Shows
Lunch Money with Scott and EdanProof of Concept or Proof of Confusion? How to Stop Giving Away Free WorkSummaryIn this episode of Lunch Money, Scott Schnaars and Edan Gottlib delve into the complexities of Proof of Concepts (POCs) in the sales process. They discuss why clients request POCs, the potential pitfalls of engaging in them, and how to effectively manage and transition from POCs to paid pilots. The conversation emphasizes the importance of understanding the client's needs, controlling the scope of the POC, and treating the process with the seriousness it deserves to ensure successful outcomes.TakeawaysClients ask for POCs to de-risk their decision-making process.Understanding what...
2025-05-1218 minLunch Money with Scott and EdanDealing with Procurement: The Final Boss of Enterprise SalesProcurement isn't the villain—unless you show up unprepared. In this episode, Scott and Edan break down why sellers dread procurement, what they get wrong, and how to flip the script. Learn how to negotiate with leverage (not fear), pre-wire your deals, and avoid deal death in the final stretch. Whether you’re selling potato chips or AI chips, this survival guide will help you win procurement over—without giving away your soul.Action-packed with tactics, stories, and the phrase “it’s never about the money.”
2025-05-0218 minLunch Money with Scott and EdanBuild Better Deals: Mastering the Mutual Action PlanIn this episode, Scott and Edan break down one of the most powerful (but often overlooked) sales tools: the Mutual Action Plan (MAP). Learn why top sellers swear by it, how it prevents deals from dying in legal quicksand, and how to turn vague next steps into clear, buyer-driven momentum. Packed with practical action items you can use today to create accountability without sounding like a nag. Don’t wing your deals — map them.✅ What a MAP is (and what it’s NOT)✅ How to build a real mutual plan, not a scary spreadsheet✅ Why great seller...
2025-04-2826 minLunch Money with Scott and EdanNegotiate This! What Salespeople Should Know About ContractsSalespeople love to talk discounts—but that’s just one line in the contract. In this episode, Scott Schnaars and Edan Gottlib break down the six most important things beyond price that every rep should understand and negotiate:Price capsLimitation of liability and indemnificationTermination clausesPayment termsGoverning law & arbitrationPerformance guaranteesLearn how to play offense (not just defense) during the contract stage—and why negotiation should be the fun part of sales.
2025-04-1531 minLunch Money with Scott and EdanAre Annual Quotas Killing Your Sales Team?Annual quotas have been the backbone of sales comp forever—but are they doing more harm than good? In this episode, Scott sits down with Edan Gottlib to rip into the quota status quo. From rigid calendar pressure to misaligned incentives and sandbagging reps, they unpack why annual quotas might be broken—and what to do instead.We talk:Why annual quotas exist (and who they actually serve)How they screw with rep behavior and leadership focusAlternatives like rolling quotas, team pods, and usage-based compWhy most orgs are...
2025-04-0730 minLunch Money with Scott and EdanNavigating BDR and SDR Reporting StructuresSummaryIn this episode of Lunch Money, Scott Schnaars and Edan Gottlib delve into the age-old debate of whether Business Development Representatives (BDRs) and Sales Development Representatives (SDRs) should report to sales or marketing. They explore the implications of each structure on pipeline management, accountability, and career growth, while also discussing the challenges and potential solutions for organizations. The conversation emphasizes the importance of management quality over organizational structure in determining the success of these roles.TakeawaysThe reporting structure of BDRs and SDRs significantly impacts pipeline management.Inbound SDRs should...
2025-03-3023 minLunch Money with Scott and EdanWho Should Own Expansion Revenue?Sales? Customer Success? A dedicated Growth team? In this episode of Lunch Money, Scott and Edan tackle one of the toughest questions in SaaS GTM strategy: who really owns expansion?We cover:The case for keeping expansion with SalesWhen CS should take the lead — and when it backfiresHow to structure comp plans to avoid orphan accountsWhether a dedicated expansion or growth team is worth buildingSmart takes, real-life stories, and a few hard truths for operators at every stage.💼 For SaaS leaders scali...
