Shows
The Revenue FormulaHow to Hire Salespeople in 2025Most companies still hire salespeople wrong in 2025.They rely on resumes, gut feeling, and vague interviews instead of testing real skills. In this episode, Raul and Toni explain why that approach fails and how to replace it with a system that actually works.They break down a practical process to identify what you really need, define the skills that matter, and test candidates in realistic scenarios. No fluff, no guesswork, just a repeatable way to hire people who can actually sell.This episode is brought to you by ZoomInfo, the Go-To-Market Intelligence Platform...
2025-10-2147 minThe Revenue FormulaHow to Create a $5M ARR AE with AIWhat does the future AE look like in the age of AI?Toni and Raul break down how AI could transform sales productivity, reshape go-to-market structures, and create the $5M ARR AE. From hyper-optimized workflows to the rise of the “celebrity AE,” this episode explores three new models that redefine what top performance looks like.This episode is brought to you by Evergrowth — Their Agentic GTM Workspace enables revenue teams to collaborate and win with AI-powered teammates, breaking down silos and helping B2B teams grow smarter with fewer resources. Want to work wit...
2025-10-1441 minThe Revenue FormulaThe Health Routine to fix your PipelineLeaderrs rarely talk about their own health even though it drives every decision. Toni and Raul share their own experiences and what they learned from interviews with 17 founders and C-level leaders about mental and physical habits.They dig into how stress, sleeplessness and company performance feed into each other, how common burnout and anxiety really are, and why so many leaders slip into drinking or other forms of self-medication without noticing.(00:00) - Introduction
(06:45) - Mental sealth statistics among founders
(09:33) - Physical Health and Company Performance
(11:53) - Stress and sickness correlation
(16:17) - Do we self...
2025-09-1650 minThe Revenue FormulaThe Great Pipeline StarvationPipelines are drying up. AI hasn’t delivered the growth it promised. And the old playbooks like SEO and outbound just don’t work the way they used to. We call it the great pipeline starvation, and in this episode we break down what’s really happening, what it means for sales and marketing teams, and how companies are trying to adapt. This episode is brought to you by ZoomInfo, the Go-To-Market Intelligence Platform. ZoomInfo gives you high-quality B2B data and sales intelligence on in-market buyers across companies of all sizes, powered by AI-driven automation with integr...
2025-08-2648 minThe Revenue FormulaWhat Video Games Taught Us About Fixing Companies: LevelsWhat do video games have to do with business growth? More than you think.In this episode, Toni and Raul explain how their gaming past helps them spot company issues almost instantly. Using the idea of levels, just like in video games, they show why businesses get stuck, how to know what level your company is really on, and what it takes to move forward the right way.Want to be a guest on the show? Learn more at revformula.io(00:00) - Introduction
(06:53) - Levels Explained
(11:53) - Hiring the Right People at...
2025-08-1937 minThe Revenue FormulaTrigger Warning: The Truth about AI and Remote WorkRemote work and AI promised to make us more productive. The data says otherwise.In this episode, we unpack new research showing remote workers put in about two and a half hours less each day than office teams, and studies suggesting AI tools can weaken critical thinking and slow skill growth. We explore what happens when these trends collide, how they impact career development, and why leaders need to address the issue now.Sources:U.S. Bureau of Labor Statistics 2024 study Measuring the Impact of Early-2025 AI on Experienced Open-Source Developer Productivity Your Brain on...
2025-08-1242 minThe Revenue FormulaFounder-Led Sales and Other Scary TransitionsIn this episode, we talk about the messy shift from founder-led sales to something more scalable. A lot of teams trip up here. It's not just about hiring the right people, it's about whether the company is actually ready for them.Early sales hires often fail because the structure, process, or timing is off. The conversation introduces the idea of level awareness, a way to figure out if your setup matches the stage you're in. The same problems tend to repeat, whether you're at $1M or $50M ARR.(00:00) - Introduction
(02:12) - Challenges in Founder-Led...
2025-08-0538 minThe Revenue FormulaNo One Wants to Touch Pricing. Here's why You Should.Nobody wants to touch pricing. It’s political, it’s messy, and if it goes wrong, everyone remembers who led the project. But here’s the thing—when it works, it really works.In this episode, Toni and Raul talk about why pricing changes freak people out, what actually happens when you go through with them, and how even small tweaks can drive serious revenue. They’ve both run pricing projects that paid off big, and they’ve got the scars to prove it.If pricing’s been on your to-do list forever but you keep punti...
2025-07-2233 minThe Revenue FormulaNot All Consultants Are Worth It (Here’s How to Tell)Not all consultants are worth it. Some drive real impact. Others just burn your time and budget.In this episode, Toni and Raul dive into how to tell the difference. They break down when it actually makes sense to bring in outside help, how to vet someone properly, and the biggest red flags to avoid.You'll learn why consulting is a real skill, what good execution support looks like, and how to think about pricing and value. (00:00) - Introduction
(02:48) - Do you actually need consultants?
(05:22) - The consulting relationship with startups
(08:29) - I...
2025-07-0837 minThe Revenue FormulaThink CEO life is easy? Here's what they're really dealing withWe sat down and unpacked the messy, unfiltered reality of being a startup CEO.The kind no one tells you about. Not at panels. Not in TechCrunch puff pieces. And definitely not on LinkedIn.This isn’t a “how I built this” highlight reel. It’s what actually happens when you’re juggling investors, layoffs, spin cycles, fundraising failures, and the kind of decisions that keep you up for months.We dig into why CEO life is less “Davos and private jets” and more “burnout, pressure, and zero control.” What it’s like to be the person eve...
2025-06-2437 minThe Revenue FormulaHow to not do outbound in 2025 (and what to do instead)Is outbound dead? Not exactly. But it is changing fast.In this episode, Raul and Toni break down why the old outbound playbook is failing, where it still works, and how AI is reshaping the SDR role. We get into why brute force cold calls and emails are hitting their limits, why connect rates keep dropping, and where smart teams are still seeing success.We also talk about the rise of “new world SDRs,” how AI tools are changing prospecting, and how to use spiffs to actually build skills, not just spike activity. If you lead...
