Best Toni Hohlbein Podcasts (2024)

1
What makes a good revenue leader? | #033 31:47

3h ago31:47

31:47

What makes a good must-hire revenue leader? What sets them apart? And how can you spot the fake ones? In this episode, Raul and Toni talk about their experiences in hiring the role, and what they think you should watch out for. (00:00) - Introduction (00:55) - The SaaS events scene (05:00) - What makes a good revenue leader? (08:31) - Hiring and Te…

1
How to build & replicate stellar sales teams (With Collin Cadmus) 46:39

23h ago46:39

46:39

What does it take to build a succesful salesteam? And what does it take to replicate it? That's what we talk with Collin Cadmus about. (00:00) - Introduction (04:08) - Sales Success and Product Quality (09:28) - Identifying a Great Product (14:54) - Building a Strong Sales Team (20:55) - Replicating Successful Sales Teams (21:36) - Setting Attainab…

1
Is it time to merge inbound and outbound? 30:28

3d ago30:28

30:28

When folks run outbound, they eventually also run inbound. But should those motions really be separate? What would happen if they were merged? And what problems would it resolve? This and more we discuss in todays episode (00:00) - Introduction (00:42) - Hunting Challenges and Reflections (02:43) - Transition to Business Discussion (02:59) - Outbou…

1
Does your data have credibility issues? (With Lindsay Cordell) 45:32

8d ago45:32

45:32

That's not the number I have. How did you calculate it? What field did you use!!?. Data promises amazing insights and great decision making. But more often than not, we tend to not trust the data. That's why we talk about data trust with Lindsay. (00:00) - Introduction (02:24) - Data Trust Issues (03:56) - Common Data Quality Problems (11:27) - Imp…

1
Customer Success isn't a profit center - here's why 29:23

10d ago29:23

29:23

Yes, customer success should be a profit center. But for many companies, it's just not. In this episode, we discuss why that's the case - and why it's not just a quick fix. We do share some tips to make it a profit center though. (00:00) - Introduction (03:01) - Challenges in Customer Success (05:18) - The Reality of Upselling (08:22) - Cultural Di…

1
Creating a growth model for SaaS (with Anthony Enrico) 41:09

15d ago41:09

41:09

The fastest growing companies use growth models. You probably already have one - but is it fully built out? Does it really work? In this episode, we talk with Anthony who's build quite a few. (00:00) - Introduction (02:43) - Diving into Growth Modeling (11:39) - Challenges and Pitfalls in Growth Modeling (16:08) - Understanding Pipeline Needs (17:3…

1
GTM Inflation & the cost of doing nothing 27:33

17d ago27:33

27:33

Yes, inflation can be boring. No, you can't ignore it even in the GTM teams. We discuss what problems inflation is creating - and what to do about it. (00:00) - Introduction (01:20) - SaaS and GTM inflation (06:18) - Rising Costs and Business Adjustments (09:57) - Understanding Value Pricing in SaaS (11:00) - Check your T&Cs (13:50) - Using Price I…

1
Here's how AI is changing sales (With Kyle Coleman) 45:14

22d ago45:14

45:14

Will AI replace your sales team? Can it? Should it? What is AI even? This and much more, we talk with Kyle Coleman about. He's CMO at copy.ai, so he knows a thing or two about AI. (00:00) - Introduction (02:38) - AI in Sales: Initial Thoughts (03:26) - What's AI changing right now? (04:30) - Challenges with AI SDRs (07:24) - Future of AI in Sales (…

1
Challenger brands: Forcing people to pick a side 31:09

24d ago31:09

31:09

What does a SaaS company, an airline and an oatmilk company have in common? They're challenger brands. And it can be a pretty powerful strategy you can take as a brand. We run through real examples and much more (00:00) - Introduction (02:10) - Challenger Brands... what is it? (03:50) - Salesforce vs. Siebel: The Ultimate Challenger Brand (09:55) -…

