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B2B Revenue Rebels

Warmly - The B2B Signal-Based Go-To-Market SaaS Platform

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Welcome to the Revenue Rebels podcast, hosted by Alan Zhao, Co-Founder of Warmly.ai. We feature B2B SaaS revenue leaders who have challenged traditional methods to achieve remarkable results. In each episode we cut through the fluff and dive deep into modern tactics used to achieve success: intent-based outreach, social selling, B2B Netflix, video marketing, warm calling, customer led sales, influencer marketing and more. On the show you can expect episodes with those who create demand - mar ...
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Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies. Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the trans ...
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Welcome to 'All Things Power,' the Electrifying Podcast by Cummins Arabia, where Innovation Meets Sustainability. With over 100 years of legacy and expertise in powering applications across industries, Cummins is now at the forefront of helping customers transition to Destination Zero. Join us on this transformative journey as we explore different paths to a sustainable future, uncovering cutting-edge technologies, inspiring stories, and expert insights on climate change, zero emissions, inn ...
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As a founder, you get to pick the parts of the business you’re great at and make them into your ultimate competitive advantage. Founder-Led, hosted by Collin Mitchell, 4x Founder, and 3x Exit Sales Leader, takes a deep dive into the journeys of founders who followed their passion and led their businesses from $0 - $1 Million and beyond by playing to their strengths and excelling in their chosen specialty. Tune in weekly to peek into the minds of founders who are living the dream and making i ...
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Today’s episode welcomes Sahil Mehra, Head of Strategic Sales at Nooks - an AI-Powered Parallel Dialer & Virtual Salesfloor powering the best SDR and BDR teams. They help train the team, boost conversion rates, and multiply connect rates all while having fun in the Nooks platform. Sahil also has 6 years of experience running a go-to-market agency f…
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Today’s episode welcomes Evan Dunn, Head of Marketing at ServiceBell - a SaaS platform that enables their users to create first party intent and convert it into pipeline using the best account-based tactics across inbound, outbound, and marketing channels. In rare cases, an executive that isn’t the CEO or Founder becomes the leading voice in the co…
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Today’s episode welcomes Sahil Patel, CEO of Spiralyze. They help companies grow by providing data-driven performance Conversion Rate Optimization (CRO) services. The point of a great landing page is to lead your potential clients to take action on your offer - whether it’s a demo, a strategy call or a free trial. Sahil mentions that while lead gen…
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Today’s episode welcomes Austin Jouett, Full-Cycle Account Executive at Intentify Demand - a provider of demand and lead generation services, specializing in B2B sectors such as SaaS, IT technology, FinTech, Martech and HR Tech. They help businesses connect with their ideal prospects by delivering high quality and meticulously verified data includi…
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In case you missed it - today’s episode contains the recording of the June 6th live event with Chris Walker and Alan Zhao about how to implement a signal-based go-to-market approach. Chris’s new company, Passetto, combines proprietary signal-based analytics technology with expert strategic consulting to help B2B companies create breakthroughs in gr…
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Today’s guest is Brian Lawrence, VP of Sales at Clazar - the cloud GTM co-pilot for software businesses of all sizes that recently received their $10 million Series A round. Brian started his career at Oracle, where he moved up quickly and became one of the youngest managers at the company. When he was climbing up the ranks, a big part of his succe…
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The jury is still out on the right way to utilize AI in B2B sales. One thing is sure - AI and automation powered sales teams that stay lean are winning at a much higher rate than those who have gotten comfy over the last few years and have yet to figure out how to delegate gruntwork to machines. Today’s guest is a master of sales efficiency. Over 5…
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Many people don’t realize this but quite a few of your favorite platforms, including LinkedIn and Cameo, have implemented a product-led sales (PLS) motion a long time ago. In short, product-led sales is a go-to-market approach that relies on existing users of the product to drive revenue. Here’s the problem - if your PLS motion is implemented witho…
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Colin chats with Feras Alhlou, co-founder of Startup with Ferris, about scaling businesses and preparing for larger contracts. Ferris shares insights on learning from competitors, building a strong business, and the importance of passion, skills, and sacrifice in entrepreneurship. They also discuss the process of selling a business and the evolving…
