No. This is not a tactical episode. But. You will get a real look inside of a company being created.(00:00)... more

If you're running outbound. If you're using SDRs. Or planning to. You've got to listen to this episode.We got Morgan... more

Over the last year or so, Klarna has been on a rampage to automate away. They've sliced tools, costs and... more

We had to record this unusual episode. In what feels like a single day, a year's worth of drama has... more

Getting AEs to self-prospect is fun: AEs will complain, procrastinate, and straight up not do it.In todays episode, we share... more

How to scale past $10M ARR. GTM Engineering. How AI is changing the game and much much more.We got Maja... more

Usually, we share advanced analysis to run, cases of amazing tech companies, or something else.Today, we're talking about an energy... more

If there's something we all love, it's to root for david beating goliath.And right now, there's a small team doing... more

With every new technology, there's a Kodak.. or Nokia.. For AI, that company is Chegg - a publicly traded, once... more

Your main contact is not your champion. You champion might not be an experienced buyer. And the list goes on.The... more

So we've crossed 200 episodes. And we felt like, as usual, doling out some advice - this time focused on... more

How's PLG different from outbound? We asked someone who's worked with both motions. And the interesting part? They used a very... more

Growth envy. We've all been there. Another company just blows up in what feels like seconds.Immediately you wonder, how could... more

There are 1000s of privately held unicorns. But for many of them, they will truly struggle to make a meaningful... more

Are you about to report to the CEO? Are you already?In todays episode, we share our experience reporting to the... more

Free trials don't work for AI products - so... what do you do?That's what we asked Chris, CEO and founder... more

Wrappers are dead. LLMs are dead. SaaS is dead. The application layer is dead.It's moving pretty fast still in AI,... more

If 4 developers at a unicorn got a $1m check, could they copy your feature? Well, yes. We discussed why... more

If sellers aren't selling anymore.. What are they doing? and why are we paying them so much?Find out in this... more

What can you learn from someone who's built a motion from scratch to scale? That's what we discovered with Maximus,... more

Weaknesses are awesome. If you can identify them that is. We discuss three common GTM weaknesses and how you can... more

How do you get CAC:PB below 12? How do you get reps to close 50% more ARR? By focusing on... more

This is your quick guide to GTM velocity. We cover three simple areas you can focus on to accelerate your... more

Is it time to fire the VP Sales? How do you know? How do you do it? Did s/he even... more

There are 200 folks with the title "GTM Engineer" on LinkedIn. But somehow, this role gets discussed a lot.And it's... more

Okay.. There's a few motions being covered plenty (inbound, outbound, plg etc.)But there's this other thing called community led growth... more

Moats. Copycats.. The list goes on. There's a lot of reasons to hate being in SaaS.We discuss the most common... more

Remember Salesforce and Seibel? Well. We're about to see a lot of similar things happen thanks to AI.In today's episode,... more

So Q1 is kicking off in hours, and most of you have already made a few mistakes. We discuss the most... more

Did you start reflecting over your next career steps? Whether it's about quitting, staying and growing -- we discuss all... more

Will growth return? How will AI influence GTM? There's so many questions as we near the end of 2024. In... more

Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how... more

What's a great ARR per FTE, and is it even realistic to get to $1M? And if you could, why... more

2025 is around the corner - and we asked Chris Walker about his predictions for the next years. Will we... more

There's been a bunch of change happening lately. And a lot of excuses to. It's time to accept the changes... more

Will the funding market screw you, or accelerate your plans? In this episode, we talk with Peter Walker about funding and... more

If you're the first to exploit a new opportunity, your advantage will only get bigger over time. So, is there an... more

Have you read the phrase “AI won’t replace your job, but people who use AI will”? Well, that's not entirely... more

There's an unfair advantage some startups and companies have. It's a competitive advantage that can't be copied. And it's on... more

We've found a salesperson who's successfully sourcing 30% of her pipeline herself. How? Using LinkedIn.Laura shares her playbook, giving you... more

Carta. HubSpot. Brandwatch. Rippling. These companies, and many others, offer services (even though VCs don't like it). It's not about creating... more

Everyone talks openly about raising a new round or closing a massive deal. But churn, crickets. Except for one guy,... more

