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.”

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.

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.

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.

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 Debate
• 03:03 Defining BDRs and SDRs
• 06:10 The Case for Marketing Reporting
• 09:00 The Case for Sales Reporting
• 11:53 Challenges of Reporting Structures
• 15:13 The Role of RevOps and Company Size
• 18:09 Career Growth and Future of SDRs/BDRs
• 21:07 Conclusion and Key Takeaways
• 23:01 Shorts Outro.mp4

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.

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

Summary

In this episode of Lunch Money, Scott Schnaars and Edan Gottlib discuss the relevance of cold calling in today's sales environment. They explore the misconceptions surrounding cold calling, the importance of training and mindset, and how modern techniques and technology can enhance the effectiveness of cold outreach. The conversation emphasizes the need for a human connection and the evolution of sales strategies to adapt to changing market dynamics.

Takeaways

• Cold calling is not dead, but the approach needs to evolve.
• Connecting with people is essential in sales, regardless of the method.
• Fear of rejection is a significant barrier for many sales reps.
• Training and practice are crucial for effective cold calling.
• Sales reps should focus on building relationships, not just closing deals.
• Using technology can improve the effectiveness of cold calling.
• A multi-channel approach is necessary for modern sales success.
• Sales is a competitive sport that requires continuous improvement.
• Understanding the customer's world is key to effective communication.
• Cold calling should be seen as a way to start conversations, not just pitch products.

Chapters

00:00 The Cold Calling Debate Begins

02:58 Cold Calling: Is It Really Dead?

05:43 Understanding the Fear of Cold Calling

08:31 Training and Mindset in Cold Calling

11:13 Strategies for Effective Cold Calling

14:02 The Evolution of Cold Calling

16:47 Closing Thoughts on Cold Calling

21:35 Shorts Outro.mp4

Summary

In this episode of Lunch Money, Scott Schnaars and Edan Gottlib engage in a lively debate about the effectiveness of the BANT sales qualification framework. Scott argues for its replacement with a more modern approach, while Edan suggests that BANT can be updated for contemporary use. They discuss the origins of BANT, its limitations in today's complex sales environment, and propose the E-BANT model as a more flexible alternative. The conversation also touches on the role of AI in lead qualification and the importance of context in understanding sales opportunities.

Takeaways

• BANT is an outdated sales qualification method that needs updating.
• The distinction between qualifying leads and opportunities is crucial.
• Modern sales require a more nuanced approach than BANT offers.
• E-BANT introduces flexibility in the qualification process.
• AI can play a significant role in qualifying leads effectively.
• Understanding the context of a lead is essential for qualification.
• Sales methodologies must evolve with changing market dynamics.
• The complexity of sales has increased, making rigid frameworks less effective.
• Sales teams should focus on identifying pain points rather than just confirming needs.
• A structured qualification process is necessary for effective sales.

Chapters

00:00 The BANT Debate: A Sales Qualification Controversy

02:45 Understanding Lead vs Opportunity Qualification

05:34 Modernizing BANT: The Need for Evolution

08:23 The Shift from BANT to eBANT

11:09 Context Matters: The Importance of Customer Understanding

13:50 AI in Lead Qualification: A New Frontier

16:44 Final Thoughts: The Future of Sales Qualification

22:23 Shorts Outro.mp4

In this episode of Lunch Money, Scott and Edan explore the evolving role of software demos in the sales process. From the traditional, hands-on demo to today’s self-serve experience, they debate whether demos are still necessary. Using real-world analogies—like the classic car test drive—they explain how demos can educate, facilitate discovery, and even shape the ultimate deal. Tune in for actionable insights on aligning your sales process with the modern buyer’s journey!