Podcasts about TrustRadius

No. This is not a tactical episode. But. You will get a real look inside of a company being created.(00:00) - Introduction (04:01) - Scar tissue (09:31) - Feedback and Market Research (13:28) - AI in Data Analysis and Future Prospects (16:06) - AI's Growing Influence in Business (18:06) - Exploring New Data Sources (19:05) - Challenges and Opportunities in AI Adoption (20:07) - Pivoting to Product Marketing Managers (21:50) - VC Inbounds and Funding Decisions (23:02) - Mickel's Departure and Reflections (25:05) - Breakthrough in Data Integration (27:26) - Introducing the GTM Graph (30:55) - Use Cases and Applications (36:31) - Call to Action and Conclusion This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

If you're running outbound. If you're using SDRs. Or planning to. You've got to listen to this episode.We got Morgan Ingram on the show, and he broke down his LinkedIn playbook to get replies at scale.(00:00) - Introduction (03:18) - Outbound Marketing and Career Choices (06:16) - Optimizing LinkedIn Profiles (07:45) - Common Mistakes in Outbound Messaging (11:34) - Effective LinkedIn Connection Strategies (17:58) - Using Videos and Voice Notes in Outreach (19:41) - Humanizing Your Outreach (22:35) - The Challenges of SDRing Outbound (23:00) - Essential Tools for Effective Sales (26:33) - Creative Sales Tactics: The Alley Oop Play (31:35) - Pipeline Development Strategies (36:04) - The Role of LinkedIn in Modern Sales (40:03) - The Future of Email in Sales This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

In this episode of Create Like The Greats, Ross Simmonds takes us behind the scenes of one of the most exciting AI developments in recent months—ChatGPT's Deep Research feature built on OpenAI's O3 reasoning model. This episode provides a detailed breakdown of how Deep Research can help with competitive analysis, persona building, content strategy, and thought leadership. If you're someone who works with data, content, or digital strategy, this episode is packed with actionable insights. Key Takeaways and Insights:

Getting AEs to self-prospect is fun: AEs will complain, procrastinate, and straight up not do it.In todays episode, we share some simple tricks to get account executives excited and motivated to self prospect (hint: it's about $).(00:00) - Introduction (03:12) - AI in Sales and Self Prospecting (05:41) - Challenges of Self Prospecting (07:57) - Incentives for Self Prospecting (11:43) - Pipeline Generation and Commission Strategies (16:53) - Navigating AE and SDR Roles (17:43) - Impact of Self-Prospecting on Performance (18:50) - Incentivizing Prospecting Targets (23:01) - Team-Based Incentives and Collaboration (26:33) - Testing and Adjusting Incentives (28:34) - Simple and Effective Incentive Ideas (29:52) - Visual and Tangible Incentives (31:42) - Incentives for High-Value Deals This episode is brought to you by Everstage - the highest-rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

How to scale past $10M ARR. GTM Engineering. How AI is changing the game and much much more.We got Maja Voje, also known as the GTM Strategist, to join us and share her thoughts on this and more.(00:00) - Introduction (02:34) - Challenges in Scaling Beyond 10 Million (03:30) - Inbound Marketing Struggles (04:50) - Outbound and ABM Strategies (07:05) - AI SDRs and Personalized Outreach (11:52) - Navigating LinkedIn's Compliance Issues (13:53) - Humanization vs. Automation in GTM (19:21) - Adapting to AI in Product Market Fit (21:54) - Revisiting Messaging and Pricing Strategies (25:38) - Outcome-Based Pay in the Workforce (26:33) - Understanding Value Metrics (27:55) - Pricing Experiments and Strategies (36:49) - Adopting AI in the Workforce This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

With every new technology, there's a Kodak.. or Nokia.. For AI, that company is Chegg - a publicly traded, once highflying edtech company.We break down the story of Chegg, and distill four learnings for GTM leaders.(00:00) - Introduction (02:02) - The Role of AI in Our Show (05:34) - The Rise and Fall of Chegg (07:59) - Chegg's Business Model and COVID-19 Impact (13:44) - The ChatGPT Disruption (16:39) - The Resilient Business: Surviving Disruption (17:03) - AI's Impact on Incumbents (18:33) - The Innovator's Dilemma (20:29) - Opportunities for Change (21:38) - AI Disruption in Various Industries (24:05) - Strategies for Business Resilience (26:15) - The Importance of Diversification (27:50) - Facing the Reality of Disruption This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Your main contact is not your champion. You champion might not be an experienced buyer. And the list goes on.The problem is: not getting this right can really hurt your ability to bring in newbiz revenue.That's why we invited Gal Aga from Aligned. Not only did he post a kick-ass meme on this problem, but he also has worked extensively with AEs and run into this problem too often.(00:00) - Introduction (01:56) - The Israeli Tech Ecosystem (04:35) - Understanding the Role of a Champion (08:15) - Champion Enablement Strategies (13:27) - Multi-Threading in Sales (18:08) - Executive Buy-In and Business Cases (23:06) - Navigating Executive Involvement in Sales (23:50) - Building Trust with Your Champion (26:38) - Understanding Buyer Dynamics (27:10) - The Role of Professional Buyers (28:47) - Collaborative Decision Making (29:15) - Avoiding Transactional Sales (30:58) - Managing Internal and External Stakeholders (31:38) - Modern Sales Strategies (41:43) - The Future of Transactional Selling (45:27) - Final Thoughts and Takeaways This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

