Seth DeHart has advised 85 B2B SaaS with building and optimizing their sales engines after he led revenue teams at Revinate and Framer. In this episode of The Revenue Lab, Seth shares the most common GTM mistakes he saw while scaling from 0 to $10M in ARR:

In this episode, Janis Zech interviews Kyle Parrish, the VP and GM at Mixmax, about his career journey and his approach to annual planning, discovery, and building top-performing sales teams.

What you’ll learn in this episode:

You can find more information about Kyle here:

https://www.linkedin.com/in/kyle-parrish/ 

RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/ 

Marker:

(00:00:00) Introduction/ How would you approach your career if you could start over? 

(00:02:42) Why to get rid of annual planning

(00:05:31) Setting up a solid board

(00:09:00) How to approach discovery

(00:13:44) What's your take on multi-threading?

(00:18:43) Quantification

(00:23:50) What do you look for in hires? 

(00:32:00) What is your approach to comp? 

(00:33:44) Biggest Learnings

In today’s episode Tibor tells you how to build scalable revenue engines that learn faster than the Enterprise sales cycle.

What you’ll learn in this episode:

You can find more information about Tibor here:

https://www.linkedin.com/in/tiborstefanger/ 

RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/ 

Marker:

(00:00:00) Introduction/What is super important to know about Enterprise sales?

(00:01:51) Give us an idea at Zeotap: How do you learn faster than the sales cycle?

(00:03:41) How do you define your ideal seller profile at Zeotap?

(00:09:14) What are early indicators to see if somebody was a right hire or not?

(00:14:19) What do we have to know about the ideal customer profile?

(00:19:27) How do you make sure that people know the ICP and follow it?

(00:24:00) What are the main channels you're using?

(00:34:10) What are your Top 3-Learnings?

(00:36:18) What are the Top 3-Metrics you look at?

(00:37:04) What was the largest deal you ever worked on?

The Revenue Lab Podcast, hosted by Janis Zech, CEO of Weflow, is dedicated to the art and science of scaling SaaS companies from $1 million to $100 million in revenue. Janis Zech, a multi-time founder and investor in B2B companies, shares weekly insights from revenue leaders of fast-growing B2B companies and explores how they scale their revenue motions. The podcast aims to help overcome the challenges of finding the right market access and successfully scaling from 1 to 100 million in revenue.