How (and when) to pick a fight | #022

Revenue Brothers

35:19

We’ve turned intuition into a buzzword—flattened it into a slogan, a gut feeling, or a vague whisper we don’t always know how to hear. But what if intuition is so much more? What if it's one of the most powerful tools we have—and we’ve just forgotten how to use it? In this episode, I’m joined by Hrund Gunnsteinsdóttir , Icelandic thought leader, filmmaker, and author of InnSæi: Icelandic Wisdom for Turbulent Times . Hrund has spent over 20 years studying and teaching the science and art of intuition through her TED Talk, Netflix documentary ( InnSæi: The Power of Intuition ), and global work on leadership, innovation, and inner knowing. Together, we explore what intuition really is (hint: not woo-woo), how to cultivate it in a culture obsessed with logic and overthinking, and why your ability to listen to yourself might be the most essential skill you can develop. In This Episode, We Cover: ✅ Why we’ve misunderstood intuition—and how to reclaim it ✅ Practical ways to strengthen your intuitive muscle ✅ What Icelandic wisdom teaches us about inner knowing ✅ How to use intuition during uncertainty and decision-making ✅ Why trusting yourself is an act of rebellion (and power) Intuition isn’t magic—it’s a deep, internal guidance system that already exists inside you. The question is: are you listening? Connect with Hrund: Website: www.hrundgunnsteinsdottir.com TedTalk: https://www.ted.com/talks/hrund_gunnsteinsdottir_listen_to_your_intuition_it_can_help_you_navigate_the_future?utm_campaign=tedspread&utm_medium=referral&utm_source=tedcomshare Newsletter: https://hrundgunnsteinsdottir.com/blog/ LI: www.linkedin.com/in/hrundgunnsteinsdottir IG: https://www.instagram.com/hrundgunnsteinsdottir/ Book: InnSæi: Icelandic Wisdom for Turbulent Times Related Podcast Episodes: How To Breathe: Breathwork, Intuition and Flow State with Francesca Sipma | 267 VI4P - Know Who You Are (Chapter 4) Gentleness: Cultivating Compassion for Yourself and Others with Courtney Carver | 282 Share the Love: If you found this episode insightful, please share it with a friend, tag us on social media, and leave a review on your favorite podcast platform! 🔗 Subscribe & Review: Apple Podcasts | Spotify | Amazon Music…

about a year ago 26:48

MP3•Episode home

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 identify an enemy to go after.

(00:00) - Introduction and new format changes
(02:18) - Adam Robinson vs 6sense
(07:20) - Choosing and enemy for marketing purposes
(09:59) - Can you stage a fight?
(15:49) - Identifying and naming your enemy

50 episodes

#MBA #Business #Toni Hohlbein #Project #RevOps #B2B #SaaS

How (and when) to pick a fight | #022

Revenue Brothers

published about a year ago

MP3•Episode home

In this episode, Raul and Toni talk about their favorite company fights, when you should consider picking a fight, and how to identify an enemy to go after.

(00:00) - Introduction and new format changes
(02:18) - Adam Robinson vs 6sense
(07:20) - Choosing and enemy for marketing purposes
(09:59) - Can you stage a fight?
(15:49) - Identifying and naming your enemy

50 episodes

#MBA #Business #Toni Hohlbein #Project #RevOps #B2B #SaaS

Tutti gli episodi

Revenue Brothers

1
Why you missed Q1 I #050 24:23

6 weeks ago24:23

24:23

If you’re scrambling to justify a weak Q1 to your board, start here. Because you’re not alone, and you’re probably blaming the wrong things. In this episode, Toni and Raul dissect why so many revenue teams are falling short. They cover everything from unrealistic quotas and planning blind spots to the hidden dangers of action bias and over-experimentation (looking at you, AI-obsessed founders). They also dive into why “just one more deal” isn’t a strategy, how founder-led magic doesn’t scale, and why your reps are probably single-threading deals with fake champions.…

Revenue Brothers

1
Con or Cure: Planning I #049 28:03

7 weeks ago28:03

28:03

Is planning your best weapon or your biggest waste of time? Depending how you do it, it’s probably both. In this episode, Toni and Raul unpack the paradox of startup planning. Spoiler: it's not about having a perfect plan, it's about building a fast loop for better decisions. They explain why founders get stuck chasing outdated roadmaps, how most "plans" are investor theater, and why the real power lies in the act of planning itself.…

Revenue Brothers

1
Inbound, Outbound, and Prisonbound I #048 26:37

8 weeks ago26:37

26:37

Corporate espionage, bribery, and fist-fighting customers? Just another day in SaaS sales! In this episode, Toni and Raul swap wild startup war stories—from the Deel vs. Rippling spy case to real-life "hookers and blow" closers—and explore just how blurry the line gets between hustle and handcuffs.