2025-06-1738 minThe Revenue FormulaWe just leaked Jacco's new playbook. Here's what's inside.We got our hands on Jacco van der Kooij’s latest GTM playbook. The one he’s only been sharing behind closed doors at high-ticket, invite-only events. And yes, we’re leaking it. This isn’t just a few new tactics. It’s a complete shift in how revenue leaders think about growth. No more chasing leads at all costs. No more funnels that fall apart at scale. Instead, it’s about turning your users into your biggest growth engine. We dig into what’s changing, what companies like Notion and Snowflake are doing differently...
2025-06-1052 minThe Revenue Formula25% of SaaS Execs Are on the Bench. Here's Why.Why are so many SaaS executives struggling to get hired?In this episode, Raul and Toni dive deep into the surprising stat that 25% of Pavilion members—many of them seasoned SaaS execs—are currently “on the bench.” We explore what’s really going on in the market, how layoffs and short stints are damaging even top-tier CVs, and why CROs are applying for AE roles just to stay in the game. We also talk mental health, the rise of “consulting” as a placeholder, and whether now might be the time to walk away from SaaS altogether. If...
2025-06-0330 minThe Revenue FormulaBurn the old playbook (With Jacco van der Kooij)AI won’t fix your sales model if the foundation is broken. In this episode, Jacco van der Kooij explains why the old go-to-market playbook is collapsing—and what the new, AI-powered future actually looks like.Never miss a new episode, join our newsletter on revenueformula.substack.com(00:00) - Introduction
(02:32) - AI and the old playbook
(10:34) - The role of customers in growth
(25:56) - Human-Led Growth Powered by AI
(33:57) - AI Integration in Sales
(37:51) - The Future of AI in Business Operations
(46:09) - Wrapping up
(48:37) - On the next episode
2025-05-2049 minThe Revenue FormulaWhat you need to know about AI SDRsThinking about adding AI SDRs to your sales team? In this episode, we break down what actually works—and what doesn't—when implementing AI in your sales development process. From common onboarding mistakes to where AI truly shines (and stumbles), here’s what you need to know before you plug it in. Articles mentioned in the episode:11x CEO Hasan Sukkar steps down - https://techcrunch.com/2025/05/05/11x-ceo-hasan-sukkar-steps-down/Artisan Raises $25M Series A - https://www.forbes.com/sites/dariashunina/2025/04/09/artisan-raises-25m-to-replace-repetitive-work-with-ai-employees/11x.ai Review worth the hype? - https://saassalesdirector.medium.com/11x-ai-r...
2025-05-1325 minThe Revenue FormulaRevOps to VP? Here's why you're not getting promotedWhy aren’t more RevOps leaders getting promoted to VP or CRO roles? In this episode, we break down the biggest career blockers holding Revenue Operations professionals back, from focusing too much on tooling to missing what execs actually care about. (00:00) - Introduction
(03:00) - RevOps not getting promoted?
(05:40) - What does the CRO want to hear?
(13:57) - Sales experience in RevOps
(16:39) - The importance of relationships
(21:03) - Taking on orphan teams
(24:04) - The RevOps leader
(27:53) - RevOps, AI and transformational change
(31:08) - Final advice
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2025-05-0632 minThe Revenue FormulaDon’t Believe LinkedIn. Do This Instead.If you're feeling anxious about AI. If LinkedIn's making you doubt your GTM. You need this episode.We break down what’s real, what’s hype, and why boring execution still wins.(00:00) - Introduction
(02:51) - Don't believe the LinkedIn echo chamber
(06:42) - Understanding Business Fundamentals
(12:09) - Stop comparing yourself to AI companies
(14:28) - Growing without outside capital
(17:15) - The Importance of First Principles Thinking
(24:13) - Focus on your team
(30:08) - Conclusion
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2025-04-2330 min
Revenue BrothersWhy you missed Q1 I #050If you’re scrambling to justify a weak Q1 to your board, start here.Because you’re not alone, and you’re probably blaming the wrong things.In this episode, Toni and Raul dissect why so many revenue teams are falling short. They cover everything from unrealistic quotas and planning blind spots to the hidden dangers of action bias and over-experimentation (looking at you, AI-obsessed founders). They also dive into why “just one more deal” isn’t a strategy, how founder-led magic doesn’t scale, and why your reps are probably s...
2025-04-0724 minRevenue BrothersCon or Cure: Planning I #049Is planning your best weapon or your biggest waste of time? Depending how you do it, it’s probably both.In this episode, Toni and Raul unpack the paradox of startup planning. Spoiler: it's not about having a perfect plan, it's about building a fast loop for better decisions. They explain why founders get stuck chasing outdated roadmaps, how most "plans" are investor theater, and why the real power lies in the act of planning itself.
2025-03-3128 minRevenue BrothersInbound, Outbound, and Prisonbound I #048Corporate espionage, bribery, and fist-fighting customers? Just another day in SaaS sales!In this episode, Toni and Raul swap wild startup war stories—from the Deel vs. Rippling spy case to real-life "hookers and blow" closers—and explore just how blurry the line gets between hustle and handcuffs.
2025-03-2426 minRevenue BrothersWhy your Enterprise BDR motion sucks I #047Trying to force your mid-market BDR playbook into enterprise deals? That's why you're failing.In this episode, Toni and Raul tackle the common misconceptions about enterprise BDR motions. They explain why activity metrics don't matter anymore, why your junior SDRs are struggling, and how the AE-BDR relationship fundamentally changes at the enterprise level.Learn why enterprise BDRs need to think like strategic account managers, not cold callers, and why understanding the "Game of Thrones" approach to stakeholder mapping is crucial for breaking into large accounts.
2025-03-1723 minRevenue BrothersWhen Founders Choose Business Over Unicorns I #046Stuck between building something that makes sense and chasing unicorn status? You're not alone.In this episode, Toni and Raul get real about the growing number of founders who are saying "screw the metrics" and just building good businesses instead. But here's the catch - your investors signed up for unicorns, not profitable mid-size companies.We're diving into this messy, often unspoken tension that's reshaping how founders think about success. Why are metrics suddenly taking a backseat? What happens when your definition of "winning" changes midway through the journey...