1
The New GTM Playbook (With Sid Kumar) 46:28

29d ago46:28

46:28

The majority of revenue comes after the initial sales. A 5% lift in retention can lead to a 20-95% increase in revenue. But most companies neglect the customer side - so we need a new playbook. That's exactly what we talked about with Sid Kumar, VP of GTM Strategy & Planning at Databricks. (00:00) - Introduction (02:23) - Meet Sid (03:05) - The Nee…

1
4 Reasons customers aren't expanding 33:35

1M ago33:35

33:35

If you're north of $5M ARR, 40% of new revenue should come from existing customers. Are you seeing enough revenue from expansion? Even if you're getting expansion, maybe you can get more - we talk about a few ways to achieve it. (00:00) - Introduction (02:34) - Why does expansion matter? (05:45) - Challenges with Expansion (08:19) - Strategies for …

1
How to hire RevOps | #032 30:10

1M ago30:10

30:10

So you want to RevOps. Great, but where do you start? What kinds of talent should you look for? And who should they report to? In this episode, Raul and Toni the different archetypes of RevOps backgrounds—whether from consulting, finance, or commercial roles—and where to best place these individuals within your organization. They also share anecdot…

1
Can RevOps lead sales? Well, this person does (with Ryan Milligan) 39:00

1M ago39:00

39:00

Thought experiment: What would happen if you put RevOps in charge in sales? Well, we spoke Ryan from QuotaPath who started in RevOps, and now also runs sales. And there's a few interesting learnings you shouldn't miss (00:00) - Introduction (01:30) - Meet Ryan (02:02) - Transition from RevOps to Sales Leadership (03:52) - What we think sales is and…

1
The plan that kill teams 31:43

1M ago31:43

31:43

It's planning season again. The most agonizing process for GTM teams needing to plan their targets. We discuss how b2b SaaS teams should go about it. (00:00) - Introduction (01:34) - The Annual Plan: A Recipe for Disaster (02:37) - The CFO owns it (07:43) - The most important plan (12:43) - Multi year planning (18:30) - Resource Allocation: Balanci…

1
How to deal with seasonality in sales | #031 31:46

1M ago31:46

31:46

Whether you're in B2B or B2C, seasonality is practically universal. So what can you do? In this episode, Raul and Toni share how to recognize and manage seasonal cycles in sales. From understanding fiscal year ends, budget cycles, and the psychology behind customer and sales rep behaviors to practical tips on managing pipelines and leveraging seaso…

1
Why PLG suck, and how to fix it (with Wes Bush) 42:57

1M ago42:57

42:57

PLG sucks. Especially if you don't know what you're doing. Too many people assume you just turn on the self-serve button and watch the money roll in. And they couldn't be more wrong. In this episode, we talk with Wes Bush, Founder of ProductLed.com, about everything you need to know about PLG and what you need to do to run it right. (00:00) - Intro…

1
Do this before accepting a new job 32:18

2M ago32:18

32:18

Are you "on the bench" looking for a new job in b2b SaaS?. Not sure how to know if the next place is a fit for you? We share a few things to ask, analyze and get in the process. (00:00) - Introduction (01:02) - Navigating the Job Market (02:29) - People on the bench (06:26) - The first thing to think about (09:02) - Pressure test the stats (12:36) …

1
3 Reasons reps don't make quota 30:28

2M ago30:28

30:28

Plenty of reps aren't making quota - but there are some very simple reasons why we see again and again and again. We talk about the three reasons - and the best part? You can fix them. (00:00) - Introduction (03:03) - Sales Challenges and Observations (05:18) - Problem 1: Lots of MQLs that go no where (16:21) - Problem 2: Wrong meetings booked (19:…

1
When volume won't cut it 30:57

2M ago30:57

30:57

There's a phase shift that happens to any b2b SaaS company. The shift away from volume to efficiency. When is it time to shift, and how do you go about it? That's what we discuss. (00:00) - Introduction (01:56) - Is volume still the thing? (07:04) - Shifting Focus away (13:00) - The Process (16:40) - Budget Reallocation Strategies (17:11) - Convers…

