The Revenue Formula

Thinking 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-review-worth-the-hype-a33e89a9716f Never miss a new episode, join our newsletter on revenueformula.substack.com (00:00) - Introduction (01:21) - Implementing AI SDRs (03:51) - The state of AI SDR vendors (05:58) - AI fatigue is real (07:15) - The AI SDR in your funnel (10:50) - Where the AI is actually better than your team (13:03) - Onboarding and training AI (20:04) - Project managing AI SDRs (24:12) - Wrapping up

Why are so many RevOps leaders stuck in their careers? The discussion reveals that excessive focus on tools often overshadows what truly matters to executives. Understanding the CRO's priorities is crucial for career advancement. Sales experience and building strong relationships are highlighted as key assets for RevOps professionals. Additionally, the importance of evolving communication styles is emphasized, along with practical advice for navigating organizational dynamics and fostering trust. Finally, embracing AI and transformational change could open new avenues for success.

After building a successful VC-backed company, Esben Friis-Jensen took a different path — bootstrapping his next SaaS startup to $5M ARR with just a team of 3.In this episode, he shares why he turned down venture funding, how he built an efficient, product-led growth engine, and lessons on scaling smart without sacrificing ownership or speed. (00:00) - Introduction (00:32) - Meet Esben Friis-Jensen (02:30) - The Decision to Bootstrap (06:27) - Product-Led Growth Strategy (11:25) - Competing in a Crowded Market (18:54) - The Role of AI in Business Operations (22:08) - Efficiency and Execution in Small Teams (27:48) - Making Tough Decision (31:17) - Revenue Metrics (32:10) - Speed of Decisions (38:43) - Challenges and Benefits of Founder-Led Companies (40:49) - Joining a Bootstrapped Company  Never miss a new episode, join our newsletter on revenueformula.substack.com

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 Never miss a new episode, join our newsletter on revenueformula.substack.com

No. This is not a tactical episode. But. You will get a real look inside of a company being created.(00:00) - Introduction (04:01) - Scar tissue (09:31) - Feedback and Market Research (13:28) - AI in Data Analysis and Future Prospects (16:06) - AI's Growing Influence in Business (18:06) - Exploring New Data Sources (19:05) - Challenges and Opportunities in AI Adoption (20:07) - Pivoting to Product Marketing Managers (21:50) - VC Inbounds and Funding Decisions (23:02) - Mickel's Departure and Reflections (25:05) - Breakthrough in Data Integration (27:26) - Introducing the GTM Graph (30:55) - Use Cases and Applications (36:31) - Call to Action and Conclusion This episode is brought to you 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

Morgan Ingram, an outbound sales expert, shares his insights on leveraging LinkedIn for effective outreach. He discusses common pitfalls in outbound messaging and offers tips for optimizing profiles and personalizing connections. Innovative strategies such as using videos and voice notes are highlighted as ways to humanize interactions. Ingram also navigates the evolving sales landscape, emphasizing the shift from email to LinkedIn to foster meaningful relationships and ultimately book more meetings.

Klarna's drastic cost-cutting measures, including the elimination of 1,200 SaaS apps, spark debate about sustainability versus VC expectations. The role of AI in enhancing efficiency, from customer service to employee management, is explored as the company pivots from a $45 billion valuation to preparing for an IPO. The podcast delves into the delicate balance of building versus buying tech solutions, alongside the challenges of data management and strategic narratives surrounding corporate layoffs. Tune in for insights on innovation amid transformation!

We had to record this unusual episode. In what feels like a single day, a year's worth of drama has unfolded in software.It almost seems like John Oliver would talk about it. But since he's busy, we decided to do an episode for him on 11x and the chaos that's emerging.(00:00) - Introduction (02:03) - Deel, Rippling and the spy (05:35) - 11x (08:13) - TechCrunch acquired (09:33) - Fake Customers Controversy (13:54) - Insane Churn Rates (19:38) - Investor lawsuit? nope (23:11) - Employees. Not happy. (29:23) - Product Performance and Market Fit (34:25) - Future Prospects and Challenges SourcesTechcrunch on 11xHasan's post on XAI SDR testNever miss a new episode, join our newsletter on revenueformula.substack.com

Account Executives often resist self-prospecting, but there are fun and effective ways to change that. The podcast explores the role of AI in sales and discusses overcoming the challenges of self-prospecting. Motivational incentives emerge as key, from visual cues to big commission strategies. Team dynamics also play a crucial role in encouraging collaboration between AEs and SDRs. With the right support and engaging incentives, self-prospecting can transform sales performance and drive higher-value deals.

Maja Voje, a GTM Strategist known for her expertise in go-to-market strategies, joins the discussion on scaling past $10M ARR. She dives into the challenges of growing businesses, highlighting the balance between automation and human interaction. Maja emphasizes the transformative role of AI in outreach and pricing strategies while addressing how to leverage messaging for sales success. The conversation also touches on outcome-based pay models and the importance of equipping teams with AI skills to navigate the evolving business landscape.