最佳Toni Hohlbein播客 (2024)

1
Advise for your career in 2025 (with Robin Daniels) 38:31

3d ago38:31

38:31

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 Ca…

1
Your guide to go-to-market trends in 2025 34:34

5d ago34:34

34:34

Will growth return? How will AI influence GTM? There's so many questions as we near the end of 2024. In today's episode, we cover the key trends and predictions for 2025. (00:00) - Introduction (01:21) - Go-to-Market Trends for 2025 (02:21) - But first: Will we see more growth next year? (04:17) - AI's Impact on Sales and Hiring (08:24) - More sale…

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

6d 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 Expectat…

1
From seats to outcomes: How AI is changing pricing (with Kyle Poyar) 45:32

10d ago45:32

45:32

Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how teams operate. With Kyle Poyar, we discuss new pricing models focused on outcomes and units of work - and what ramifications they come with. (00:00) - Introduction (03:19) - The Evolution of SaaS Pricing (06:04) - How AI is changing pric…

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Conversational AI with Joachim Schreiner | #036 35:25

12d ago35:25

35:25

Revolutionizing Customer Experiences with Conversational AI | Featuring Joachim Schreiner (CRO, Parloa) In this episode of The Revenue Brothers, host Raul sits down with Joachim Schreiner, the Chief Revenue Officer of Parloa and a pioneer in conversational AI. Despite Toni’s absence, the show continues with a deep dive into the transformative poten…

1
$1M ARR Per FTE: How to get hyper efficient 32:44

12d ago32:44

32:44

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…

1
You need to know these GTM trends (with Chris Walker) 45:55

17d ago45:55

45:55

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…

1
This is why your growth isn't picking up 32:55

19d ago32:55

32:55

There's been a bunch of change happening lately. And a lot of excuses to. It's time to accept the changes and adapt to (finally) start growing again. (00:00) - Introduction (05:47) - Growth and Market Dynamics (10:59) - So what exactly has changed? (11:23) - Changes in Buyer Behavior (11:48) - The Rise of Buying Committees (14:09) - Focus on Cost R…

1
The state of venture capital (with Peter Walker) 37:27

24d ago37:27

37:27

Will the funding market screw you, or accelerate your plans? In this episode, we talk with Peter Walker about funding and why it matters to GTM teams. (00:00) - Introduction (03:04) - What commercial teams need to know (05:44) - What does the market look like right now (07:19) - Are IPOs still backed up? (09:24) - Political landscape (12:29) - Two …

1
Take advantage of this zero day exploit now 32:45

26d ago32:45

32:45

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…

1
Why 70% of Sales Jobs Might Disappear (with Jacco van der Kooij) 1:06:39

1M ago1:06:39

1:06:39

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…

1
The unfair advantage: Why every founder needs a brand 34:18

1M ago34:18

34:18

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) - Build…

1
How This AE Built a $1M Pipeline Through LinkedIn (With Laura Erdem) 47:02

1M ago47:02

47:02

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:…

1
VCs hate services - here’s why SaaS shouldn't 32:18

1M ago32:18

32:18

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 awesom…

1
This founder shares his churn problem (with Adam Robinson) 48:53

2M ago48:53

48:53

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…

1
The new outbound playbook we used to book 500 meetings 34:15

2M ago34:15

34:15

Outbound is being declared dead every week. AI is ruining outbound. Every business struggle to get it to work. But, we managed to get it working (again). In today's episode, we share the new playbook for outbound we used to book 500 meetings in just a few months, with 3 SDRs. (00:00) - Introduction (03:38) - Where outbound started (06:18) - AI SDRs…

1
Don't create a category, do this instead (with Kyle Coleman) 45:35

2M ago45:35

45:35

Kyle is back on the show - this time we grill him on category creation, and finding a problem to market instead. He should know, he saw a category and problem get created at Clari, and is running the playbook again at Copy.ai. (00:00) - Introduction (02:45) - The TLDR of Kyle's presentation at Exit5 (03:27) - Are you differentiated? (06:44) - How a…

1
3 Career Hacks You Should Know About 28:15

2M ago28:15

28:15

Here's two guys without a job doling out their top 3 career hacks. Don't worry, they had jobs when they used the hacks - and some of them they just observed. But they had one thing in common: They worked. Give it a listen and use it to guide your teams or your own career trajectory. (00:00) - Introduction (03:52) - 1: Chaos is a ladder (10:47) - 2:…

1
AI in Action: GTM use cases that work (with Andy Mowat) 37:08

2M ago37:08

37:08

Do you need an AI strategy? Do AI SDRs work? And if they don’t, what does? This and more we talk about with Andy Mowat (00:00) - Introduction (05:47) - RevOps vs GTM Ops and retitling (11:10) - AI Usecases in the GTM (12:18) - The main sales usecase (14:15) - AI SDRs: Efficiency vs. Conversion (19:02) - AI that actually works in sales (23:06) - AI …

