SaasHoles "Rev Ops with an edge"

#QBR #quarterlybusinessreview #revopspodcast #revenueoperations #salespodcast #dealreview #sales Jamie Carney and Pete Jansons discuss QBR's Quarterly Business Reviews on the SAASholes Revenue Operations Podcast In this Short Clip they talk about how some reps may be delaying or sandbagging deals Main Clip: https://youtu.be/c0bvPv5Ckxs

#QBR #quarterlybusinessreview #revopspodcast #revenueoperations #salespodcast Jamie Carney and Pete Jansons discuss QBR's Quarterly Business Reviews on the SAASholes Revenue Operations Podcast In this Short Clip they talk about flipping the script on a QBR Main Clip: https://youtu.be/c0bvPv5Ckxs

#chatgpt #csuite #qbr #revenueoperations #salesoperations #revenueoperationspodcast Jamie Carney and Pete Jansons discuss QBR's Quarterly Business Reviews on the SAASholes Revenue Operations Podcast Main Clip: https://youtu.be/c0bvPv5Ckxs

#revenueoperations #revopswithanedge #qbr #leadership Jamie Carney and Pete Jansons discuss QBR's Quarterly Business Reviews on the SAASholes Revenue Operations Podcast Main Clip: https://youtu.be/c0bvPv5Ckxs

#revenueoperations #revopswithanedge #qbr #leadership Jamie Carney and Pete Jansons discuss QBR's Quarterly Business Reviews on the SAASholes Revenue Operations Podcast Key Moments: 0:001:10 Why do we do Quarterly Business Reviews? 1:59 3 Reasons to do Deal Reviews 5:20 Deals are reviewed because of legacy practices 5:50 Shoe Box, Index Cards and Rolodex 8:58 Why take sales people away from prospects? 9:59 PIP Performance Improvement Plan Sales enablement 11:17 Bad Recruiting 12:48 Sales Enablement and Human Resources 13:30 Questions for QBR can use Artificial Intelligence to role play 14:00 Will Chat GPT replace levels of leadership? 15:30 Human Element versus Immediate answer 16:23 AI Deal Review on every deal 19:00 Do I need a deal review? 21:10 Why do QBR? 22:29 Hazing Ritual and several days taken away from selling 23:40 Non Sales Compensation 25:55 Differentiation of non sales in order to know who to promote 26:25 Should QBR be compensated event? 27:00 Who Invented QBR 28:45 Why wait to get this knowledge from higher ups at QBR it should be readily available 29:40 Number of possibilities the rep can ask questions on 30:50 Sales Enablement Scenario 31:20 Upload CEO knowledge into AI scenario generator 32:40 Good Leadership means you build a system that doesn't need you

#revenueoperations #revenueoperationspodcast #dealdesk #revopswithanedge Jamie Carney and Pete Jansons get together after a board meeting and discuss the top 3 reasons why a deal is stuck in deal desk and not implemented on the SAASholes Revenue Operations Podcast Full Show: https://youtu.be/9MhlXl80fMI

#legal #contracts #shorts #revopswithanedge #revenueoperations #revenueoperationspodcast Jamie Carney and Pete Jansons get together after a board meeting and discuss how contracts get held up in legal on the SAASholes Revenue Operations Podcast Full Show: https://youtu.be/9MhlXl80fMI

#legal #contracts #shorts #revopswithanedge #revenueoperations #revenueoperationspodcast Jamie Carney and Pete Jansons get together after a board meeting and discuss how contracts get held up in legal on the SAASholes Revenue Operations Podcast Full Show: https://youtu.be/9MhlXl80fMI

#legal #contracts #shorts #revopswithanedge #revenueoperations #revenueoperationspodcast Jamie Carney and Pete Jansons get together after a board meeting and discuss how contracts get held up in legal on the SAASholes Revenue Operations Podcast Full Show: https://youtu.be/9MhlXl80fMI

#dealdesk #revopswithanedge #revenueoperations #ai #chatgpt Jamie Carney and Pete Jansons from the SAASholes Revenue Operations Podcast discuss the affects ChatGPT will have on the Deal Desk functions in the future Key Moments: 0:001:10 Show Start 3:00 Data Pattern Recognition 5:14 Contact/Legal Chat GPT 7:15 What typically gets red lined on contracts? 10:09 Lawyers hold things up 10:55 Legal AI Buyer vs legal AI Seller 11:15 Backlog at end of Quarter 12:05 Chat GPT First Line of defense then equilibrium of risk 12:40 Chat GPT going to aid inexperienced revenue operations departments 14:30 Deal Desk 15:00 2 common problems with deal desks 16:20 Who Budges Buyer or seller? 20:05 Human Override 21:40 2 years to equilibrium of risk 24:10 Deal Dek AI next Iteration 26:40 Top Things that hold up deals 27:46 Sandbagging

#chatgpt #revopswithanedge #revenueoperations #ai #linkedin #chatgptpodcast #revenueoperationspodcast #salesops #salespodcast #openai #ai Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations. In this short clip we talk about how most posts on linkedin are chat gpt generated and are poopy Main Clip: https://youtu.be/2owQ5JV2rf0

#chatgptpodcast #revopswithanedge #revenueoperationspodcast #salesops #salespodcast #openai #ai #seo #searchengineoptimization Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations. In this short clip we talk about how to use Chat GPT increase your SEO by 40% AND getting rid of your SEO Agency Main Clip: https://youtu.be/2owQ5JV2rf0

#chatgptpodcast #revopswithanedge #revenueoperationspodcast #salesops #salespodcast #openai #ai #jobsearch #recruitment Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations. In this short clip we talk about how to use Chat GPT to aid a job seeker in their job search Main Clip: https://youtu.be/2owQ5JV2rf0

#shorts #crash #shocking Here is a short clip showing what happens when a car rear ends a flat bed truck at various speeds. The 300 mile per hour one is insane

#chatgptpodcast #revopswithanedge #revenueoperationspodcast #salesops #salespodcast #openai #ai Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations. In this short clip we ask will ai in the future do the buying and selling? Avatar to Aatar? Main Clip: https://youtu.be/2owQ5JV2rf0

#revenueoperations #revenueoperationspodcast #revops #chatgpt #openai Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations Key Moments: 0:001:08 Show Start 2:11 Is Chat GPT Still open source? 4:00 Elon musk Bailed on Chat GPT when it became restricted and gated 5:47 Marcus Cauchi on Chat GPT and Sales 6:53 Build Compensation prompt 8:00 Jamie Carney Self Reported Data dilemma 9:19 Challenger Model Theory eyes of the customer 10:10 Panel of investors to poke holes and put data in gpt 10:47 How is revenue operations using chat gpt? 13:00 Chat GP is going to help sales enablement 13:37 Next Gen is Voice Editing 14:30 Temperature 15:39 LinkedIn posts are all chat gpt 16:17 Artificial Intelligence Selling to Artificial Intelligence 16:50 SDR BDR will disappear 17:45 Why or when would you add a BDR? 19:00 Using Chat GPT to design website to weed out non buyers views 20:00 Avatars selling to Avatars 21:45 Selling prompts how long will they be good for? 24:37 Recruiting GPT 27:55 1st Step is knowing what your good at 29:00 Colleges obsolete 37:22 Aligned 33:16 Marcus Cauchi Sales Prompt Podcast

Shawn Karol Sandy joins the SaasHoles Revenue Operations Podcast to discuss when is the right time is to terminate a mishire or a bad hire.

Other Topics Discussed: Ride the horses feed the lions and eliminate the dogs, Performance management, Growth Mindset, Business Communication, What is Organizational Gravity? Mistakes in Sales Structure,  Prequalify leads, FITFO, All Data Sucks

Shawn Karol Sandy is the Chief Revenue Officer of The Selling Agency (and all around NOT boring gal)

Unconventional times call for unconventional people.

Extraordinary results require not only extraordinary effort but more importantly, extraordinary insight, strategy, planning, and execution.

Shawn delivers a truly unique perspective having earned many titles: Market Director, Sales Manager, Operations Manager, Production Manager, Marketing Director, Development Director, Business Manager, Entrepreneur . . . She has conquered, redefined, and re-engineered these roles in multiple organizations – big, small, independent, non-profit – and in multiple industries – Media, Retail, Higher Education, and Corporate Real Estate. Her business, The Selling Agency, uses these experiences to create strong sales programs focused on Organization Selling and strategies that focus on the goal of every business – revenue growth.

Straightforward, practical, and perhaps more than slightly cheeky, her innate gift is helping people find new ways to solve old problems, unique ways to approach new problems, and helping businesses re-invent themselves and their sales strategies. With Bold and Brave thought leadership and Clear Action Plans, her impact on business is Measurable and Meaningful and will lead your sales revolution to growth and revenue goals.

With over 15 years of changing the game and leading the pack, here are some of the dynamic applications Shawn has brought to the businesses she has touched:

Created the “4 Building Blocks of a Selling Organization”

Developed “Organizational Gravity” – method of building competitive businesses

Innovative Approach to Reverse Engineer Sales and Marketing Relationships

High Impact Prospect and Client Target Methodology

Set NEW standards for Thought Leadership and Organizational Experiences

Implement New, Leaner Strategies to Efficiently Service Clients and Produce Deliverables

Coach the Brand Voice that is Strong, Differentiating and Penetrating and can be heard from each and every employee in the organization.