Outbound is being declared dead every week. AI is ruining outbound. Every business struggle to get it to work. But,... more

Kyle is back on the show - this time we grill him on category creation, and finding a problem to... more

Here's two guys without a job doling out their top 3 career hacks. Don't worry, they had jobs when they... more

Do you need an AI strategy? Do AI SDRs work? And if they don’t, what does?This and more we talk... more

Growblocks is done, but we're continuing the podcast - so we thought we'd share some of the things we've learned... more

Need to be more efficient in your GTM? Then it's time to get serious about your burn rate.In this episode,... more

Between bad leaver clauses, dilution and liquidation preferences, we're willing to bet most folks out there don't understand their warrants.... more

What if we told you there are 7 simple mistakes companies make over and over again?From the misalignment between sales... more

Do you recognize this in yourself or someone else: You're working hard. More than what's required. You're rxtremely busy, but... more

Whether you're a new CRO, VP of Marketing, or RevOps, if you want to earn your title, you'll want to... more

Yes. Tenure for tech is relatively bad when comparing to other industries. But is that a problem? And if so,... more

What does it take to build a succesful salesteam? And what does it take to replicate it? That's what we... more

When folks run outbound, they eventually also run inbound. But should those motions really be separate? What would happen if... more

That's not the number I have. How did you calculate it? What field did you use!!?. Data promises amazing insights... more

Yes, customer success should be a profit center. But for many companies, it's just not.In this episode, we discuss why... more

The fastest growing companies use growth models. You probably already have one - but is it fully built out? Does... more

Yes, inflation can be boring. No, you can't ignore it even in the GTM teams. We discuss what problems inflation... more

Will AI replace your sales team? Can it? Should it? What is AI even? This and much more, we talk... more

What does a SaaS company, an airline and an oatmilk company have in common? They're challenger brands. And it can... more

The majority of revenue comes after the initial sales. A 5% lift in retention can lead to a 20-95% increase... more

If you're north of $5M ARR, 40% of new revenue should come from existing customers. Are you seeing enough revenue... more

Thought experiment: What would happen if you put RevOps in charge in sales? Well, we spoke Ryan from QuotaPath who... more

It's planning season again. The most agonizing process for GTM teams needing to plan their targets.We discuss how b2b SaaS... more

PLG sucks. Especially if you don't know what you're doing.Too many people assume you just turn on the self-serve button... more

Are you "on the bench" looking for a new job in b2b SaaS?. Not sure how to know if the... more

Plenty of reps aren't making quota - but there are some very simple reasons why we see again and again... more

There's a phase shift that happens to any b2b SaaS company. The shift away from volume to efficiency.When is it... more

You're not losing to competitors. You're losing to indecision, most often heard like this: "Sorry, it's not the right time.... more

BI tools promised to solve the "data starved" teams, giving them access to make decisions. However, we see quite a... more

It's time to talk about hiring for b2b SaaS. With the change from 'growth at all costs' to efficient growth,... more

What can we learn from hyper competitive markets in SaaS? That's exactly what we asked in this episode. We get... more

No, net promoter score can't predict churn. We cover the alternatives in todays episode(00:00) - Introduction (04:14) - What is NPS... more

Here's the method used by Toyota to run root cause analysis. It's called the 5M framework, and helps you look... more

We think we need RevOps because: Systems. Tools. Data.. And they all have merits, but, there's a few other yet... more

There's 3 GTM problems we see over and over again - and they can totally be avoided. Listen to the... more

Focused on removing friction? In this episode we discuss when it might be worth it to add some friction instead.(00:00)... more

Do you think this is an AI summary or not?: With AI tools, such as ChatGPT, sales teams can enhance... more

We're using comp plans from the 80s, and there's some problems with that.We discuss how SaaS has simply changed, and... more

Even if you don't run high velocity sales, there's much to learn from vendors who do.We talked with Frank Nardi... more

Deals die. But more so today than previously. That's why we introduce a different analysis to understand why deals are... more

Is RevOps broken? And how do we fix it?Together with Jeff, we get into a bunch of the challenging areas... more

Is outbound dead? And if not, what are the biggest mistakes we've seen?That's exactly what we get into today(00:00) -... more