“People read three-star reviews. They don't read five-star reviews. People are looking for truth. They're looking for actual helpful content, and nothing's five stars,” says Allyson Havener, CMO at TrustRadiusIn this episode of The Content Cocktail Hour, Allyson Havener, CMO at TrustRadius, explores how reviews, AI, and data-driven content are shaping modern B2B marketing. Allyson shares why quality beats quantity when it comes to reviews, how TrustRadius is setting the industry standard for authenticity in customer voice, and why proprietary data is a brand's secret weapon in the age of AI. She also offers her unique perspective on why CMOs, not CROs, should lead go-to-market teams and how aligning marketing with finance is a game-changer.In this episode, you'll learn:Why TrustRadius rejects nearly half of its submitted reviews to maintain quality and credibilityHow AI is affecting buyer trust—and how businesses can protect their content from becoming commoditizedThe hidden power of proprietary data and how it fuels content, product, and marketing strategyResources:Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jonathan-gandolf/Explore AudiencePlus: https://audienceplus.comConnect with Allyson on LinkedIn: https://www.linkedin.com/in/allyson-havenerExplore TrustRadius: https://www.trustradius.comTimestamps:(00:00) Intro(01:16) Understanding TrustRadius(02:04) Balancing vendor and buyer solutions(04:54) The importance of quality reviews(05:53) Philosophy and strategy at TrustRadius(08:52) AI's role in reviews(12:39) TrustRadius' data-driven content strategy(17:32) The value of content marketing(23:38) Why CMOs may be better suited to lead revenue teams

How's PLG different from outbound? We asked someone who's worked with both motions. And the interesting part? They used a very simple trick to accelerate their PLG: Defining their ICP.(00:00) - Introduction (10:02) - Finding the ICP (19:37) - Acquisition and Sales Strategy (20:04) - Brand equity (22:53) - Trigger for engaging (25:55) - Self-Onboarding and Offboarding Dynamics (28:44) - Outbound Strategies and AI-Enabled Lifecycle (41:54) - Conclusion and Final Thoughts This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Growth envy. We've all been there. Another company just blows up in what feels like seconds.Immediately you wonder, how could we achieve the same? Well, first step is understanding, and in this episode we break down the conditions that enabled Cursor to grow incredibly fast.(00:00) - Introduction (02:20) - Cursor and 0-100 (05:09) - The Power of Top Funnel (11:56) - The Future of Code Writing (12:10) - Teleportation and Sales (12:49) - Understanding the Funnel (13:05) - The Simplicity of PLG (14:45) - Developer Tools and Market Size (19:02) - Freemium Models in Enterprise Sales (23:09) - Challenges of Rapid Growth (27:05) - Retention and Competition This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

“Identify the things that are eating away at people's time to do the jobs that they are getting paid to do,” says Josh Carter, Senior Director of Demand Generation at PavilionIn this episode of The Content Cocktail Hour, Josh Carter, Senior Director of Demand Generation at Pavilion, explores the unique challenges of marketing a professional membership community. Josh shares how Pavilion approaches demand generation differently than traditional B2B companies, why referrals are their most powerful growth engine, and how AI is transforming both internal efficiency and the buyer experience. He also explains the crucial role of a brand in long-term marketing success and why companies need to rethink how they leverage AI in their content strategies.In this episode, you'll learn:Why referrals drive 60-70% of Pavilion's new memberships - and how they activate that channelHow AI is helping sales teams personalize outreach and improve conversion ratesThe role of brand investment in building long-term demand and trustResources:Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jonathan-gandolf/Explore AudiencePlus: https://audienceplus.comConnect with Josh on LinkedIn: https://www.linkedin.com/in/joshcarter1116Explore Pavilion: https://www.joinpavilion.com/2024 B2B Buying Disconnect Report by TrustRadius and Pavilion: https://www.joinpavilion.com/resource/trustradius-2024-b2b-buying-disconnect-reportTimestamps:(00:00) Intro(02:00) Understanding Pavilion's unique DemandGen approach(04:06) The role of AI in Pavilion's sales process(04:57) Optimizing the sales funnel with AI(06:02) Leveraging AI for personalized marketing(15:17) Building a centralized AI knowledge repository(17:29) Balancing AI and brand authenticity(21:55) The importance of brand in B2B marketing

There are 1000s of privately held unicorns. But for many of them, they will truly struggle to make a meaningful exit.We discuss why together with Roee.(00:00) - Introduction (02:25) - Understanding Zombie Unicorns (04:30) - The Rise and Fall of Valuations (06:33) - VC Expectations and Company Growth (12:01) - The Fragility of High Valuations (15:17) - Current Market Trends and Valuations (19:35) - The Rise of Zombie Unicorns (20:18) - Down Rounds and Valuation Challenges (20:51) - Future of Unicorns and IPOs (26:48) - Impact on Revenue Leaders (32:06) - Pricing and Packaging Strategies (35:39) - Concluding Thoughts and Future Outlook This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

