3 signs sales is broken

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

Rather than trying to fix CAC, there's another solution.

• (00:00) - Introduction
• (02:53) - CAC Payback
• (05:59) - Look beyond CAC:PB
• (09:13) - Drawback of CAC:LTV
• (10:50) - How do you get there?
• (15:00) - The other thing is product
• (19:20) - What have you done for them lately?
• (21:54) - Aligning newbiz and existing biz

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

How do you get to this first million in revenue? And what does the journey past 10 look like? That's what Steffen from Synthesia shared with us.

In the episode, we got into:

• (00:00) - Introduction
• (02:28) - Meet Steffen
• (03:47) - The backstory
• (09:58) - The first million (service revenue)
• (14:27) - The first first million (subscriptions)
• (19:11) - Getting to $10M
• (23:21) - Viral loop
• (30:34) - Enterprise early

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

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

In this episode, we share 4 practical tips that'll help

• (00:00) - Introduction
• (04:27) - Expansion ladder
• (11:32) - What have you done for them lately?
• (16:38) - Involve the customer
• (20:35) - Take a hit on newbiz MRR
• (27:05) - Tripple down on succesful customers
• (31:17) - Wrapup

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

✉️ Email: podcast@growblocks.com

📺 Watch: https://www.youtube.com/@growblocks 

How often do you visit a SaaS website and have literally no clue what they do despite multiple attempts? We'll, that's a surefire way to decrease your overall performance.

So we invited Anthony from Fletch to help fix it - we focused on the difficulties especially surrounding being multi-product or segment.

• (00:00) - Introduction
• (01:33) - Meet Anthony Pierri
• (06:31) - Ugh messaging - why even bother?
• (12:01) - It's not just about outcomes
• (16:24) - Lead with one thing
• (20:59) - The channel changer
• (22:18) - Sell the suite
• (23:43) - What do you want to be known for?
• (27:53) - The problem with being visionary
• (34:42) - How do you get it used?
• (40:15) - Picking the usecase

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

We dive into the sequence here:

• (00:00) - Introduction
• (05:55) - 0-$1M - Founder led
• (09:55) - How to assess it
• (12:29) - $1-2M - The first SDRs
• (20:59) - $2-10M - Many SDRs
• (28:51) - +$10M - The factory

*** 

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

✉️ Email: podcast@growblocks.com

📺 Watch: https://www.youtube.com/@growblocks 

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

That and much more we discussed with Catie Ivey, CRO at Walnut.

• (00:00) - Introduction
• (00:48) - Meet Catie
• (05:05) - The setup
• (10:03) - Finding GTM fit
• (15:38) - Scaling outbound
• (18:07) - The rituals
• (27:43) - The culture of problem solving
• (30:54) - When you don't own marketing
• (33:04) - A different sales process
• (37:31) - Spending resources purposefully

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
Connect with us

🔔 LinkedIn: Toni / Mikkel

✉️ Email: podcast@growblocks.com

📺 Watch: https://www.youtube.com/@growblocks 

There's a lot of things you couldn't scale - until today. In this episode we discuss how AI can remove some of your limiting beliefs and let you scale things that you couldn't before.

• (00:00) - Introduction
• (04:27) - It's all focused on output
• (08:01) - Quality increase for SDRs
• (13:37) - Faster ramp
• (20:04) - AEs: Ramp, training & research
• (28:59) - What will happen to marketing?

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
Connect with us

🔔 LinkedIn: Toni / Mikkel

✉️ Email: podcast@growblocks.com

📺 Watch: https://www.youtube.com/@growblocks 

Is your GTM broken? What do you even look for? Why does it matter?

That's just some of the points we cover in this episode. Besides giving you four clear things to look out for - we also share some solutions. The outcome? You should see improved performance & efficiency.

• (00:00) - Introduction
• (03:09) - The stakes
• (08:35) - Disconnected operations
• (10:20) - Reporting isn't aligned
• (15:08) - No shared language
• (22:03) - Disconnected execution
• (33:28) - Wrapup

*** 

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
Connect with us

🔔 LinkedIn: Toni / Mikkel

✉️ Email: podcast@growblocks.com

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

We went through the process of establishing different Go-To-Market (GTM) strategies - including the importance of testing and tailoring strategies to match audience behavior, considerations when transitioning from sales-led to product-led growth, and the significance of unit economics in assessing GTM fit.

Dave Boyce, a PLG and SaaS expert, shares his insights and experiences throughout the conversation.

Check out Dave's substack Product led GTM or follow him on LinkedIn.

• (00:00) - Introduction
• (02:58) - Meet Dave Boyce
• (05:20) - The downside of multiple motions
• (10:13) - Sequence of events
• (18:35) - Is it time? And how do we test?
• (25:12) - From sales led to PLG and vice versa
• (29:08) - Adding PLG to sales led
• (31:46) - When to pull the plug
• (38:29) - If it's broken, here's how to find a new one

This episode of The Revenue Formula 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

✉️ Substack: Join +1,000 GTM professionals
💬 Email: podcast@growblocks.com

Even in good times, you're slowly falling out of PMF. Inspired by Jason Lemkin, we dive into the signs you need to watch out for, to avoid losing product-market fit.

Sure, you might have been hired after PMF was achieved - but it's still your problem, especially if you're in the go-to-market team.

In the episode, we get into:

• (00:00) - TRF - 088 - 4 signs pmf is gone
• (02:38) - Not just a founder issue
• (06:09) - 1: Easy gets redefined
• (12:00) - 2: The problem is gone
• (17:08) - 3: Buyer behaviour change
• (24:07) - 4: Willingness to pay