Revenue Brothers

1
Why your Enterprise BDR motion sucks I #047 23:56

9 weeks ago23:56

23:56

Trying to force your mid-market BDR playbook into enterprise deals? That's why you're failing. In this episode, Toni and Raul tackle the common misconceptions about enterprise BDR motions. They explain why activity metrics don't matter anymore, why your junior SDRs are struggling, and how the AE-BDR relationship fundamentally changes at the enterprise level. Learn why enterprise BDRs need to think like strategic account managers, not cold callers, and why understanding the "Game of Thrones" approach to stakeholder mapping is crucial for breaking into large accounts.…

Revenue Brothers

1
When Founders Choose Business Over Unicorns I #046 23:00

10 weeks ago23:00

23:00

Stuck between building something that makes sense and chasing unicorn status? You're not alone. In this episode, Toni and Raul get real about the growing number of founders who are saying "screw the metrics" and just building good businesses instead. But here's the catch - your investors signed up for unicorns, not profitable mid-size companies. We're diving into this messy, often unspoken tension that's reshaping how founders think about success. Why are metrics suddenly taking a backseat? What happens when your definition of "winning" changes midway through the journey? And how do you navigate that awkward conversation with your board?…

Revenue Brothers

1
The Reason Your Personalization Sucks I #045 22:52

11 weeks ago22:52

22:52

Think your "Hey {FName}" and "I see you went to {University}" messages are winning you deals? Think again. In this episode, Toni and Raul dismantle the myths of modern personalization and reveal why most attempts fall flat. They explore the three critical layers of real personalization, why AI can't (yet) replicate human relevance, and how spending 10 minutes on a genuinely tailored message beats sending 100 automated ones. If you're sick of crickets after your outreach campaigns and want to know what still works when everyone else is letting robots do the talking, this one's for you.…

Revenue Brothers

1
Founder's guide to Sales Weirdos I #044 23:34

12 weeks ago23:34

23:34

Your sales team seems weird: they stretch the truth, party hard, and break every process you create. But there's a method to the madness. In this episode, we dive into what really makes salespeople tick. From why your best reps think like entrepreneurs to how 'wonderful weirdos' often outperform polished professionals. Learn why hiring MBAs for early sales roles backfires, how to harness unconventional personalities instead of fighting them, and why getting close to your sales team matters more than perfect processes.…

Revenue Brothers

1
Your Comp Plan Sucks I #043 31:22

13 weeks ago31:22

31:22

All your sales reps hit 150% quota, but cash flow is down, and churn is up. How can that be? It’s because your comp plans suck. In this episode, we share the real (and often messy) stories behind sales compensation plans gone wrong - and what actually works. Learn why "make it simple" is the hardest advice to follow, how to prevent gaming without complex rules, and why taking away commission is worse than never giving it in the first place.|…

Revenue Brothers

1
The only 3 Buyer Personas you need to know I #042 27:48

14 weeks ago27:48

27:48

Ever wonder why some buyers jump on every new tool while others wait until their business is on fire before making a move? In this episode, we dive into the psychology of tech buyers and break down the three types you'll meet: the perfectionist, the procrastinator, and the pragmatist, as well as practical selling strategies for each. Essential listening for anyone in B2B tech sales who wants to understand what really makes their buyers tick.…

Revenue Brothers

1
Nailing Founder-led Sales I #041 26:16

15 weeks ago26:16

26:16

When should founders stop being their company's best salesperson? We break down the art of transitioning from founder-led sales to a sales team, sharing practical triggers for timing, hiring tips, and common pitfalls to avoid. A must-listen for founders planning their next phase of growth

