The Revenue Formula

Outbound is 3x harder than it used to be.

We dig into what's happened, and what you can do to make it work.

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There's a growth lever you should know about: Pricing.

We geeked out on pricing with Kyle Poyar, Operating Partner at OpenView to lay out how you can grow through pricing.

In the episode, we got into 👇

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Product led growth (PLG) has been all the rage. But lately, a lot of things have happened in this space.

Airtable "ditched" PLG and Insight Partners published some interesting stats comparing PLG with non-PLG companies.

So today, we discussed PLG as another motion

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What does the path to VP look like? What's the mindset, how do you impact the business - and what does strategy even look like?

We talked with Sowmya about her experience becoming a VP of Revenue Operations.

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The most durable companies have built a strong moat around their business.

While many things can be copied, we dive into some of the things that aren't so easy to copy - giving you a competitive advantage.

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We grilled Dave Kellogg on planning in this episode.

We get into why you shouldn't get any surprises, why you need a plan you can beat - and how to approach building a solid plan for next year.

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Today we walk through the top 4 excuses Toni has heard (and used) when hitting target gets difficult.

While some are BS, a few actually reveal important insight.

Today we get into 👇

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From employee #75 to helping Drift become an over $1B valuation company, Sean Lane knows a thing or two about hypergrowth.

In this episode, we talk to Sean about his RevOps journey and how to create a strategic team in fast-growing companies.

Don't forget to listen to Operations with Sean Lane and check out his new company Minot Light Consulting.

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Benchmarks are generally speaking not really helpful. And unfortunately, many are using them the wrong way - causing a lot of problems.

That's why we discussed benchmarks - and when it does make sense to use them (and how)

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How do you cultivate an efficient GTM engine? And what has Sam learned from building Pavilion and the community?

In the episode, we get into:

• (00:00) - Introduction