1
To gate or not to gate? | #030 31:44

2M ago31:44

31:44

Should we still gate quality content? Or should we release it for free? No matter what side you side, the answer is never easy in SaaS today. Raul and Toni debate the pros and cons of gating and how to think about your content strategy to get results in your pipeline. (00:00) - Introduction (00:37) - Berlin Event Recap (04:29) - Gated vs. Ungated C…

1
3 ways to stop indecision 30:46

2M ago30:46

30:46

You're not losing to competitors. You're losing to indecision, most often heard like this: "Sorry, it's not the right time. Let's reconnect". And it's no surprise, layoffs, budget cuts and more has led to a fear of messing up. We discuss three ways to overcome indecision. (00:00) - Introduction (04:26) - Sales Challenges and Indecision (05:58) - Ec…

1
Why BI Sucks 27:46

2M ago27:46

27:46

BI tools promised to solve the "data starved" teams, giving them access to make decisions. However, we see quite a few challenges that you should know. That's why we dive into our experience with business intelligence. (00:00) - Introduction (02:51) - The Challenges of BI Implementation (05:52) - The High Costs of BI Tools and Expertise (09:01) - T…

1
The hard truth about data trust | #029 38:20

3M ago38:20

38:20

How often do you argue about your data? How many times have numbers been questioned? And is the data you're even gathering helpful in the first place? We all want to make data-driven decisions. But what happens when you lack that data trust? In this episode, Raul and Toni talk about the reason why so many companies struggle with data trust, and int…

1
Hiring for the logo & other mistakes 33:30

3M ago33:30

33:30

It's time to talk about hiring for b2b SaaS. With the change from 'growth at all costs' to efficient growth, hiring is more important than ever. In the episode, we get into (00:00) - Introduction (02:41) - Why talk about hiring? (06:53) - It's time for the "suite and tie" folks (12:51) - Testcases are kinda useless (16:51) - What is it you're hirin…

1
Secrets to winning in hyper competitive markets 34:07

3M ago34:07

34:07

What can we learn from hyper competitive markets in SaaS? That's exactly what we asked in this episode. We get into the pitfalls and strategies you can use to do better against the competition. (00:00) - Introduction (03:44) - Hyper compeitive markets (06:12) - Pitfalls to watch out for (10:18) - Disruption happens (13:42) - What are folks gonna do…

1
Revenue concepts explained | #028 29:49

3M ago29:49

29:49

Class is in session! Raul and Toni constantly bring up different frameworks and acronyms in the SaaS revenue world. In this episode, they put on their professor hats and explain some of their favorites and go-tos. In this episode you'll learn about: - The revenue engine/factory - The revenue formula - How compounding works - CAC Payback and CAC:LTV…

1
NPS can't predict churn 29:38

3M ago29:38

29:38

No, net promoter score can't predict churn. We cover the alternatives in todays episode (00:00) - Introduction (04:14) - What is NPS and why does it suck? (10:22) - Predict & prevent churn (11:02) - Signals (16:13) - Customer vintages (21:32) - The process *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM sho…

1
On the road as a co-founder (with Julius Koehler from sennder) | #027 28:09

3M ago28:09

28:09

Despite having around 1,000 employees and 11 offices, Julius Koehler, a co-founder of sennder, still spends most of his time on the road, meeting customers face-to-face. It may not be the typical play from a founder, but he discusses with Raul and Toni why it works for him and his team, as well as the challenges it brings. (00:00) - Introduction (0…

1
Use this framework to run root cause analysis 32:52

3M ago32:52

32:52

Here's the method used by Toyota to run root cause analysis. It's called the 5M framework, and helps you look at problems from multiple angles - so you can prevent them from happening again. (00:00) - Introduction (03:56) - How Toyota would run RCA (04:50) - 5M overview (06:22) - Manpower (10:47) - Machinery (14:03) - Material (18:28) - Method (23:…

1
CROs today have to change | #026 32:55

4M ago32:55

32:55

The modern definition of a CRO is changing, and not enough current CROs are noticing. In this episode, Raul and Toni talk about why they're falling behind, what the role should look like going forward, and what current CROs need to do to get there.By Growblocks