In this episode of Create Like The Greats, Ross Simmonds dives deep into the common mistakes that SaaS companies are making with their Google Ads strategies. Despite advancements in marketing and AI tools, many businesses are still falling into the same traps they did years ago. If you're struggling to make your paid search campaigns profitable, this episode will help you identify missteps and optimize your approach for better ROI. Episode Breakdown & Key Takeaways Why SaaS Companies Struggle with Google Ads Many SaaS businesses fail to drive ROI from paid search. The solution? Optimize your campaigns by improving efficiency in clicks, conversions, and lower costs. Common Mistake #1: Sending Traffic to the Homepage Why it's a bad idea: Homepages serve too many purposes and introduce distractions. Solution: Create dedicated landing pages aligned with specific user intent. Actionable tip: Remove navigation menus and unnecessary links to keep visitors focused. Common Mistake #2: Poor Above-the-Fold Experience 90% of visitors won't scroll past the first screen—so you need to make an instant impact. Essential components for above-the-fold success: Clear and compelling headline that connects with intent. Highlight a unique value proposition. Call-to-action (CTA) should be immediate and obvious (e.g., “Start Your Free Trial”). Social proof: Use testimonials or logos from recognizable brands. Common Mistake #3: Inefficient Bidding Strategies Ross recommends manual CPC bidding when starting. Test target CPA bidding only after gathering sufficient data. Be prepared to adjust bidding strategies based on real-time performance insights. Common Mistake #4: Running Ads on Low-Intent Keywords Stop wasting money on broad, irrelevant search terms like “sales tips” or “HR advice.” Focus on high-intent keywords, such as: Brand alternatives – Users searching for "Zoom alternatives" or "Slack alternatives" are actively looking for a switch. Solution-focused keywords – Category-driven searches like "best CRM software" indicate potential buyers. Problem-focused keywords – Queries that reveal pain points (e.g., “how to improve sales conversion rates”). Common Mistake #5: Not Using Advanced Audience Targeting Target smarter: Avoid blanket targeting by narrowing ads to key demographics. Enterprise SaaS should avoid targeting younger age groups (e.g., 16-20) as they are unlikely to be decision-makers. Use the "observation" setting first to track audience performance before shifting to specific targeting settings. Common Mistake #6: Weak Ad Copy That Fails to Convert Ross's winning copywriting framework for Google Ads: Headline 1: Match the exact search term (e.g., “Best CRM Software"). Headline 2: State a unique value prop (e.g., “User-friendly design for teams"). CTA Headline: Create urgency (e.g., “Boost revenue—Start your free trial!”). Description: Include social proof (e.g., "Trusted by 10,000+ businesses worldwide"). Leverage customer reviews from G2, TrustRadius, or Capterra for copy inspiration. Final Thoughts & Recap Google Ads can be a goldmine if done right—avoid common pitfalls and optimize for success. Focus on landing page relevance, audience targeting, and high-intent keywords for best results. Adjust campaigns based on performance metrics—don't "set and forget." —

Wrappers are dead. LLMs are dead. SaaS is dead. The application layer is dead.It's moving pretty fast still in AI, and we thought it was time to take stock of what we know right now.(00:00) - Introduction (01:03) - OpenAI's Superbowl Ad Breakdown (02:29) - The Role of AI in Modern Life (03:16) - Teasing Future Content (03:50) - The Fast-Paced World of AI (05:35) - Understanding GPT Wrappers (07:40) - Hype vs. Reality in AI (10:04) - The Evolution of Solutions (14:22) - Consumer Perception of AI (16:25) - AI's Role in Problem Solving (17:47) - The Commoditization of AI (18:50) - Cloud Providers and AI Models (20:39) - The Future of AI Investment (22:31) - Challenges in AI Implementation (28:51) - Skepticism and Realities of AI This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

If 4 developers at a unicorn got a $1m check, could they copy your feature? Well, yes. We discussed why this question is stupid, and how to build true competitive advantages.(00:00) - Introduction (02:11) - Remote Work and Team Dynamics (02:47) - Exploring New Features and Innovations (04:59) - Customer Experience and Building a Moat (15:05) - Sticky Features and User Retention (17:52) - Salesforce and the Challenges of Switching Providers (18:34) - Bad Industry Practices and Network Effects (19:38) - Building Ecosystem Benefits and Integrations (20:38) - Strategic Partnerships and Preferred Partners (23:34) - Customer Feedback and Product Development (27:27) - Efficient Growth and Competitive Advantages (33:23) - Outbound Marketing Strategies This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Weaknesses are awesome. If you can identify them that is. We discuss three common GTM weaknesses and how you can identify them...So you can start fixing them and getting better.(00:00) - Introduction (03:23) - Parenting Challenges (04:22) - Go-to-Market Strategies (05:35) - 20-20 vision (06:22) - 1: I'm just not motivated (12:37) - You're a bad leader (15:04) - It's products fault (of course) (16:30) - Handling Bugs and Product Frustrations (17:09) - Building a Billion Dollar Business (22:17) - I'm not listening to you (the customer) (26:24) - The Value of Qualitative Data This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

How do you get CAC:PB below 12? How do you get reps to close 50% more ARR? By focusing on unit economics.In this episode, we focus on that, merging PLG + SLG and more with Kevin McIntyre.(00:00) - Introduction (04:24) - Why merge (07:02) - Bringing together PLG and SLG (10:24) - Challenges and Strategies Post-Merger (13:38) - Focus on Unit Economics and Sales Efficiency (32:40) - Where AI will assist (38:01) - Reflections on CRO Tenure and Final Thoughts This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Guest: Ken Lempit, President & Chief Business Builder at Austin Lawrence GroupIn this episode, Austin Lawrence Group's Ken Lempit shares a bold approach to overcoming the inefficiency of traditional advertising campaigns. He emphasizes a new strategy: combining foundational customer interviews with rapid, real-time testing via high-frequency organic social media posts. This iterative approach helps identify messaging that resonates most with target audiences before significant ad spend, enabling SaaS companies to avoid costly missteps. Lempit calls out outdated "ivory tower" methods, where messaging was developed in isolation and assumed durable for years. Today, he argues, messaging must evolve constantly based on audience engagement.Key Takeaways:Real-Time Validation Beats Guesswork: Test messaging in organic social media environments before committing ad budgets. Insights from live engagement can refine campaigns and improve ROI.Messaging Is No Longer Durable: Static messaging fails in today's dynamic market. Iterative testing ensures campaigns stay relevant and effective.Drive Action with the Cost of Inaction: Instead of focusing on ROI, highlight the risks of staying in the status quo to compel prospects to act.This practical framework bridges the gap between creative intuition and data-driven decisions, setting a new standard for SaaS advertising.Other resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

