The Revenue Formula

By Toni Hohlbein & Raul PorojanBusiness Management

The Revenue Formula episodes

December 31, 20245 mistakes that always breaks Q1
So Q1 is kicking off in hours, and most of you have already made a few mistakes.
We discuss the most common ones, and what you can do to fix them.
(00:00) - Introduction
(03:23) - Preparing for Q1: Common Mistakes
(05:42) - Make no room for sales excuses
(06:35) - Setting Sales Targets and Comp Plans
(09:37) - Hiring is late... again
(13:05) - Maybe it's the right time now
(17:22) - January got screwed in Q4
(21:57) - People leave

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.,
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.

Never miss a new episode, join our newsletter on revenueformula.substack.com
26 min
December 26, 2024Advise for your career in 2025 (with Robin Daniels)
Did you start reflecting over your next career steps? Whether it's about quitting, staying and growing -- we discuss all things career with Robin Daniels.
(00:00) - Robin Daniels
(06:54) - Energy and Initiative in Your Career
(11:33) - The Importance of Soft Skills
(12:35) - Evaluating Career Goals and Titles
(17:48) - Weekly Self-Assessment for Career Satisfaction
(20:04) - Impact of Work on Personal Life
(20:16) - Advice for Those Unhappy at Work
(20:42) - Introspection and Self-Reflection
(23:06) - The Role of Salary in Job Satisfaction
(24:48) - When is it time to... go?
(35:08) - When there's no room above

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.,
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.

Never miss a new episode, join our newsletter on revenueformula.substack.com
39 min
December 24, 2024Your guide to go-to-market trends in 2025
Will growth return? How will AI influence GTM?
There's so many questions as we near the end of 2024. In today's episode, we cover the key trends and predictions for 2025.
(00:00) - Introduction
(01:21) - Go-to-Market Trends for 2025
(02:21) - But first: Will we see more growth next year?
(04:17) - AI's Impact on Sales and Hiring
(08:24) - More sales roles
(12:34) - The rise of AI agencies
(16:31) - GTM Engineers
(21:53) - Teams of 20 will beat teams of 200
(29:03) - Branding in the Age of AI
(33:44) - Conclusion and New Year Wishes

This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.
Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!
Never miss a new episode, join our newsletter on revenueformula.substack.com
35 min
December 19, 2024From seats to outcomes: How AI is changing pricing (with Kyle Poyar)
Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how teams operate.
With Kyle Poyar, we discuss new pricing models focused on outcomes and units of work - and what ramifications they come with.
(00:00) - Introduction
(03:19) - The Evolution of SaaS Pricing
(06:04) - How AI is changing pricing
(09:31) - Challenges and Strategies in AI Pricing
(27:01) - Challenges for incumbents
(36:31) - It comes down to the CEO
(40:24) - Hybrid pricing
(42:18) - 2025 Predictions

Check out Kyle's article on the new pricing models here.
This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.
Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!
Never miss a new episode, join our newsletter on revenueformula.substack.com
46 min
December 17, 2024$1M ARR Per FTE: How to get hyper efficient
What's a great ARR per FTE, and is it even realistic to get to $1M? And if you could, why should you?
This and more we discuss in todays episode.
(00:00) - Introduction
(02:32) - Why $1 million, like really?
(06:46) - The Mindset Shift
(13:00) - What can we automate first?
(18:31) - Average quality of talent
(25:48) - Investing in Assets for Growth

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.,
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.
Never miss a new episode, join our newsletter on https://revenueformula.substack.com
33 min
December 12, 2024You need to know these GTM trends (with Chris Walker)
2025 is around the corner - and we asked Chris Walker about his predictions for the next years. Will we see more efficiency? Growth? How will AI transform teams? And much much more.
(00:00) - Introduction
(03:17) - Has anything changed?
(05:03) - Understanding the Core Problems
(07:06) - The C suite
(12:03) - Wrong KPIs
(14:40) - No, we aren't more efficient
(19:00) - AI and Market Efficiency
(22:03) - Building Customer-Centric Software
(24:12) - The Real Cost of Software and Market Growth
(24:52) - Predictions for Marketing Teams
(27:03) - Challenges in AI Adoption
(29:24) - Data's Role in AI and Marketing
(30:37) - Future Trends and Predictions
(34:40) - The Art and Science of Go-to-Market Strategy
(35:56) - RevOps and Go-to-Market Operations
(37:48) - Customer Success and Account Management
(40:51) - Key Ingredients for Success in 2025

