Afleveringen
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The B2B Go-To-Market landscape is changing. Again.
SaaS companies have adopted a “growth-at-the-lowest-cost” model, while social media platforms are becoming more pay-to-play by the day. This doesn’t go together well.
But every now and then you’ll notice a group of companies appear seemingly out of thin air and take over your feed. These companies then go on to announce VC rounds, hit new revenue records and build brands that are forever etched in your mind.
That is the power of collaborative growth.
Today’s episode features Jared Robin, Co-Founder of RevGenius - a community of 40k GTM professionals. Their mission is to build trusted spaces for curious revenue professionals who are collaborating on the future of B2B GTM.
Collaborative growth is the evolution of community. Instead of simply creating content for your own company, you approach marketing new products through a variety of stakeholders including SMB’s, influencers, employees and the audience, which effectively creates a movement that is fuelled by a collaborative effort. You get people involved by giving them the opportunity to grow their personal brands and create additional revenue streams while increasing your own reach.
This is not a new concept - B2C brands have been crafting and implementing this playbook for years, and now that SaaS companies are no longer in a financial position to approach their GTM through a “growth-at-all-cost” lens, they’ve been forced to adapt to a collaborative approach as it doesn’t require the same level of commitment and spend that a classic marketing strategy would.
Collaborative growth only works with feedback. The model of a one-sided expert relationship, while effective at building thought leadership, doesn’t get people involved - which is the whole point of community. Jared’s strategy is to always have an established feedback loop with those who collaborate with him, which also works as a great way to discover what the market is currently interested in.
Check out the full episode to learn more on how to build a collaborative growth playbook!.
Connect with Jared - https://www.linkedin.com/in/jaredrobin/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
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The biggest myth that movies like The Wolf of Wall Street propagated about sales is that you need to be an a$$hole to succeed.
The truth is that most great salespeople who later move on to lead high-performing teams and start companies, typically begin by adopting a lone-wolf, success-at-all-cost mentality, which only gets you so far before limiting you from unlocking your true potential.
Today’s episode welcomes Adam Jay - a seasoned sales leader and ex-CRO who now runs Revenue Reimagined - a GTM Special-Ops team that gets in the trenches with their clients and helps them achieve their revenue goals. He’s also the co-host of the Revenue Reimagined podcast - a top 10% podcast designed for founders and revenue leaders looking to uncomplicate their revenue engines.
Adam calls himself a “recovering CRO”. He’s led sales in 7 different startups over 15 years, with his earlier experiences stemming from the healthcare industry. He’s been involved in many different industries over his career, all of which made him realize that the biggest problem founders face is getting their product to market and scaling revenue.
A great go-to-market strategy doesn’t save a bad product. Prior to working with a client, Adam’s team does a full audit of the business to understand the product and the problems they’re trying to solve. This process determines if the startup will sink or swim, ultimately answering if a potential engagement is the right move.
Adam speaks on his early sales career. He was the type of performer that gets to set his own rules and ignore collaborating with others. He knew that by asking the right questions and truly listening to his prospects is the key to success, but he wasn’t a big fan of sharing this knowledge with others - which ultimately held him back when he decided to pursue management positions.
Unlocking the skill of truly understanding your prospects is no easy task - otherwise everyone would be a top performer in sales. Adam’s background in healthcare helped him a ton, because when you’re working with doctors you really need to understand what the true priorities and north stars of your prospects are. He recalls a situation where one of his teammates had tried to play the ROI card on a doctor, who sent them packing as the teammate didn’t understand the true priority of the prospect - saving lives.
Tune into the full episode to learn more on how to get ahead without being an a$$hole!
Connect with Adam - https://www.linkedin.com/in/adambjay/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
(02:52) - The biggest problem founders face (05:39) - Is the consultancy space oversaturated?(06:43) - Unlocking the privilege of being an a$$hole(08:23) - The secret to becoming a top sales performer (12:14) - The problem with discovery calls(13:12) - Where competitive sellers fail (19:08) - Going from Sales Manager to VP of Sales(22:07) - Top performing rep to top performing leader -
Zijn er afleveringen die ontbreken?