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B2B Influencer marketing is booming right now. According to Forbes 94% of B2B marketers say influencer marketing is a profitable strategy, yet if you ask around you’re bound to find skilled marketers or founders who invested heavily in creator partnerships and ended up seeing less than desirable results. Here’s the thing - unlike investing in safe,…
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Colin chats with Chris Parker about building a thriving culture in a fully distributed team and scaling globally. Chris shares insights on hiring the right people, promoting internal talent, and strategically expanding into new markets. They discuss the importance of customer-centric strategies and minimizing risks in business growth. Follow the Ho…
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Today’s episode welcomes Aditya Vempaty, VP of Marketing at MoEngage - an insights-led customer engagement platform that can analyze customer behavior and engage them with personalized communication across the web, mobile, and email. MoEngage is a full-stack solution consisting of powerful customer analytics, AI-powered customer journey orchestrati…
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Collin welcomes Kate O'Neil once again, CEO of Teeming, to discuss the challenges of leadership. They talk about the importance of effective communication and adapting to change in a leadership role. Kate shares her experiences of being promoted to a higher position and the mistakes she made along the way. She also emphasizes the need for proper ma…
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Collin and guest Jeff Torbeck discuss the importance of qualifying leads in sales. They highlight the significance of spending time on high-potential accounts and efficiently disqualifying deals that are not a good fit. The conversation emphasizes the value of feedback from lost deals and the need for salespeople to prioritize their time effectivel…
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Collin Mitchell and guest Carl J. Cox delve into the importance of measuring and improving the buyer-seller experience in sales. They discuss the significance of data, self-reflection, and customer feedback in enhancing sales performance. The conversation highlights the impact of timely responses to leads and the value of learning from closed loss …
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This episode continues the conversation with Chris Walker - Executive Chairman of Refine Labs and CEO of Pasetto - a GTM Strategy Consultancy that helps B2B Executives identify and execute against their highest priority growth levers with confidence and clarity. He’s also the host of B2B Revenue Vitals - one of the most beloved podcasts in the B2B …
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Collin Mitchell and Alan Zhao dive into the world of sales transformation, exploring the effective criteria for identifying high-intent website visitors. They discuss key indicators like page views, visit frequency, and active session time that signal serious evaluation by potential leads. The hosts also shed light on the impact of remote work on d…
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B2B has recently been obsessed with the word “dead”. Cold calling. Email marketing. Blogs. Interview based podcasts. You name it - someone’s made a case on a LinkedIn post that it’s dead and discouraged many from strategies that have worked for seemingly forever. Truth is - in 2024, the word “dead” is more relevant than ever when used to refer to m…
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Colin interviews Feras Alhlou, co-founder of Startup with Feras, who shares his journey into entrepreneurship after being forced into it due to a layoff. Ferris discusses the challenges he faced starting a web design and search engine optimization business in the early days of the internet. He highlights the importance of learning sales skills, sha…
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Colin Mitchell chats with Chris Parker about his journey from technical marketing to sales leadership at Customer IO. They discuss the challenges of growing a global sales team while operating lean and the importance of meeting customers where they are. Chris shares insights on building a strong culture in a fully distributed team and the strategie…
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Collin Mitchell interviews Kate O'Neil, CEO of Teeming, about her experience transitioning from sales to marketing and the importance of alignment between finance, sales, and marketing. They also discuss the challenges faced by first-time leaders and the common mistakes they make, such as not asking for help and neglecting one-on-one meetings with …
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Today’s episode welcomes JB Daguené, Founder & CEO of Evergrowth - a platform that enables revenue teams to deeply understand and prioritize customer needs through granular AI-driven TAM categorization at the top of the sales funnel. JB has been part of the B2B sales world for over 15 years. He fell in love with SaaS during his tenure at TrustPilot…
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Whether you know it or not, your business has a Nearbound sales strategy. Here’s the secret nobody told you - this type of partner revenue is exactly what drives most of the growth for high performing SaaS companies that take over the market seemingly out of nowhere. So what is nearbound? In simple sales terms, those are the deals that close quickl…