2025-03-2523 minLunch Money with Scott and EdanSales Led Growth (SLG) vs. Product Led Growth (PLG)SummaryIn this conversation, Scott Schnaars and Edan Gottlib explore the dynamics between Product-Led Growth (PLG) and traditional sales methods in the SaaS industry. They discuss the implications of PLG on sales teams, the integration of sales within a PLG framework, and the challenges that arise when transitioning to a PLG model. The conversation highlights the importance of aligning sales and product teams, addressing cultural tensions, and recognizing the need for sales support in complex use cases. Ultimately, they advocate for a hybrid approach that leverages both PLG and sales strategies for optimal growth.
2025-03-1722 min
Peace of Chaos: a podcast by Matt Neal129 | Scott Schnaars | the robots winWe forgot to talk about the summer we were roommates in college but It was a good time. Two old friends talk about all kinds of old man shit - golf, being lucky, solving the worlds problems, and the future. Check out his podcast Lunch Money with Scott & Eden.
2025-03-151h 24Lunch Money with Scott and EdanIs Cold Calling Really Dead?SummaryIn this episode of Lunch Money, Scott Schnaars and Edan Gottlib discuss the relevance of cold calling in today's sales environment. They explore the misconceptions surrounding cold calling, the importance of training and mindset, and how modern techniques and technology can enhance the effectiveness of cold outreach. The conversation emphasizes the need for a human connection and the evolution of sales strategies to adapt to changing market dynamics.TakeawaysCold calling is not dead, but the approach needs to evolve.Connecting with people is essential in sales, regardless of the...
2025-03-1421 minLunch Money with Scott and EdanBANT Sucks?! - The BANT Debate: Is It Time for a Change?SummaryIn this episode of Lunch Money, Scott Schnaars and Edan Gottlib engage in a lively debate about the effectiveness of the BANT sales qualification framework. Scott argues for its replacement with a more modern approach, while Edan suggests that BANT can be updated for contemporary use. They discuss the origins of BANT, its limitations in today's complex sales environment, and propose the E-BANT model as a more flexible alternative. The conversation also touches on the role of AI in lead qualification and the importance of context in understanding sales opportunities.Takeaways
2025-03-1422 minLunch Money with Scott and EdanShould Software Demos Be Illegal?In this episode of Lunch Money, Scott and Edan explore the evolving role of software demos in the sales process. From the traditional, hands-on demo to today’s self-serve experience, they debate whether demos are still necessary. Using real-world analogies—like the classic car test drive—they explain how demos can educate, facilitate discovery, and even shape the ultimate deal. Tune in for actionable insights on aligning your sales process with the modern buyer’s journey!
2025-02-2319 minLunch Money with Scott and EdanHow to Hit Q1 & Set Up a Massive Year in SalesWe’re halfway through Q1, and sales leaders are facing two big questions:1️⃣ How do I make this quarter?2️⃣ How do I make the year?In this episode, Scott Schnaars & Edan Gottlib break down:🔥 3 things you must do right now to hit Q1🔥 3 strategies to build the foundation for a record-breaking year🔥 Why bad deals kill your pipeline🔥 How to push deals through without sounding desperate💰 Q1 sets the tone—make it count.📩 Subscribe for more sales insights: lunchmoney.media#B2BSales #SalesLeadership #SalesPodcast #LunchMoney
2025-02-1521 min
Lunch Money with Scott and EdanVC vs. Bootstrapped Sales Teams: How to Build a Winning Enterprise Sales OrgIs bigger always better in enterprise sales? In this episode ofLunch Money with Scott & Edan, we debate thebest way to scale a sales org—lean, profitable teams vs. aggressive, VC-funded growth. Learn how to optimizehiring, revenue, and market strategy. Don’t miss it!
2025-02-0916 minLunch Money with Scott and EdanHow to Have a Great Sales Kick-Off (SKO)Ready to make your next sales kick-off (SKO) unforgettable? In this episode of Lunch Money, Scott and Edan dive into the strategies, activities, and follow-ups that turn a good SKO into a game-changer for your sales team. From live deal reviews and pitch contests to fostering cross-departmental collaboration, we share proven tactics to energize your team and align them for success.
But we don’t stop at the event itself. Learn how to sustain the momentum after SKO with actionable follow-ups that drive results, reinforce key lessons, and ensure ROI. Whether you're a sales leader planning your fi...
