Lunch Money with Scott and Edan

Scott Schnaars
  • 5.0 (2)
  • Management
  • Updated Weekly

We like money! And we hope that you do too. Every week, Scott Schnaars and Edan Gottlib, seasoned SaaS executives, drop this short podcast discussing sales, sales leadership, SaaS, and other relevant management topics. We have a great time doing it and the goal is that, if you like money, you'll make more of it by listening to this podcast.

  1. 05/12/2025

    Proof of Concept or Proof of Confusion? How to Stop Giving Away Free Work

    Summary In this episode of Lunch Money, Scott Schnaars and Edan Gottlib delve into the complexities of Proof of Concepts (POCs) in the sales process. They discuss why clients request POCs, the potential pitfalls of engaging in them, and how to effectively manage and transition from POCs to paid pilots. The conversation emphasizes the importance of understanding the client's needs, controlling the scope of the POC, and treating the process with the seriousness it deserves to ensure successful outcomes. Takeaways Clients ask for POCs to de-risk their decision-making process.Understanding what the client wants to prove is crucial before starting a POC.POCs can delay deals and create unnecessary work if not managed properly.A successful POC requires clear success criteria and a defined timeline.Transitioning from a POC to a paid pilot can ensure commitment from the client.Companies should have a standardized process for managing POCs.Limiting the number of concurrent POCs can create urgency and value.Treating a POC like a real deal can lead to better outcomes.POCs should not be used as a discovery tool but as a means to close deals.Free POCs can lead to costly outcomes if not approached correctly. Chapters 00:00 Introduction to Proof of Concept 02:58 Understanding the Need for POCs 05:51 Evaluating the Effectiveness of POCs 09:14 Transitioning from POCs to Paid Pilots 12:17 Managing POCs Effectively 15:03 Closing Thoughts on POCs 19:33 Shorts Outro.mp4

    18 min

  2. 05/02/2025

    Dealing with Procurement: The Final Boss of Enterprise Sales

    Procurement isn't the villain—unless you show up unprepared. In this episode, Scott and Edan break down why sellers dread procurement, what they get wrong, and how to flip the script. Learn how to negotiate with leverage (not fear), pre-wire your deals, and avoid deal death in the final stretch. Whether you’re selling potato chips or AI chips, this survival guide will help you win procurement over—without giving away your soul. Action-packed with tactics, stories, and the phrase “it’s never about the money.”

    19 min

  3. 04/28/2025

    Build Better Deals: Mastering the Mutual Action Plan

    In this episode, Scott and Edan break down one of the most powerful (but often overlooked) sales tools: the Mutual Action Plan (MAP). Learn why top sellers swear by it, how it prevents deals from dying in legal quicksand, and how to turn vague next steps into clear, buyer-driven momentum. Packed with practical action items you can use today to create accountability without sounding like a nag. Don’t wing your deals — map them. ✅ What a MAP is (and what it’s NOT)✅ How to build a real mutual plan, not a scary spreadsheet✅ Why great sellers are great project managers✅ Action items you can apply immediately Stop Hopa-Hopa forecasting. Start closing smarter.

    26 min

  4. 04/15/2025

    Negotiate This! What Salespeople Should Know About Contracts

    Salespeople love to talk discounts—but that’s just one line in the contract. In this episode, Scott Schnaars and Edan Gottlib break down the six most important things beyond price that every rep should understand and negotiate: Price caps Limitation of liability and indemnification Termination clauses Payment terms Governing law & arbitration Performance guarantees Learn how to play offense (not just defense) during the contract stage—and why negotiation should be the fun part of sales.

    32 min

  5. 04/07/2025

    Are Annual Quotas Killing Your Sales Team?

    Annual quotas have been the backbone of sales comp forever—but are they doing more harm than good? In this episode, Scott sits down with Edan Gottlib to rip into the quota status quo. From rigid calendar pressure to misaligned incentives and sandbagging reps, they unpack why annual quotas might be broken—and what to do instead. We talk: Why annual quotas exist (and who they actually serve) How they screw with rep behavior and leadership focus Alternatives like rolling quotas, team pods, and usage-based comp Why most orgs are too scared to change Whether you’re a VP of Sales, RevOps, or just tired of spreadsheet-driven leadership—this one's for you.Subscribe, share, and challenge your status quo.