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Today's episode welcomes Deepinder Singh Dhingra, Founder & CEO of RevSure AI. They’re on a mission to improve predictable revenue growth through Predictive AI for Pipeline Generation for B2B SaaS companies.
Deepinder has spent over 20 years in big data analytics and machine learning in multiple industries - but mostly serving the Fortune 500 in both B2B and B2C. A few years ago he saw a market opportunity in B2B SaaS, as the way we run GTM motions nowadays is much more complex and has more glaring inefficiencies - and he set out on a mission to solve them.
The dark funnel is becoming brighter by the day. As AI-powered GTM tools evolve, our understanding of the exact customer journey and ability to pinpoint signals increases by the day - which is quickly becoming a huge competitive advantage for revenue teams.
The technology that Deepinder has built looks at all available customer touchpoints across the GTM motion and auto-harmonizes the data. Their end-users see an end-to-end view of the entire funnel across all GTM functions and they get a full view of which parts of the process are driving outcomes, and where bottlenecks arise. This is a true gamechanger for GTM teams, as there’s a ton of guesswork in revenue teams, especially if data is scattered across sales, marketing and CS.
No approach is perfect. Some marketing channels still can’t be tracked - especially when it comes to offline conversations or awareness generated by influencers. Deepinder speaks on the only ways to attribute influencer interactions - looking at engagement data from posts or events, as well as the classic approach of unique CTA links.
Tune into the full episode to learn more on the modern way of GTM attribution!
Connect with Deepinder - https://www.linkedin.com/in/deepinder-singh-dhingra-66bb54/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
(02:29) - Integrating all parts of the customers journey(04:08) - Tracking from top-of-the-funnel to deep-funnel(04:55) - How much information can we truly get from a lead?(07:05) - Auto-harmonizing your GTM data(08:05) - End-user data visualization(13:19) - Influencer interaction attribution -
If you got into sales over the last 4-5 years, chances are you’ve never worked on the sales floor.
While remote is wonderful, there’s something truly special about the level of interaction, feedback and energy you get when you’re closing deals as a team in-person.
Before you start bickering about remote being the only way you’ll ever work, take a moment to listen to someone who’s led 4 revenue teams to exits and recently ran enterprise sales at Meta.
Today’s guest is Vince Beese - Founder & CEO of Sales HQ and Sales@Scale - a B2B sales consultancy accelerating revenue growth for venture capital-backed startups.
Networking opens up doors that you never even knew existed. In a remote world, your best bet when trying to build lucrative relationships is to get active on LinkedIn. Vince mentions that you don’t necessarily have to become a content creator overnight - just connecting with people, inviting them to intro meetings and keeping your eyes peeled for the right opportunities is enough to achieve your desired outcomes.
Vince speaks on the importance of choosing the right sales job. As a new seller evaluating potential employment, instead of choosing the fanciest product or company you can find, your focus should be finding the right leader that will mentor you and set strong foundations that will ultimately shape your sales career. Relying on a mentor alone is a losing strategy - proactive self-education and intellectual curiosity are keys to a successful sales career.
There’s no denying it anymore - HubSpot recently released a study saying hybrid sales teams saw a 28% increase in results compared to fully remote and on-site teams. Vince is a huge proponent of the hybrid model - and he’s got the track record to prove it. His experience shows that 100% of the time hybrid or on-site teams outperform remote only.
Check out the full episode to learn more on how to build a high performing sales team!
Connect with Vince - https://www.linkedin.com/in/vbeese/
Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
(04:19) - How to build community in a remote world(06:27) - Build your tribe on LinkedIn(08:07) - How to find the right job in 2024(10:33) - Hybrid vs Remote vs On-Site sales teams(15:12) - Become more efficient at remote sales(16:35) - The magic of co-working in sales(20:35) - Combining remote and in-person -
The B2B content meta is about to change.
LinkedIn is getting its very own short-form video section.
We all knew this was coming.
And with a potential TikTok ban on the horizon, there’s a whole new market of buyers that will now turn to LinkedIn for their scrolling needs.
The time to invest in video is now.
Today’s guest knows what it takes to succeed in a video-first content world.
Alex Minor is the owner of Eye AM Media - a video production & marketing agency for small businesses, coaches and entrepreneurs.
