The Revenue Formula

By Toni Hohlbein & Raul PorojanBusiness Management

The Revenue Formula episodes

December 12, 2023Sales reps spend just 28% of their time selling.. Or do they?
If sales reps only spend 1/3 of their time selling... What are they doing with their time? And how can you fix it?
Also.. Maybe people don't know what selling entails? Irregardless, we dive into:
(00:00) - Introduction
(01:56) - Just 30% of time spent on selling?!
(06:43) - Find out the status
(11:21) - Eleminate
(15:38) - Delegate
(23:27) - Simplify

Find the salesforce report on sales here.
28 min
December 07, 20235 takeaways from 2023
It's time to wrap the year - and what better way than to revisit some of the great conversations we've had with our guests.
In this episode, you'll hear:
(00:00) - Introduction
(04:43) - Sales forecasts suck
(06:32) - RevOps aren't system admins
(09:13) - Jacco van der Kooij: Recurring revenue
(12:58) - Chris Walker: You're gonna cheat
(17:42) - Kyle Poyar: Raise the prices
(23:34) - Chris Orlob: Quotas
(27:11) - Udi Ledergor: Brand.. it's not what you think
33 min
December 05, 2023A better way to run your GTM
How do you get more predictive and more foresight? You make GTM forecasting a part of your rituals.
And that's exactly what we discuss in todays episode
(00:00) - Introduction
(03:42) - How to use a GTM forecast
(08:57) - Making it a ritual
(14:47) - Next quarter
(18:53) - Foresight in Marketing
(24:32) - A different view into sales
(29:20) - The forgotten child
36 min
November 30, 2023How Pleo drives hypergrowth (with Arun Mani, CRO at Pleo)
What does it look like inside the engine room of a hypergrowth company?
That's exactly what we discussed with Arun Mani, CRO at Pleo.
(00:00) - Introduction
(01:43) - The atypical CRO
(04:40) - The pains of hypergrowth
(07:53) - Running a matrix Organization
(15:14) - Context switching
(17:26) - Managing the growth
(20:22) - The big problem: GTM execution
(32:11) - Believing in the goals
45 min
November 28, 2023A "good enough" GTM isn't enough
Lots of succesfull companies were built on OK customers, an OK team and with an OK infrastructure. Today, that's not enough.
We cover the latest benchmarks from OpenView, and discuss what it means.
(00:00) - Introduction
(01:49) - New benchmarks out - Execution is the problem
(05:00) - CAC:PB and ARR per FTE
(07:33) - Easy days are gone
(14:57) - Churn and burn
(22:38) - Teh People
(30:32) - Infrastructure
38 min
November 23, 2023Assess your GTM (with Anders Sogaard, Head of Analytics at Growblocks)
Whether you've just started annual planning now or are already done (lucky you) - you should consider running an assessment of your GTM.
It'll help you find problems you didn't even know about. That's why we brought in Anders who's done lots of those.
(00:00) - Introduction
(01:35) - Meet Anders
(03:04) - What it is and why it matters
(08:14) - When do you do it?
(12:21) - What does an assessment consist of?
(20:59) - Effectiveness framework
(22:39) - Reset of GTM fit
(24:17) - A problem we didn't know of
(28:07) - What are the steps?
(34:32) - How do you deliver it?
39 min
November 21, 2023Sales forecasts suck
Sales forecast have little to do with revenue growth. It's a great method for coaching and training - but not managing revenue growth.
We discuss the limitations - and what you can do instead to manage revenue.
(00:00) - Introduction
(01:37) - The sales forecast
(05:49) - This is what the salesforecast is for
(08:21) - Tunnel vision
(11:56) - The GTM forecast
(17:00) - Building the GTM forecast
(20:11) - How do you put this together?
(25:05) - The rituals

Check out the bowtie post Toni mentioned here.
33 min
November 16, 2023Driving change through RevOps (with Sandy Robinson, SVP of RevOps at Patra)
When there's an endless to-do list and lots of requests, how do you prioritize changes to the business? And how do you get those changes done?

That's what we talked with Sandy Robinson (SVP of RevOps at Patra) about.

(00:00) - Introduction
(04:52) - Meet Sandy
(13:35) - What was the purpose of RevOps?
(16:49) - Beneath the surface
(18:36) - Driving change
(21:44) - How do you manage change?
(26:16) - How do you know it worked?
(31:57) - How do you get to the solution?
(36:02) - Going up and down the hierachy
(42:05) - Communication is key

Check out her show RevOps unboxed
48 min
November 14, 2023Beat and raise your targets
Ever wondered why some public tech companies beat target and raise guidance?
Today we talk about the practise to follow in order to build a plan you can beat - so you can raise target and build momentum.
(00:00) - Introduction
(04:47) - It starts with targets
(07:30) - Confidence level and balance
(11:38) - Isn't it unambitious?
(13:33) - Give a different target to leadership
(18:53) - The plan for the rest
(25:16) - What goes on the dashboard?

PS: Check out the ebook, "this is what strategic RevOps looks like"
34 min
November 09, 20233 levers of customer growth (with Dan Steinman, Chief Evangelist at Gainsight)
Hypergrowth comes from existing customers - and you have three growth levers to pull with customer success.
We talked with Dan Steinman, Chief Evangelist at Gainsight about those levers.
(00:00) - Introduction
(07:00) - How do you grow through your customer base?
(10:16) - Why don't we celebrate customer revenue?
(13:04) - A leap of faith
(16:47) - CS and PLG
(20:20) - Don't raise prices, reduce discounts
(24:43) - What's the role of the CSM?
(29:58) - How to upsell
(33:11) - CSMs and discovery
(39:00) - CSMs and commissions
(42:57) - The product and the price
52 min