2025-03-1123 minRevenue BrothersThe Reason Your Personalization Sucks I #045Think your "Hey {FName}" and "I see you went to {University}" messages are winning you deals? Think again.In this episode, Toni and Raul dismantle the myths of modern personalization and reveal why most attempts fall flat. They explore the three critical layers of real personalization, why AI can't (yet) replicate human relevance, and how spending 10 minutes on a genuinely tailored message beats sending 100 automated ones.If you're sick of crickets after your outreach campaigns and want to know what still works when everyone else is letting robots do...
2025-03-0322 min
The Revenue FormulaTime to fire the VP Sales? (With Raul Porojan)Is it time to fire the VP Sales? How do you know? How do you do it? Did s/he even get setup for success?This and much more we discuss with Raul Porojan(00:00) - Introduction
(03:50) - Firing the VP of Sales: Initial Thoughts
(04:49) - Challenges in Sales Leadership
(05:58) - Setting and Achieving Sales Quotas
(11:24) - Evaluating Sales Leadership Performance
(21:09) - When to Fire a Sales Leader
(24:41) - Final Considerations and Team Dynamics
(25:45) - Identifying the Real Problem
(26:35) - Deciding to Let Go of the VP
(27:00) - Handling the Transition
(28:06) - Founder Involvement in...
2025-01-1649 minRevenue BrothersHow to raise a Series A in 2025 | #038Planning for Series A Success:Detailed execution plans can prevent overwhelm. Raul shares a framework for prioritizing tasks: focus on two key items at a time while de-prioritizing others.Start with foundational tasks like defining your Ideal Customer Profile (ICP) before scaling processes like CRM systems or advanced forecasting.Saying No vs. Scaling Gradually:Toni and Raul discuss why outright rejection of ideas isn’t always feasible. Instead, adopt a level-based approach to progress incrementally while maintaining focus on the core.Revenue Engine and Predictability:VCs value predictability in growth. Toni explains the importance of...
2024-12-3025 minRevenue BrothersWhy is everything so difficult this year | #0371. The Current Climate: Why So Challenging?Raul sets the stage with a candid reflection: "Why is everything so difficult, and what can we do about it?"Acknowledging 2023 and 2024 as tough years for many, Toni emphasizes the importance of moving beyond the "big whine" to identify actionable solutions.2. AI Hype: Magic Button or Misguided Expectations?The promise and pitfalls of AI: While AI dominates VC funding and customer expectations, the hype often outpaces its practical applications.Toni critiques the trend of superficial AI strategies, warning that adding "AI" to a pitch isn’t a long-term recipe for su...
2024-12-2331 minRevenue BrothersConversational AI with Joachim Schreiner | #036Revolutionizing Customer Experiences with Conversational AI | Featuring Joachim Schreiner (CRO, Parloa)In this episode of The Revenue Brothers, host Raul sits down with Joachim Schreiner, the Chief Revenue Officer of Parloa and a pioneer in conversational AI. Despite Toni’s absence, the show continues with a deep dive into the transformative potential of AI in customer interactions.Joachim, who previously led Salesforce Germany for over 16 years, shares his insights on:Why conversational AI is the next big technological shift.How Parloa aims to redefine customer experiences by creating AI agents capable of human-like conversations.Th...
2024-12-1735 min
Funky Flywheels Show – der Podcast für B2B SaaS- & AI-Founder zwischen 1–10 Mio. ARR.Road to Series A mit dem 5 P-Framework - EP 78 | Raul PorojanIn dieser Episode diskutieren Björn W. Schäfer und Raul Porojan über den Weg zur Series A und die entscheidenden Faktoren, die dabei eine Rolle spielen. Raul teilt seine Erfahrungen aus der Venture-Welt und stellt sein Framework vor, das aus fünf P's besteht: PhysicsPlanPowerPerformance PresentationDiese Folge beleuchtet die Bedeutung eines nachhaltigen Geschäftsmodells, die Notwendigkeit, sich als potenzielles Unicorn zu präsentieren, und die strategische Planung, die für das Wachstum eines Unternehmens erforderlich ist. Björn und Raul betonen die Wichtigkeit, eine effektive Revenue Engine aufzubauen und bereits zur Series A attrakti...
2024-11-2526 minRevenue BrothersIntern to CRO - The Toni Hohlbein Story | #035Ever wondered how a near-firing can lead to a top executive role? Raul and Toni take a deep dive into Toni's career journey. From his beginnings as a struggling part-timer in Copenhagen to becoming the Chief Revenue Officer at Falcon. Plus, a candid discussion of mistakes made and lessons learned along the way. (00:00) - Introdcution
(03:13) - Toni's Origin Story
(06:32) - Life in Copenhagen vs. Germany
(10:20) - The Falcon Journey
(15:39) - From Intern to CRO
(21:32) - Lessons and Reflections
2024-09-2731 minRevenue BrothersHow to run a GTM diagnosis in the first 90 days | #034You're brand new in an organization and you have 90 days to figure out what's going wrong and what you need to fix now. How do you start?In this episode, Raul and Toni run through how to run a proper GTM diagnosis.(00:00) - Introduction
(01:15) - Live Podcast at Pakcon
(02:40) - Reunion in Mannheim
(05:21) - Understanding GTM Diagnostics
(07:47) - Approaching Organizational Diagnostics
(26:43) - Recognizing the Need for Diagnostics
(31:20) - Final Thoughts
2024-09-2032 minRevenue BrothersWhat makes a good revenue leader? | #033What makes a good must-hire revenue leader? What sets them apart? And how can you spot the fake ones?In this episode, Raul and Toni talk about their experiences in hiring the role, and what they think you should watch out for.(00:00) - Introduction
(00:55) - The SaaS events scene
(05:00) - What makes a good revenue leader?
(08:31) - Hiring and Testing for Scrappiness
(13:15) - Evaluating the new hire
(21:06) - Stop changing what's working
(27:13) - When leaders speak bullshit
(29:18) - Final Thoughts and Wrap-Up
2024-09-1331 minRevenue BrothersHow to hire RevOps | #032So you want to RevOps.Great, but where do you start? What kinds of talent should you look for? And who should they report to?In this episode, Raul and Toni the different archetypes of RevOps backgrounds—whether from consulting, finance, or commercial roles—and where to best place these individuals within your organization. They also share anecdotes about the challenges and strategies for growing RevOps talent internally and what to look for when hiring from outside. (00:00) - Introduction
(00:22) - Vacation stories and missing episodes
(05:19) - RevOps talent: Who to hire and why
...