Just like many creatives that make waves on LinkedIn - Alex quickly realized that being a full time creator is typically not financially feasible, so he started using his talent to help us corporate types generate revenue.
Some say that starting a podcast in 2024 is inefficient due to an oversaturation of interview-based content. Even though 2020 had many people starting their B2B shows, the reality is most of those projects have grinded to a halt a long time ago. Most podcasts don’t make it past episode 8 - and the amount of people starting podcasts has decreased dramatically, meaning many niches are still being underserved and ripe for the picking.
The idea that video content will immediately generate leads can lead to bitter disappointment. Building an audience takes time, consistency and experimentation, but the good news is you’ll be building your brand with every piece of content you release, and once you have an audience hooked - you’re ready to start generating revenue.
You don’t need to buy a course in video creation to succeed. The great thing about social media is that you can look for inspiration that’s publicly available and learn best practices while finding your own voice and style. When asked about companies that are creating great content, Alex mentions the work of Milanote and Descript.
Tune into the full episode to learn how to navigate a video-first content world!
Connect with Alex - https://www.linkedin.com/in/alexminor/
Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
(00:00) - Chapter 1(03:26) - Should you create B2B video content?(04:38) - B2B Content is a long term strategy.(06:51) - Which B2B companies are making great content?(08:25) - How to create a B2B media brand(10:54) - Converting audience into pipeline(11:52) - The secret method to increasing reach(15:20) - Hacking the algorithm through daily posting(18:57) - What aspects of your content matter most?(20:05) - Long form vs short form video content(22:53) - Should you try to go viral?(25:34) - What content performance metrics matter?(27:37) - How to hire a content marketer or head of content
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ -
Your network truly is your net worth.
If you’re a new founder who’s bootstrapped and shooting for the stars in a heavily saturated SaaS market, your ability to access early investors, hire the right talent and build revenue generating partnerships will separate you from the startups that sink.
Here’s the problem - manually asking people in your network for warm intros is highly inefficient and soon becomes a third job.
This episode welcomes Olivier Roth, Chief Growth Officer at The Swarm - a platform that gives companies and investors the keys to their networks and the relationship data they need to accelerate sales, recruiting, and fundraising.
Great salespeople foster long-term relationships and know how to eloquently use their network to multiply their pipeline. This is very much a manual activity, and one that is very difficult to scale or delegate.
Even LinkedIn isn’t built out to be a true networking platform, as people accept connection requests for a plethora of reasons - most of which have nothing to do with actually knowing the person on the other end of the screen.
Olivier suggests battling this by having a process-oriented approach to involving your true network. By documenting your process, setting up regular meetings and building win-win scenarios, you’ll create a real network effect that drives your desired outcomes.For those targeting mid-market and enterprise accounts, Olivier speaks about a client that had over 150 stakeholders with high value networks without a way to consistently leverage them.
Tune into the full episode to learn more on how to turn your network into your ultimate competitive advantage!
Connect with Olivier - https://www.linkedin.com/in/olivier-roth/
Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
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Many great B2B content creators have tried and failed to build an audience on YouTube that reflects the type of engagement and community they’ve built on LinkedIn. The reason why is simple - the type of content that succeeds on LinkedIn often falls flat on more casual social media platforms.
Today’s guest has built a successful YouTube channel, went viral on Instagram, and built a lifestyle business from his content. If you’re a creator entrepreneur that has put all of their eggs in the LinkedIn basket but understands that there’s a ton of value in venturing into other social media platforms, this episode will help you craft a winning strategy.
Jamie McCauley is a YouTuber with 100k+ subscribers, the host of “AI Hustle” - a top 5% globally ranked podcast. He started his channel when COVID struck their wedding photography business. Their initial breakthrough content series featured them flipping items bought from thrift stores - which was super relevant during 2021 as many were looking for additional sources of income.
When you’re creating content on a new platform, the key to success is experimentation. Jamie talks on how their first viral video stemmed from publishing a piece of content that was both experimental and relevant. The video showcased how they made their mortgage payment flipping furniture during a time when the general public were losing jobs and looking for ways to supplement their income.
