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The Revenue Formula

By: Growblocks
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  • Summary

  • This podcast is about scaling tech startups. Hosted by Toni Hohlbein & Mikkel Plaehn, together they look at the full funnel. With a combined 20 years of experience in B2B SaaS and 3 exits, they discuss growing pains, challenges and opportunities they’ve faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast. If there’s one thing they hate, it’s talk. We know, it’s a bit of an oxymoron. But execution and focus is the key - that’s why each episode is designed to give 1-2 very concrete takeaways.
    © 2024 Growblocks
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Episodes
  • High velocity sales (with Frank Nardi)

    High velocity sales (with Frank Nardi)
    May 2 2024

    Even if you don't run high velocity sales, there's much to learn from vendors who do.

    We talked with Frank Nardi (CRO at Cin7) about how they manage short sales cycles and proactively manage their funnel.

    • (00:00) - Introduction
    • (02:21) - Meet frank
    • (06:02) - Tuning the engine
    • (13:36) - Selling to SMB
    • (21:56) - Short cycles, short term?
    • (26:54) - Longer cycles impact capacity
    • (28:34) - Managing multiple points of failure
    • (32:29) - Efficient growth
    • (38:27) - Build leading indicators
    • (41:31) - Having plays ready

    ***

    This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.


    That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.


    ***

    Connect with us


    🔔 LinkedIn: Toni / Mikkel

    ✉️ Newsletter: revenueletter.substack.com

    📺 Watch: https://www.youtube.com/@growblocks
    💬 Contact: podcast@growblocks.com
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    46 mins
  • When deals die

    When deals die
    Apr 30 2024

    Deals die. But more so today than previously. That's why we introduce a different analysis to understand why deals are dying - so you can fix it.

    • (00:00) - Introduction
    • (03:02) - Why deals are harder
    • (04:46) - MEDDICC to diagnose performance
    • (07:34) - Champion
    • (11:12) - What's the pain?
    • (14:35) - From pain to metric
    • (17:29) - Who signs the deal?
    • (20:13) - How did they decide?
    • (25:04) - Turning it into an analysis
    • (27:24) - It's not strictly about the numbers

    ***

    This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.


    That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.


    ***

    Connect with us


    🔔 LinkedIn: Toni / Mikkel

    ✉️ Newsletter: revenueletter.substack.com

    📺 Watch: https://www.youtube.com/@growblocks
    💬 Contact: podcast@growblocks.com
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    31 mins
  • Why RevOps is broken (with Jeff Ignacio)

    Why RevOps is broken (with Jeff Ignacio)
    Apr 25 2024

    Is RevOps broken? And how do we fix it?

    Together with Jeff, we get into a bunch of the challenging areas of Revenue Operations and some of the steps you can take to improve it.

    • (00:00) - Introduction
    • (01:40) - Meet Jeff
    • (03:45) - Glorified GTM IT
    • (11:57) - Overinvesting
    • (18:13) - The go to market plan
    • (30:57) - Under- & overinvestment
    • (34:25) - Getting RevOps headcounts

    ***

    This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.


    That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.


    ***

    Connect with us


    🔔 LinkedIn: Toni / Mikkel

    ✉️ Newsletter: revenueletter.substack.com

    📺 Watch: https://www.youtube.com/@growblocks
    💬 Contact: podcast@growblocks.com
    Show more Show less
    44 mins
Management Economics
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