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Okay.. There's a few motions being covered plenty (inbound, outbound, plg etc.)But there's this other thing called community led growth that hasn't been covered a lot -- so we decided to discuss it with someone who built a succesfull community.And that's Matthew Volm, co-founder of RevOps Coop. We asked him to share, well, why you shouldn't do CLG.(00:00) - Introduction (02:53) - How the community became a thing (06:53) - Pivoting to Community Building (12:34) - Challenges in Building a Community (21:30) - Learning on the Job: The Challenges of Revenue Operations (22:19) - The Impact of COVID-19 on RevOps (22:46) - Building a Community for RevOps (23:18) - Starting a Community: Key Considerations (23:59) - The Importance of Niche Focus (25:20) - Community-Led Growth: Success Stories (26:49) - The ROI of Community Participation (28:48) - Effective Community Engagement Strategies (34:31) - The Role of AI and Human Connection in Communities (38:01) - The Mindset for Building a Community (41:20) - Customers and prospects This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

So Q1 is kicking off in hours, and most of you have already made a few mistakes. We discuss the most common ones, and what you can do to fix them.(00:00) - Introduction (03:23) - Preparing for Q1: Common Mistakes (05:42) - Make no room for sales excuses (06:35) - Setting Sales Targets and Comp Plans (09:37) - Hiring is late... again (13:05) - Maybe it's the right time now (17:22) - January got screwed in Q4 (21:57) - People leave This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Did you start reflecting over your next career steps? Whether it's about quitting, staying and growing -- we discuss all things career with Robin Daniels.(00:00) - Robin Daniels (06:54) - Energy and Initiative in Your Career (11:33) - The Importance of Soft Skills (12:35) - Evaluating Career Goals and Titles (17:48) - Weekly Self-Assessment for Career Satisfaction (20:04) - Impact of Work on Personal Life (20:16) - Advice for Those Unhappy at Work (20:42) - Introspection and Self-Reflection (23:06) - The Role of Salary in Job Satisfaction (24:48) - When is it time to... go? (35:08) - When there's no room above This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

What's a great ARR per FTE, and is it even realistic to get to $1M? And if you could, why should you?This and more we discuss in todays episode.(00:00) - Introduction (02:32) - Why $1 million, like really? (06:46) - The Mindset Shift (13:00) - What can we automate first? (18:31) - Average quality of talent (25:48) - Investing in Assets for Growth This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on https://revenueformula.substack.com

2025 is around the corner - and we asked Chris Walker about his predictions for the next years. Will we see more efficiency? Growth? How will AI transform teams? And much much more.(00:00) - Introduction (03:17) - Has anything changed? (05:03) - Understanding the Core Problems (07:06) - The C suite (12:03) - Wrong KPIs (14:40) - No, we aren't more efficient (19:00) - AI and Market Efficiency (22:03) - Building Customer-Centric Software (24:12) - The Real Cost of Software and Market Growth (24:52) - Predictions for Marketing Teams (27:03) - Challenges in AI Adoption (29:24) - Data's Role in AI and Marketing (30:37) - Future Trends and Predictions (34:40) - The Art and Science of Go-to-Market Strategy (35:56) - RevOps and Go-to-Market Operations (37:48) - Customer Success and Account Management (40:51) - Key Ingredients for Success in 2025 This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Guest: Randy Likas, Head of North America Go-to-Market at NektarTraditional marketing tactics are losing their edge, with MQLs falling short as costly, outdated signals of real buyer intent.In this week's episode, we explore tactics for CROs to tackle the “great ignore” with guest Randy Likas, Head of North America Go-to-Market at Nektar, a revenue efficiency platform that unifies customer interaction data and helps you discover new revenue opportunities.Randy discusses how CROs must reevaluate their playbooks and processes, focusing on how to re-engineer strategies and redeploy technology to align with emerging trends in buyer behavior–positioning the CRO role as not just operational but transformational.Key insights you'll gain:How changing buyer behaviors, like the "great ignore," are reshaping outreach strategiesWhy MQLs are losing relevance and how to focus on buying groups insteadHow breaking down silos between sales, marketing, and success boosts revenue efficiencyOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

If you're the first to exploit a new opportunity, your advantage will only get bigger over time. So, is there an exploit you can take advantage of? Find out in the episode.(00:00) - Introduction (03:06) - Understanding Zero Day Exploits (05:36) - E-commerce Evolution and SEO (12:31) - The Rise of SaaS (19:07) - AI in Go-to-Market Strategies (29:39) - Encouraging AI Experimentation (31:42) - Conclusion and Call to Action This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Have you read the phrase “AI won't replace your job, but people who use AI will”? Well, that's not entirely true.In today's episode, we discuss how AI is disrupting the entire GTM at the moment - and we discuss it with Jacco van der Kooij.(00:00) - Introduction (04:24) - How AI is transforming GTM (15:01) - AI: Volume, cost and... what's the last one? (20:43) - Beyond talking leaflets (26:04) - Agentic World and AI Sub-Agents (30:13) - The First Mover Advantage (35:09) - From shovel to excavator (39:53) - The Three Storms (45:16) - The Rise of Vertical SaaS (53:11) - AI's Exponential Growth and Future Impact References"In 2025, AI won't just assist salespeople – it will replace them.", Winning by Design"Why and how AI is going to replace sales" (video), Jacco van der KooijAI share of search, Rand FishkinThis episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Guest: Isabelle Papoulias, Fractional GTM & Business Operations ExecutivePipeline isn't just a metric—it's a team sport.But when marketing, sales and customer success work in silos, it creates a fractured buyer journey and practically guarantees you'll miss opportunities.So, who should be responsible for driving this cross-functional alignment?In this episode, fractional GTM leader and business operations executive Isabelle Papoulias  breaks down how SaaS companies can realign their go-to-market teams under unified leadership for faster growth and smarter execution.Key insights you'll gain:How common goals and shared metrics across teams drive alignmentThe benefits of a CCO or CRO with a broad understanding of GTM strategiesAdvice for ditching “lead generation” as a success metric in the enterprise saleOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

