There are three ways marketing gets screwed - we discuss them all to help you unscrew marketing.
In the episode, we get into:
Our friends over at winning by design is about to drop new research - suggesting that we might just have lost GTM fit.
In todays episode, we discuss the research, and as usual what companies can do about it.
Today we talk with Norman about two unconventional underdogs, Google and Uberall, and how they changed the perception.
We get into:
If sales reps only spend 1/3 of their time selling... What are they doing with their time? And how can you fix it?
Also.. Maybe people don't know what selling entails? Irregardless, we dive into:
It's time to wrap the year - and what better way than to revisit some of the great conversations we've had with our guests.
In this episode, you'll hear:
How do you get more predictive and more foresight? You make GTM forecasting a part of your rituals.
And that's exactly what we discuss in todays episode
What does it look like inside the engine room of a hypergrowth company?
That's exactly what we discussed with Arun Mani, CRO at Pleo.
Lots of succesfull companies were built on OK customers, an OK team and with an OK infrastructure. Today, that's not enough.
We cover the latest benchmarks from OpenView, and discuss what it means.
Whether you've just started annual planning now or are already done (lucky you) - you should consider running an assessment of your GTM.
It'll help you find problems you didn't even know about. That's why we brought in Anders who's done lots of those.
Sales forecast have little to do with revenue growth. It's a great method for coaching and training - but not managing revenue growth.
We discuss the limitations - and what you can do instead to manage revenue.
When there's an endless to-do list and lots of requests, how do you prioritize changes to the business? And how do you get those changes done?
That's what we talked with Sandy Robinson (SVP of RevOps at Patra) about.
Check out her show RevOps unboxed
Ever wondered why some public tech companies beat target and raise guidance?
Today we talk about the practise to follow in order to build a plan you can beat - so you can raise target and build momentum.
Hypergrowth comes from existing customers - and you have three growth levers to pull with customer success.
We talked with Dan Steinman, Chief Evangelist at Gainsight about those levers.
Outbound is 3x harder than it used to be.
We dig into what's happened, and what you can do to make it work.
There's a growth lever you should know about: Pricing.
We geeked out on pricing with Kyle Poyar, Operating Partner at OpenView to lay out how you can grow through pricing.
In the episode, we got into 👇
Product led growth (PLG) has been all the rage. But lately, a lot of things have happened in this space.
Airtable "ditched" PLG and Insight Partners published some interesting stats comparing PLG with non-PLG companies.
So today, we discussed PLG as another motion
What does the path to VP look like? What's the mindset, how do you impact the business - and what does strategy even look like?
We talked with Sowmya about her experience becoming a VP of Revenue Operations.
The most durable companies have built a strong moat around their business.
While many things can be copied, we dive into some of the things that aren't so easy to copy - giving you a competitive advantage.
We grilled Dave Kellogg on planning in this episode.
We get into why you shouldn't get any surprises, why you need a plan you can beat - and how to approach building a solid plan for next year.
Today we walk through the top 4 excuses Toni has heard (and used) when hitting target gets difficult.
While some are BS, a few actually reveal important insight.
Today we get into 👇
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