1
Why we think we need RevOps (and why we really need it) 33:40

4M ago33:40

33:40

We think we need RevOps because: Systems. Tools. Data.. And they all have merits, but, there's a few other yet very important reasons to bring RevOps on let alone have them in the first place. Listen in and find out! (00:00) - Introduction (03:47) - Why do we need it? (05:04) - "We gotta call someone" (11:55) - When is a strategic focus even needed…

1
Do you have one of these GTM problems? 30:01

4M ago30:01

30:01

There's 3 GTM problems we see over and over again - and they can totally be avoided. Listen to the episode to learn if you've got one of the problems. (00:00) - Introduction (02:09) - Calling out the problem (05:14) - 1: Everyone secretly knows (13:16) - 2: Acquisition is a mess (17:40) - Contingency planning (19:42) - 3: Blindsided by churn (21:36…

1
Con or Cure? Consultants | #025 32:08

4M ago32:08

32:08

Are consultants worth their price tag? Or have all the bad players out there ruined it for everyone? As former consultants themselves, Raul and Toni debate if consultants are a con or a cure, and give us tips on what to look out for when you want to hire one for your project. (00:00) - Introduction (00:58) - Consultants: Con or Cure? (03:52) - The …

1
Friction by design 31:43

4M ago31:43

31:43

Focused on removing friction? In this episode we discuss when it might be worth it to add some friction instead. (00:00) - Introduction (08:36) - Just try creating one graph (15:44) - Why is there no pricing page?? (23:35) - Support friction *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take wee…

1
Is the SDR dead? | #024 29:58

4M ago29:58

29:58

Is the SDR role dead? Are their methods obsolete? Or have they been completely replaced by AI and automation? In this episode, Raul and Toni talk about the perception of the job, and how a lot of people just don't understand the role SDRs do. (00:00) - Introduction (01:35) - Is the SDR dead? (05:30) - What is an SDR today? (08:45) - The future of S…

1
Here's how Koen Stam use AI for sales coaching 42:05

4M ago42:05

42:05

Do you think this is an AI summary or not?: With AI tools, such as ChatGPT, sales teams can enhance coaching processes by creating personalized frameworks, generating data-driven insights, and fostering consistency for improved productivity and skill development. It is... But anyway, that's pretty much what we discussed with Koen - he's been using …

1
Rethinking comp plans 28:57

4M ago28:57

28:57

We're using comp plans from the 80s, and there's some problems with that. We discuss how SaaS has simply changed, and provide some important reflections you can use if you need to rethink your comp plans. (00:00) - Introduction (02:26) - We still get lots of questions about this (05:24) - Why everyone does comp plans (08:25) - The purpose of what c…

1
Con or Cure? Benchmarks | #023 31:02

4M ago31:02

31:02

SaaS Benchmarks: Are they valuable tools? Or are they misleading and potentially harmful to your business? In this episode, Raul and Toni debate the merits of benchmarks and give real-world examples of challenges associated with them and how to make them more meaningful to your company. (00:00) - Introduction (01:00) - Benchmarks: Con or Cure? (09:…

1
High velocity sales (with Frank Nardi) 45:50

4M ago45:50

45:50

Even if you don't run high velocity sales, there's much to learn from vendors who do. We talked with Frank Nardi (CRO at Cin7) about how they manage short sales cycles and proactively manage their funnel. (00:00) - Introduction (02:21) - Meet frank (06:02) - Tuning the engine (13:36) - Selling to SMB (21:56) - Short cycles, short term? (26:54) - Lo…

1
When deals die 31:06

5M ago31:06

31:06

Deals die. But more so today than previously. That's why we introduce a different analysis to understand why deals are dying - so you can fix it. (00:00) - Introduction (03:02) - Why deals are harder (04:46) - MEDDICC to diagnose performance (07:34) - Champion (11:12) - What's the pain? (14:35) - From pain to metric (17:29) - Who signs the deal? (2…

1
How (and when) to pick a fight | #022 26:48

5M ago26:48

26:48

From Adam Robinson vs 6sense, to Hubspot vs Salesforce, there are plenty of SaaS companies starting public fights with competitors. But could it be the ultimate marketing play for you? Or are you just asking for trouble? In this episode, Raul and Toni talk about their favorite company fights, when you should consider picking a fight, and how to ide…