#revopswithanedge #revopspodcast #salespodcast #revenueoperations #sales #ai Geordie Wardman founder of Onestop Devshop is a Coraller of Software Developers and he joins Jamie Carney and Pete Jansons on the SAASholes Revenue Operations Podcast to chat about what happens if Chat GPT Sells To Chat GPT? Main Clip https://youtu.be/-k8fT0Elg2shttps://www.onestopdevshop.io/https://www.linkedin.com/in/geordiewardman/

#chaptgpt #apaca #standord #microsoft Geordie Wardman founder of Onestop Devshop is a Coraller of Software Developers and he joins Jamie Carney and Pete Jansons on the SAASholes Revenue Operations Podcast to chat about should a company build their own Artificial Intelligence and Chat GPT https://www.onestopdevshop.io/https://www.linkedin.com/in/geordiewardman/

Geordie Wardman founder of Onestop Devshop is a Coraller of Software Developers and he joins Jamie Carney and Pete Jansons on the SAASholes Revenue Operations Podcast to chat about how Artificial Intelligence and Chat GPT will affect future SAAS Projects and Developers

https://www.onestopdevshop.io/

https://www.linkedin.com/in/geordiewardman/

Key Moments:

0:00

1:15 Show Start

2:16 Different Levels of SAAS investors 1-5-10 Million

4:00 Founders Given Leeway From Investors

5:05 Silent isn't silent when things go south

5:58 Advice on Taking Investors on with Safe Agreement

6;45 Bool recommendation Slicing the Pie

8:22 Series A Investors and Friends and Family

8:51 What is the most rounds of series investors?

9:19 500 Investors means you have to do IPO

9:33 Fremium and Chat GPT

10:22 Use Chat GPT To Write Code

12:22 Chat GPT will get you 80% of the way there on Coding

12:57 Chat GPT is the ultimate Fremium Play

13:34 Will This Cost Coders their jobs?

15:17 Graphic Design Chat GPT Impact

15:25 Upwork, Fivr, Freelancer.com will be affected by Chat GPT

15:48 Midjourney Discord Server for Graphics

16:06 What will be the new jobs for developers?

17:25 Notion.so

18:41 Do you really have to do the grunt work to be a specialist?

21:57 What is going to happen to Software Developers and IT Departments?

22:14 Stanford IPACA

24:00 Is Chat GPT Open or Closed Proft or Non Profit with Microsoft Investment?

25:30 If Data is the New oil then Chat GPT is the Distillery

28:15 Elon Musk wants the Government to Regulate Artificial Intelligence

29:00 Critical Thinking at the Board Level

29:23 Boards are too involved 2nd guessing to the point it is hard to function

30:03 What do Board Members Make?

31:08 Do We Need Sales People Anymore?

32:28 Sales is always important at the Enterprise Level

33:06 99% of Businesses are Small businesses will SME Sales Teams be affected by Chat GPT?

36:30 Buyer/Seller AI buying from AI Selling

38:30 what does the next 5 years look like in SAAS?

40:08 What classes should kids take in college now?

41:00 why do we need schools?

42:18 Getting a General Degree means you will have a career in sales : )

43:24 You Tube Education with Proctor to verify

#revopswithanedge #revops #revopspodcast #salesops #salesopspodcast Jamie Carney and Pete Jansons talk Rev Ops Shop on the Revenue Operations Podcast SAASholes. In this episode the boys discuss how ChatGPT AI will affect business development reps Key Moments: 0:001:08 Show Start 2:02 Chat GPT 4:50 chat GPT and BDR's Business Development Reps 6:10 Chat gpt and marketing 8:28 Ethos, Logos and Pathos 8:44 Carney Starting Up a BDR Team 11:10 BDR's don't belong in sales anymore 12:27 BDR's are just admins for Account Executives? 13:10 What is the goal of a BDR? 14:40 Product Led Growth 16:20 Marketing Wastes Time Trying To Be Perfect 18:00 Point of no return Human Leads vs Marketing Leads 19:30 Sales Enablement 21:00 Chat Bot Early Days with Pete Jansons 23:00 Pipeline Multipliers 24:29 Territory design opportunity 25:25 Value of Consultants 27:54 Who do you call first? 29:10 Intent 31:24 Catch someone before they are looking for your product 33:00 Is Video Critical? 37:20 Chat GPT only gives 80% how do you find the other 20? 40:20 Reps future compensation

#revopswithanedge #revenueoperations #fractionalleader #sales Dustin Rippetoe joins Pete Jansons on the SAASholes Revenue Operations Podcast to talk Revenue and Sales Operations Show Dustin has no easy handles, but trusted peers have described him interchangeably as a GTM philosopher or GTM special operator. He has extensive coaching, small business, and startup experience that he loves to leverage to move individuals and teams closer to flourishing. In 2018, Dustin went into kidney failure twice, had a stroke, sold a business after 20 years, got his MBA, moved across the state with a four-year-old "and” started in Tech sales. Dustin is a strategic advisor and fractional sales leader and has recently moved into an E-Commerce Strategist role at OrderProtection.com. He is always open to passionately discussing human flourishing, tribe building, and "alchemizing high-pressure into high-performance." You catch him easiest on LinkedIn or Medium (nowgrow). Key Moments: 0:001:21 Show Start 1:40 Dustin Rippetoe Background 4:46 Dialysis 5:52 Reslilency 6:50 Tech Learnings Know your investors and board theater 8:36 How to get rid of midlevel managers 9:40 Guesses on where Chat GPT is going 1100 Meta Skills SDR's BDR's where do they belong? 12:35 Asking right questions ie prompt engineer 13:20 Most Important metric 14:07 Good product Bad Salespeople? 15:14 Theory of constraint 15:40 Investor Influence 17:20 Winners win down managing 18:06 What does winning really mean?? 19:42 Why dont we just pay a salary and eliminate variable comp 20:12 Sales Spiffs Suck!!! 21:16 What are the metrics you want from your sales people? 22:05 20/30/40 year olds listen up 22:50 Tech Learnings 24:50 What is the magic number of years to stay at a company? 22:50 Is job hopping a thing? 26:23 Artificial Intelligence affects 27:04 What is orderprotectoon.com? 29:14 SDR BDR and Artificial Intelligence 30:05 Death of @Linkedin @salesforce ad @hubspot 33:39 Nothing better that role playing for SDR BDR 34:10 Midlevel Leaders Heads up 35:10 All Tech is faced with managing people and enabling them to flourish 36:30 Investors/Founders need to critically think "Im Broke Help Me!"

#chatGPT #ai #saas #data #revopswithanedge Jamie Carney, John Ream and Pete Jansons discuss on the revenue operations podcast SAASholes how ChatGPT and AI will play a role in the data revolution to enhance the offerings of current SAAS companies like @people-ai Key Moments: 0:001:13 Show Start Guest John Ream Enterprise Solution Engineer at People.ai 2:23 People AI Show with Marcus Cauchi 3:01 Prompt Engineering 4:35 People.ai Screen Share Start 5:50 NRR Net Recurring Revenue 7:45 Hyper Focus Account View 8:06 BLAH BLAH Pipeline Action and Why You Should Care 8:49 Midlevel Marketing/Business Development Reps will be impacted by AI and ChatGPT 10:28 Next Level Steps with Artificial Inteligence 11:10 Potentializer and what are the best accounts to call 13:56 Using Artificial Intelligence for One On One Meetings 16:18 Make Your Own Chat GPT like Stanford and Apaca 17:42 Quotas 17:59 C Level Critical Thinking 18:30 Artificial Intelligence in negotiations using as demonstrations in role play 20:20 BS of cadence/forecast meetings/likely to close 21:20 Leadership 23:30 Sales Enablement can use to determine if rep is ready to advance in career 24:40 Chat was originally used to eliminate low value recurring activities 25:05 what is the first thing a company should use AI Chat GPT for? 26:40 Human Element 29:40 Future of Sales Leadership 30:00 Human Element part 2 Assessment/recruiting with ai 31:40 Winners Win Losers Lose 33:12 Differentiation 33:40 How Many Should make quota? 34:30 What are the products i need? 35:45 Future of Business 36:10 PLG Product Led Growth 39:10 Predictable Sources of Revenue 42:10 Chief Prompt Engineer

#revopswithanedge #revops #chatgpt #ai

Pete Jansons and Jamie Carney on the Revenue Operations Podcast SAASholes discuss ChatGPT and its affect on future staffing needs.

Key Moments

0:00

1:14 Show Start

1:40 What's Going on out there with the recession

2:39 What happened with the Silicon Valley bank bust?

5:17 FDIC

7:10 Warren Buffett

9:00 Burn Rate

11:00 Chat GPT Disruptor Layoffs?

12:20 Stanford Abaca AI

13:50 Chat Bot Creation

16:00 Where is Chat GPT coming up short?

18:50 GPT Plusses ie reduce outsourcing

19:40 BDR Role goes back to marketing budget

22:50 Innovation Coders

23:50 People.ai GPT use

25:00 Data Revolution

26:50 Graphics

28:00 Consultants affected

28:10 Revenue Operations Future

31:30 Microsoft Excel LinkedIn vs Sales Force

33:50 Outreach

#revopswithanedge #revenueoperations #chatgpt #revops

Fraser Hays Founder itstacksup.com joins Pete Jansons on the SAASholes Revenue Operations Podcast to discuss the many ways ChatGPT will affect businesses

https://itstacksup.com/

https://www.linkedin.com/in/martech-keynote-speaker-coach/

Key Moments:

0:00

1:40 Show Start it Stacks up Overview

2:06 BDE Complex

2:30 Marketing isn’t working who is to blame?