There's an unfair advantage some startups and companies have. It's a competitive advantage that can't be copied. And it's on you should build as early as possible - a founder brand.In todays episode, we talk about our experience with building a founder brand, what we've learned from others and much much more.(00:00) - Introduction (01:47) - Building a Founder Brand (07:27) - You need this (08:45) - Blank page problem (11:11) - The Importance of Consistency (15:28) - Distribution and Trust (17:04) - The reason LinkedIn is interesting (19:33) - The other option (25:27) - What will you talk about This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Guest: Warren Zenna, Founder of The CRO Collective Scaling a SaaS company is no walk in the park. At a certain point, operational complexity demands more than just growth—it demands cross-functional alignment. Enter the Chief Revenue Officer (CRO).In this episode, we dive into the evolving role of the CRO with expert Warren Zenna, founder of The CRO Collective and Zenna Consulting Group, and host of the CRO Spotlight podcast.Warren unpacks why misalignment between Sales, Marketing, and Customer Success persists—and how the CRO may be uniquely positioned to fix it.Key insights you'll gain:What it means for a SaaS company to be “CRO-ready”Why scaling companies make the same costly mistakes—and how to avoid themPractical tips for CROs, CMOs, and CEOs to align teams and drive revenue growthOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

We've found a salesperson who's successfully sourcing 30% of her pipeline herself. How? Using LinkedIn.Laura shares her playbook, giving you practical tips to get going and much more.(00:00) - Introduction (01:27) - Welcome (02:53) - Challenges of Traditional Outbound Sales (05:07) - The Shift to Social Selling (05:57) - "You're not Gartner" (10:40) - How much pipeline? And how do you calculate it? (16:57) - Building a Social Selling Playbook (20:32) - Getting founder support (23:19) - Who to get on the team (24:42) - How do we get started (26:39) - Figure out the who and the what (28:41) - Forget the POV (31:54) - And now, book a demo! (37:06) - But that deal is mine.. (41:25) - Laura's secret tricks (45:54) - Concluding Thoughts and Final Tips This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Carta. HubSpot. Brandwatch. Rippling. These companies, and many others, offer services (even though VCs don't like it). It's not about creating a services business, it's about using it to acquire, retain and grow customers. Here's what we get into:(00:00) - Introduction (03:08) - Why services aren't attractive (04:54) - And why services are awesome (11:46) - Services as an acquisition channel (12:25) - First example: Carta (16:34) - 2nd: Rippling (21:24) - HubSpot's Onboarding This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

We've all seen it in the movies. A character has an invisibility cloak, or drinks a potion, or perhaps turns into a ghost. And then, oooh how tantalizing, they can see what goes on when they're not around.Well as our latest guest explains it, we shouldn't just think of that kind of moment as some sort of sci-fi fantasy. We should work as if we're trying to optimize that conversation.As she puts it – “It's about what people say when you are not in the room.”To hear the story behind that lesson, along with many more lesson-filled stories, I talked to Allyson Havener, Chief Marketing Officer, TrustRadius [https://www.trustradius.com/].Stories (with lessons) about what she made in marketingCreating a category is one of the most difficult GTM strategies, but if you have enough conviction, time, and money to pull it off, it's worth itDone is better than perfectIt's about what people say when you are not in the roomAlign marketing initiatives to revenueLead marketing strategy with the voice of your customersPartner to understand the investment needed for growth while also achieving profitabilityDiscussed in this episodeGet Productive With AI – Join us on November 20th at Noon EST. There is no cost. See the 7 principles you can learn in this session and register to join us at MeclabsAI.com/GetProductive (from MarketingSherpa's parent company, MeclabsAI).B2B Digital Marketing & Demand Generation: My boss has asked me to produce $1 billion in revenue. Now what? (podcast episode #109) [https://marketingsherpa.com/article/interview/B2B-digital]Female Entrepreneurship and Marketing: Having built a big community doesn't mean you will be able to monetize it (podcast episode #71) [https://www.marketingsherpa.com/article/interview/entrepreneurship]Brand Voice: 3 quick marketing case studies from Pedigree, a freelance marketplace, and a marketing agency [https://marketingsherpa.com/article/case-study/brand-voice-case-studies]Get more episodesSubscribe to the MarketingSherpa email newsletter [https://www.marketingsherpa.com/newsletters] to get more insights from your fellow marketers. Sign up for free if you'd like to get more episodes like this one.For more insights, check out...This podcast is not about marketing – it is about the marketer. It draws its inspiration from the Flint McGlaughlin quote, “The key to transformative marketing is a transformed marketer” from the Become a Marketer-Philosopher: Create and optimize high-converting webpages [https://meclabs.com/course/] free digital marketing course.Apply to be a guestIf you would like to apply to be a guest on How I Made It In Marketing, here is the podcast guest application – https://www.marketingsherpa.com/page/podcast-guest-application

Pricing and packaging can either bog down your go-to-market engine or fuel it to peak performance.This week's SaaS Backwards podcast features Dan Balcauski, Founder and Chief Pricing Officer at Product Tranquility, a consultancy that helps high-volume B2B SaaS CEOs define pricing and packaging for new products. In this episode, Dan discusses the critical role pricing plays in a SaaS business model and why leadership teams must view it as a dynamic lever, not a "set-it-and-forget-it" element. He dispels the common myth that success hinges solely on what you charge, emphasizing instead that who and how you charge are the real determinants of success.Breaking this down, Dan walks through the four key elements of SaaS packaging: price metric, price model, offer configurations, and price fences.Our conversation also explores how to conduct a pricing study, realigning pricing strategies, AI's role in pricing decisions, and the ever-debated topic: should pricing be displayed on the website?This episode offers actionable insights for SaaS leaders looking to harness pricing as a powerful tool for growth and market alignment.Key takeaways from this episode:The impact of pricing and packaging on revenue, profitability, and valuationWhy pricing is a critical lever for growth in SaaS businesses that shouldn't be overlookedSigns a new CMO or CRO should look for to determine if pricing needs attention at a prospective employerOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

