team then narrowed down on the few niche profiles that received the most value from their product and made it their full focus. Tune into the full episode to learn more on how to become an efficient and effective sales org! KEY INSIGHTS:04:01 Going from 0 - 30$ Million with 4 Salespeople06:22 How to find your true ideal client profile (ICP)09:04 Which metrics should you track?11:34 Why sales methodologies are flawed 13:57 Building a team of efficient sellers15:47 Systemising your referral stream17:03 How to utilize AI in B2B 20:29 Approaching AI the right way 22:29 Finding your personal AI use case Connect with Ryan - https://www.linkedin.com/in/ryan-staley/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

    27 min
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À propos

Welcome to Season 3 of the Revenue Rebels podcast, hosted by Alan Zhao and Max Greenwald, Co-Founders of Warmly, This season is all about mid-market sales & how to enable your team to sell into bigger accounts. In each episode we cut through the fluff and dive deep into modern tactics used to achieve success: intent-based outreach, social selling, warm calling, customer-led sales, as well as various sales leadership topics. On the show you can expect appearances from real practitioners, niche experts and proven thought leaders. Our goal is to shine a light on modern, effective and unique revenue generating methods and equip you with the insights you need to unlock your next strategic advantage. We're huge proponents of signal-based selling and signal-based, data-driven B2B go-to-market as a whole. Ask us what "Autonomous Revenue Orchestration" means and we'll be more than happy to shine a light on our vision of what the field of B2B revenue is moving towards. For more content, check out our YouTube page and LinkedIn newsletter!

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  • Création
    Warmly - The B2B Signal-Based Go-To-Market SaaS Platform
  • Années d’activité
    2 k
  • Épisodes
    32
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    Tous publics
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    © 2024 Warmly Inc.
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    B2B Revenue Rebels

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