2:55 On Point On Fire

3:58 Chat GPT Uses

5:03 Stax GPT

5:39 6 key areas

6:40 How to avoid copyright

7:38 AI Copyright checkers

8:06 Marcom Example

10:47 Everyones problems fall into 4 areas

12:50 Marketing affects

15:22 Copying websites

15:47 Prompt Engineers

17:47 % affect on future headcounts

18:19 Tech Revolution

20:13 Task/Skill Gap use for GPT

20:55 Top 3 Things that Chat GPT can do for businesses

22:19 GPT and Marketing uses

23:05 RevOps Uses?

24:39 Crystal Ball Guesses 3-5 years out

26:28 Screen Share Stax

39:02 Critical Thinking

40:30 Pinkware

#chatgpt #revopswithanedge #revops #sale #marketing #aimbotfreefire   Marcus Cauchi and Pete Jansons discuss how ChaptGPT will disrupt sales and marketing. Watch Marcus Cauchi and Pete Jansons do a ChatGPT screen share coming up with various ways it can aid sales and marketing teams

#CEOlife #CEO #revopswithanedge #revenueoperations #revopspodcast #revenueoperationspodcast

CEO veteran Peter Messana comes on the SAASholes Revenue Operations Podcast with Jason Ferrara Jamie Carney and Pete Jansons to talk about the plusses and minuses of CEO Life

0:00

1:22 Shout Outs

2:30 Maxwell Peter Jansons 30th Birthday

2:44 Show Start

4:02 Thoughts On Kickoffs

4:30 benefits to kickoffs

5:39 January/Rule 78

6:56 Virtual Kickoff thoughts

7:34 How many days should kickoff be?

7:49 Kickoff surveys(how do you know It was worth it?)

9:26 March 1st quota survey update

10:00 Carney “I Know what quotas are but I’m scared to deliver them”

10:19 Transparency/Overassign/wiggle room on quotas

11:15 CEO and Front line Sales Manager have same risk LOLOLOL

11:44 CEO gets a number then what happens?

13:16 Peter hit all his numbers in case a hiring board is listening!

13:25 What the board wants and what the business is capable of doing are two different things

13:37 How valuable are board members?

14:02 What is a board good for?

14:33 Bad part of a board is that they over simplify things

15:30 Socialization of numbers between CEO and board members

16:20 Is Chat GPT the new board?

17:06 Where do Board Members come from?

18:00 For Private Equity the Chief Financial Officer is most important

19:30 Salesforce Benioff example

20:20 Know the money

21:05 Is Sales Too Complicated?

22:17 Look Out For Layers when it comes to layoffs in 2023 who is working versus who is managing work

23:10 How Many people can one leader handle?

24:07 Single Point Of Failure

25:40 Are we coming out of a recession? Rehiring

26:28 We are slower at adding back employees then we are at cutting them away

27:35 Recessions aren’t long enough that you should be cutting away sales and marketing people

29:14 Things have been complicated in sales in order to predict revenue. Right?

29:30 Why are layoffs a surprise to people? Where is the transparency?

31:11 Employees today have never been through a down turn

32:20 Differentiation, non sales and bonus

33:42 Quadrant Rankings

34:20 Should people know they are in the bottom 10 percent?

36:22 CEO life.. What is the Cycle like to get a new CEO gig?

38:48 No acquiring board should keep the current CEO

40:40 Time plan for the new CEO to make moves to get own team in place

42:46 How do you instill policy of customer first?

46:30 What is one thing you wish you would have known before you became a CEO

48:17 Rank The Board Room Importance

49:40 CEO #1 role is to shield the company from the board members

50:24 Take out board members for drink

50:52 Private Equity doesn’t make a move till after 3 years

51:27 CEO LIFE question - Taxation advice ask where the company is in the cycle

#revopswithanedge #revenueoperations #marketing #peterwheeler

J Peter Wheeler Is an innovator, proud failpreneur, strategic marketer, process improver, and sales enabler driving positive impact. Peter joins Pete Jansons on the Revenue Operations Podcast The SAASHoles to discuss Product Led Marketing as well as the the following:

0:00

1:53 Shout Outs

2:46 Show Start

2:50 pitchslap.org

3:32 goodchat.org

5:02 Spam Calls

6:41 Hey Good Chat

9:00 2023 Challenges how can we can get more money from current customers

9:48 Peter start in the Car Industry

10:40 What goes on in the back groom of car sales manager?

11:48 Carmax and Tesla Example

12:20 SAAS/Car Industry Analogy Platform

13:00 Product Led Growth

13:58 BDR calling you right after a web visit

14:30 Reverse Churn

15:58 Right Formula for Product Led Growth

17:18 Canva PLG/Fremium example

19:05 Bolt on Pricing versus tiers

22:27 Do you let people out of deals?

24:22 Free book whencoffeeandkalecompete.com/ Don't do annoying things when selling, create a relationship first

26:00 Trust with Prospect in order to give you data to show your product is worth it

27:20 Stop pushing features when selling/Use Product Led Growth

28:00 Old School Sales

28:50 What feedback are you looking for?

30:40 Kenneth Ward Selling sustainably 4 tiers of customers educarmag.com/business/sales/sales-introduction/

31:50 Product Led Growth Structure

32:33 Commercially Supported Open Source

34:37 3 Year Contract Risk

35:22 Building The Journey

35:45 STOP CALLING YOUR CUSTOMER A PARTNER

37:29 Have we made sales too complicated? Trauma Destroys Trust!

41:00 Things getting Simpler

42:20 It's a crummy employment environment

43:18 Jobs To Be Done/Peter Wheeler current role

44:31 Peter Wheeler marketing experience working with DOLBY Sound

47:00 We are dropping the ball

#revopswithanedge #revenueoperations #revops 

Key Moments

0:00

0:50 Shout Outs

2:42 Show Start

3:30 Outmatch and harver over view

4:56 CRO from CSO Evolution

5:48 Customer Success

6:20 Difference CRO and CSO

6:44 marketing

8:00 Job Structures

10:40 Who Develops Strategy

14:03 Sales reps Quota too high what happens

14:29 61% It's mid q1 Companies havent given out sales quota yet 

16:00 3 strategies for quota over assign

17:34 Why arent quotas given out?

18:55 Culture

19:00 Salesforce Layoffs

19:30 Pay Sales Salary?

21:30 Change to fiscal year then will quotas go out?

23:00 Is Throwing deals over the fence the best thing for customers?

24:28 How To Transition form Revenue to Profit Busines Model

26:00 Incentive Alignment is Commission/Salary Ratio Right?

28:10 Most Comp Plans Provide unintended behaviors

28:40 How To Build a team that cares

30:00 Founders fall into trap of not being transperant with bad news

35:00 How to combine cultures in merger

36:40 Acquiring Company Attitude

37:22 Shouldnt Mission Statement and Values guide culture?

38:46 Do companies do reviews anymore?

38:55 KPI are backward looking

40:00 how to bring everyone along for the ride

44:00 Revenue to Profit how do you sell it to investors

45:00 Investor and Leadership relationships

46:38 Over assignment Are we really in this together?

47:30 History of Over assignment

49:00 Company wide problem

51:00 harver technology benefits

53:38 What is difference between corporate and consumer marketing?

#revenueoperations #revopswithanedge #saas 

Brent Keltner, Ph.D. is founder and President of Winalytics LLC and author of The Revenue Acceleration Playbook. Brent joins Jason Ferrara, Marcus Cauchi and Pete Jansons on the SAASholes Revenue Operations Podcast to talk Revenue Operations Best Practices

Key Moments:

0:00

3:09 Show Start

3:34 Brent Keltner Linkedin Post

4:02 Sales/CS/Marketing are all different animals

4:29 How do you tell someone their baby is ugly

6:00 Do Most CEO’s know this but just don’t want to deal with it?

6:10 Rule of thirds

6:34 Whats the payoff for org without this strife?

7:04 Gartner Study Lifestyle Personalization

8:25 2 Biggest Blockers

9:34 How can marketing work with customer service, sales and product to create an efficient buyers journey message

10:00 Content and Alignment

10:40 Reference to Bill Mahoney Episode

12:21 ABC Fitness

13:09 Value Plays and Brand Promise

15:37 Ways our brains are wired

16:04 3 Mindset Problems CEO must overcome

16:22 Customer is the source of all truth

16:42 How do you accelerate revenue in a decelerating environment

18:26 Steps to bring buyers in

18:47 Can your buyer see themselves on you website

19:20 Organize your website to personalize to different buyer segments

19:50 What are value plays?

20:09 2023 people are anxious how do you get them to chillax?

21:20 How do you get closer to your customer?

23:14 What is the data we should be getting from current customers?

24:20 Leadership and customer alignment problem

24:50 Customer vs Prospect

25:46 Strategic Customer Service

26:06 Hilary Riley brings in Customer Service to Closing Meetings

26:47 complexity of sales org has exploded

27:45 is it over complicated?

28:40 Up to 30-40 Million Rev CEO Should Own Revenue Responsibility

29:03 Biggest mistake company’s make to scale revenue is to hire Chief Revenue Officer

30:00 When does founder stop being responsible for revenue?

32:16 Overcomplicating

33:00 Investors Influence

33:29 What percentage of VS’s fail?

34:20 Investors buy predictable revenue streams not people

34:55 Brent Keltners Career Progression Story

36:10 SAASholes Survey 60% company’s still have not given out annual quotas

38:00 Why are company’s giving out quotas so late every year?

38:20 Salary vs Commissions

38:40 Leadership Sucks

39:35 Goal Posts keep changing

40:07 Company Valuation is more important than people

41:28 Top Performers will always be top performers

43:16 Dirty Secret of Sales Teachings

44:00 BLSA London School Of Economics Study Efficiency Command Control management vs Operational Coaching

46:23 Value of Authentic Conversations

50:00 Inspection is about buyer journey not seller journey

Brent Keltner, Ph.D. is founder and President of Winalytics LLC and author of The Revenue Acceleration Playbook.  Brent created Winalytics method to help clients reach their top growth potential by shifting from product driven selling to value-driven go-to-market strategies.