2025-01-2928 minLunch Money with Scott and EdanEnterprise Sales - Art vs. Science vs. AIHow is AI reshaping the balance between art and science in sales? In this episode of Lunch Money with Scott & Edan, we dive into the transformative impact of AI on enterprise software sales and discuss whether AI will make sales more about science or amplify the importance of the human touch. We explore how tools like Salesforce Einstein, Gong, and AI-driven data insights are revolutionizing prospecting, forecasting, and lead prioritization while freeing sales professionals to focus on what matters most—building relationships and solving real business problems.
Key topics include:
Will AI replace sales or empower it...
2024-12-2726 minLunch Money with Scott and EdanEnterprise Sales - Art vs. Science - 🎨 vs. 🔬Is sales an art or a science? In this episode of Lunch Money with Scott & Edan, we dive deep into this age-old debate and explore how enterprise sales professionals can find the perfect balance between emotional intelligence, human connection, and data-driven strategies. Starting at 20:14, we challenge the stereotypes of the Don Draper-era sales rep and discuss how technology, AI, and predictive analytics have transformed the modern sales process.
Topics covered include:
The evolution of sales from intuition to data science
How COVID reshaped the relationship-based sales model
Balancing emotional intelligence with CRM tools and sales methodologies
...
2024-12-2423 min
McCartney: A Life in LyricsHelter SkelterVote for “McCartney: A Life in Lyrics“ as the Webby Awards’ Best Music Podcast now: https://bit.ly/4jmkrDf Season 1 of “McCartney: A Life in Lyrics” concludes with a band in flux. The Beatles had evolved significantly by 1968 from when they first released “Love Me Do.” Back then, they were only competing with the likes of Andy Williams, Little Stevie Wonder, and Peter Paul and Mary. But by the recording of the “White Album" The Beatles were up against acts on the charts with a more hard driving sound like Cream, The Who, and Sly and the Family Stone. Pa...
2023-12-1323 min
From Start to ScalePLG to Enterprise Sales & 10,000 enterprise customers with Scott Schnaars, Vice President of Americas at CloudinaryThis episode of the From Start to Scale podcast features Scott Schnaars, Vice President of Americas at Cloudinary. This episode has PLG -> enterprise selling structure, motion, strategy and hiring all over it. From making sure you hire the best reps with a straightforward hiring framework to prospecting and qualification in enterprise selling through a PLG motion, this episode is filled with nuggets. Enjoy!Scott’s bio:Scott Schnaars is Vice President of Americas at Cloudinary. Cloudinary provides a rich platform to enable developers, marketers, and creative professionals at companies of all sizes to manage th...
2023-11-291h 03
Peace of Chaos: a podcast by Matt Neal18 | Scott Schnaars | beyond snake oilScott (He / Him / His) is an atrocious golfer, sales guru and head of America’s @Cloudinary. He has a Ted Talk and a Podcast called Beyond Snake Oil.Topics:The Stumbling StonesThe Winds of ChangeFan Death
2021-02-262h 05
The GTMnow Podcast32. Why Curiosity and Passion are Superpowers for Sales Leaders w/ Scott SchnaarsThis week on the Sales Hacker podcast, we speak to sales veteran, executive, and leader, Scott Schnaars. Scott has a long background in sales and has experienced the highs and lows of a long career selling different products. Scott has a great attitude on success and is one of the top leaders in SaaS, now overseeing global sales at Dynamic Signal.The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the...
2018-11-0650 min
The Sales Hacker Podcast32. Why Curiosity and Passion are Superpowers for Sales Leaders w/ Scott SchnaarsThis week on the Sales Hacker podcast, we speak to sales veteran, executive, and leader, Scott Schnaars. Scott has a long background in sales and has experienced the highs and lows of a long career selling different products. Scott has a great attitude on success and is one of the top leaders in SaaS, now overseeing global sales at Dynamic Signal.
2018-11-0650 minThe Sales Hacker Podcast32. Why Curiosity and Passion are Superpowers for Sales Leaders w/ Scott SchnaarsThis week on the Sales Hacker podcast, we speak to sales veteran, executive, and leader, Scott Schnaars. Scott has a long background in sales and has experienced the highs and lows of a long career selling different products. Scott has a great attitude on success and is one of the top leaders in SaaS, now overseeing global sales at Dynamic Signal.
2018-11-0650 min