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 Sales (29:22) - Bridging the Leadership Gap (30:34) - Dealing with Team Dynamics (33:25) - Internal Promotions (39:02) - Avoiding Common Hiring Mistakes (40:34) - Making the Right Hiring Decision This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!Never miss a new episode, join our newsletter on revenueformula.substack.com

The discussion centers around the intriguing role of Go-to-Market (GTM) engineers, a position that's gaining traction in the SaaS sector. The hosts clarify common misconceptions, emphasizing that GTM engineers optimize strategies rather than just filling gaps. They explore how AI can revolutionize marketing efforts and streamline sales processes. With less than 200 professionals holding this title, the conversation highlights the critical intersection of technical skills and sales acumen, showcasing the evolving landscape of revenue generation.

Okay.. There's a few motions being covered plenty (inbound, outbound, plg etc.)But there's this other thing called community led growth that hasn't been covered a lot -- so we decided to discuss it with someone who built a succesfull community.And that's Matthew Volm, co-founder of RevOps Coop. We asked him to share, well, why you shouldn't do CLG.(00:00) - Introduction (02:53) - How the community became a thing (06:53) - Pivoting to Community Building (12:34) - Challenges in Building a Community (21:30) - Learning on the Job: The Challenges of Revenue Operations (22:19) - The Impact of COVID-19 on RevOps (22:46) - Building a Community for RevOps (23:18) - Starting a Community: Key Considerations (23:59) - The Importance of Niche Focus (25:20) - Community-Led Growth: Success Stories (26:49) - The ROI of Community Participation (28:48) - Effective Community Engagement Strategies (34:31) - The Role of AI and Human Connection in Communities (38:01) - The Mindset for Building a Community (41:20) - Customers and prospects This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Moats. Copycats.. The list goes on. There's a lot of reasons to hate being in SaaS.We discuss the most common headaches in todays episode.(00:00) - Introduction (04:22) - "It's so easy to copy us now" (08:51) - Do you have a.. moat? (16:00) - We need to be efficient (18:55) - More pipeline, fewer deals (21:47) - SaaS Selling to SaaS This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!Never miss a new episode, join our newsletter on revenueformula.substack.com

Remember Salesforce and Seibel? Well. We're about to see a lot of similar things happen thanks to AI.In today's episode, we discuss how AI is eating software - who's already being disrupted, and what a moat looks like now.(00:00) - Introduction (04:47) - AI's Impact on Software (08:34) - Understanding AI Agents (13:50) - AI's Role in Business Processes (18:16) - Challenges in AI Adoption (25:19) - The Rise of AI in Software Development (26:01) - The Importance of Smaller Models and Data (28:12) - The Role of Memory in AI (29:54) - Knowledge Graphs and Their Impact (31:08) - Customer Success and AI (33:12) - Navigating AI for Incumbents (38:27) - The Future of AI-Driven Companies (42:34) - Practical Tips for AI Integration This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!Never miss a new episode, join our newsletter on revenueformula.substack.com

So Q1 is kicking off in hours, and most of you have already made a few mistakes. We discuss the most common ones, and what you can do to fix them.(00:00) - Introduction (03:23) - Preparing for Q1: Common Mistakes (05:42) - Make no room for sales excuses (06:35) - Setting Sales Targets and Comp Plans (09:37) - Hiring is late... again (13:05) - Maybe it's the right time now (17:22) - January got screwed in Q4 (21:57) - People leave This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Did you start reflecting over your next career steps? Whether it's about quitting, staying and growing -- we discuss all things career with Robin Daniels.(00:00) - Robin Daniels (06:54) - Energy and Initiative in Your Career (11:33) - The Importance of Soft Skills (12:35) - Evaluating Career Goals and Titles (17:48) - Weekly Self-Assessment for Career Satisfaction (20:04) - Impact of Work on Personal Life (20:16) - Advice for Those Unhappy at Work (20:42) - Introspection and Self-Reflection (23:06) - The Role of Salary in Job Satisfaction (24:48) - When is it time to... go? (35:08) - When there's no room above This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Will growth return? How will AI influence GTM? There's so many questions as we near the end of 2024. In today's episode, we cover the key trends and predictions for 2025.(00:00) - Introduction (01:21) - Go-to-Market Trends for 2025 (02:21) - But first: Will we see more growth next year? (04:17) - AI's Impact on Sales and Hiring (08:24) - More sales roles (12:34) - The rise of AI agencies (16:31) - GTM Engineers (21:53) - Teams of 20 will beat teams of 200 (29:03) - Branding in the Age of AI (33:44) - Conclusion and New Year Wishes This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!Never miss a new episode, join our newsletter on revenueformula.substack.com

Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how teams operate.With Kyle Poyar, we discuss new pricing models focused on outcomes and units of work - and what ramifications they come with.(00:00) - Introduction (03:19) - The Evolution of SaaS Pricing (06:04) - How AI is changing pricing (09:31) - Challenges and Strategies in AI Pricing (27:01) - Challenges for incumbents (36:31) - It comes down to the CEO (40:24) - Hybrid pricing (42:18) - 2025 Predictions Check out Kyle's article on the new pricing models here.This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!Never miss a new episode, join our newsletter on revenueformula.substack.com

Explore the ambitious target of achieving $1 million ARR per FTE, emphasizing the strategic shift needed for efficiency and growth. Delve into the benefits of smaller organizations and the importance of branding for customer acquisition. Discover how investing in automation can lead to better returns and hear insights into navigating team dynamics amidst high turnover. Plus, the podcast highlights email marketing as a valuable asset for sustainable growth, encouraging a diverse approach to content and communication strategies.