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

What does it look like inside the engine room of a hypergrowth company?That's exactly what we discussed with Arun Mani,... 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

Product led growth (PLG) has been all the rage. But lately, a lot of things have happened in this space.Airtable... more