1
Why RevOps is broken (with Jeff Ignacio) 43:38

5M ago43:38

43:38

Is RevOps broken? And how do we fix it? Together with Jeff, we get into a bunch of the challenging areas of Revenue Operations and some of the steps you can take to improve it. (00:00) - Introduction (01:40) - Meet Jeff (03:45) - Glorified GTM IT (11:57) - Overinvesting (18:13) - The go to market plan (30:57) - Under- & overinvestment (34:25) - Get…

1
4 Outbound Mistakes 30:12

5M ago30:12

30:12

Is outbound dead? And if not, what are the biggest mistakes we've seen? That's exactly what we get into today (00:00) - Introduction (01:37) - "Outbound is dead? Bullshit." (05:46) - Can you even run outbound? (09:35) - What's changed? (12:28) - Mistake 1: Outsourcing (16:39) - Mistake 2: Not knowing the ideal talent profile (20:43) - Mistake 3: Sc…

1
WTF is PLS even? (with Jesus Requena, VP Marketing at Hex) 50:06

5M ago50:06

50:06

What is PLS? When does it make sense to use it? How do you get started? These are just a couple of the questions we asked Jesus who's been building PLG and PLS motions at Unity, Figma, Algolia and Hex. (00:00) - Introduction (00:57) - Meet Jesus (04:35) - PLG at Unity (05:45) - Solving a big problem (12:12) - Is this the right motion? (16:49) - Can…

1
Don’t have GTM visibility? 36:34

5M ago36:34

36:34

Everyone has a dashboard, a sheet, some reports - but still the number 1 problem we hear about? It's visibility into performance. So we discussed the problem, and what you can do about it. (00:00) - Introduction (02:16) - Why we get asked about visibility (08:58) - The problem with visibility (14:16) - Breaking down targets (17:48) - Having foresig…

1
Avoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital) 53:45

5M ago53:45

53:45

There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge. (00:00) - Indtroduction (03:48) - Meet Mark (08:44) - The number 1 pattern of unnecessary failure (11:16) - Getting the right pacing (16:35) - Pushing back on the plan (25:39) - Why do we misunderstand capacity? (33:54) - The problem with commission…

1
RevOps needs to move 29:12

5M ago29:12

29:12

With everything that's happening, we discuss if it's time for RevOps to move away from the CRO. We get into (00:00) - Introduction (02:29) - Is it time to move? (08:30) - If the CRO doesn't get it.. (11:24) - Give CFO operational insights (16:54) - Commercial FP&A? (21:08) - The P&L of commercial (23:54) - Zero helpful advise You can find the CAC:P…

1
How Paddle scaled with outbound to $100M (With Harrison Rose) 45:45

5M ago45:45

45:45

Paddle scaled with one motion: outbound. They were incredibly focused on one ICP, and ended up developing a three folded funnel. (00:00) - Introduction (01:58) - Meet Harrison (06:28) - Figuring out how to sell (12:24) - How they scaled (15:11) - Changing the target customer profile (19:09) - Not running out of market (25:27) - RevOps - the secret …

1
Making metrics matter 34:18

5M ago34:18

34:18

If you want to operate SaaS effectively - you need to know how metrics are constructed, and when to use them. Sounds obvious, but many many folks struggle with this, so we walk through two simple frameworks. (00:00) - Introduction (03:08) - Pain with metrics (05:54) - The reality level (10:16) - It takes time to move metrics (14:58) - Metrics tree …

1
Scale efficiently with RevOps (With Jeremey Donovan) 49:44

6M ago49:44

49:44

We asked Jeremey: How does RevOps help businesses right now switching from growth at all costs to efficient growth? We got into a bunch - how prospects are like fish. Will AI help?. A "moneyball" approach to hiring - and much much more. (00:00) - Introduction (02:49) - Fish are like prospects (04:49) - Meet Jeremey (06:13) - What does efficient gro…

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Toni Hohlbein Podcasts

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