Revenue Brothers

1
Founder's Associate Con or Cure? I #040 17:26

16 weeks ago17:26

17:26

Should early-stage startups hire a Founder's Associate or Chief of Staff? In this episode, we tackle this increasingly popular roles in startups. We break down the differences between these roles, share our experiences, and discuss when these hires make sense - and when they don't. From managing special projects to building sustainable team structures, we give you practical insights for founders considering these strategic hires.…

Revenue Brothers

1
The VC-business model needs an overhaul I #039 27:42

19 weeks ago27:42

27:42

• Shifting Dynamics in VC Investments : Venture capitalists (VCs) are becoming more selective in their investments, focusing on true business potential and founder-VC alignment. This shift is driven by a challenging market environment, including reduced IPOs and acquisitions, which has forced VCs to reassess their strategies and priorities. • The Rise of Operating VCs : Increasingly, VCs are differentiating themselves by offering operational support beyond capital. This includes specialized expertise, industry connections, and access to unique resources, such as securing exclusive deals (e.g., GPUs for startups). However, founders remain cautious, often prioritizing valuation over these added services. • Founder and VC Fit Matters : Both founders and VCs are emphasizing the importance of personal compatibility, recognizing the long-term nature of their partnerships. VCs are also focusing more on working with founders who demonstrate self-awareness and a realistic understanding of their business challenges. • Evolving Founder Mindset : Founders are increasingly thoughtful about capital needs, opting for venture funding only when it serves as a clear accelerator for growth. The focus has shifted from raising large rounds for hype to building sustainable, scalable businesses that align with market realities.…

Revenue Brothers

1
How to raise a Series A in 2025 | #038 25:44

20 weeks ago25:44

25:44

Planning for Series A Success: Detailed execution plans can prevent overwhelm. Raul shares a framework for prioritizing tasks: focus on two key items at a time while de-prioritizing others. Start with foundational tasks like defining your Ideal Customer Profile (ICP) before scaling processes like CRM systems or advanced forecasting. Saying No vs. Scaling Gradually: Toni and Raul discuss why outright rejection of ideas isn’t always feasible. Instead, adopt a level-based approach to progress incrementally while maintaining focus on the core. Revenue Engine and Predictability: VCs value predictability in growth. Toni explains the importance of demonstrating a clear input-output relationship for scaling revenue efficiently from $2M to $10M ARR. Transparency around risks and uncertainties can foster better investor relationships and help control the narrative during funding discussions. Execution and Performance: Experimentation is crucial, but commitment matters. Raul warns against superficial efforts (e.g., half-hearted PLG attempts) and advocates for thorough exploration of growth channels. The value of learning what works—and what doesn’t—on the path to Series A.…

Revenue Brothers

1
Why is everything so difficult this year | #037 31:54

21 weeks ago31:54

31:54

1. The Current Climate: Why So Challenging? Raul sets the stage with a candid reflection: "Why is everything so difficult, and what can we do about it?" Acknowledging 2023 and 2024 as tough years for many, Toni emphasizes the importance of moving beyond the "big whine" to identify actionable solutions. 2. AI Hype: Magic Button or Misguided Expectations? The promise and pitfalls of AI: While AI dominates VC funding and customer expectations, the hype often outpaces its practical applications. Toni critiques the trend of superficial AI strategies, warning that adding "AI" to a pitch isn’t a long-term recipe for success. Raul highlights the need for genuine value and strong ROI cases as the hype inevitably cools. 3. Sales Efficiency & Market Dynamics Pipeline struggles persist across industries, even as buyer behavior begins to stabilize. Toni observes a shift in buyer expectations: customers increasingly seek “magic” solutions and demand more from software providers. Raul sees a silver lining: rising expectations push companies to deliver better products, more personalized solutions, and stronger customer outcomes. 4. Decision-Making in Organizations: CEOs and CFOs Take the Lead Toni notes a tightening of decision-making power, with CEOs and CFOs often being the sole gatekeepers for major purchases. This shift makes it more critical than ever to craft messaging that resonates with top executives while addressing the needs of operational teams.…

Revenue Brothers

1
Conversational AI with Joachim Schreiner | #036 35:25

22 weeks ago35:25