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.,
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.
Never miss a new episode, join our newsletter on revenueformula.substack.com
46 min
December 10, 2024This is why your growth isn't picking up
There's been a bunch of change happening lately. And a lot of excuses to. It's time to accept the changes and adapt to (finally) start growing again.
(00:00) - Introduction
(05:47) - Growth and Market Dynamics
(10:59) - So what exactly has changed?
(11:23) - Changes in Buyer Behavior
(11:48) - The Rise of Buying Committees
(14:09) - Focus on Cost Reduction
(16:13) - The AI Buyer Emerges
(16:42) - AI's Rapid Improvement and Cost Efficiency
(19:39) - AI's Market Impact and Investment
(23:40) - Outcome-Based Pricing Models
(29:11) - The Future of AI in Business

This episode is brought to you by Fullcast - the only AI-powered platform that streamlines your entire sales lifecycle—from plan to pay. Loved by companies like Own, Degreed, Zones, Collibra, and more.
Never miss a new episode, join our newsletter on revenueformula.substack.com
33 min
December 05, 2024The state of venture capital (with Peter Walker)
Will the funding market screw you, or accelerate your plans?
In this episode, we talk with Peter Walker about funding and why it matters to GTM teams.
(00:00) - Introduction
(03:04) - What commercial teams need to know
(05:44) - What does the market look like right now
(07:19) - Are IPOs still backed up?
(09:24) - Political landscape
(12:29) - Two paths during a downturn
(17:17) - Time Between Funding Rounds
(20:28) - The AI Hype Cycle
(27:31) - Startup Shutdowns
(30:54) - Down Rounds and Their Impact
(33:14) - Predictions for 2025

This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.
Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!
Never miss a new episode, join our newsletter on revenueformula.substack.com
38 min
December 03, 2024Take advantage of this zero day exploit now
If you're the first to exploit a new opportunity, your advantage will only get bigger over time.
So, is there an exploit you can take advantage of? Find out in the episode.
(00:00) - Introduction
(03:06) - Understanding Zero Day Exploits
(05:36) - E-commerce Evolution and SEO
(12:31) - The Rise of SaaS
(19:07) - AI in Go-to-Market Strategies
(29:39) - Encouraging AI Experimentation
(31:42) - Conclusion and Call to Action

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.,
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.
Never miss a new episode, join our newsletter on revenueformula.substack.com
33 min
November 28, 2024Why 70% of Sales Jobs Might Disappear (with Jacco van der Kooij)
Have you read the phrase “AI won’t replace your job, but people who use AI will”? Well, that's not entirely true.
In today's episode, we discuss how AI is disrupting the entire GTM at the moment - and we discuss it with Jacco van der Kooij.
(00:00) - Introduction
(04:24) - How AI is transforming GTM
(15:01) - AI: Volume, cost and... what's the last one?
(20:43) - Beyond talking leaflets
(26:04) - Agentic World and AI Sub-Agents
(30:13) - The First Mover Advantage
(35:09) - From shovel to excavator
(39:53) - The Three Storms
(45:16) - The Rise of Vertical SaaS
(53:11) - AI's Exponential Growth and Future Impact
References
"In 2025, AI won’t just assist salespeople – it will replace them.", Winning by Design
"Why and how AI is going to replace sales" (video), Jacco van der Kooij
AI share of search, Rand Fishkin

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.,
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.
Never miss a new episode, join our newsletter on revenueformula.substack.com
1 hr 7 min