The Revenue Formula

By Toni Hohlbein & Mikkel Plaehn

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 ... more

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FAQs about The Revenue Formula:

How many episodes does The Revenue Formula have?

The podcast currently has 213 episodes available.

The Revenue Formula episodes:

November 14, 2024This founder shares his churn problem (with Adam Robinson)
Everyone talks openly about raising a new round or closing a massive deal. But churn, crickets. Except for one guy, Adam Robinson.
And he shares not only his churn problem, but how he solved it, how he's building a solid awareness engine and, how he built Rb2b.
(00:00) - Introduction
(07:02) - October 2022, the first LinkedIn post
(08:53) - Finding his voice
(11:15) - The first viral post
(13:51) - No product was decided yet
(16:05) - The product was not exciting...
(17:59) - 3 weeks after launch
(22:58) - The Impact of Transparency on Business
(23:49) - Churn: The thing people won't talk about (when it's bad)
(27:23) - Churn spiked to 15%
(29:49) - A few realizations
(36:37) - The strange issue
(45:05) - Confrontational Marketing
(48:10) - Final Thoughts and Farewell

This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,
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49min
November 12, 2024The new outbound playbook we used to book 500 meetings
Outbound is being declared dead every week. AI is ruining outbound. Every business struggle to get it to work. But, we managed to get it working (again).
In today's episode, we share the new playbook for outbound we used to book 500 meetings in just a few months, with 3 SDRs.
(00:00) - Introduction
(03:38) - Where outbound started
(06:18) - AI SDRs
(09:29) - Text is dead
(11:22) - A different outreach
(15:06) - The one that worked
(16:45) - This won't scale
(20:00) - LinkedIn and Email Outreach
(22:11) - AI Integration in Outreach
(25:00) - Account Selection and Targeting
(30:12) - True sales and marketing collaboration

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35min
November 07, 2024Don't create a category, do this instead (with Kyle Coleman)
Kyle is back on the show - this time we grill him on category creation, and finding a problem to market instead.
He should know, he saw a category and problem get created at Clari, and is running the playbook again at Copy.ai.
(00:00) - Introduction
(02:45) - The TLDR of Kyle's presentation at Exit5
(03:27) - Are you differentiated?
(06:44) - How are you going to get the sale funded?
(09:42) - The stupid & simple questions to ask
(15:30) - Practical Implementation and Results
(18:55) - Am I the GTM bloat??
(23:18) - The Copy AI Pitch
(25:03) - Creating a Category Narrative
(26:23) - The Lightning Strike
(27:42) - Focusing on the Problem vs. Category
(30:24) - What changes in the day to day?
(32:33) - Lessons Learned at Clari
(38:59) - Connecting Positioning to Demand Generation
(43:01) - The AI Tailwinds
Sources & mentions
Brendan Huffords TL;DR of Kyle's presentation
Play bigger, Christopher Lochhead & the category pirates
Drive by ExitFive
Check the framework here
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...more
46min
November 05, 20243 Career Hacks You Should Know About
Here's two guys without a job doling out their top 3 career hacks. Don't worry, they had jobs when they used the hacks - and some of them they just observed.
But they had one thing in common: They worked. Give it a listen and use it to guide your teams or your own career trajectory.
(00:00) - Introduction
(03:52) - 1: Chaos is a ladder
(10:47) - 2: He who controls the spice controls the universe
(11:39) - Own a number
(14:52) - Efficiency is a Superpower
(16:09) - If you can't own a number now, own this
(17:25) - Challenges and Strategies in RevOps
(20:50) - 3: Last person standing

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29min
October 31, 2024AI in Action: GTM use cases that work (with Andy Mowat)
Do you need an AI strategy? Do AI SDRs work? And if they don’t, what does?