Creating educational content on YouTube that generates views requires optimization. Your titles, tags, thumbnails and talk tracks all need to be refined and on point to succeed in a saturated content creator market. Jamie's advice is to focus on answering a single question in-depth and showcasing all possible angles to make taking action the easy choice.
Tune into the full episode to learn how to master content creation outside of LinkedIn!
Check out Jamie’s podcast - https://pod.link/1670018916
Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
(00:00) - INSIGHTS:(01:07) - How Jamie started his YouTube channel(02:02) - Finding your niche on YouTube(04:05) - How to go viral for the first time(05:02) - How to get to 50k+ YouTube views through SEO(07:01) - Entertainment vs Education - what should you focus on?(08:43) - How to become a thought leader through podcasting(10:18) - Getting 20,000,000+ Instagram Reels views (11:57) - Producing viral series that generate revenue(15:48) - Mastering the production and creative process(17:29) - How to craft a winning YouTube thumbnail (20:37) - Should you keep investing in YouTube?(23:15) - How to grow a podcast audience
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ -
To become a category leader in 2024, investing all of your go-to-market (GTM) resources into sales and marketing won’t cut it. Getting to unicorn status requires a GTM motion where customer retention is at the forefront of the strategy, otherwise you’ll never truly capture the market share needed to scale to a 9-figure evaluation.
Today’s guest has led Customer Success teams at heavy hitting startups like DropBox, Slack and Miro, before which he managed accounts for 2.5 years at Oracle. During his time at Dropbox, his market segment grew from $20 Million to over $100 Million ARR in 2 years - and he’s sharing this story on Revenue Rebels.
Josh Neal is a Customer Success Leader with two decades of direct brand and SaaS technology experience. He’s led teams at some of the most recognizable rocket ships of this generation, and currently he’s an advisor right here at Warmly.
He’s a huge proponent of Scaled Digital Customer Success, which is a method of leveraging technology to enhance the customer experience and deliver on business targets while increasing customer satisfaction. This exact methodology helped Dropbox scale their mid-market sector to new revenue records.
Finding the magic method to improve your adoption and retention rates starts with testing and iteration. Josh attributes the success of Dropbox’s customer success motion to a granular approach that kept breaking down user data and analyzing all possible usage methods and patterns. This required a ton of experimentation and meant that embracing failure became the norm.
Tune into the full episode to learn how to scale like a unicorn!
KEY INSIGHTS:
01:12 Josh’s background
02:05 What is scaled digital customer success?
02:52 When to implement scaled digital customer success?
04:39 How DropBox scaled through customer success
06:36 How to use data to improve your customer success motion
09:03 The magic method behind improving adoption and retention
11:40 Increasing adoption and retention through scaled digital customer success
13:43 What made DropBox such a great product?
15:19 How DropBox successfully retained customers through experimentation
18:48 Scaling a customer success motion via headcount and technology
20:21 The winning principles of a customer success managerConnect with Josh - https://www.linkedin.com/in/jneal10/
Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
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The path to becoming a marketing professional isn’t linear. In 2024, a lot more people strive to become marketers than there are roles available, which is also why starting a marketing agency is the hottest business trend on social media.
Today’s guest is a prime example of someone who did it right - he combined multiple relevant skills and passions to build a marketing career that has led him to receive awards such as "20 Under 40" honoree, Tech Marketer of the Year, and Executive of the Year.
Kenneth’s path to marketing started with young aspirations of becoming a musician. He then pivoted to working behind the scenes in the music industry, found a passion in psychology, and then ultimately landed in sales, where he combined his newfound experience with a passion for writing to become the companies first marketer.
Building out a partner channel is not a guaranteed success, but when it works - it works great. Kenneth shares a story about how one of their competitors was acquired by Twilio, which they later shut down. This enabled a deeper partnership with Twilio and allowed Text Request to swallow up their competitors' established book of business, increasing pipeline by 150% that year.
Tune into the full episode to learn how to become a rockstar marketer through strategic partnerships!