Everyone talks openly about raising a new round or closing a massive deal. But churn, crickets. Except for one guy, Adam Robinson.And he shares not only his churn problem, but how he solved it, how he's building a solid awareness engine and, how he built Rb2b.(00:00) - Introduction (07:02) - October 2022, the first LinkedIn post (08:53) - Finding his voice (11:15) - The first viral post (13:51) - No product was decided yet (16:05) - The product was not exciting... (17:59) - 3 weeks after launch (22:58) - The Impact of Transparency on Business (23:49) - Churn: The thing people won't talk about (when it's bad) (27:23) - Churn spiked to 15% (29:49) - A few realizations (36:37) - The strange issue (45:05) - Confrontational Marketing (48:10) - Final Thoughts and Farewell This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Gifting can be a powerful outbound strategy that captures attention far more effectively than an email. In this week's SaaS Backwards podcast episode, we spoke with Kris Rudeegraap, Co-CEO and Co-Founder at Sendoso, a gifting and direct mail platform that helps revenue teams 6x second call rates, double win rates, and close deals 29% faster.Kris shared how his background in software sales and experience with gifting inspired him to create Sendoso. He provided insights into the company's initial go-to-market strategy, its evolution from a "growth at all costs" mindset to a more efficient, profit-driven approach, and how this shift has shaped its success.We also discussed common objections and misconceptions about gifting, such as it being “too expensive” or impractical without someone's address—and how Sendoso addresses these challenges.Kris backed up Sendoso's impressive results with client success stories: Gong influenced over $30 million in pipeline by mailing pinatas, Guru improved meeting conversion rates by sending cupcakes, and Verkada saw a remarkable increase in ad conversion rates by offering a Yeti mug as a meeting incentive across social media and LinkedIn campaigns.Read more Sendoso success stories here and view customer examples here. Key takeaways from this episode:The power of gifting as an outbound strategyHow Sendoso helps clients select the right gifts for the right people at the right timeInsights into the fundraising process and the current environment for startupsOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

What does it take to move up market and start targeting the enterprise market? In this episode, host Drew Neisser is joined by Allyson Havener (SVP of Marketing at TrustRadius), Sheri Chin (CMO of Galileo Financial Technologies), and Jakki Geiger (most recently CMO of Hazelcast) to discuss how to navigate the strategic shift.  From aligning sales and marketing teams to crafting tailored messaging, these marketing leaders share real-world experiences on what works—and what doesn't—when moving up market. Key Discussion Points: How to identify when it's time to move up market. The internal shifts needed to target enterprise customers successfully. Leveraging account-based marketing and targeted content for larger deals. The importance of partnerships in breaking into the enterprise market. How to balance retaining SMB customers while scaling to serve enterprise clients. Tune in to hear real-world strategies for taking your business to the next level by moving up market.  For full show notes and transcripts, visit https://renegademarketing.com/podcasts/ To learn more about CMO Huddles, visit https://cmohuddles.com/

Building meaningful connections with individuals using different channels can be more effective than running an ABM program that only provides a shallow understanding of what's happening within an account. In this week's SaaS Backwards podcast episode, we spoke with Dmitri Lisitski, Co-Founder and CEO at Influ2, a person-based advertising platform that allows you to reach specific people within target accounts and see who interacts with your ads.Dmitri takes us behind the scenes and discusses how his frustration with imprecise ABM platforms led to the creation of Influ2, which aims to solve this problem by targeting individual decision-makers within an account rather than only providing this broad view.We discuss the orchestration between sales and marketing and the significance of nurturing relationships over time in enterprise sales. Dmitri explains how the best thing marketing can do for salespeople is target the same account they're trying to chase and influence their decision, build awareness, and track intent. Our conversation also covers the role of thought leadership in generating conversations and supporting the sales process, the impact of AI on content creation, and attribution challenges in B2B marketing.This episode provides valuable insights for SaaS CEOs, CMOs, and B2B marketing and sales professionals.Key takeaways from this episode:The humanization of sales and marketing in the enterprise motionWhy the use of AI in content development falls flat and what to do insteadMeasuring the impact of advertising on revenueOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

We often emphasize the importance of understanding what's being talked about in sales conversations to shape content strategy and tell unique, compelling stories.In this week's SaaS Backwards podcast episode, we talk with Parthi Loganathan, Founder and CEO of Letterdrop, a platform designed to help companies do just that.Parthi explains how Letterdrop's AI assists companies in creating content that resonates with more buyers by leveraging the language their customers actually use, cutting down the time and improving the quality of their thought leadership content. He also shares how Letterdrop supports SDRs in delivering value and helps companies uncover and understand their customers' unmet needs.We also discuss the ongoing shift in SEO, the growing focus on LinkedIn, and the decline of traditional outbound sales tactics such as cold calling and cold emailing.Our conversation with Parthi offers valuable insights for SaaS CEOs, CMOs, and marketing and sales professionals in the B2B space.Key takeaways from this episode:The importance of getting context and relevance right before scaling itWhy cold calling and cold emailing no longer worksInsights on future opportunities for content on LinkedInOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