2024-08-0930 minRevenue BrothersHow to deal with seasonality in sales | #031Whether you're in B2B or B2C, seasonality is practically universal. So what can you do?In this episode, Raul and Toni share how to recognize and manage seasonal cycles in sales. From understanding fiscal year ends, budget cycles, and the psychology behind customer and sales rep behaviors to practical tips on managing pipelines and leveraging seasonal trends, this episode equips you with the tools to stay ahead.(00:00) - Introduction
(04:18) - Seasonality in Sales
(05:35) - Understanding Seasonality: Input and Throughput
(11:24) - Stop blaming bad results on seasonality
(16:54) - Best practices: conquering s...
2024-08-0231 minRevenue BrothersTo gate or not to gate? | #030Should we still gate quality content? Or should we release it for free? No matter what side you side, the answer is never easy in SaaS today. Raul and Toni debate the pros and cons of gating and how to think about your content strategy to get results in your pipeline.(00:00) - Introduction
(00:37) - Berlin Event Recap
(04:29) - Gated vs. Ungated Content
(07:10) - Pros and Cons of Gated Content
(12:01) - The Value of Quality Content
(14:25) - Balancing Gated and Ungated Approaches
2024-07-1231 minRevenue BrothersThe hard truth about data trust | #029How often do you argue about your data? How many times have numbers been questioned? And is the data you're even gathering helpful in the first place? We all want to make data-driven decisions. But what happens when you lack that data trust? In this episode, Raul and Toni talk about the reason why so many companies struggle with data trust, and introduce a framework to get it back.(00:00) - Introduction
(08:06) - The data diet
(15:29) - Rolling out metric frameworks
(19:03) - ATAA: Acccuracy, Transparenct, Analyzability & Acrionability
(26:17) - ATAA: Transparency
(35:29) - ATAA: Analyzability and Actionability
2024-06-2838 minRevenue BrothersRevenue concepts explained | #028Class is in session! Raul and Toni constantly bring up different frameworks and acronyms in the SaaS revenue world. In this episode, they put on their professor hats and explain some of their favorites and go-tos. In this episode you'll learn about:- The revenue engine/factory- The revenue formula- How compounding works- CAC Payback and CAC:LTV(00:00) - Introduction
(02:11) - What's the revenue engine/factory?
(07:12) - What's the revenue formula?
(14:43) - How compounding works in the funnel
(21:36) - Defining CAC Payback and CAC to CLTV
2024-06-1429 minRevenue BrothersOn the road as a co-founder (with Julius Koehler from sennder) | #027Despite having around 1,000 employees and 11 offices, Julius Koehler, a co-founder of sennder, still spends most of his time on the road, meeting customers face-to-face.It may not be the typical play from a founder, but he discusses with Raul and Toni why it works for him and his team, as well as the challenges it brings.(00:00) - Introduction
(00:55) - Meet Julius and sennder
(03:59) - Everytime you double the business, you need to rebuild the company
(05:52) - Still meeting face-to-face as a founder
(14:34) - Saving hopeless deals
(19:38) - The difficulties of face-to-face
(22:33) - What I...
2024-06-0728 minRevenue BrothersCROs today have to change | #026The modern definition of a CRO is changing, and not enough current CROs are noticing.In this episode, Raul and Toni talk about why they're falling behind, what the role should look like going forward, and what current CROs need to do to get there.
2024-05-3132 minRevenue BrothersCon or Cure? Consultants | #025Are consultants worth their price tag? Or have all the bad players out there ruined it for everyone?As former consultants themselves, Raul and Toni debate if consultants are a con or a cure, and give us tips on what to look out for when you want to hire one for your project.(00:00) - Introduction
(00:58) - Consultants: Con or Cure?
(03:52) - The misconceptions of consultants
(08:59) - When all you have is a hammer, everything looks like a nail
(12:22) - Strategies-only consultants
(15:38) - Skin in the game
(22:32) - How to weed out bad actors
2024-05-1732 minRevenue BrothersIs the SDR dead? | #024Is the SDR role dead? Are their methods obsolete? Or have they been completely replaced by AI and automation? In this episode, Raul and Toni talk about the perception of the job, and how a lot of people just don't understand the role SDRs do.(00:00) - Introduction
(01:35) - Is the SDR dead?
(05:30) - What is an SDR today?
(08:45) - The future of SDR work
(15:22) - The truth about cold calling
(20:42) - Everything works
(23:38) - Reality check: A lot of people don't have a clue
2024-05-0929 minRevenue BrothersCon or Cure? Benchmarks | #023SaaS Benchmarks: Are they valuable tools? Or are they misleading and potentially harmful to your business?In this episode, Raul and Toni debate the merits of benchmarks and give real-world examples of challenges associated with them and how to make them more meaningful to your company.(00:00) - Introduction
(01:00) - Benchmarks: Con or Cure?
(09:02) - If you use benchmarks, this is what you need
(25:52) - Funnel benchmarking by trend
2024-05-0331 minRevenue BrothersHow (and when) to pick a fight | #022From Adam Robinson vs 6sense, to Hubspot vs Salesforce, there are plenty of SaaS companies starting public fights with competitors. But could it be the ultimate marketing play for you? Or are you just asking for trouble?In this episode, Raul and Toni talk about their favorite company fights, when you should consider picking a fight, and how to identify an enemy to go after.(00:00) - Introduction and new format changes
(02:18) - Adam Robinson vs 6sense
(07:20) - Choosing and enemy for marketing purposes
(09:59) - Can you stage a fight?
(15:49) - Identifying and naming your...
2024-04-2626 minRevenue BrothersCon or Cure? MEDDIC | #021In this episode Raul and Toni debate if MEDDIC is the magic Sales framework everyone claims it to be. Or should you ditch it for a more custom framework instead?