This and more we talk about with Andy Mowat
(00:00) - Introduction
(05:47) - RevOps vs GTM Ops and retitling
(11:10) - AI Usecases in the GTM
(12:18) - The main sales usecase
(14:15) - AI SDRs: Efficiency vs. Conversion
(19:02) - AI that actually works in sales
(23:06) - AI and data
(26:08) - Generative AI and Data Normalization
(30:05) - Future of AI in Business

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...more
38min
October 29, 2024Growblocks is shutting down: here's what we've learned
Growblocks is done, but we're continuing the podcast - so we thought we'd share some of the things we've learned along the way in this episode.
(00:00) - Introduction
(02:43) - Growblocks shutting down
(03:36) - Why it didn't work
(04:36) - The people we were selling to
(07:56) - Internal Selling and Champion Challenges
(13:16) - Category Creation and Market Positioning
(15:50) - Impact of SaaS and AI on the Market
(19:55) - Consulting vs. Product Focus
(22:48) - Building Trust Through Branding
(26:24) - Effective Outbound Strategies
(28:29) - Future Plans and Show Continuation

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...more
32min
October 15, 2024Here are two simple ways to reduce burn
Need to be more efficient in your GTM? Then it's time to get serious about your burn rate.
In this episode, Mikkel and Toni break down some tactics you can start now to get your finances in line.
(00:00) - Introduction
(02:42) - Reducing Burn
(09:02) - Mastering Payment Terms for Cashflow
(12:07) - Strategic Pay Raises and Salary Bands
(14:32) - Effective Use of SPIFFs
(16:31) - Navigating Budget Challenges in Recruitment
(18:47) - Optimizing Sales Commissions and Performance
(23:12) - Balancing Owned, Earned, and Paid Marketing Channels
(27:28) - Reevaluating Tool Investments for Cost Efficiency

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
...more
33min
October 08, 2024Are warrants a scam? Here’s what you need to know
Between bad leaver clauses, dilution and liquidation preferences, we're willing to bet most folks out there don't understand their warrants. And who can blame them?
In this episode, we break down the complexities of warrants in compensation packages and answer the question: Are they worth it? Or are they just a scam?
(00:00) - Introduction
(02:13) - Understanding Warrants: A Potential Scam?
(04:22) - Warrants as Compensation: Myths and Realities
(12:33) - The Complexities of Dilution and Liquidation Preference
(20:14) - Negotiation Strategies and Secondary Markets
(24:56) - Conclusion and Final Thoughts

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
...more
27min
October 03, 20247 GTM problems everyone has, and how to fix them (with Eddie Reynolds)
What if we told you there are 7 simple mistakes companies make over and over again?
From the misalignment between sales and marketing to the mishandling of inbound leads, Eddie Reynolds joins us to shed light on why these mistakes happen, and how to avoid them.
(00:00) - Introduction
(04:16) - Transition to SaaS Companies Discussion
(05:10) - The Importance of a True Revenue Leader
(06:56) - Challenges in Marketing and Sales Alignment
(16:43) - Inbound Lead Routing Issues
(23:35) - Inbound vs Outbound Pipeline Expectations
(24:06) - Challenges with Quota Attainment
(24:15) - The Role of CFOs in Sales Planning
(24:36) - Understanding CFOs' Go-to-Market Knowledge
(25:13) - Importance of Accurate Sales Forecasting
(32:20) - Outbound Sales Strategies and Challenges
(37:14) - Aligning Inbound and Outbound Efforts
(39:55) - Navigating Dirty Data in Sales

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
...more
46min
October 01, 2024To prevent burnout, this could be the answer
Do you recognize this in yourself or someone else: You're working hard. More than what's required. You're rxtremely busy, but at the end of the week, you're just not sure what you actually got done.
Yes, that really hurts. And eventually, you'll burn out. The solution? Getting productive as F...
(00:00) - Introduction
(02:29) - Stress, burnout and productivity
(08:06) - Keeping an inventory
(08:26) - Waiting for list
(10:54) - Fixing sleep with a list
(12:00) - A not to do list & the endless backlog
(14:47) - Weekly updates
(17:58) - Context Switching
(22:42) - Interruption
(25:52) - Take control of your calendar

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
...more
33min

FAQs about The Revenue Formula:

How many episodes does The Revenue Formula have?

The podcast currently has 213 episodes available.

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