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Collin Mitchell and Alan Zhao from Warmly dive into the world of revenue orchestration and the challenges of engaging prospects at the right time. They discuss the importance of aligning sales and marketing efforts, emphasizing the need for quality engagement over quantity. The hosts highlight the significance of signal-based selling and leveraging…
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Today’s episode welcomes Phil Carpenter, CMO at ALICE Technologies - the world's first artificial intelligence platform that understands construction. ALICE enhances your construction planning and scheduling abilities to help keep crews flowing on any size project – so you can build faster and cheaper. Everybody wants to be a category creator - unt…
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In this episode, Jason Wojo discusses his journey in entrepreneurship, transitioning from CEO to focusing on events and private clients. He emphasizes the importance of staying in one's zone of genius and delegating tasks to achieve better results. Jason also shares insights on sales strategies, lead quality, and the value of building a strong netw…
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Collin and Leandra Fishman discuss the importance of taking ownership of your career trajectory and embracing entrepreneurship. The conversation touches on the value of problem-solving, creativity, and pushing oneself outside of their comfort zone. The guest shares personal experiences of making difficult decisions and emphasizes the significance o…
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Stale marketing is like stale bread. People will bite - but only if they’re desperate enough. When you’re going to market with a new product in a well-established, saturated space that consists of top-heavy key players with billion dollar evaluations, stale won’t cut it. Today’s guest is Melissa Rosentha - CMO at Insight Timer, and ex. Chief Creati…
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Today’s episode welcomes Alan Zhao, Co-Founder of Warmly - the first autonomous revenue orchestration platform purpose built for SMB sized revenue teams. The platform orchestrates metadata from sales enablement tools, B2B intent, and enrichment tools to identify, track, and connect with website visitors who are ready to convert. Before starting War…
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Season 1 is officially over. Huge thank you to everyone who tuned in and the amazing guests that joined us over the last few months - we appreciate you! This new season will feature more highly effective, creative and courageous revenue professionals who have taken their unique strategies to market, succeeded, and now have tactical insights and str…
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Collin and Jeff Torback discuss the importance of making data-driven decisions in sales. They highlight the significance of tracking key metrics, setting up proper sales stages, and utilizing tools like CRM and conversational intelligence. The conversation emphasizes the need for accurate data, effective training, and continuous improvement to driv…
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Colin and Carl delve into the world of strategic planning and key performance indicators (KPIs). They discuss the importance of focusing on essential strategies that have a significant impact on outcomes, using the Pareto principle to streamline the planning process. Carl shares a compelling story about finding the most crucial KPI, emphasizing the…
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Colin and Alan Zhao from Warmly discuss the importance of engaging with website visitors in real-time to maximize conversions. They share success stories of companies increasing their pipeline by three times through proactive engagement strategies. Zhao highlights the role of AI chatbots in identifying high-intent visitors and routing them to the r…
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The B2B Go-To-Market landscape is changing. Again. SaaS companies have adopted a “growth-at-the-lowest-cost” model, while social media platforms are becoming more pay-to-play by the day. This doesn’t go together well. But every now and then you’ll notice a group of companies appear seemingly out of thin air and take over your feed. These companies …
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Today’s episode welcomes Joe De Sena, Founder of Spartan Race - the world’s largest obstacle race and endurance brand, with more than 200 global events annually. He’s also the author of “Spartan Up!” - a NY Times bestseller and the host of “The Hard Way w/ Joe De Sena” - a top 0.5% podcast that gives you the ultimate blueprint and action steps to a…
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In this episode of Sales Transformation, Collin Mitchell and Ronan Pessar discuss how to build a successful SDR (Sales Development Representative) team. They cover topics such as the financial considerations of building a team, the importance of understanding the value of conversations in sales, and the cost of hiring and managing SDRs. They also p…