2024-03-0830 minRevenue BrothersSalesloft & Drift Merger: Another SaaS collapse? Or brilliant move? | #020If you've been keeping up with SaaS news, you'll have seen that SalesLoft recently acquired Drift (in reality, it was more of an acquisition). In this week's episode, Raul and Toni debate if it’s another SaaS collapse or if it’s actually a brilliant move by Vista Equity Partners.(00:00) - Introduction
(01:42) - The Salesloft and Drift Merger
(03:55) - Another SaaS collapse?
(13:21) - Are companies hesitant to sell?
(20:43) - Best of Breed vs. Unified Solutions
(32:10) - A genius move by Vista Equity Partners?
2024-03-0134 minRevenue BrothersShould we stop building just for VCs? | #019Are VCs helping us become better companies? Or are we just stuck breeding mice?In this episode, Raul and Toni debate the realities of the VC/Startup relationship today, the trap many companies keep falling into, and how you should build your company instead.(00:00) - Introduction
(00:41) - Goodheart's Law and the Mice Problem
(05:33) - The VC Perspective
(17:46) - The Future of the VC Game
2024-02-0933 minRevenue BrothersBusiness advice we would give to our kids | #018In today's special fatherly advice episode, Raul and Toni talk about what advice they would give their kids when it comes to business today. (00:00) - Introduction
(03:06) - Play the long game
(05:52) - What's more important than money? Leverage
(07:42) - Focus more on the behavior
(11:26) - Do you even need University anymore?
(16:19) - Trust the process
(21:43) - Want above average returns? Don't be average
(25:03) - Don't compare yourself to competitors
(28:01) - Execution is more valuable than ideas
2024-02-0230 minRevenue BrothersHow to kick off 2024 right | #0152024 is here, but are you ready for it? In this episode, Raul and Toni talk about some of the practical things you should be doing now to kick off the year and be smarter with your strategies.(00:00) - Introduction
(02:30) - How to kick off 2024
(02:38) - Study the financial plan again
(06:49) - Set the pace from day 1
(12:05) - Start the year cleaning and preparing
(14:37) - The commercial kickoff
(23:27) - Align strategies with the rest of the company
(28:28) - Pre-mortem
(35:16) - Don't get caught up in your own BS
(40:23) - Wrapping up
2024-01-0541 minRevenue BrothersRevenue Operations: Con or Cure? | #014In today's episode Toni and Raul debate about the role of Revenue Operations in SaaS today. Is it the cure it's been promised? Or does it not live up to the hype?(00:00) - Introduction
(02:44) - RevOps as a cure
(06:59) - RevOps as a Con
(13:12) - Toni's vision of RevOps
(19:56) - What is a revenue engine?
(23:17) - Your first RevOps hire
(28:21) - The state of RevOps right now
2023-12-2234 minRevenue BrothersAI in Sales: Cure or Con? | #013Are AI tools in your tech stack worth the hype? Could they really make your sales team better? Or replace them completely?In this week's episode, Raul and Toni debate if they're really the cure they claim to be. Or if it's just another con.(00:00) - Introduction
(02:00) - AI in Sales
(05:45) - The current state of AI in Sales
(09:08) - The future of AI in Sales
(13:09) - The limitations of current AI
(26:52) - Wrapping up
2023-11-1728 minRevenue BrothersOutsourcing Outbound | #012Outsourcing your outbound sales team: Is it worth the promise that agencies have been feeding us? Or is it just a scam?In this week's episode, Raul and Toni debate the pros and cons of hiring an outsourced outbound team, talk about their outsourcing experiences, and tell you what you need to know if you're thinking of going down that path.(00:00) - Introduction
(00:58) - Outsourcing outbound: Con or cure?
(07:38) - Learnings of outbound
(09:23) - Selecting an ousourced team
(16:19) - The 2 agency plays
(29:01) - Outsourcing and revenue planning
(32:43) - Wrapping up
2023-11-1033 minRevenue BrothersDoes hybrid work in Sales work? | #011Can hybrid work actually work in the world of Sales? Or is it really just a big scam?In this episode, Raul and Toni join the ongoing debate and give a bit of a controversial take to this new way of working.(00:00) - Introduction
(02:58) - Hybrid work in Sales: Scam or scheme?
(05:05) - Feeding off outbound energy
(09:10) - The work that can be done at home
(14:46) - Devloping a sensible approach for the company
(21:36) - Do customers even need Sales?
(24:36) - Wrapping up
2023-11-0325 minRevenue BrothersStop blaming bad results on the market (Live from PAKCon 2023) | #008If you've found yourself blaming the bad results in your GTM engine on the current market, then stop. Because your boss and board don't care.In this episode, Toni and Raul talk about the common excuses they hear throughout their funnels, and what you should be doing about them instead.(00:00) - Introduction
(00:56) - Stop blaming bad results on your environment
(05:28) - What do Sales folks need to understand?
(06:55) - Pushing for ROI
(10:38) - The opportunity problem
(20:45) - The AI question
2023-10-1322 minRevenue BrothersThe stages of growth | #007In this week's Super Revenue Brothers episode,Toni and Raul talk about the stages of growth in SaaS, the intricacies of each, and what you need to consider along your growth journey.(00:00) - Introduction
(02:36) - Reach Product-Market Fit
(05:01) - Go-to-market fit
(09:56) - Find the channels that you can expand
(23:00) - Build your brand
(31:45) - Focus on Customer Success
2023-10-0636 minRevenue BrothersHow to run a good sales meeting | #006From creating a strong cadence and having the right people included to ensuring everyone is actually prepared before it starts. There's a lot to think about when running internal sales meetings.Raul and Toni break down their experiences and give examples of what a proper meeting should look like.
2023-09-2932 minRevenue BrothersHow to survive your next board meeting | #005Nervous about your next board meeting? Then make sure you listen to this episode. Toni (from the perspective of a CEO/CRO) and Raul (from the perspective of a VC) break down how to present bad news, how to present good news, and how to (ideally) not get fired.
2023-09-2231 minRevenue BrothersThe Full-cycle AE vs SDR/AE debate | #004What's better? Having an AE/SDR combo? Or running a full-cycle AE?Raul and Toni debate their favorite, and break down what you should run depending on your business and sales cycles.
