139 episodes

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.

The Revenue Formula Growblocks

    • Business
    • 5.0 • 5 Ratings

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.

    Why we think we need RevOps (and why we really need it)

    Why we think we need RevOps (and why we really need it)

    We think we need RevOps because: Systems. Tools. Data.. And they all have merits, but, there's a few other yet very important reasons to bring RevOps on let alone have them in the first place.
    Listen in and find out!

    (00:00) - Introduction
    (03:47) - Why do we need it?
    (05:04) - "We gotta call someone"
    (11:55) - When is a strategic focus even needed?
    (16:44) - At some point it's a factory
    (18:39) - This is why RevOps matters
    (21:52) - When does the VP Finance get fired?
    (26:19) - Take the information monopoly away from finance
    (29:58) - Flag problems earlier
    *** 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

    • 33 min
    Do you have one of these GTM problems?

    Do you have one of these GTM problems?

    There's 3 GTM problems we see over and over again - and they can totally be avoided. Listen to the episode to learn if you've got one of the problems.

    (00:00) - Introduction
    (02:09) - Calling out the problem
    (05:14) - 1: Everyone secretly knows
    (13:16) - 2: Acquisition is a mess
    (17:40) - Contingency planning
    (19:42) - 3: Blindsided by churn
    (21:36) - Love the demo, hate the product
    (23:00) - What now?
    *** 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

    • 30 min
    Friction by design

    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

    • 31 min
    Here's how Koen Stam use AI for sales coaching

    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

    • 42 min
    Rethinking comp plans

    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

    • 28 min
    High velocity sales (with Frank Nardi)

    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

    • 45 min

Customer Reviews

5.0 out of 5
5 Ratings

5 Ratings

XR XpeRt ,

A must listen for anyone in GTM

If you are in any GTM role this is one that you put on your top Podcast list. Great strategies and tactics that you can implement immediately and get results. Great guests talking about real challenges today and how to solve them.

And to top it off they are kinda funny. 😜

Maria Denmark ,

Go-to podcast as a Demand Gen Marketeer!

Favorite podcast for all things revenue marketing and growth strategies.

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