Brent brings to the role more than a decade of experience as a revenue leader in enterprise to early stage companies and ten years as a Ph.D. social scientist at Stanford and the RAND Corporation.  Brent’s clients have included Ascend Learning, Credo Reference, DealerRater, Lexmark, Mursion, Ready Education, True Fit, and Verisk Analytics.

#saas #revops #revopswithanedge #revenueoperations

Alex Theuma CEO and Founder of SaaStock joins Pete Jansons and Jamie Carney of the SAASholes Revenue Operations Podcast to give an update on the SAAStock show coming to Austin

After 11 years of sales experience in IT, Telecoms & Cloud, Alex Theuma started a blog on SaaS called SaaScribe. This soon caught on and he built a powerful network across the SaaS founder and investor community. The blog soon led to the creation of the first ever podcast on B2B SaaS, called The SaaS Revolution show, and that led to the first exclusively SaaS themed meetups in London, Dublin and Berlin.

That was 2016 and since then SaaStock has grown to be the biggest B2B SaaS Conference in Europe with five major conferences a year in five countries and many more local events.

As an entrepreneur Alex Theuma knows the value of shared knowledge from those in a similar sector so it's his mission to share the newest ideas and connect the brightest minds in SaaS so everyone can benefit.

https://www.saastock.com/

https://www.saastock.com/founder-membership/

https://www.linkedin.com/in/alextheuma/

Chapters:

0:00

1:43 Shout Outs

3:38 Alex Theuma Interview

4:30 SaaStock

4:43 SaaStock Austin

5:35 What is SaaStock?

6:42 David Cancel Drift Speaker Dublin

7:06 Chargify

7:14 Chris Cochran Founder Chargify

8:02 Alex Theuma Role at SaaStock

8:46 1st SaaStock Show Story

9:44 How did SaaStock Start and Grow?

12:04 Podcast Beginning

12:20 Mark Roberge Podcast

14:13 Selling: What is the Value to clients of SaaStock?

14:45 2 customer types

17:44 Chart Mogul

18:20 Profitwell

18:27 Patrick Campbell

18:46 Austin Show will increase NA exposure Velocity Global, Outreach and Zoom Info

19:57 Cap Chase

25:25 Recession Proofing Ideas for your business

25:24 Time to Close Rate

26:29 Taking Away the things from Sales Teams that are preventing them from selling

27:13 End of Day Sales Huddles

27:45 Do too many meetings create negative environments?

28:58 Does a leader jumping on every call with a rep create fear In rough times?

29:29 Get rid of Cadence Calls

30:00 Hubspot Example

30:32 Carney Doesn’t like Forecast Calls

31:38 Sales Force Layoffs

32:15 Is Hubspot eating SalesForce’s Lunch?

33:53 Marc Benioff getting advice from Will.I.AM

34:32 Docusign, SalesForce who is next?

35:06 Hoppin Example

35:49 Shopify Example

36:12 Elon Musk Warning

36:35 Dealing with companies backing out of deals

36:50 Sequoia Capital Warning to its Founders

38:41 SAASTR, Web Summit competitors

39:07 What Re the Earnings Multiples like out there?

41:40 Profitwell Patrick Campbell

42:38 Declining multiples good for VC

43:39 Lot of VC’s Struggling

44:20 Rule of 40, ARR, GRR and NRR?

46:53 Passion

46:54 What is SaaStock Founder Membership?

50:54 Godard Abel CEO G2

#revopswithanedge #revops #revenueoperations 

Moeed Amin CEO Founder Proverbial Door and Host Persuasion Lab Podcast joins Pete Jansons on the SAASholes Revenue Operations Podcast to talk SAAS and Financials.

Chapters

0:00

1:44 Shout Outs

2:37 Pre Show Nerd out NeuroScience Chat

8:10 What is Proverbial Door?

9:21 Early Days of SAAS

11:54 What is SaaS?

15:27 How did "3 Year Deals" become a thing for Moeed?

12:10 An SDR Shouldn't be talking 3 year deals with Prospect

18:02 2023 Rough Times Dealing with Discounts and Cancels on long term deals

19:38 Perceived Risk Versus Actual Risk

21:38 Will Your Champion Stick their neck on the line for you?

22:45 Risk and Business Cycle

24:11 Promotion Optimizations are the 2nd Biggest Line Item

25:05 Capitalizing on Key Customer Moments

26:28 Founder Key Moments, If I want to scale my sales team what do i do first? Hire a CRO??

28:19 New Grad Advice to research which company to work for in sales

29:40 Look at Liquidity ratio

29:50 Balance Sheet

30:01 Current Assets/Fixed Assets

30:47 Can the company service their debts?

30:52 Cash Statement

31:15 Revenue Growth of the Business

31:24 Growing Compared to their Industry? Compound Annual Growth Rate

32:16 SG&A Sales General Admiration (How Much is a company investing in sales and marketing)

32:53 Cost to Acquire New Customer/Lifetime Value of a Customer

34:58 Can a Founder Make it through the business lifecycle of a business

36:40 Benioff and Salesforce Can he withstand the challenge to his leadership?

43:45 If You Choose the wrong investor it will be worse than having the money that you want

45:05 Dual CEO's Salesforce/Netflix What happens when one leaves

https://www.linkedin.com/in/moeedamin/

https://persuasionlab.podbean.com/

Moeed Bio https://www.proverbialdoor.com/about-us

I was never a natural-born seller. In fact, I had to resign from my first sales job before they were going to fire me; even though I had helped close a £1M deal. 

I then joined another company. Then the 2008 crash happened.

 I questioned all my life’s choices. It was a dark time. I could hear the judgement from my parents. Sales was not considered a profession and I didn’t know anyone who was a successful seller.

Then, something happened that changed everything.

I was tidying my bookshelf when a book fell on my head. It was an old behavioural neuroscience textbook from my university degree. I stared at this book and realised that I was approaching sales the wrong way round. 

I went back deep into my neuroscience training. I re-learned the neuroscience behind human behaviour. I re-learned the WHY and HOW for how we make decisions.

From then on my life completely changed. My sales results exploded. I achieved almost 300% of my annual target in 2009 while everyone else was struggling.

I became a specialist in selling to C-Level executives in $1B+ companies. 

In the last 15 years I have interviewed over 428 buyers across 10 industries, 9 functional areas and 3 seniority levels, including CxOs.

All of my Neuroscience knowledge, 20 years of sales experience, extensive interviews and research with buyers, plus my involvement with top-renowned sales researchers like Matt Dixon have been distilled into one of the most powerful sales training and advisory programs in the world.

#revopswithanedge #revenueoperations #pricing 

Tim J Smith comes on the SAASholes Revenue Operations Podcast Because he had nothing else to do

But, what he had to do dealt with....

Pricing elasticity

Pricing Inelasticity

Price Gouging

https://www.linkedin.com/in/drwiglaf/

#revenueoperations #hype #marketing 

 Michael F Schein Author of the Hype Handbook joins the SAASholes Revenue Podcast to discuss his book "The Hype Handbook" and in the opening clip he tells Pete Jansons and Marcus Cauchi his definition of Hype

Other Topics:

Punk Rock, the Act, Sex Pistols, Sonic Youth, Definition of Hype,  Secret Societies, Van Bismark, Dress who you want to be, Gary Vanderchuck, We are all in Sales, We are all performers, Negative Bias, Social Dilemma, juice guru institute, meet me in the bathroom,  Hip Hop Hype, Tupac, Biggie, The Colonel 

https://microfamemedia.com/

https://michaelfschein.com/bio/

Michael F Schein Bio:

He is the author of The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers (McGraw Hill, January 12, 2021).

His articles have appeared in Fortune, Forbes, Inc., Huffington Post, and Psychology Today..

He speaks to international audiences spanning from the northeastern United States to the southeastern coast of China.

As founder and president of marketing agency MicroFame Media, he has launched campaigns and created content for companies including eBay, Magento, The Medici Group, University of Pennsylvania, Gordon College, University of California Irvine, United Methodist Publishing House, Ricoh, LinkedIn, and Citrix.

He has also recently begun practice the martial art Wing Chun, giving him yet another similarity with Robert Downey, Jr.

#revopswithanedge #revops #revopspodcast

Bill Mahoney the Chief Customer Officer at Comply joins the SAASholes Revenue Operations Podcast with Jason Ferrara and Pete Jansons.

In the opening clip Bill Mahoney talks about one of the things to watch out for in 2023 is Customers wanting to down grade our break their contracts

Other Topics discussed:

When Did Customer Service turn into Customer Success

What Does a Chief Customer Officer do?

How do you compensate a Customer Success Team?

Customer Trouble Tickets are the foundation

Voice of the Customer

Evolution of Customer Success ever the last 20 years

Success People are Teachers and helpers

Customers are looking for cost certainty in uncertain times

Who speaks 2nd in the Board Room?