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Kate O'Neil and Collin Mitchell discuss the importance of alignment between sales, marketing, and finance in a business. Kate emphasizes the need for these departments to work together and share information to achieve the company's goals. Mitchell and guest Kate O'Neill, CEO of Teeming, also discuss the impact of financial models on sales and marke…
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Collin Mitchell and guest Lloyed Lobo delve into the world of entrepreneurship and sales. They discuss the challenges of starting a niche business, the importance of finding your ideal customer profile, and the power of building a community around your brand. Lloyd shares his journey of building Boast.ai and the strategies they used to bootstrap to…
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The biggest myth that movies like The Wolf of Wall Street propagated about sales is that you need to be an a$$hole to succeed. The truth is that most great salespeople who later move on to lead high-performing teams and start companies, typically begin by adopting a lone-wolf, success-at-all-cost mentality, which only gets you so far before limitin…
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Collin Mitchell interviews Jason Wojo, a nine-figure advertiser, who shares his journey from culinary school to building a successful social media marketing agency. Jason discusses his experiences with door knocking, upselling clients, and the challenges of scaling a business. He also highlights the importance of learning from mentors and the strug…
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Founders are a unique breed. Enduring the level of financial, emotional and psychological pressure it takes to build a company for a statistically tiny chance of success is a path built for the few. Today we sit down with Collin Mitchell - 4x Founder and 3x Exit sales leader to learn about his new podcast - Founder-Led. Founder-Led takes a deep div…
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Today's episode welcomes Deepinder Singh Dhingra, Founder & CEO of RevSure AI. They’re on a mission to improve predictable revenue growth through Predictive AI for Pipeline Generation for B2B SaaS companies. Deepinder has spent over 20 years in big data analytics and machine learning in multiple industries - but mostly serving the Fortune 500 in bo…
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Colin Mitchell and Leandra Fishman discuss their journeys in sales and leadership. Leandra shares her experiences transitioning from sales to leadership roles, emphasizing the importance of building relationships and solving problems. They highlight the challenges and rewards of leadership, focusing on the significance of listening, learning, and e…
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If you got into sales over the last 4-5 years, chances are you’ve never worked on the sales floor. While remote is wonderful, there’s something truly special about the level of interaction, feedback and energy you get when you’re closing deals as a team in-person. Before you start bickering about remote being the only way you’ll ever work, take a m…
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In this episode, Collin and Jeff Torbeck discuss the future of marketplaces and the challenges faced by startups in today's funding landscape. Jeff highlights the importance of building profitable businesses and the shift towards efficiency and profitability. Torbeck also explores the role of marketplaces in connecting candidates and companies effi…
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The B2B content meta is about to change. LinkedIn is getting its very own short-form video section. We all knew this was coming. And with a potential TikTok ban on the horizon, there’s a whole new market of buyers that will now turn to LinkedIn for their scrolling needs. The time to invest in video is now. Today’s guest knows what it takes to succe…
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Your network truly is your net worth. If you’re a new founder who’s bootstrapped and shooting for the stars in a heavily saturated SaaS market, your ability to access early investors, hire the right talent and build revenue generating partnerships will separate you from the startups that sink. Here’s the problem - manually asking people in your net…
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Many great B2B content creators have tried and failed to build an audience on YouTube that reflects the type of engagement and community they’ve built on LinkedIn. The reason why is simple - the type of content that succeeds on LinkedIn often falls flat on more casual social media platforms. Today’s guest has built a successful YouTube channel, wen…
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Ronen shares a personal experience of miscommunication and highlights the need for understanding different communication styles. Pessar also explores the concept of radical collaboration and how it can improve teamwork and productivity. Follow the Host: Collin Mitchell (Partner, Leadium) Our Episode Guest: Ronen Pessar (Founder, Ronen Pessar Adviso…
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To become a category leader in 2024, investing all of your go-to-market (GTM) resources into sales and marketing won’t cut it. Getting to unicorn status requires a GTM motion where customer retention is at the forefront of the strategy, otherwise you’ll never truly capture the market share needed to scale to a 9-figure evaluation. Today’s guest has…
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