"We try to do as much as we can to really elevate customer voice and let the customer voice do the talking for us, which is something that we suggest companies do," says Kristi Gamboni, Sr. Integrated Marketing Manager at TrustRadiusIn this episode of The Content Cocktail Hour, Kristi Gamboni, Senior Integrated Marketing Manager at TrustRadius, shares her insights on creating impactful B2B marketing content that effectively engages audiences without breaking the bank. Kristi talks about leveraging user-generated content, the importance of non-promotional, thought-out content, and innovative approaches like the 'Reviews After Dark' project. She also highlights the significance of brand awareness and cost-effective strategies in both physical and virtual events, advocating for creative and lean marketing practices to enhance brand visibility and engagement.In this episode, you'll learn:The importance of creating non-promotional, thoughtful content to engage audiences Whether it's a high-profile event or a lean, strategic initiative, maximizing exposure can be achieved on any budgetSuccess in social media and events often comes down to the power of collaboration Resources:Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jonathan-gandolf/ Check out The Juice HQ: https://www.thejuicehq.com/ Connect with Kristi on LinkedIn: https://www.linkedin.com/in/kristigamboni/Check out TrustRadius' website: https://www.trustradius.com/Timestamps:(00:00) How to create non-promotional content that engages(02:50) TrustRadius' use of software reviews for B2B content success(05:58) The power of events in marketing(10:11) How to measure success in content and events(15:03) Inside TrustRadius' 'Reviews After Dark' series(19:52) How to make a big impact on a small budget

The ability to leverage data and prioritize sales and marketing efforts is essential to the success of enterprises with broad addressable markets.Recognizing the struggles enterprises face in managing vast amounts of data, this week's SaaS Backwards podcast guest Elio Narciso, saw an opportunity to improve how sales reps identify targets and prioritize their efforts.Elio is the Co-founder and CEO of Scalestack, an all-in-one data enrichment, prioritization, and activation platform that allows go-to-market teams to easily map GTM data from many different sources to their ideal customer profile and their sales engine. In this episode, Elio gives us a look into Scalestack's origins. He recounts his background in advising startups at AWS and how it led him to uncover pockets of inefficiency in their go-to-market motions, such as a productivity gap for sales reps and a general dissatisfaction that companies have with their data.Throughout this episode, Elio reflects on lessons from his past ventures, addresses common sales and marketing challenges, and highlights Scalestack's mission and capabilities.Key takeaways from this episode:How hiring well is essential for scaling startups and managing that scaleWhy focusing on enterprise clients can be advantageous for a startupStrategy for building partnerships to reach more potential customersOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

Consolidating sales and marketing into the office of the CRO might be a controversial topic, but it can be healthy for demand and sales functions to become enmeshed.In this episode of the SaaS Backwards podcast, our guest Cliff Simon, CRO of Carabiner Group, explains how aligning demand and sales functions can create a more cohesive and effective go-to-market strategy.Cliff shares his belief that companies need to have a unified leader at the very top of everything go-to-market. He breaks down how sales and marketing are two sides of the same coin, and why looking at everything through a revenue lens is critical for success.We also discuss Cliff's collaboration with Nick Toman, author of The Challenger Customer and Carabiner Group's Chief Product and Strategy Officer. Cliff highlights Nick's expertise in market research, referencing his latest report, "Commercial Success in 2025 Hinges on GTM Strategy."Topics covered in this episode include the evolution of enterprise sales as SaaS companies scale, achieving capital efficiency in go-to-market strategies, and measuring progress in enterprise sales.Looking for ways Carabiner Group can boost your Revenue Operations? Check out the GTM Tech Stack Audit and Analysis Workbook—a valuable resource for mapping the relationship between your GTM strategies and technology stack.Key takeaways from this episode:Advantages of combining sales and marketing under the office of the CROThe state of go-to-market and insights on how to achieve capital efficiencyHow to measure progress in the enterprise saleOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

When buyer trust is lacking, companies can lose money. Who wants to buy from a less than trustworthy company? It's a spectrum, I suppose. TrustRadius discussed the topic in its Buyer Research Report, and Allyson Havener, SVP of Marketing and Community, joins me on Episode 684 of "The Business Storytelling Show" to discuss it. Join us and download the full report: https://solutions.trustradius.com/vendor-blog/2024-b2b-buying-disconnect-the-year-of-the-brand-crisis/ Let's find out the current state of buyer trust and how to improve it.

With all the current tools and technology available to salespeople, many have naturally slipped into a less personal approach than what used to be the norm. As a result, their calls and emails are ignored, and they struggle to get quality leads.This highlights the need to go “back to the future,” or back to the basics, and adopt a personality-driven, people-forward sales approach to cut through the noise.In this episode, we spoke with Alex Grace, the founder and CEO of Velocity Sales Consulting, about his process when coming into a company as a new sales leader or CRO and how he uncovers why things aren't going as planned.Alex calls this a welcome change in sales, stating, “You'll hang up on an SDR that's using a line, but you're not going to hang up on a person that sounds like a person.”Alex also discusses a common alignment issue between sales and marketing, noting that one can't exist without the other and how they should be like an old wrestling tag team, working together to reach a common goal.Overall, Alex shared valuable insights into stepping into a sales leadership role, people's innate ability to sell, the power of saying no, going back to the basics, and alignment between sales and marketing.Key takeaways from this episode:How to take advantage of top salespeople's skills to help other salespeople on the team to improveWhat KPIs matter and tracking what makes a meaningful conversationThe consolidation of sales and marketing leadership into the office of the CROOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

According to this year's B2B TrustRadius Buying Disconnect Report, where they surveyed 200 B2B brands and over 2000 tech buyers, 2024 is the “year of the brand crisis.”Across the board, brands are spending 38% on brand marketing and 53% on demand, which is understandable given the shorter time frame to justify ROI. The problem is that buyers make decisions based largely on who they're familiar with, so those who have established recognition and trust over time will be the winners. In this episode, we brought back TrustRadius CEO Vinay Bhagat, who discusses how to better integrate brand marketing with demand generation to develop that trust. Vinay also stressed the significance of the voice of the customer and the need to activate it across digital channels.Overall, Vinay shared valuable insights into B2B marketing, the critical role of brand and demand generation, and the strategic use of customer voice and intent data.Key takeaways from this episode:The significance of brand recognition in making the shortlist for buyersInsights on generating organic traffic by leveraging high-quality user-generated contentThe varying importance of product demos in the sales processOther resources to check out:Our Previous Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