How does marketing and success work together?

https://www.comply.com/

https://www.comply.com/leadership

#sales #revopswithanedge #revops 

Marcus Cauchi, Jason Ferrara and Pete Jansons from the SAASholes Revenue Operations discuss how prospects are being interrupted in their journey with a demonstration of a product that they dont know that the need

Other Topics: Larger Company Layoffs, Surveys, Net Promoter Scores, Marketing in Q1 2023, How to Understand a customer, Buyers make time for Sellers when they realize they have a problem, Customer Success Teams, Why do managers make things more difficult for sellers,  40% of Survey respondants said that they do not expect to receive their quota by Feb 1, Best Marketing for Prospects is Information without Call to Action, Jobs to be done theory, Bob Masters Buyers Journey Model, Demo is the last step of the journey not the first, $92 is spent acquiring a customer but $1 is spent keeping them

#revopswithanedge #revenueoperations #sales #quota 

Jamie Carney and Pete Jansons from the SAASholes Revenue Operations Podcast wind down 2022 and discuss what you should be watching out for in January and February of 2023

Other Topics: Will people quit after they get their 2022 Year End Bonus on Jan 31? Update Your Linkedin Profile each month, Will you have your quota by Jan 31? How often can you hop around to different companies before you labled negatively? Start Up vs Grown Up Companies in 2023, What's your story time story for 2023?

#malort #revopswithanedge #revenueoperations 

Brad Smith Co-Founder and Ceo of Sonar Software (Change intelligence platform for operations team) joins the SAASholes Revenue Operations Podcast with Jason Ferrara, Jamie Carney and Pete Jansons to discuss how Sonar can make a CRO's/Ops team more efficient. Don't Pull that plug till you sign up with Brad Smith and Sonar!

Other Topics Discussed:

Chief Cadence Officer? Chief Hoodie Officer? Sales Force CRM, Marc Benioff, Should the Board Room and the Sales Floor have the same Revenue Number?, Notre Dame sucks, Sales Compensation, OKR, Operations should be binary just get shit done, Intentionality, People are less effective in the office than at there home office, Kickoffs do them or not? Everyone should know what the board number is so there is integrity,  What are the KPI's to determine if someone can work from home?, What headcount do you need to have a Chief Revenue Officer?, WTF is a Chief Revenue Officer?, Buy don't build? Steiner Math Problem,  Intuit and Mail Chimp WTF is that?

#revopswithanedge #revenueoperations #culture 

Aaron Schmookler Co-Founder of The Yes Works joins the SAASholes Revenue Operations Podcast with Jason Ferrara, Pete Jansons and Marcus Cauchi to discuss Culture and how headcount can affect it.

Other Topics Discussed: What Is culture? What is a Culture Engineer? Managers Create Culture? Leaders East Last Simon Sinek, Need to Condition People to Challenge Authority, Low Challenge High Support? High Challenge Low Support?, Galloping Gertie, Microclimate, your next headcount hire can affect culture, When do you bring in HR, HR is not responsible for culture but they can ruin it, values mission statement, Culture is Visceral, Differntiation and Jack Welch 20-70-10, How to give feedback and what time frame, Bicycle Principal, Specific Feedback, Managers should be spending 80% of their time with their people, Dan Pink, Alfie Kohn, Compensation Sales and Non Sales, High Challenge High Support, Companies that dont have systems for managing people, How Do You manage People? Adam Grant Give and take,

https://www.theyesworks.com/the-blog/ 

https://www.theyesworks.com/podcast/ 

https://twitter.com/theyesworks

https://www.instagram.com/the_yes_works/?hl=en 

Aaron Schmookler,the yes works,pete jansons,marcus cauchi,jason ferrera,culture,how does headcount affect company culture,how can you measure company culture,company culture,revenue operations podcast,sales operations podcast,saasholes podcast,organizational culture,corporate culture,revenue operations,sales operations,human resources,organisational culture,what is organizational culture,organizational culture model,organizational culture theory

#quota #revopswithanedge #revenueoperations   Pete Jansons and Marcus Cauchi from the SAASholes Revenue Operations Podcast discuss their Survey of its Watchers and Listeners regarding whether Over Assignment of Quota should be done at Sales Organizations.

#quota #sales #revopswithanedge 

The SAASholes Revenue Operations Podcast featuring Marcus Cauchi, Jamie Carney and Pete Jansons discuss why the Sales Team can't share the same Sales Target as the CEO

Other Topics Discussed: Pay at Risk, Sales Bonus, People Don't fear change they fear uncertainty, What is the latest you should be giving out an annual quota? 50% of managers suffering from mental health issues, how many hours should a sales person work each week? Sales leaders should fight back on accepting a sales target unreachable, FOMO Fear of missing out, relationship selling, price is law, Sales Mid Wife Story Time, Recruiting, It's not training its learning, sales enablement, Job to be done theory, sales force for good, Diverse teams are good, What to do in order to get to quota with time running out, Flocking and Sales Training

With over $100M sold, funded and impacted - Mike Builds, Fixes, or Coaches profitable sales orgs in 90 days at software companies who don’t have a dedicated head of sales.  The difference with Mike is he’s built a playbook that is immediate, repeatable, and real for selling in 2023, which is why he has over 10M views on social media. Large companies like John Deere, Snowflake, and ADP have seen 20% lifts in win rates from Mike’s training and small companies like Bright Order and Milestone C have seen over $300k in revenue within 90 days of working together - why not you?

#revopswithanedge #revops #saleshacks #notaboutme

Carole Mahoney joins the SAASholes Revenue Operations Podcast with Pete Jansons to discuss Sales and Leadership Hacks. In the opening scene Carole talks about what it means to be a buyer first seller.

Other Topics discussed on the revops with an edge podcast. Using the mind to help people lead and sell better, neuroscience in sales, sales therapist, mindsets that get in the way of success, supportive beliefs, DNA, Managing Emotions, Emotionally Involved, How you buy, How you Sell, Sales is a Mind Game, Self Concept,  Can you teach Motivation or do you have to recruit it?, It's not about me and the tshirt carole mahoney is wearing, Robin Dreeke Book, what is the first thing Carole fixes when she is hired to help a company? What are the top 3 processes to implement at a company that doesnt have any?, Buyer Journey Process, Selling Process, Coaching Process, Budget Cuts,  What makes a good rep? Smart Sizing Tool, Feedback Scenario, #gallup First Break all the rules #q12, Net Promoter Score, How often should you give feedback? Dunning and Kruger effect, New Leaders, How long do you let a non believer stay on in a turn around situation?, Communication Plan, PIPS performance improvement Plan, When should you give a PIP? How do you get Manager Buy in?

Carole Mahoney Author of the upcoming book Buyer First, Carole has been called the “Sales Therapist” by a Harvard Business School professor where she coaches on sales for their Entrepreneurial MBA program.

She is also the President of the AA-ISP Boston Chapter, been named as a top sales influencer by LinkedIn and Sales Hacker, and voted a top sales coach by Ambition.

As the founder of Unbound Growth, she uses sales specific data gathered from over 2.2 million sales professionals to determine what it takes to be a great seller or leader, and combines that with the behavioral research of how we change behaviors.

Todd Caponi

#revopswithanedge #revops #strategicplanning 

2 months left in 2022 and its been a rough year. Jamie Carney from the SAASholes Revenue Operations Podcast says that 2022 has been the worst year hes seen in financial planning ever. Jason Ferrara from the SAASholes revops podcast represents the Marketing side of things and we get to watch his budget getting cut Again. Pete Jansons represents Sales and just witnesses the Show and figures how he can sell his troops on from what comes out of the board room strategic planning for 2023

#saas #SaaStr #revopswithanedge #revops #sales   Bryan Elsesser VP Sales at SaaStr joins Pete Jansons on the Revenue Operations Podcast SAASholes to talk Revenue Operations and Sales Operations. SaaStr just had their "SAASTR ANNUAL 2022: THE WORLD’S #1 CLOUD GATHERING SEPTEMBER 13TH-15TH | SF BAY AREA" and it was a success  Bryan Elsesser gives us a hint of what to expect in SAASTR EUROPA 2022.  saastr 2022 software as a service jason lemkin micro saas

#SeriesA #sales #businessdevelopment #bizdev

Max Altschuler joined the SAASholes RevOps Podcast to talk about what a Pitch Deck Should look Like if your going to sell your company, or try to sell your product. Max Joins Pete Jansons, Jason Ferrara and Jamie Carney on the SAASholes Revenue Operations podcast and the show is fo sho Informational

Leigh was closing regularly and hitting targets with ease. Life was good, and She had worked extremely hard to get there. Then She was promoted to Sales Manager and EVERYTHING changed…

It didn’t matter how good She was at selling (and She was good), that didn’t help her when it came to leading her sales team.

She struggled. And they struggled.

Even when She told them exactly what to do and how to do it. It didn’t work.

She tried showing them, coaching them and even created checklists to make it easier.

No matter how hard She tried her team was inconsistent…some months great and other months way off their targets.

Nothing seemed to work. And it was SO FRUSTRATING!!!

Her reputation was on the line…and if it continued, She knew She would be sitting in front of my boss defending herself on why they were underperforming.

Me? Defending myself for underperformance…I couldn’t believe it.

After years of trial and error, practice and rigorous testing…I finally figured it out.

I discovered exactly why some sales teams succeed and others don’t. And why some leaders flourish whilst others stagnate. I uncovered what really holds people back – and what to do about it.

Since then I’ve helped thousands of sales teams consistently hit and beat their targets…and become happier in the process.

I’ve helped hundreds of sales leaders fix the very same sales leadership challenges I’d overcome early on in my own journey.

#alexlow #pitchslap #revopswithanedge #sales #linkedin 

Alex Low comes on the SAASholes RevOps Podcast to Join Pete Jansons and Jamie Carney to talk Revenue Operations, Sales Operations, offer Linkedin learning and linked in tips. In the opening salvo Alex Low tells Pete Jansons what a Linkedin Pitch Slap is.  What is a Pitch Slap? 

