The Revenue Formula

By Toni Hohlbein & Raul PorojanBusiness Management

The Revenue Formula episodes

May 09, 2024Here'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: [email protected]
43 min
May 07, 2024Rethinking 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: [email protected]
29 min
May 02, 2024High 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: [email protected]
46 min
April 30, 2024When deals die
Deals die. But more so today than previously. That's why we introduce a different analysis to understand why deals are dying - so you can fix it.
(00:00) - Introduction
(03:02) - Why deals are harder
(04:46) - MEDDICC to diagnose performance
(07:34) - Champion
(11:12) - What's the pain?
(14:35) - From pain to metric
(17:29) - Who signs the deal?
(20:13) - How did they decide?
(25:04) - Turning it into an analysis
(27:24) - It's not strictly about the numbers

***
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: [email protected]
32 min
April 25, 2024Why RevOps is broken (with Jeff Ignacio)
Is RevOps broken? And how do we fix it?
Together with Jeff, we get into a bunch of the challenging areas of Revenue Operations and some of the steps you can take to improve it.
(00:00) - Introduction
(01:40) - Meet Jeff
(03:45) - Glorified GTM IT
(11:57) - Overinvesting
(18:13) - The go to market plan
(30:57) - Under- & overinvestment
(34:25) - Getting RevOps headcounts

***
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: [email protected]
44 min
April 23, 20244 Outbound Mistakes
Is outbound dead? And if not, what are the biggest mistakes we've seen?
That's exactly what we get into today
(00:00) - Introduction
(01:37) - "Outbound is dead? Bullshit."
(05:46) - Can you even run outbound?
(09:35) - What's changed?
(12:28) - Mistake 1: Outsourcing
(16:39) - Mistake 2: Not knowing the ideal talent profile
(20:43) - Mistake 3: Scaling at the wrong pace
(24:36) - Mistake 4: Not getting the balance right

***
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: [email protected]
31 min
April 18, 2024WTF is PLS even? (with Jesus Requena, VP Marketing at Hex)
What is PLS? When does it make sense to use it? How do you get started?
These are just a couple of the questions we asked Jesus who's been building PLG and PLS motions at Unity, Figma, Algolia and Hex.
(00:00) - Introduction
(00:57) - Meet Jesus
(04:35) - PLG at Unity
(05:45) - Solving a big problem
(12:12) - Is this the right motion?
(16:49) - Can you bring users to a pain state?
(21:18) - If it was a demo
(23:08) - It's about signals
(30:31) - Looking towards revenue
(33:14) - Qualification is the same
(36:39) - Narrowing your focus
(39:16) - Activating 10K accounts
(42:59) - Indicators of scale
(46:26) - Hard lessons

***
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: [email protected]
51 min
April 16, 2024Don’t have GTM visibility?
Everyone has a dashboard, a sheet, some reports - but still the number 1 problem we hear about? It's visibility into performance.
So we discussed the problem, and what you can do about it.
(00:00) - Introduction
(02:16) - Why we get asked about visibility
(08:58) - The problem with visibility
(14:16) - Breaking down targets
(17:48) - Having foresight
(21:55) - The first step to build it
(27:04) - Test the model
(29:44) - No one does QBRs

You can find the CAC:Payback template here.
***
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: [email protected]
37 min
April 11, 2024Avoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital)
There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge.
(00:00) - Indtroduction
(03:48) - Meet Mark
(08:44) - The number 1 pattern of unnecessary failure
(11:16) - Getting the right pacing
(16:35) - Pushing back on the plan
(25:39) - Why do we misunderstand capacity?
(33:54) - The problem with commissions
(36:31) - The comp plan works against this goal
(40:12) - How do you comp on retention?
(42:38) - Find your leading indicators of retention
(44:10) - Pushback on retention compensation

Also, check out the science of scaling here.
Mark also did a presentation at SaaStr on common sales potholes, make sure to check it out.
***
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: [email protected]
54 min
April 08, 2024RevOps needs to move
With everything that's happening, we discuss if it's time for RevOps to move away from the CRO.
We get into
(00:00) - Introduction
(02:29) - Is it time to move?
(08:30) - If the CRO doesn't get it..
(11:24) - Give CFO operational insights
(16:54) - Commercial FP&A?
(21:08) - The P&L of commercial
(23:54) - Zero helpful advise

You can find the CAC:Payback template here.
***
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: [email protected]
30 min