In this episode of the SaaS Backwards Podcast, we spoke with Steve Oriola, CEO of Unbounce, a landing page platform empowering marketers by combining their expertise with AI insights to create and optimize high-converting marketing campaigns. Steve discussed Unbounce's recent acquisition of Insightly, a robust CRM with advanced AI and machine learning capabilities that addresses the needs of mid-sized organizations. He explained how this merger aims to break down silos between marketing and sales, focusing on the entire customer journey rather than departmental divisions.In this episode, Steve shared his extensive experience in the SaaS industry, particularly in marketing and sales applications, and discussed his role in partnering with founders to help them realize their visions. Steve provided insights into potential partnerships with investors as a CEO candidate. He explained that the right investor should have at least one of three things: operating experience, strong pattern recognition, or deference to the operator.The conversation also touched on capital efficiency in go-to-market strategies. Steve emphasized the need for early investments in marketing and sales to get the flywheel effect, leading to long-term efficiency and growth. CEOs and CMOs of SaaS companies and founders considering partnering with investors or bringing in a CEO to help scale their business will find this episode relevant and insightful.Key takeaways from this episode:The significance of brand equity in driving business success, especially in competitive marketsThe role of AI in marketing and sales software and the value of machine learning applications in optimizing tasks and decision-makingThe importance of founders partnering with experienced CEOs to scale their businesses effectivelyOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

Paid advertising is often one of the largest budget items for SaaS companies, making it a critical channel for facilitating sales and driving growth.In this episode of the SaaS Backwards Podcast, we flipped the script and had our very own Ken Lempit, President and Chief Business Builder at Austin Lawrence Group, as the guest. Ken shared his insights on the challenges SaaS companies face in achieving capital efficiency in their go-to-market strategies, particularly focusing on advertising.Our conversation explores the prospect experience as a foundational element of successful advertising campaigns. Ken discusses key areas where companies have the most control and can significantly impact the prospect experience, including optimizing landing pages and providing sales reps with proper training and resources.This episode highlights the significance of taking a holistic approach to advertising strategy, continuous optimization, and being hands-on with internal teams and external agencies to ensure advertising budgets are spent effectively.Ken's insights into diagnosing issues within existing campaigns and media spend and his actionable tips for optimizing advertising performance make this episode an invaluable resource for SaaS marketing leaders and CEOs.Key takeaways from this episode:A holistic model for understanding where advertising touches across the business and how to view all elements that contribute to successful advertisingInsights into how to diagnose problems in current campaignsThe importance of looking at the entire prospect experience and optimizing landing pages and follow-up processesOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

Kathleen Booth, SVP of Marketing and Growth at Pavilion, joins Topline to discuss the evolving landscape of brand and demand generation. The conversation starts off by delving into a recent report by TrustRadius and Pavilion, highlighting shifts in buyer behavior and the importance of brand-led growth. They also explore the need for a balanced approach between brand investment and demand generation, sharing insights on how brands can influence both short-term and long-term business outcomes. Check out the TrustRadius x Pavilion Brand report. Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and read episode recaps. Also, make sure to secure a ticket for: Pavilion Palooza, which will be held virtually from June 25 - 27 GTM EMEA, which will be held in London from 9 - 11 July GTM2024, which will be held in Austin from October 14 - 16

In this episode of "Women in B2B Marketing," host Jane Serra welcomes Allyson Havener, SVP of Marketing and Community at TrustRadius. Allyson shares insights from the B2B Buying Disconnect report by TrustRadius and Pavilion. She emphasizes the value of leveraging customer reviews, original content, and proprietary research to build brand trust and influence buyer decisions. Allyson also highlights the growing role of millennials and Gen Z in the B2B buying process and the significance of balancing positive and negative feedback. Allyson and Jane discuss:Leveraging customer reviews and original content in B2B marketingSignificance of easy access to product information for buyersGrowing influence of millennials and Gen Z in the B2B buying processThe growth of buying committees in the enterprise and the shrinking buying groups in the mid-market and SMB segmentsThe top three factors that make buyers more likely to purchaseBuilding brand trust through review strategiesLeveraging proprietary research for marketing strategy and to build brand authorityTrustRadius' goal of driving consumption of the report to change industry perceptionsEmbracing mistakes and learning from them for personal and professional growthKey Links:Guest: Allyson Havener - https://www.linkedin.com/in/allyson-havener/Host: Jane Serra - https://www.linkedin.com/in/janeserra/ 2024 B2B Buying Disconnect Report: The Year of the Brand Crisis

Is your company struggling to maintain a stellar online reputation in a market flooded with misinformation? Join us as we sit down with Allyson Havner, SVP of Marketing at TrustRadius, to uncover the secrets behind building and sustaining a robust online presence. We dive into the findings from TrustRadius' annual B2B Buying Disconnect report to understand how buyer expectations are evolving and what vendors can do to adapt. Allison sheds light on the critical role of reliable and accurate information, guiding us through the maze of spam, fraud, and bots that can jeopardize a company's reputation.Discover how customer advocacy and high-quality, data-driven content can serve as the backbone of your online reputation strategy. Allison discusses the importance of authentic reviews and warns of the dangers posed by fake reviews and pay-to-play review sites. We also explore the strategic integration of new technology into business operations, emphasizing the importance of budget, personnel, and alignment with existing tools. Tune in for Allison's invaluable insights and practical advice to help your B2B company not just survive, but thrive in today's competitive landscape.More info on the B2B Buying Disconnect Report from Trust Radius hereVisit the Remarkable Marketing Podcast website to see all our episodes.Visit the Remarkable Marketing Podcast on YouTube Send us a Text Message, give feedback on the episode, suggest a guest or topic