The Revenue Formula

By Toni Hohlbein & Raul PorojanBusiness Management

The Revenue Formula episodes

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

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Connect with us

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

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Connect with us

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

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Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
33 min
September 24, 2024Starting a new job? Do these 3 things
Whether you're a new CRO, VP of Marketing, or RevOps, if you want to earn your title, you'll want to onboard quickly and drive results early. But that's usually easier said than done.
In this episode, we give you 3 things you should do when starting a new organization to bring value from day 1.
(00:00) - Introduction
(01:09) - How to onboard yourself
(03:16) - Importance of Pre-Start Research
(04:55) - Triaging the Organization
(11:05) - Quick Wins and Early Impact
(18:28) - Building Relationships with the Team
(25:28) - Understanding Goals and Expectations
(28:51) - Conclusion and Final Thoughts
30 min
September 17, 2024Do we have a tenure problem in tech?
Yes. Tenure for tech is relatively bad when comparing to other industries. But is that a problem? And if so, how do we fix it?
This and more we get into in todays episode
(00:00) - Introduction
(02:41) - After 3 years, half your team has moved one
(07:02) - Boomers, millenials and different tenures
(12:18) - The problem short tenure creates
(13:10) - Employee Acquisition Costs
(14:23) - The Hidden Costs of Recruitment
(15:42) - Onboarding and Ramp-Up Time
(17:53) - The Importance of Employee Tenure
(20:43) - Strategies to Increase Employee Retention
(23:14) - Analyzing Employee Churn

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Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
32 min
September 12, 2024How to build & replicate stellar sales teams (With Collin Cadmus)
What does it take to build a succesful salesteam? And what does it take to replicate it? That's what we talk with Collin Cadmus about.
(00:00) - Introduction
(04:08) - Sales Success and Product Quality
(09:28) - Identifying a Great Product
(14:54) - Building a Strong Sales Team
(20:55) - Replicating Successful Sales Teams
(21:36) - Setting Attainable Quotas
(22:12) - Incentivizing High Performance
(23:39) - Scaling Sales Teams Efficiently
(32:39) - Aligning Strategy with CFOs and Investors
(42:02) - Adapting to Market Conditions

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
47 min
September 10, 2024Is it time to merge inbound and outbound?
When folks run outbound, they eventually also run inbound. But should those motions really be separate? What would happen if they were merged? And what problems would it resolve?
This and more we discuss in todays episode
(00:00) - Introduction
(00:42) - Hunting Challenges and Reflections
(02:43) - Transition to Business Discussion
(02:59) - Outbound vs Inbound Marketing Debate
(03:42) - Month-End Process and Opportunity Review
(04:47) - Challenges in Marketing and Sales Collaboration
(06:12) - Revenue Attribution and Commission Issues
(10:16) - Strategies for Demand Generation
(10:56) - Combining Inbound and Outbound Efforts
(19:41) - Lead Scoring and SDR Integration
(26:22) - Final Thoughts and Conclusion

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
31 min
September 05, 2024Does your data have credibility issues? (With Lindsay Cordell)
That's not the number I have. How did you calculate it? What field did you use!!?. Data promises amazing insights and great decision making.
But more often than not, we tend to not trust the data. That's why we talk about data trust with Lindsay.
(00:00) - Introduction
(02:24) - Data Trust Issues
(03:56) - Common Data Quality Problems
(11:27) - Impact of Data Issues on Business
(14:57) - Manual Data Correction Challenges
(19:46) - Analyzing Opportunity Age in Salesforce
(21:10) - Handling Imperfections in Data
(22:32) - Outlier Management with Advanced Technology
(25:10) - Building Trust in Forecast Numbers
(27:45) - Creating a Common Language Across Departments
(38:51) - Eliminating Friction in Go-to-Market Teams
(41:44) - The Future of Data Trust and Technology

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
46 min
September 03, 2024Customer Success isn't a profit center - here's why
Yes, customer success should be a profit center. But for many companies, it's just not.
In this episode, we discuss why that's the case - and why it's not just a quick fix. We do share some tips to make it a profit center though.
(00:00) - Introduction
(03:01) - Challenges in Customer Success
(05:18) - The Reality of Upselling
(08:22) - Cultural Differences in Sales
(11:37) - Strategies for Effective Upselling
(14:37) - Do you have GTM fit?
(24:13) - Real examples

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revenueletter.substack.com
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
30 min
August 29, 2024Creating a growth model for SaaS (with Anthony Enrico)
The fastest growing companies use growth models. You probably already have one - but is it fully built out? Does it really work?
In this episode, we talk with Anthony who's build quite a few.
(00:00) - Introduction
(02:43) - Diving into Growth Modeling
(11:39) - Challenges and Pitfalls in Growth Modeling
(16:08) - Understanding Pipeline Needs
(17:35) - Challenges in Planning and Execution
(19:49) - Involving the Right People in Growth Planning
(23:49) - Building a Comprehensive Growth Model
(27:01) - From Planning to Execution: OKRs and KPIs
(28:56) - Real-World Growth Model Case Studies
(39:41) - Final Thoughts and Takeaways

***
Connect with us

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