Alex Low is the Host of the Podcast "Death of a Salesman" Other topics discussed on the SAASholes Revenue Operations Podcast: Tom Goodwin, Brent Adamson, Jeff Lowe, Unified Commercial Engine, Marcus Cauchi, Linkedin Sales Navigator, Salesforce, The Top 3 Tips how to use Linkedin Properly, Jerry Hill Connect and Sell, Pay At Risk should sales people be paid just a salary, The value of Podcasting

SAASholes not only has an industry recognized RevOps podcast but they also have a "Corporate Rock" Cover band to play your next company event!

Kendra Lee Founder of KLA Group discusses what the top 3 attributes of a New Logos Sales Person are

After starting her sales career in accounting with IBM, Kendra Lee founded KLA Group on the philosophy that sales is not an art; it can be learned. Early in her career, Kendra beat the odds in a territory set up to fail, then went on to do it again and again. She and the experts at KLA Group bring this perseverance and tenacity to their work with clients.

#JobBoardDoctor #JeffDickey-Chasins #indeed.com #revopswithanedge 

The Job Board Doctor is Jeff Dickey-Chasins and he joins the SAASholes Revenue Operations Podcast with Pete Jansons and Jamie Carney to discuss who will knock off Indeed.com as the #1 Job Board

The Job Board Doctor is Jeff Dickey-Chasins, a job board consultant and veteran of the job board, publishing, and e-learning industries. The consulting services he provides will help your job board increase sales, profitability, and customers.Jeff Dickey-Chasins, job board consultant

Jeff was the original marketing director for Dice.com, growing it from $7 million to $65+ million in three years. He has worked with over 650 job boards and HR-related sites over the past 20 years, in almost every sector, including finance, technology, education, health care, sales and marketing, energy, and specific geographic regions. He has published research, e-books, and blog posts on almost every aspect of the industry. He also speaks at industry conferences on key topics in the online recruiting industry

#chiefrevenueofficer #fractionalCRO #CRO #revenueoperations #revopswithanedge 

Marcus Cauchi joins Pete Jansons and Jamie Carney on the SaaSholes Revenue Operations Podcast to detail what the expectations and outcomes are for a Fractional CRO

Other Topics: Sales Operations, Chief Sales Officer vs Chief Revenue Officer Rev Ops Podcast and 

Marcus Cauchi bio here:  According to his Accountant "Marcus met the Devil at the crossroads on Route 66 and he sold him a short-term lease on very favourable terms" - Marcus doesnt scale mountains but he sure scales businesses

Marcus mentors, coaches and traisn sales organisations from their salespeople through to CEOs, VPs of Sales & Marketing & Channel Chiefs of technology vendors. They recognise that success is not a function of having hundreds of salespeople or dozens of channel partners who occasionally uncover a piece of business, but rather it’s a function of having a handful of select salespeople & partners who share a common vision, have common goals, and can be counted on to work collaboratively to effectively, efficiently, and consistently uncover new opportunities.

Marcus provides those leaders with the framework, strategy, and tools to build, develop, and sustain those productive sales, marketing & customer success teams and build long term, mutually-beneficial partnerships 

How would you characterise your sales team or channel partner relationships. If you wouldn’t use the terms “cooperative”, “productive” and “mutually beneficial,” it might make sense for us to have a brief conversation.

Feel free to call Marcus 07515 937221. 

#TheInquisitor podcast can be found at: 

Podbean: https://lnkd.in/dEpJ76v 

Apple: https://lnkd.in/gMXwNtP

Spotify: https://lnkd.in/dVBytnY

The #ScaleupsAndHypergrowthPodcast can be found at 

Podbean: https://lnkd.in/dMWUAvr

Apple: https://lnkd.in/gsNRuev

Spotify: https://lnkd.in/gTD_b-v

Pete Jansons and Jamie Carney discuss layoffs and what you can do to give yourself the best odds to survive one. In the opening clip Jamie discusses what the "Dump Test" is and how it works

Other Topics Discussed on the Show: Differentiation, Sales Stats, How revops can save a life at cutdown time, what is "give back", what is the role Finance plays in a RIF (Reduction In Force), Recession, What is full employment, how to rank people in the 20/70/10 Jack Welch Method, How many Hours should an employee work, Time Analysis, What do consultants do to help your efficiency, How do you pick who to let go during a layoff or RIF, What is difference in Layoffs for Sales and Non Sales Employees, Budgeting, What is a Warn Notice and Zoom Meeting Layoff

Paula White Joins the SaaSholes to discuss how she uses music in her sales and leadership training progams as well as talking about her new Book "Side B" Other Topics Discussed: Software Sales, B2B Sales, SaaS Sales, Sales Operations and Sales Enablement

Paula White is a globally recognized sales leader, Who seems to be differentiated with her application to Music? Paula has leveraged her talents to scale Inside Sales Teams into multi-million stand-alone sales channels. She has helped organizations achieve 8% – 10% yearly compounded growth, demonstrating success in a wide variety of industries to include travel and tourism, investments, veterinary and healthcare distribution.

Super Angel Investor Dave Berkus joined Pete Jansons and Jamie Carney on the SaasHoles to share some of his favorite stories about Investing over the years. 

Other topics touched on:

Berkus Report, Berkus Valuation Method, What is a Super Angel Investor?, Venture Capital angel investors vs venture capitalists and Angel Investors explained.

Dave Berkus is a noted speaker, author and early stage private equity investor. He is acknowledged as one of the most active angel investors in the country, having made and actively participated in over 180 technology investments. He currently manages Wayfare Ventures, LLC, a venture fund for the travel industry, as well as two angel VC funds (Berkus Technology Ventures, LLC and Kodiak Ventures, L.P.)  and is Managing Director of three Tech Coast Angels ACE Funds (TCA).  Dave is past Chairman of TCA, one of the largest angel networks in the United States. 

 Dave currently serves as chairman of five of his portfolio companies, and was named “Director of the Year, Early Stage Businesses” by The Forum for Corporate Directors for his successful directorship and CEO coaching efforts.  He founded his first commercial venture at the age of fifteen – a phonograph record production and manufacturing company he managed through his college years, taking it public shortly after college graduation. He was the founder of Computerized Lodging Systems Inc (CLS), which he guided as CEO for over a decade that included two consecutive years on the Inc.500 list of America’s fastest growing companies.

 For his accomplishments in advancing technology in the hospitality industry, in 1998 he was inducted into the Hospitality (HFTP) “International Hall of Fame”, one of only forty so honored worldwide over the years. 

 Dave is author of “Basic Berkonomics,” “Berkonomics,” “Advanced Berkonomics,” “Extending the Runway”, and the Small Business Success Collection of eight mini-books, all addressing resource and growth issues for early stage businesses. He is co-author of “Get Scrappy” with Kim Shepherd, a noted advocate of virtual businesses.

Dave speaks throughout the world on trends in technology, angel investing success, and corporate governance and growth.  

In 2011, Dave was named “Technology Leader of the Year” by the Los Angeles, California, County Board of Supervisors.

Links Shared on the Show:

https://www.amazon.com/Better-than-money-Resource-concepts/dp/1885082002

https://en.wikipedia.org/wiki/Howard_H._Stevenson

https://www.berkus.com/

https://www.inc.com/magazine/19961001/1839.html

https://eqvista.com/berkus-valuation-method-for-startups/#:~:text=Berkus%20Method%20of%20Valuation%20is,to%20%24500%2C000%20for%20each%20area.

https://www.techcoastangels.com/

https://en.wikipedia.org/wiki/Scaled_agile_framework#:~:text=The%20scaled%20agile%20framework%20(SAFe,scaling%20lean%20and%20agile%20practices.

https://www.amazon.com/Extending-Runway-Second-Dave-Berkus/dp/1312288353?asin=1312288353&revisionId=&format=4&depth=1

https://roundtables.abl.org/

https://youtu.be/60LEmBXFpZI

https://en.wikipedia.org/wiki/The_Limeliters

https://en.wikipedia.org/wiki/Sonny_Terry

https://en.wikipedia.org/wiki/Brownie_McGhee

https://berkonomics.com/?p=3440

https://finance.yahoo.com/news/happened-7-earliest-employees-launched-012600458.html

https://www.pingidentity.com/en/company/about-us.html

Music Credit:

https://www.youtube.com/watch?v=5WpNr2zFVBY

Sonny Terry & Brownie McGhee - BBC (1974)

And of course Dennis Weaver

https://www.youtube.com/watch?v=sMrrJ68UxCM

Grace Tyson VP Sales at Reprise joins Jamie Carney and Pete Jansons to give her opinion on when the right time to run a sales demo with a prospect. Other topics include Sales Operations, Rev Ops and Sales Tips

Reprise, the only complete demo creation platform for no-code, custom live and guided demos. Prior to joining Reprise, Grace was the CEO & Founder at Luma, an interview intelligence solution, and a sales leader at companies such as Chorus.ai and Midaxo.

Lisa Dennis founder of  the consulting firm, Knowledgence Associates Joins Pete Jansons, Kevin Gaither and Jamie Carney to discuss whether the best sales reps can become the best sales managers.

Lisa is a global marketing and sales strategist and consultant. She brings over thirty years of marketing and sales experience to her work with business-to-business clients. She founded the consulting firm, Knowledgence Associates, in 1997 with a core focus of helping sales and marketing teams “see the world through their customers’ eyes™." In 2021, Lisa launched a monthly online show, The Messaging Workshop LIVE on The Sales Expert Channel hosted by BrightTALK.

