147 episodes
The Revenue Formula Growblocks
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- Business
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5.0 • 5 Ratings
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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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3 Reasons reps don't make quota
Plenty of reps aren't making quota - but there are some very simple reasons why we see again and again and again.
We talk about the three reasons - and the best part? You can fix them.
(00:00) - Introduction
(03:03) - Sales Challenges and Observations
(05:18) - Problem 1: Lots of MQLs that go no where
(16:21) - Problem 2: Wrong meetings booked
(19:42) - Defining Your Ideal Customer Profile (ICP)
(21:58) - Problem 3: The AEs
(24:24) - The Importance of Accurate Sales Data
(29:08) - Conclusion
***
Connect with us
🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revletter.io
📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com
***
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. -
When volume won't cut it
There's a phase shift that happens to any b2b SaaS company. The shift away from volume to efficiency.
When is it time to shift, and how do you go about it? That's what we discuss.
(00:00) - Introduction
(01:56) - Is volume still the thing?
(07:04) - Shifting Focus away
(13:00) - The Process
(16:40) - Budget Reallocation Strategies
(17:11) - Conversion Rate Optimization Techniques
(19:52) - Improving Demo Request Conversion
(21:11) - The Tools
(25:29) - The Skills
***
Connect with us
🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revenueletter.substack.com
📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com
***
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. -
3 ways to stop indecision
You're not losing to competitors. You're losing to indecision, most often heard like this: "Sorry, it's not the right time. Let's reconnect".
And it's no surprise, layoffs, budget cuts and more has led to a fear of messing up. We discuss three ways to overcome indecision.
(00:00) - Introduction
(04:26) - Sales Challenges and Indecision
(05:58) - Economic Impact on SaaS
(12:34) - So what can you do? Start small.
(16:22) - But won't my ACV take a hit?
(17:40) - Try Before You Buy: The Power of POCs
(19:54) - The Role of Technical Validation
(24:19) - Building Trust with Flexible Contracts
Sources:The JOLT effectLookers forward deploy and PMF***
Connect with us
🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revenueletter.substack.com
📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com
***
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. -
Why BI Sucks
BI tools promised to solve the "data starved" teams, giving them access to make decisions. However, we see quite a few challenges that you should know.
That's why we dive into our experience with business intelligence.
(00:00) - Introduction
(02:51) - The Challenges of BI Implementation
(05:52) - The High Costs of BI Tools and Expertise
(09:01) - The Importance of Consensus in BI Rollouts
(10:57) - Why even go for BI?
(13:17) - Analyzing Marketing Data
(17:23) - The Reality of BI Tools
(19:51) - Why BI Tools Fail Commercial Teams
(25:48) - The Opportunity for Improvement
*** 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 -
Hiring for the logo & other mistakes
It's time to talk about hiring for b2b SaaS. With the change from 'growth at all costs' to efficient growth, hiring is more important than ever.
In the episode, we get into
(00:00) - Introduction
(02:41) - Why talk about hiring?
(06:53) - It's time for the "suite and tie" folks
(12:51) - Testcases are kinda useless
(16:51) - What is it you're hiring for?
(22:08) - Get a local
(27:40) - Will you do the work?
*** 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 -
Secrets to winning in hyper competitive markets
What can we learn from hyper competitive markets in SaaS? That's exactly what we asked in this episode. We get into the pitfalls and strategies you can use to do better against the competition.
(00:00) - Introduction
(03:44) - Hyper compeitive markets
(06:12) - Pitfalls to watch out for
(10:18) - Disruption happens
(13:42) - What are folks gonna do?
(15:04) - Horizontal vs vertical SaaS
(19:05) - Outcompete on differentiation
(25:33) - Outcompete on GTM
(30:48) - Outcompete on cash
*** 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
Customer Reviews
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. 😜
Go-to podcast as a Demand Gen Marketeer!
Favorite podcast for all things revenue marketing and growth strategies.