2023-09-1527 minRevenue BrothersSales and Marketing alignment is like a marriage | #003Proper Sales and Marketing alignment is like a marriage... for better or worse.In this episode, Toni and Raul talk about the common problems that cause misalignment, debate the best ways to solve it, and challenge each other to find ways to measure alignment in the first place.
2023-09-0831 minRevenue BrothersDoes outbound still work? | #002Does outbound still work in 2023? Or are the boiler room days of old gone and buried?Toni and Raul swap sales stories and debate the future of the motion.
2023-09-0132 minRevenue Brothers5 things revenue leaders should know | #001In our inaugural episode, Toni and Raul break down 5 things modern revenue leaders should (but often don't).
2023-08-0840 min
Marketing Transformation Podcast#159 mit Jana Pelchen // Project ADer Reifegrad von B2B Marketing
Diese Woche machen wir ein B2B Marketing Spezial mit Jana Pelchen von Project A. Jana spricht mit Erik über den Reifegrad von B2B, KPIs und die Unterschiede zu B2C.
Wir klären auch folgende Fragen:
Was ist im B2B Marketing anders als im B2C Marketing?
Warum kann B2C von B2B lernen?
Welche Rolle spielt Brand im B2B Marketing?
Was muss sich in der Marketing Orga verändern?
Jana Pelchen hat ihren Schwerpunkt in Dem...
2023-05-2955 min
K5 Commerce CastCC #75 B2B Special: Performancesteigerung durch die Verzahnung von Marketing und VertriebIn einer B2B Spezial-Folge des MCC - Marketing und Commerce Chat begrüßt Erik Siekmann Raul Porojan, Director of Sales & Customer Success von Project A Ventures, zum Experten-Interview. Project A Ventures ist ein Investment-Konzern aus Berlin, der sich auf digital-agierende Unternehmen spezialisiert hat. Das breitgefächerte Portfolio des Venture Capitalists umfasst auch zahlreiche Unternehmen aus dem B2B-Sektor. Und als Director of Sales & Customer Success ist Raul der perfekte Interviewpartner, wenn es um das Thema ‘Performancesteigerung in B2B geht.
In dieser Folge mit Raul Porojan und Erik Siekmann lernst Du:
📌 welche B2B-Geschäftsmodelle es im Project A Venture P...
2023-04-2655 minThe Revenue FormulaNo one makes this planThere are four plans a business needs; Budget, people and product. But almost everyone forgets number 4: The revenue plan.We’re fixing that in this episode but diving into what problems it’s causing for you, how to think about your engine and creating a revenue plan.
2022-11-2231 minThe Revenue FormulaAll models are broken (but some are useful)We've talked about having a model to manage and execute revenue at b2b SaaS companies. But we've not really outlined how you build one.We're fixing that in this episode as we get into how Toni build the first operating model for revenue, what dimensions were considered and how it was used. Hopefully it'll serve as inspiration for you to build your own model to manage revenue.
2022-11-1531 minThe Revenue FormulaNo one needs perfect dataData quality. Clean data. Measure everything.There's a lot of data available, and because it's very black and white, we tend to get stuck on the quality and cleanliness of the data. Can we even trust it?We discuss why you don't need to chase perfect data to grow revenue - and at the same time when you really need to make sure you have solid data.
2022-11-0830 minThe Revenue FormulaNot all things are repeatableThere's a difference between fastfood chains and Michelin star restaurants. One has repeatability allowing them to scale, the other doesn't.Understanding the limitations of repeatability helps you pick the right initiatives as you seek to scale revenue at a b2b saas company. We discuss the common misconceptions around repeatability, and how you can make things repeatable allowing you to scale.
2022-11-0225 minThe Revenue FormulaHow to miss a quarterIf you’re ever gonna miss a quarter, you should do it the right way.It’s not a question of if, it’s a question of when. We discuss why companies usually miss, and what can be done to avoid a hard miss.And if you have a hard miss… What you should consider next.
2022-10-2529 minThe Revenue FormulaThe real reason salesreps quitRetaining your sales reps is the same as retaining your "quota on the street". If you can't retain sales reps, there's a good chance you'll struggle to scale.In this episode we cover one of the foundational reasons why sales reps quit - and no, it doesn't come up in employee feedback surveys. We'll also cover what you can do to identify if you have the problem & fix it.
2022-10-1826 minThe Revenue FormulaThe secret benefits of removing discountsDiscounts is a common practise - that's why we discuss what benefits you can unlock by removing them altogether.But.. Removing them flat out might be hard. Don't worry, we also cover what you can do instead to gain the same benefits a discount free future offers.
2022-10-1130 minThe Revenue FormulaWhy 95% already messed up next yearThere are 4 things that might already now ruin your plan for next year. Even before you've started planning. We cover the four challenges, and what you can do about it to help land a plan you can deliver on.
2022-10-0434 minThe Revenue FormulaWhy you can't get rid of comp plansIt's very compelling to get rid of compensation plans theoretically. There's not a system that can be gamed, and research even show that it might not improve performance - but actually decrease it.That's why we cover why you can't get rid of compensation plans, what challenges you'll face and how to avoid common pitfalls if you're building compensation plans for the first time.
2022-09-2731 minThe Revenue FormulaWhy 75% of scale-ups will have RevOpsWhether you already have RevOps or just thinking about it, you might want to put on your headphones and listen in.We discuss why most b2b SaaS companies have or will have revenue operations by 2025. We get into how the team evolves with the business, how you can get more value from RevOps and succeed.
2022-09-2033 minThe Revenue FormulaThe 10% rule to double revenueDid you know that 10x7 is not 70? It’s 100 - because of compounding interest. Rather than going for radical improvements or big projects, consider improving in increments across your funnel. This will reduce risk and your CFO will love you for it.
2022-09-1328 minThe Revenue FormulaHow we hit 12 quarters in a rowWhat’s the methodology we used to hit 12 quarters in a row? A loooot of hard work. We discussed how to set the right targets & plan, how to ensure relentless focus on execution and how that led to what we called ‘predictable revenue’.