She has worked with companies across a broad range of industries (specialty in high technology, healthcare, insurance, manufacturing, and professional services) including Akamai, Citrix, CSC (now DXC Technology), Dell, FedEx, HP, Hitachi, IBM, Microsoft, Mutual of Omaha, Tufts Health Plan, Verizon, Wipro, and many others.

Janice B Gordon is founder of Scale Your Sales, author of Business Evolution: Creating Growth in a Rapidly Changing World, co-author of Heels to Deals: How Women are Dominating Business to Business Sales, and founder of the Scale Your Sales Podcast.  Known as the Customer Growth Expert and LinkedIn Sales 15 Innovating Sales Influencers to Follow, 2021. She’s a multi-award-winning entrepreneur and consultant as well as an international keynote speaker with features in The Sunday Times and Forbes.

https://www.linkedin.com/in/janice-b-gordon

https://www.linkedin.com/company/scale-your-sales

https://www.instagram.com/janicebgordon

https://twitter.com/JaniceBGordon (12k followers)

https://www.facebook.com/ScaleYourSalesJBG

https://www.youtube.com/channel/UCcLarL_OWalFdwllKozXkIw

Ashley Welch, the co-founder of Somersault Innovation. Ashley is curious–endlessly curious to understand the “why” behind people and their ideas.

Her curiosity has led her into all sorts of adventures, many of which have included traveling and living in foreign lands. It has also helped her succeed in both sales and innovation. She has spent most of her 20-plus- year career in sales working with global companies to inspire collaboration and innovation. She is always thinking of new ways to solve a problem or create something captivating: whether leading local high schoolers to deliver knock-out TEDx Talks, convening Boston-area thought leaders around a dinner table, or helping global technology firms delight their customers. Ashley holds a B.A. from the University of Michigan

Today our guest is Mark Kosoglow. Mark joined Outreach in 2014 as its first “employee” (he took the job as a 100% commissioned contractor) with a personal mission of helping more sales professionals win.

John Barrows is the CEO of JB Sales and author of the sales book for kids, I Want to be in Sales When I Grow Up. He has provided sales training and consulting services to some of the world’s fastest-growing companies like Salesforce.com, Google, LinkedIn, DropBox, and many others. His previous experience spans all aspects of Sales and at every level, from making 400 cold calls a week as an inside sales rep to the VP of Sales at his first startup that was later sold to Staples.

While John was fortunate enough to experience a fantastic sales education at every level throughout his career through the people he met and opportunities that arose, he noticed the incredibly limited amount of formal academic training available for the #1 global profession. He became passionate about improving the overall education and quality of Sales, and founded John Barrows Sales Training in 2013. To this day, John believes that in order for salespeople to advance their careers, they must continue to educate themselves. Sharing impactful tips and techniques from his own experience, and equipping salespeople with tools to succeed, are what motivate him to do this work.

https://jbarrows.com/ 

https://www.linkedin.com/in/johnbarrows/

https://www.linkedin.com/company/jbarrows-sales-training/about/ 

https://www.youtube.com/JBarrowsSalesTraining 

https://twitter.com/JohnMBarrows 

https://www.tiktok.com/@jbsalestraining

https://www.tiktok.com/@johnmbarrows 

https://www.instagram.com/johnmbarrows/

https://www.facebook.com/groups/120105888698526/ 

Caryn Kopp explains during the SaasHoles Revops podcast what characteristics to look for in the best business development reps, BDR's, Cold Callers, lead generation and Door Openers

Caryn also details the best way for Business Development Reps to handle objections, as well as her thoughts on using sales scripts for b2b marketing in revops

Caryn is the Chief Door Opener® at Kopp Consulting whose Door Opener® Service has helped

thousands secure initial meetings at the Executive Level in almost every major company.

Caryn Kopp has been dubbed the Chief Door Opener® because she gets her clients “in the door”

with their prospects. Caryn’s senior business developers known as Kopp Door Openers® find the

right opportunities and secure initial meetings for their clients. How helpful it would be if someone

else did the high-level prospecting for you?

A best-selling author, internationally recognized speaker, and an expert in Business Development,

Caryn can be seen in Inc., Fortune Magazine, Forbes and Newsweek. She is a faculty member of

Verne Harnish’s Gazelle’s Growth Institute and is the Sales Messaging Coach for Scaling Up coaches

worldwide. She co-authored Biz Dev Done Right and wrote The Path To The Cash! The Words You

NEED To Bypass Those Darned Prospect Objections.

Caryn received her MBA from NYU’s Stern School of Business and her undergraduate degree from

Babson College. She has held board positions for the Entrepreneurs’ Organization (EO), National

Speakers’ Association (NSA) and Enterprising Women Magazine. Caryn is also a member of the

Women’s Presidents Organization (WPO).

Kopp Consulting has been recognized on the Inc. 5000 list for two consecutive years, was named

one of NJ’s 50 Fastest Growing Companies, received the Stevie Award for Sales Outsourcing

Provider of the Year and named one of the 50 Leading Companies by Silicon Review. Caryn is the

recipient of the SmartCEO Future 50, the Brava Award, the NJ BIZ 50 Best Women in Business

award and was an NJ BIZ Business of the Year Finalist. Caryn also received leadership awards

including the Top 25 NJ Leading Women Entrepreneurs, Enterprising Women of the Year and the

Stevie Award for Female Entrepreneur of the Year.

https://www.linkedin.com/in/carynkopp/

https://www.linkedin.com/company/kopp-consulting-llc/ 

https://www.youtube.com/user/koppdooropener/featured 

https://twitter.com/ChiefDoorOpener 

https://www.facebook.com/pages/category/Local-Business/Kopp-Consulting-LLC-268708983335277

Ahva Sadeghi CEO of Symba was asked what the things were she wished she would have known before starting her SaaS company. The first thing she talked about was offering free trials to clients. Listen/Watch to hear her thoughts.

Ahva is a passionate social entrepreneur and co-founder of Symba, a venture-backed and women founded tech startup addressing the future of work. Ahva is an economist and researcher focused on remote work and workforce development. Prior to launching Symba, Ahva worked at the US Department of State in the Human Rights Bureau and completed a civil rights fellowship with Congressman John Lewis in Atlanta. She is a member of the Forbes HR Council, was recently named Forbes 30 Under 30 and a Global Entrepreneur Scholar by the US Department of State.

https://www.linkedin.com/in/ahvasadeghi/

https://www.linkedin.com/company/symba-io/ 

https://www.youtube.com/channel/UCqSSUBwTIw_PtH9oIZpP6Rw 

Facebook:  https://www.facebook.com/symba.inc 

https://twitter.com/symba_io?lang=en 

https://www.instagram.com/symba.io/ 

Topics and links covered in the podcast include:

Greenhouse.io

Ripplematch

Untapped

Workday.com

Forbes 30 under 30

handshake.com

Symbiosis

Zero Based Thinking

When do you need a CRO Chief Revenue Officer

Internships and Apprenticeships

Customer Success when do you need to have it at a young company. Clients log into Symba.io 6x a day

BLS impact on internships and unemployment rate

Cost Per Hire

The longer you are at a company you are thought of as complacent and not loyal

DE&I Efforts

How long does it take to recoup your investment on an intern?

Ambassador Programs

Saas Ideas

Recommendations on how to convert Intern to FTE

Saas Sales

Saas Startup

GoHighlevel

Saas Marketing

https://en.wikipedia.org/wiki/Symbiosis

https://www.forbes.com/profile/symba/?sh=1973f94e2f1c

https://www.untapped.io/

https://joinhandshake.com/

https://bumble.com/en-us/

https://www.greenhouse.io/

Shari Levitin joined us this week to talk about the important things to know as a salesperson. Is it the customer or the product?

Shari Levitin is an energetic, wickedly funny sales guru, who helps sales teams bridge the gap between beating quotas and selling with an authentic, heartfelt approach. As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, a chosen textbook for Harvard strategic selling course; as well as a contributor to Forbes, CEO Magazine, Quotable, Inc Magazine, and Huffington Post. Shari's viral videos on Instagram and LinkedIn have reached over 18 million accounts in the last 90 days. Using video sales as a staple in driving her business, she's a leading authority to share her tips on how video can help launch your business to its full potential.

Linkedin https://www.linkedin.com/in/sharilevitin/ 

YouTube Channel https://www.youtube.com/c/ShariLevitin 

TikTok https://www.tiktok.com/@sharilevitin 

Instagram https://www.instagram.com/sharilevitin/ 

Twitter https://twitter.com/sharilevitin

Topics Covered: 

 tech sales sales prospecting sales enablement car sales training b2b sales sales revops leadership

Starza Thompson answers why it is important to have Pronouns in the workplace.  

Starza is the VP of Marketing for Apploi, a recruiting, onboarding, and credential management software company. With more than 15 years’ experience in marketing with leadership roles across multiple industries from non-profit and wholesale distribution to fintech and healthcare, Starza has helped companies of all sizes increase revenue, strengthen their brand, and maximize product-market fit. She has won both national and company-wide awards for her marketing strategy and demand generation initiatives. Starza has a BA in Psychology and English from James Madison University and graduated in the top 10% of her MBA class at the University of Illinois.

We Really Appreciate our Patreon Supporters!!

Unlock Key Account Growth with DemandFarm Smart software to bring Account Planning and Relationship Intelligence into your CRM, making Key Account Management practice data-driven, predictable and scalable.  Request a Demo now at DemandFarm.com ask for IronMan

Winalytics build the revenue organization you want Request a Free 60 Minute Growth Consultation at winalytics.com ask for Brent and say Big pete sent ya

We’d also like to thank Aaron J and Trens S.  for their support It’s a real ego boost

Please consider supporting our Content on Patreon.com/SaasHoles.

