Shows
The Revenue Architect PodcastHow to tune up your ideal customer profile [Video Lesson]This is a free preview of a paid episode. To hear more, visit www.therevenuearchitect.comEarly-stage ideal customer profiles (ICPs) are usually way too broad, leading to a host of problems in your GTM, from low response rates to outreach and ads, to disjointed feedback from customers to struggling to maintain multiple sales and marketing motions.This happens when you rely purely on generic company attributes to define your ICP, like industry, number of employees, geography, recent hires etc, because these attributes don't tell you whether a company has the problem you solve.2024-09-1201 min
The Revenue Architect PodcastHow to find early adopter customers [Video Lesson]This is a free preview of a paid episode. To hear more, visit www.therevenuearchitect.comEarly adopters are the lifeblood of an early stage startup because they are the bridge between your initial (tiny) group of design partners and your mainstream market. If you can’t easily find them your growth will stall while you burn cash.This lesson is on how to build a target list of early adopters for your startup and covers the following topics:* Why early adopters are important* Common mistakes in identifying early adopters...2024-07-0400 min
The Revenue Architect PodcastHow to set up a warm outreach motion [Video Lesson]This is a free preview of a paid episode. To hear more, visit www.therevenuearchitect.comWarm outreach is a hot topic in early-stage GTM as startups look for new ways to cut through the noise of cold outbound and connect with their best prospects.This lesson is on how to set up a scalable warm outreach motion and it covers the following topics:* Common mistakes with warm outreach* Identifying your best connectors* Organizing contact data in a central hub* Identifying prospects* Messaging to use...2024-06-0601 min
The Revenue Architect PodcastHow to coach your frontline sales managers to get the best out of your salespeople - a convo with Matt Benelli, CRO of Coachem.Most frontline sales managers get promoted into the role on the back of being superstar salespeople. So why do so many struggle to succeed in a management role? Well, it turns out that being a top sales manager takes a completely different set of skills to being a top salesperson, not least the ability to be an effective coach.Common wisdom says that it takes years of experience to become a great coach, as you need to have seen a wide range of scenarios before you can start dishing out advice. However, frontline sales managers don’t ha...2023-05-1837 min
The Revenue Architect PodcastTaking a peek behind the curtain of outsourced procurement with Matt Hicks, VP Global Sales at VerticeOutsourced procurement is one of the biggest trends sweeping SaaS right now as companies switch from a growth at all costs mindset to one of finding greater efficiency. Companies like Vertice, Vendr, Tropic and others are capitalizing on this trend by helping companies optimize their SaaS and cloud spend, through a combination of price transparency, usage tracking and competitive bidding. This is disrupting the status quo for software sales teams, especially the 55% that have historically not published their pricing and instead leaned on techniques like value-based selling to maximize order sizes.Matt Hicks...2023-04-1343 min
The Revenue Architect PodcastHow to market when creating a category: An interview with Andy Singer, CMO at OpenRaven.Experienced marketers know that creating a new business category requires a very different approach to capturing demand in an existing category. Not only are budgets for your product yet to be created, there’s no search data to tap into for quick wins and your sales processes can be lengthy, unpredictable and expensive.Andy Singer, CMO of OpenRaven is deep in the weeds of building a new category in the cloud security space called Data Security Posture Management, helping Chief Information Security Officers understand where their data are located, what types of data are in each location, an...2023-03-3036 min
The Revenue Architect PodcastHow to sell to decision makers when you can't get in the room: An interview with Brendan Weitz, Co-founder of Journey.ioSeasoned enterprise sellers know that closed won deals have 3 common traits:* A clear champion, who stands to gain from buying the product. This is the easy part.* A collaborative plan between the champion and the salesperson to build consensus, secure approvals, navigate procurement and get a contract signed. This is also fairly easy to figure out.* A number of key internal meetings where consensus is built, approvals are secured and procurement is navigated, yet where the salesperson is never going to be invited to. This is the #1 challenge in closing deals and it’s...2023-03-0931 min
The Revenue Architect PodcastHow to acquire customers more efficiently: An interview with Scott Stouffer, CEO of scaleMatters.Last month, I wrote about the top 3 things SaaS companies need to plan for to be successful in 2023, one of which is finding greater efficiency in customer acquisition.If anyone knows the secrets to finding efficient growth, it’s Scott Stouffer:* As CEO of Salsa Labs, he reduced his customer acquisition cost (CAC) by 75% within his first 12 months and cut his sales cycle in half, by systematically finding and eliminating the friction in his go-to-market.* Now as CEO and founder of scaleMatters he has productized what he built at Salsa Labs so that th...2023-02-2333 min
The Revenue Architect PodcastHow to lead a winning sales team: An interview with Jen Bennett, SVP Global Sales at Trulioo and former VP Sales at Affirm.It’s every sales leader’s dream to have a team of salespeople that knows where to spend their time, builds half their pipeline through their own prospecting and crushes the competition during the buying process. Jen Bennett has made this dream a reality at multiple companies and shares the keys to her success in this podcast.From how to translate your company’s ICP into a target account list, to how to leverage your network for intros and your customers for referrals to how to decide which deals to focus on, there’s a ton of valuable...2023-02-0927 min
The Revenue Architect PodcastHow to transition from AE to Head of Sales (and from Media to SaaS): An interview with Bernadette Hunter, Head of Global Sales & Customer Success at FlavorcloudMaking the jump from AE to head of sales is notoriously difficult. So is making the jump from media to SaaS. Doing them both at the same time is virtually unheard of but today’s guest Bernadette Hunter has done just that and is thriving.After a successful career as an account executive selling advertising at Microsoft, Facebook, Polyvore and Tumblr, Bernadette made the double jump from being a senior AE in media to the head of sales and customer service at a Series A SaaS startup, Flavorcloud. There’s a lot of gold in this...2022-10-2034 min
The Revenue Architect PodcastHow to be the first sales leader at a tech startup: An interview with Kit Wetzler, VP Sales at Bigeye.This week I had the huge pleasure of chatting with one of my subscribers, Kit Wetzler, VP of Sales at data observability platform Bigeye about what he’s learned from being the first sales leader at a number of startups selling to technical buyers.Kit is an absolute gold mine of insight and advice for early stage sales leaders. From how to figure out if a founder is a good fit to work for, to what needs to change when taking over from a founder-led sales motion, to defining sales processes that keep deals moving forward, to us...2022-09-2231 min
The Revenue Architect PodcastExecuting the shift from outbound to inbound: An interview with Justin Schweisberger, CRO of PramataThis week I had the immense pleasure of chatting with one of my subscribers, Justin Schweisberger, CRO of contract management platform Pramata about how he’s built their go-to-market motion. Justin is big on using process and data to inform his decisions, which has helped him execute a shift from doing complex outbound sales across multiple stakeholders to simpler inbound sales with a consolidated buyer in legal ops. He also took a non-traditional route to being a CRO, coming up from law school via consulting and product, a journey that has heavily influenced how he ap...2022-09-0128 min
The Revenue Architect PodcastFounder-led sales done right: An interview with Abeed Mohamed, Chief Commercial Officer of BirdieThis week I had the pleasure of chatting with one of my subscribers, Abeed Mohamed of Birdie, about how he built their go-to-market motion over the last 5 years. From day one in a startup incubator sending cold emails to prospects to the present day as Chief Commercial Officer of a 100+ person company with $50M in venture funding, Abeed’s journey is a case study in doing founder-led sales, packed with lessons that any early stage sales leader will find incredibly useful.Contents:0:30 — How did you get the idea for Birdie?4:30 — How did you find y...2022-08-1725 min