    30 min

  6. 03/30/2025

    Navigating BDR and SDR Reporting Structures

    Summary In this episode of Lunch Money, Scott Schnaars and Edan Gottlib delve into the age-old debate of whether Business Development Representatives (BDRs) and Sales Development Representatives (SDRs) should report to sales or marketing. They explore the implications of each structure on pipeline management, accountability, and career growth, while also discussing the challenges and potential solutions for organizations. The conversation emphasizes the importance of management quality over organizational structure in determining the success of these roles. Takeaways The reporting structure of BDRs and SDRs significantly impacts pipeline management.Inbound SDRs should ideally report to marketing for better lead qualification.Outbound BDRs may thrive better under sales due to closer alignment with sales goals.Blending BDR and SDR roles can lead to performance issues due to differing skill sets.Effective management is crucial for the success of BDRs and SDRs, regardless of reporting structure.Career growth opportunities for BDRs and SDRs are influenced by their reporting lines.The rise of CROs may change how BDRs and SDRs are managed within organizations.SMBs may have different structures for SDRs and BDRs compared to larger companies.Clear communication and shared metrics are essential for cross-functional alignment.The future of SDRs and BDRs may evolve with changes in sales processes and technology. Chapters 00:00 Introduction to the Go-To-Market Debate03:03 Defining BDRs and SDRs06:10 The Case for Marketing Reporting09:00 The Case for Sales Reporting11:53 Challenges of Reporting Structures15:13 The Role of RevOps and Company Size18:09 Career Growth and Future of SDRs/BDRs21:07 Conclusion and Key Takeaways23:01 Shorts Outro.mp4

    23 min

  7. 03/25/2025

    Who Should Own Expansion Revenue?

    Sales? Customer Success? A dedicated Growth team? In this episode of Lunch Money, Scott and Edan tackle one of the toughest questions in SaaS GTM strategy: who really owns expansion? We cover: The case for keeping expansion with Sales When CS should take the lead — and when it backfires How to structure comp plans to avoid orphan accounts Whether a dedicated expansion or growth team is worth building Smart takes, real-life stories, and a few hard truths for operators at every stage. 💼 For SaaS leaders scaling revenue teams — this one’s for you.

    24 min

  8. 03/17/2025

    Sales Led Growth (SLG) vs. Product Led Growth (PLG)

    Summary In this conversation, Scott Schnaars and Edan Gottlib explore the dynamics between Product-Led Growth (PLG) and traditional sales methods in the SaaS industry. They discuss the implications of PLG on sales teams, the integration of sales within a PLG framework, and the challenges that arise when transitioning to a PLG model. The conversation highlights the importance of aligning sales and product teams, addressing cultural tensions, and recognizing the need for sales support in complex use cases. Ultimately, they advocate for a hybrid approach that leverages both PLG and sales strategies for optimal growth. Takeaways PLG is not killing sales teams; it's evolving them. Sales teams can thrive in a PLG environment with the right strategies. Understanding user signals is crucial for sales success in PLG. Sales should engage with users who are already finding value in the product. Complex use cases often require sales assistance to succeed. Cultural tensions can arise between sales and PLG philosophies. Compensation structures need to be clear to avoid conflicts. Sales teams must adapt to new customer engagement journeys. Aligning incentives across teams is essential for success. PLG can be a powerful lead generation tool when integrated with sales. Chapters 00:00 Introduction to Product-Led Growth vs. Traditional Sales 02:48 Understanding Product-Led Growth (PLG) and Its Implications 05:43 The Role of Sales in a PLG Environment 08:27 Challenges of Implementing PLG with Sales Teams 11:34 Complex Use Cases and the Need for Sales Support 14:31 Cultural and Structural Tensions in PLG Organizations 17:27 Aligning Sales and PLG for Success 20:26 Final Thoughts and Actionable Insights 22:43 Shorts Outro.mp4

    23 min
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Ratings & Reviews

5
out of 5
2 Ratings

About

We like money! And we hope that you do too. Every week, Scott Schnaars and Edan Gottlib, seasoned SaaS executives, drop this short podcast discussing sales, sales leadership, SaaS, and other relevant management topics. We have a great time doing it and the goal is that, if you like money, you'll make more of it by listening to this podcast.

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