Dionne Mejer is the CEO and Founder of Inside Sales by Design.  Inside Sales by Design was founded by Dionne in 2014 for those that want to build an Inside Sales team the right way the first time. Inside Sales by Design is also for those that want to transform their current team from order takers to sales gurus; from ho-hum to going out of their way to delight their customers and prospects.  Dionne does this by creating and optimizing your Inside Sales Infrastructure™ and then onboarding and coaching your people to use and operate within this new system the most effective way possible.

https://www.linkedin.com/in/dionnemejer/

https://www.youtube.com/channel/UCWhokaNeyz20g0SqJXUsIbw

https://twitter.com/dionnemejer 

https://www.insidesalesbydesign.com/ 

Brought to you with Love from your SaasHoles:

Justin Roff-March Kevin Gaither Jamie Carney Pete Jansons

We Really Appreciate our Patreon Supporters!!

Unlock Key Account Growth with DemandFarm Smart software to bring Account Planning and Relationship Intelligence into your CRM, making Key Account Management practice data-driven, predictable and scalable.  Request a Demo now at DemandFarm.com ask for IronMan

Winalytics build the revenue organization you want Request a Free 60 Minute  Growth Consultation at winalytics.com ask for Brent and say Big pete sent ya

We’d also like to thank Aaron J and Trens S.  for their support It’s a real ego boost

Please consider supporting our Content on Patreon.com/SaasHoles.

#revopswithanedge #RevenueOpeations #RevOps #SalesTraining #Onboarding revops podcast lead generation b2b marketing saas marketing b2b lead generation

#revenueoperations #JLL #revopswithanedge

 Lorena Morales is the Director of Global Digital Marketing Revenue Operations at JLL.  Lorena is a skillful storyteller and relationship-builder and she uses these skills in her approach to both marketing and leadership, which have allowed her to grow teams for the past 8 years. 

In the interest of making the most of every minute, Lorena has lived and worked in several countries around the world, as well as earned her Masters degrees in International Marketing and Strategic Design Management, which have served her to understand her customers through a different lens, which is design thinking and service design.

https://www.linkedin.com/in/moraleslorena/

https://twitter.com/moraleslorenasf

https://medium.com/@eledeloca

#Jones Lang Lasalle

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#revopswithanedge

Gabe leads Kustomer’s worldwide marketing efforts, including advertising, brand, communications, demand, and digital.

Before joining Kustomer, Gabe was the VP of Marketing InsideSales.com where he helped create the sales acceleration category and grow the company from six to nearly one-hundred million in revenue. Gabe spearheaded the brand transformation, establishing InsideSales.com as an industry thought leader, and pioneering a new enterprise go-to-market motion.

Prior to InsideSales.com, Gabe served as a senior managing consultant at a research-based, global performance management company Gallup, Inc. While at Gallup, Gabe helped establish Gallup’s Middle Eastern headquarters in Dubai, sell a $10M dollar deal, and lead customer transformation projects for companies like Toyota, Honda, and IKEA.

Previous to Gallup, Gabe worked for Goldman Sachs as an equity derivative specialist. Gabe oversaw derivative activity on the London and Hong Kong exchanges for 75 U.S hedge funds, managing $750 million to $30 billion under assets.

Gabe has never been a typical marketing leader and the numbers and achievements show it. If Gabe is not creating marketing strategies, partnering with sales people to close a deal, producing content to build pipeline, or pioneering new marketing and sales approaches, you’ll find him at home playing with his four boys, at the nearest karaoke bar pretending he’s on America’s Got Talent, or at the gym playing basketball like he’s still in high school.

👉LinkedIn: https://linkedin.com/in/gabelarsen/

👉Twitter: https://twitter.com/gabelarsen

👉Podcast: https://www.kustomer.com/blog/category/podcast/

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Bob Perkins is the founder and chairman of the AA-ISP.  As a nationally-recognized Inside Sales innovator, Bob Perkins has extensive executive experience building and leading highly successful inside sales organizations at recognized brands such as Unisys, SGI, United Health and others. During his career he has created unique Inside Sales systems and structures, including team selling models, compensation plans, rewards and recognition programs, performance management tools, and sales campaigns which have been adopted by many of the nation's largest companies. Among other things, Bob maintains a video channel, Inside Sales Studio, that discusses trends and tactics specifically relevant to Inside Sales leaders and today’s digital transformation. His proven expertise with the interrelated aspects of leadership development, motivation, and sales strategy has made him one of the top Inside Sales authorities in the United States.

https://www.linkedin.com/in/perkinsbob/ 

https://aa-isp.org/about-us 

https://www.youtube.com/c/Aa-ispOrg 

Sales

Inside Sales

AA-ISP

American Association of Inside Sales Professionals

Revenue Operations

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Please consider supporting our Content on Patreon/SaasHoles.

Tyler Lessard is a Marketing, Product and Business Development executive with a passion for customer-centric problem solving, creative storytelling, and data-driven marketing. Tyler has over 15 years of experience in B2B marketing, sales enablement, content marketing, brand and video. He’s currently the VP Marketing at Vidyard, host of the Creating Connections show, author of The Visual Sale, and amateur video creator.

Follow Tyler on LinkedIn: https://www.linkedin.com/in/tylerlessard/

Follow Vidyard on LinkedIn: https://www.linkedin.com/company/vidyard/ 

Sign up for Vidyard for free: https://www.vidyard.com/

Check out Sales Feed on YouTube: https://www.youtube.com/c/SalesFeedTube 

Check out Sales Feed on TikTok: https://www.tiktok.com/@salesfeed

Get the Sales Feed weekly newsletter: https://www.salesfeedmedia.com/newsletter 

Buy us a beer? https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net

Sign up for our Newsletter! https://lp.constantcontactpages.com/su/OrvwypJ/SaasHoles

Jen is the CEO at Go Nimbly, the revenue operations consultancy that helps SaaS companies drive more revenue by creating a frictionless and human buying experience.  As an expert in Marketing & Sales alignment, it’s easy to see gaps in the way many companies operate. These gaps translate into a subpar customer experience, which results in decreased revenue. Since 2013, Go Nimbly has transformed the most innovative SaaS and PaaS businesses from the inside, exponentially improving the way they are able to deliver the Go To Market experience their customers demand.  https://gonimbly.com/ https://www.linkedin.com/in/jen-igartua/ https://www.pocketbook.co.uk/blog/2019/01/29/urgent-important-eisenhower-matrix/ Buy us a beer? https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net Sign up for our Newsletter! https://lp.constantcontactpages.com/su/OrvwypJ/SaasHoles

The SaasHoles Jamie Carney, Jason Ferrara, and Pete Jansons give their thoughts about getting an MBA from their respective schools. Notre Dame, Kellogg and The Keller Graduate School of Management

Special announcement at 24:55

Have an idea for a guest or topic? pete@saasholes.net

Censored

Jamie Carney and Pete Jansons are missing Jason Ferrara who was attending a rotor rooter convention.  Richard Castellini joins us to give his thoughts on this year's Super Bowl Commercials as well as share his stories when he was part of the creative team making past super bowl commercials

Topics:

Monkey vs Man

Yeknom

How expensive are the ads?

Is it worth the money?

Were there any SAAS advertisiers?

Ideas for a show or topic? email pete@saasholes.net

Jamie and Pete discuss how to stack rank your teams to determine who is #1 Now and projected in 90 and 180 days

You can find an image of the Matrix on Saasholes.net

Why don't leaders listen to the data and what should you do if you see this happening?

Why do some leaders want more data and some don't?

When is there data paralysis and what does that mean?

Industry Vet CMO Jason Ferrara joins the lads discussing topics such as:

Corporate Marketing

Consumer Marketing

Recruiting Marketing

Gartner Magic Quadrant

Sales and Marketing do love each other

View the links on Saasholes.net

Jamie Carney and Pete Jansons discuss office politics. What to do and not do.

Jamie Carney and Pete Jansons discuss good ways to deliver bad news

Jamie Carney and Pete Jansons discuss various strategies dealing with work and real-life stress. Are you working too much?

Pete Jansons and Jamie Carney talk about Brendan Sweeney's journey from the corporate world to co-founder of  start-up Popmenu.

Pete Jansons and Jamie Carney dive into negotiation strategies.

In this episode we do a deep dive into the benefits of outsourcing an SDR function and SDR function as well.  Ben hits on details about how SDRs will not only allow you to get leads, but also improve your data and performance in general for all sales and marketing functions.  Its a great listen, enjoy.

Jamie Carney and Pete Jansons talk about M&A.  Why do companies acquire other companies and what you should expect.

Pete and Jamie discuss sales contests vs SPIFs vs sales trips and how COVID is playing a role in that environment.  Plus the usual segments of leader you should know: Matt Grover, Rep you should know: Brian Lazare, News, Joke of the day, Book you should read.

Mister Jamie Edwards joins Pete Jansons and Jamie Carney as we discuss 2021 planning with the pandemic, salesforce crm vs excel and drip campaigns...

Pete and Jamie discuss different types of "difficult" bosses and tactics to overcome the obstacles that you may encounter.

Episode Agenda

Craig Cheston joins Pete Jansons and Jamie Carney to discuss Pipeline Creation during the Pandemic.  Pete and Jamie will also talk about a variety other topics from leader you should know, rep you should know, etc...

Pete Jansons has trained and hired over thousands of reps in his career.  We go through certain aspects like how to evaluate reps to hiring expectations to CHATBOTs to tactics and scripts.  Take a listen

Talking sales, product, technical and finance issues from small business to large with industry vets James Carney and Pete Jansons