Kyle is back on the show - this time we grill him on category creation, and finding a problem to market instead.He should know, he saw a category and problem get created at Clari, and is running the playbook again at Copy.ai.(00:00) - Introduction (02:45) - The TLDR of Kyle's presentation at Exit5 (03:27) - Are you differentiated? (06:44) - How are you going to get the sale funded? (09:42) - The stupid & simple questions to ask (15:30) - Practical Implementation and Results (18:55) - Am I the GTM bloat?? (23:18) - The Copy AI Pitch (25:03) - Creating a Category Narrative (26:23) - The Lightning Strike (27:42) - Focusing on the Problem vs. Category (30:24) - What changes in the day to day? (32:33) - Lessons Learned at Clari (38:59) - Connecting Positioning to Demand Generation (43:01) - The AI Tailwinds Sources & mentionsBrendan Huffords TL;DR of Kyle's presentationPlay bigger, Christopher Lochhead & the category piratesDrive by ExitFiveCheck the framework hereNever miss a new episode, join our newsletter on revenueformula.substack.com

Here's two guys without a job doling out their top 3 career hacks. Don't worry, they had jobs when they used the hacks - and some of them they just observed.But they had one thing in common: They worked. Give it a listen and use it to guide your teams or your own career trajectory.(00:00) - Introduction (03:52) - 1: Chaos is a ladder (10:47) - 2: He who controls the spice controls the universe (11:39) - Own a number (14:52) - Efficiency is a Superpower (16:09) - If you can't own a number now, own this (17:25) - Challenges and Strategies in RevOps (20:50) - 3: Last person standing Never miss a new episode, join our newsletter on revenueformula.substack.com

In this discussion, Andy Mowat, VP of Go-To-Market at Carta, shares his expertise in practical AI applications for sales strategies. He delves into whether AI SDRs increase efficiency or hinder conversion. Mowat contrasts RevOps and GTM operations, highlighting the need for clear job titles. The conversation also covers generative AI's potential to enhance outreach efforts while balancing data quality with human creativity. Lastly, he emphasizes understanding core business challenges to effectively leverage AI in decision-making.

The surprising shutdown of Growblocks prompts a deep dive into the lessons learned. The discussion reveals the challenges of finding product-market fit and the importance of internal buy-in from revenue operations. Insights into utilizing organizational champions and navigating market shifts—especially with AI's influence—are crucial takeaways. The speakers delve into the balance between consulting and product focus while emphasizing brand trust and effective outbound strategies. Their commitment to continue engaging with listeners is clear, alongside exciting plans for future ventures.

Need to be more efficient in your GTM? Then it's time to get serious about your burn rate.In this episode, Mikkel and Toni break down some tactics you can start now to get your finances in line.(00:00) - Introduction (02:42) - Reducing Burn (09:02) - Mastering Payment Terms for Cashflow (12:07) - Strategic Pay Raises and Salary Bands (14:32) - Effective Use of SPIFFs (16:31) - Navigating Budget Challenges in Recruitment (18:47) - Optimizing Sales Commissions and Performance (23:12) - Balancing Owned, Earned, and Paid Marketing Channels (27:28) - Reevaluating Tool Investments for Cost Efficiency ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

Between bad leaver clauses, dilution and liquidation preferences, we're willing to bet most folks out there don't understand their warrants. And who can blame them?In this episode, we break down the complexities of warrants in compensation packages and answer the question: Are they worth it? Or are they just a scam?(00:00) - Introduction (02:13) - Understanding Warrants: A Potential Scam? (04:22) - Warrants as Compensation: Myths and Realities (12:33) - The Complexities of Dilution and Liquidation Preference (20:14) - Negotiation Strategies and Secondary Markets (24:56) - Conclusion and Final Thoughts ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

Joining the discussion is Eddie Reynolds, a SaaS sales expert specializing in go-to-market strategies for scaling businesses. He reveals seven common pitfalls companies encounter while growing, including the misalignment between sales and marketing and challenges in lead routing. Eddie stresses the importance of strong revenue leadership for success. The podcast also dives into the intricacies of outbound sales amidst economic pressures, the significance of accurate sales forecasting, and the necessity of clean data for effective decision-making.

Do you recognize this in yourself or someone else: You're working hard. More than what's required. You're rxtremely busy, but at the end of the week, you're just not sure what you actually got done.Yes, that really hurts. And eventually, you'll burn out. The solution? Getting productive as F...(00:00) - Introduction (02:29) - Stress, burnout and productivity (08:06) - Keeping an inventory (08:26) - Waiting for list (10:54) - Fixing sleep with a list (12:00) - A not to do list & the endless backlog (14:47) - Weekly updates (17:58) - Context Switching (22:42) - Interruption (25:52) - Take control of your calendar ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

Starting a new job can be daunting, but there are essential steps to ensure success. Pre-start research is crucial for understanding the company culture and metrics. Building strong relationships with your team sets the stage for collaboration. Quick wins can demonstrate your value early on, while strategic onboarding helps you navigate workplace dynamics effectively. Emphasizing clear expectations and aligning with organizational goals is key to impactful contributions from day one.

The conversation reveals a troubling trend: tech employees often change jobs every few years. Generational attitudes towards work play a significant role in this phenomenon. Short tenure brings high acquisition costs and challenges in onboarding new hires, ultimately affecting company performance. The discussion emphasizes the need for strategies that improve employee retention. By analyzing churn and fostering a supportive environment, tech companies can work towards creating stable and engaged teams.