Connect with Kenneth - https://www.linkedin.com/in/kenneth-burke-1641b676/
Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
(00:00) - Getting into marketing(02:48) - How to set up partnerships channels in B2B(05:28) - How to grow pipeline by 150% through partnerships (10:18) - Build a profitable software integration(12:18) - How to take your competitors market share(15:39) - How to build a winning SEO strategy(17:24) - The impact of a great blog article (19:01) - Which channel brings the most revenue? -
When someone has a track record of being part of the revenue leadership structure at fast growing, name brand companies such as Stripe, PayPal, American Express and Sendoso, two things are certain:
-They know how to build an A+ team
-You should listen to them if you’re looking to do the sameThis episode welcomes Dana Warren, Venture Partner at Canaan - an early-stage venture capital firm that invests in visionaries with transformative ideas.
Dana has over 15 years of experience running revenue teams and she’s joining Revenue Rebels to talk about what it means to build a team of A+ players.
Building an A+ team boils down to only having A+ players. When defining an A+ player, Dana describes someone who’s always pursuing excellence in all matters of their craft and never backs down from finding the right answer. She also considers diversity a key factor in high performing teams, as different backgrounds mean a larger set of skills available across the board.
A common mistake that leaders make when dealing with a high performing team is adopting a “set it and forget it” mindset. Dana’s approach to avoiding this pitfall is to consistently provide coaching, as even top performers can have a false understanding of various parts of the process and helping them round out their game is how you turn them into A+ players.
Tune into the full episode to learn how to build an A+ player revenue team!
Connect with Dana - https://www.linkedin.com/in/danamwarren/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
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Ryan Yackel is the CMO of Databand.ai, the industry’s first proactive data observability platform that spots data errors, triages them, and alerts the right people so that it can be fixed immediately.
Ryan started his career in sales engineering, then product marketing, then running all of marketing. And he’s had a unique perspective of working at companies with highly technical products.
I get asked this question all the time: how do you market to developers?
In this episode we’re going to cover this exact topic.
Learn how Ryan navigated the developer ecosystem to generate 100,000+ youtube views, 1,000+ downloads of their ebook, and 10x their yearly marketing budget in qualified pipeline.
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Paul Ross is the CMO of Affinity, the relationship intelligence CRM that has grown rapidly in the last 4 years. Affinity's target audience is primarily the PE and VC community, which Paul mentions has a healthy amount of FOMO (fear of missing out) when it comes to getting an edge against competitors. In this episode we talk about how Paul uses that FOMO to his advantage, as well as cut $300,000 in LinkedIn ad spend a month and re-allocate that towards content and community initiatives that 1) solve customer problems and 2) harnesses customer relationships. After the first month of cutting paid ads, pipeline remained flat. And then it started to grow. In 2023, Affinity delivered a million dollars more qualified pipeline on a 25% less budget allocation.
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Joran Hofman is the founder of Reditus, a B2B SaaS affiliate marketing platform. Prior to that he was the Head of Customer Success at Leadfeeder where he got tired of referring tools after his demos. So he decided to make a website of all the tools he refers people. The website had 30,000 visitors a month but Joran had trouble earning money from affiliate B2B SaaS companies he referred. So he decided to build a tool that solved his own problem.
Today we're going to talk about why you need to build an affiliate program, when to build one, and what are the actionable 1-2-3 steps you can do today to set one up.
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Golan Raz is the cofounder and COO of Deeto.ai, the next generation customer advocacy platform. I haven't really seen anything like it. Golan is a 4th time founder who witnessed the pain of how difficult companies have made it to leverage customers to promote the company's brand and product. It shouldn't be so difficult. Getting a customer testimonial should be as easy as uploading on Instagram.
Today we'll be talking about just how important customer advocacy is when paid marketing channels are becoming increasingly competitive, as well as easy, actionable steps to implement your own program.
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Adir Ben-Yehuda was the first sales hire and VP of Revenue at Walnut, the industry's leading interactive demo platform. He grew the company's revenue from 0 to double digit millions in ARR. But it's not his first time doing it. He's figured out his own repeatable sales optimization process and how to build a narrative around the product and category.
Today we’re going to talk about that growth story and the lessons they learned along the way, like what VPs of sales should do in their first 90 days, the process Adir used when narrowing focus on the right ICP and messaging towards that ICP, how to handle the age old sales objection “not right now,” and how to build systems to get ahead of the next stage of growth.