What is PLS? When does it make sense to use it? How do you get started?These are just a couple... more

Everyone has a dashboard, a sheet, some reports - but still the number 1 problem we hear about? It's visibility... more

There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge.(00:00) - Indtroduction (03:48) -... more

With everything that's happening, we discuss if it's time for RevOps to move away from the CRO.We get into(00:00) -... more

Paddle scaled with one motion: outbound. They were incredibly focused on one ICP, and ended up developing a three folded... more

If you want to operate SaaS effectively - you need to know how metrics are constructed, and when to use... more

We asked Jeremey: How does RevOps help businesses right now switching from growth at all costs to efficient growth?We got... more

We all want to grow faster, but there's a pretty important team to work with to do that - finance.We... more

A pivot. One motion - and relentless focus. That's just some of the ingredients Manny Medina shared on how Outreach... more

Everything has been cut and more will be cut. Cost is more expensive, we need to be super efficient but... more

SaaS is being completely reset following the era of growth at all costs. But what's happening, how can you adapt... more

The one metric that shouldn't go up and to the right is CAC Payback, and it's doing exactly that.Rather than... more

How do you get to this first million in revenue? And what does the journey past 10 look like? That's... more

It's no longer land and expand - it's land and maintain. But what can you realistically do to fix your... more

How often do you visit a SaaS website and have literally no clue what they do despite multiple attempts? We'll,... more

Whether you're at $2, $10 or $20M ARR - if you want to add outbound as a motion, this episode... more

How does a company scale after raising funds? And what changes are necessary to maintain a stellar go-to-market?That and much... more

There's a lot of things you couldn't scale - until today. In this episode we discuss how AI can remove... more

Is your GTM broken? What do you even look for? Why does it matter?That's just some of the points we... more

Is it time to add another GTM? Dave told us before recording "not until after $10M ARR". So of course,... more

Even in good times, you're slowly falling out of PMF. Inspired by Jason Lemkin, we dive into the signs you... more

Here's the thing. Most content focus on what the top 1% of sales reps do. While that's great - we... more

Thinking about raising quotas? Or being forced to? Then there's a couple of questions you need to ask yourself first.Because... more

What does it take to make it to IPO? What happens inside the company to the build up? Those were... more

Who really owns GTM, and what are the symptoms when you don't really have someone leading it?This and much more... more

What is Nearbound really? How can you use it, and should you?Those are just some of the questions we asked... more

How do you expand to a new market? When is the time right? How do you not burn a ton... more

In this episode, we sit down with Thomas Neergaard Hansen, President at Amplitude, to delve into the critical role of... more

How do the biggest engineering projects in the world avoid potential disasters? They create a digital replica to address problems... more

There are 5 kinds of ROI software provides - and understanding the difference is critical.With Sangram, we discuss that and... more

Having talked with lots of companies, we're still being asked how to make sales work, or at least work better. So... more

There are three ways marketing gets screwed - we discuss them all to help you unscrew marketing.In the episode, we... more

Our friends over at winning by design is about to drop new research - suggesting that we might just have... more

Today we talk with Norman about two unconventional underdogs, Google and Uberall, and how they changed the perception.We get into:(00:00)... more

If sales reps only spend 1/3 of their time selling... What are they doing with their time? And how can... more

It's time to wrap the year - and what better way than to revisit some of the great conversations we've... more

How do you get more predictive and more foresight? You make GTM forecasting a part of your rituals. And that's exactly... more

Lots of succesfull companies were built on OK customers, an OK team and with an OK infrastructure. Today, that's not... more

Whether you've just started annual planning now or are already done (lucky you) - you should consider running an assessment... more

Sales forecast have little to do with revenue growth. It's a great method for coaching and training - but not... more

When there's an endless to-do list and lots of requests, how do you prioritize changes to the business? And how... more

Ever wondered why some public tech companies beat target and raise guidance?Today we talk about the practise to follow in... more

Hypergrowth comes from existing customers - and you have three growth levers to pull with customer success.We talked with Dan... more

Outbound is 3x harder than it used to be.We dig into what's happened, and what you can do to make... more

There's a growth lever you should know about: Pricing.We geeked out on pricing with Kyle Poyar, Operating Partner at OpenView... more