2022-09-0631 minThe Revenue FormulaStop obsessing over forecastsYou can spend time creating the perfect and most accurate sales forecast, but what value is it really creating? Will you close more deals? Generate higher deal sizes? Not really.You can only forecast accurately as far into the future as your sales cycle. Also, if it's being done to know whether people get commission, you're not creating actual value to the business.What should you do instead? We're not gonna tell you in the description (sorry).... but listen in and get some very concrete examples and tips that create value for the business.
2022-08-3025 minThe Revenue FormulaNever waste a good crisisWhether the crisis is caused by the business itself or external factors - a crisis (depending on severity) can present some significant career opportunities. If you're in a squeeze where it's staying on a burning platform or jump into the water, the question becomes: Do you stay or leave the business? There are pros and cons of both options, and that's what we cover in this episode.
2022-08-2330 minThe Revenue FormulaSetting ambitious targets you can hitCan you clearly explain to your team how you can hit your target? If not, then you might want to listen to this episode. We discuss how to balance targets that are realistic and ambitious. We'll also cover how to close the gaps, what you can do to shift the conversation and ensure you have what's needed to hit.
2022-08-1625 minThe Revenue FormulaOur favorite growth hack: QBRsThe growth hack no one talks about: Quarterly business reviews.
Want to know why building a habit around business reviews will help you grow? Then this is an episode to listen to.
We cover why they make you better, and how to run the first successful QBRs.
2022-08-1126 minThe Revenue FormulaOutbound is dead, long live outboundOutbound as we know it will never be the same.
For buyers, a lot of tools have surfaced to help protect them from outbound reps. But the reps also get access to tools helping them play offense.
In this episode, we talk about what's changed, why outbound is relevant and how it can be used today.
2022-08-1129 minThe Revenue FormulaHow to get better: Giving & receiving feedbackWhat on earth does feedback have to do with growing revenue?
A lot - and in this episode we share some approaches to feedback we've taken - and how they help you get better as a team or as an individual.
Also while we have your attention, please provide feedback on this episode by dropping a note to podcast@growblocks.com
2022-08-1133 minThe Revenue FormulaAdding enterprise sales as a new motionThinking about adding enterprise sales as a new motion?
Everyone wants that too, but there are some pitfalls - thankfully we discuss them in this episode.
We cover when it makes sense, what you'll need in place and what will change (RFPs ring a bell?)
2022-08-1128 minThe Revenue FormulaPutting revenue back into RevOpsWhy does RevOps exist, and how do they switch from busy work to business impact?
In this episode we cover the evolution of RevOps and why they’re critical for the GTM teams.
As a team, RevOps must focus on revenue by creating shared funnel metrics and running quarterly business reviews with the revenue driving teams.
At the same time we cover the questions RevOps needs to be able to answer.
2022-08-1128 minThe Revenue FormulaThe 1 thing to scaleIn this episode we talk about the unicorn path. You’ll need to find your way to the first $1M ARR.
Whatever path you take, you need to make sure it’s repeatable. We’ve got a suggestion, consider two things: 1) The playing field - what are your options to reach your audience, and 2) the ceiling - how much scale is there, how repeatable is it?
If you search for a direction, we discuss the common issues that’ll hold you back: Bias, measurability and mindset.
PS: You’ll need to be patient and persistent.
2022-08-1123 minThe Revenue FormulaIntroducing The Revenue FormulaThe Revenue Formula: A show for people obsessed with revenue and growth at b2b SaaS companies.
2022-08-0902 min
Project A | The Operational VCSupporting our Portfolio Companies during the Economic Crisis | PAP#137In this episode, Florian Heinemann, Co-Founder and General Partner at Project A sits down with our very own Simon Walter, Chief Brand Officer, Thuy-Ngan Trinh, Chief Marketing Officer, and Raul Porojan, Director of Sales & Customer Success. They dial in from Tuscany during the Project A offsite, to discuss how the current economic recession is affecting some of our portfolio companies, how we can support them better during these uncertain times, and how our operational team is adapting to the current circumstances.
2022-07-2127 min
Project A PodcastSupporting our Portfolio Companies during the Economic Crisis | PAP#137In this episode, Florian Heinemann, Co-Founder and General Partner at Project A sits down with our very own Simon Walter, Chief Brand Officer, Thuy-Ngan Trinh, Chief Marketing Officer, and Raul Porojan, Director of Sales & Customer Success. They dial in from Tuscany during the Project A offsite, to discuss how the current economic recession is affecting some of our portfolio companies, how we can support them better during these uncertain times, and how our operational team is adapting to the current circumstances.
2022-07-2127 minProject A | The Operational VCSupporting our Portfolio Companies during the Economic Crisis | PAP#137In this episode, Florian Heinemann, Co-Founder and General Partner at Project A sits down with our very own Simon Walter, Chief Brand Officer, Thuy-Ngan Trinh, Chief Marketing Officer, and Raul Porojan, Director of Sales & Customer Success. They dial in from Tuscany during the Project A offsite, to discuss how the current economic recession is affecting some of our portfolio companies, how we can support them better during these uncertain times, and how our operational team is adapting to the current circumstances.
2022-07-1427 min
Project A PodcastSupporting our Portfolio Companies during the Economic Crisis | PAP#137In this episode, Florian Heinemann, Co-Founder and General Partner at Project A sits down with our very own Simon Walter, Chief Brand Officer, Thuy-Ngan Trinh, Chief Marketing Officer, and Raul Porojan, Director of Sales & Customer Success. They dial in from Tuscany during the Project A offsite, to discuss how the current economic recession is affecting some of our portfolio companies, how we can support them better during these uncertain times, and how our operational team is adapting to the current circumstances.
2022-07-1427 min
Marketing Transformation Podcast#118 mit Raul Porojan // Project AB2B Marketing Special
Raul Porojan spricht diese Woche mit Erik über die Challenges im Zusammenspiel zwischen Marketing und Sales in komplexen B2B Sales Funnels.
Struktur des Sales Funnels im B2B?
Wie wird die Leadqualität bewertet?
Welche Herausforderungen ergeben sich beim Handover von Marketing Leads an Sales?
Warum ist Alignment essenziell für effizientes B2B Marketing?
Wie sieht die Zukunft von Account Based Marketing aus?
Raul ist Director Sales & Customer Success bei Project A. Er arbeitet mit den Portfolio-Unternehmen von Project A an The...
2021-11-2956 min
Project A | The Operational VCSocial Branding & Selling for Everyone - From CEO to Account Executive | PAP#102In our latest podcast episode, Raul Porojan and Michal Bohanes elaborate on how Social Selling and LinkedIn Branding can be useful and achievable by everyone, from CEO to Account Executive. Which misconceptions are there about LinkedIn? Is there a conceptual framework you can use? And where should you start?
2021-01-2848 minProject A PodcastSocial Branding & Selling for Everyone - From CEO to Account Executive | PAP#102In our latest podcast episode, Raul Porojan and Michal Bohanes elaborate on how Social Selling and LinkedIn Branding can be useful and achievable by everyone, from CEO to Account Executive. Which misconceptions are there about LinkedIn? Is there a conceptual framework you can use? And where should you start?
2021-01-2848 min
Project A | The Operational VCThe Science of Scaling | PAP#095When should you scale your #sales department and how fast should you do it? In reality, most startups rely on instinct, hearsay and random benchmarks of accomplished founders. Mark Roberge, former CRO of Hubspot and currently lecturer at Harvard, wants to change this by formulating a conscious, KPI-driven approach to guide your #scaling decisions. Listen in on his discussion with Raul Porojan where he outlines his unique framework, “The Science of Scaling”.
2020-09-1138 minProject A PodcastThe Science of Scaling | PAP#095When should you scale your #sales department and how fast should you do it? In reality, most startups rely on instinct, hearsay and random benchmarks of accomplished founders. Mark Roberge, former CRO of Hubspot and currently lecturer at Harvard, wants to change this by formulating a conscious, KPI-driven approach to guide your #scaling decisions. Listen in on his discussion with Raul Porojan where he outlines his unique framework, "The Science of Scaling".
2020-09-1138 min
Project A | The Operational VCSales for grown-ups - What it takes to succeed with your prospects | PAP#093In our latest podcast episode Raul Porojan and Benjamin Dennehy (self-identified “UK’s Most Hated Sales Trainer”) explore the mindset that leads to success in sales. Why are most salespeople average at best? What makes winners different? And what role does training play in building up a well-oiled sales organisation?
2020-07-1750 minProject A PodcastSales for grown-ups - What it takes to succeed with your prospects | PAP#093In our latest podcast episode Raul Porojan and Benjamin Dennehy (self-identified "UK's Most Hated Sales Trainer") explore the mindset that leads to success in sales. Why are most salespeople average at best? What makes winners different? And what role does training play in building up a well-oiled sales organisation?
2020-07-1750 min
Project A | The Operational VCSales Compensation in a nutshell, Part 2: The moving parts | PAP#046So you’ve decided on the basics of your sales compensation scheme. You understand your key drivers for sales success, you’ve specified your desired actions and behaviors as well as sales targets and on-target-earnings. But we’re not done yet. There are still a number of moving parts to decide on. Which KPIs are you incentivizing for? Do you focus on input or output factors? Where’s the difference between hunters and farmers in incentivization? What can you do when sales are lagging? And how does team effort play into it all? Raul Porojan, Sales & Customer Success Specialist at Project A...
2019-04-1247 minProject A PodcastSales Compensation in a nutshell, Part 2: The moving parts - with Raul Porojan, Sales & Customer Success Specialist at Project A | PAP#046So you've decided on the basics of your sales compensation scheme. You understand your key drivers for sales success, you've specified your desired actions and behaviors as well as sales targets and on-target-earnings. But we're not done yet. There are still a number of moving parts to decide on. Which KPIs are you incentivizing for? Do you focus on input or output factors? Where's the difference between hunters and farmers in incentivization? What can you do when sales are lagging? And how does team effort play into it all? Raul Porojan, Sa...
2019-04-1247 min
Project A | The Operational VCFriends with Benefits: How to turn customers into friends in 2019 | PAP#041Demographics, social media, personalization and online trust platforms. Customers are changing, along with their preferred communication channels and their expectations of good customer service. Keeping up with them requires an understanding of the technical tools available in customer service, as well as the branding possibilities in this new world of service. Dixa is a customer friendship platform out of Copenhagen looking to evolve the way companies connect to and service their customers. Their CEO, Mads Fosselius, talks with with Raul Porojan, Sales & Customer Success Specialist at Project A. Guest: Mads Fosselius, CEO of Dixa Host: Raul Porojan, Sales & Customer Success S...
2019-03-0743 minProject A PodcastCustomer Service 2.0: How to turn customers into friends in 2019 - with Mads Fosselius, CEO of Dixa | PAP#041Demographics, social media, personalization and online trust platforms. Customers are changing, along with their preferred communication channels and their expectations of good customer service. Keeping up with them requires an understanding of the technical tools available in customer service, as well as the branding possibilities in this new world of service. Dixa is a customer friendship platform out of Copenhagen looking to evolve the way companies connect to and service their customers. Their CEO, Mads Fosselius, talks with with Raul Porojan, Sales & Customer Success Specialist at Project A. Guest: Mads Fosselius, CEO of D...
2019-03-0743 min
Project A | The Operational VCSales compensation in a nutshell, Part 1 : Foundations | PAP#035Creating a sales compensation scheme in a startup can feel like juggling with explosives while blindfolded. In the beginning, you might have very little data about your business to make decisions that can make or break your commercial success. A badly designed compensation scheme can make your sales team unhappy and lead to bad performance and quick turnover. However, a good sales compensation scheme can be a leading factor of team success, driving actions and behaviors on a daily basis in full alignment with your company’s goals. But where do you start when you, as is natural in a st...
2019-01-2548 minProject A PodcastSales compensation in a nutshell, Part 1 : Foundations - with Raul Porojan, Sales & Customer Success Specialist at Project A | PAP#035Creating a sales compensation scheme in a startup can feel like juggling with explosives while blindfolded. In the beginning, you might have very little data about your business to make decisions that can make or break your commercial success. A badly designed compensation scheme can make your sales team unhappy and lead to bad performance and quick turnover. However, a good sales compensation scheme can be a leading factor of team success, driving actions and behaviors on a daily basis in full alignment with your company's goals. But where do you start when you, as is natural in a...
2019-01-2548 min