1
Growblocks is shutting down: here's what we've learned 31:24

2M ago31:24

31:24

Growblocks is done, but we're continuing the podcast - so we thought we'd share some of the things we've learned along the way in this episode. (00:00) - Introduction (02:43) - Growblocks shutting down (03:36) - Why it didn't work (04:36) - The people we were selling to (07:56) - Internal Selling and Champion Challenges (13:16) - Category Creation …

1
Here are two simple ways to reduce burn 32:59

3M ago32:59

32:59

Need to be more efficient in your GTM? Then it's time to get serious about your burn rate. In this episode, Mikkel and Toni break down some tactics you can start now to get your finances in line. (00:00) - Introduction (02:42) - Reducing Burn (09:02) - Mastering Payment Terms for Cashflow (12:07) - Strategic Pay Raises and Salary Bands (14:32) - Ef…

1
Are warrants a scam? Here’s what you need to know 26:36

3M ago26:36

26:36

Between bad leaver clauses, dilution and liquidation preferences, we're willing to bet most folks out there don't understand their warrants. And who can blame them? In this episode, we break down the complexities of warrants in compensation packages and answer the question: Are they worth it? Or are they just a scam? (00:00) - Introduction (02:13) …

1
7 GTM problems everyone has, and how to fix them (with Eddie Reynolds) 45:02

3M ago45:02

45:02

What if we told you there are 7 simple mistakes companies make over and over again? From the misalignment between sales and marketing to the mishandling of inbound leads, Eddie Reynolds joins us to shed light on why these mistakes happen, and how to avoid them. (00:00) - Introduction (04:16) - Transition to SaaS Companies Discussion (05:10) - The I…

1
To prevent burnout, this could be the answer 32:48

3M ago32:48

32:48

Do you recognize this in yourself or someone else: You're working hard. More than what's required. You're rxtremely busy, but at the end of the week, you're just not sure what you actually got done. Yes, that really hurts. And eventually, you'll burn out. The solution? Getting productive as F... (00:00) - Introduction (02:29) - Stress, burnout and …

1
Intern to CRO - The Toni Hohlbein Story | #035 31:01

3M ago31:01

31:01

Ever wondered how a near-firing can lead to a top executive role? Raul and Toni take a deep dive into Toni's career journey. From his beginnings as a struggling part-timer in Copenhagen to becoming the Chief Revenue Officer at Falcon. Plus, a candid discussion of mistakes made and lessons learned along the way. (00:00) - Introdcution (03:13) - Toni…

1
Starting a new job? Do these 3 things 29:36

3M ago29:36

29:36

Whether you're a new CRO, VP of Marketing, or RevOps, if you want to earn your title, you'll want to onboard quickly and drive results early. But that's usually easier said than done. In this episode, we give you 3 things you should do when starting a new organization to bring value from day 1. (00:00) - Introduction (01:09) - How to onboard yourse…

1
How to run a GTM diagnosis in the first 90 days | #034 32:29

3M ago32:29

32:29

You're brand new in an organization and you have 90 days to figure out what's going wrong and what you need to fix now. How do you start? In this episode, Raul and Toni run through how to run a proper GTM diagnosis. (00:00) - Introduction (01:15) - Live Podcast at Pakcon (02:40) - Reunion in Mannheim (05:21) - Understanding GTM Diagnostics (07:47) …

1
Do we have a tenure problem in tech? 31:02

3M ago31:02

31:02

Yes. Tenure for tech is relatively bad when comparing to other industries. But is that a problem? And if so, how do we fix it? This and more we get into in todays episode (00:00) - Introduction (02:41) - After 3 years, half your team has moved one (07:02) - Boomers, millenials and different tenures (12:18) - The problem short tenure creates (13:10)…

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

4M ago31:47

31:47

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

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

4M ago46:39

46:39

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

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

4M ago30:28

30:28

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

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

4M ago45:32

45:32

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

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

4M ago29:23

29:23

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

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

4M ago41:09

41:09

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

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

4M ago27:33

27:33

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

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

4M ago45:14

45:14

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

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

4M ago31:09

31:09

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

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

5M ago46:28

46:28

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

1
4 Reasons customers aren't expanding 33:35

5M ago33:35

33:35

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

1
How to hire RevOps | #032 30:10

5M ago30:10

30:10

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

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

5M ago39:00

39:00

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

1
The plan that kill teams 31:43

5M ago31:43

31:43

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

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

5M ago31:46

31:46

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

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

5M ago42:57

42:57

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

1
Do this before accepting a new job 32:18

5M ago32:18

32:18

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

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

5M ago30:28

30:28

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

1
When volume won't cut it 30:57

6M ago30:57

30:57

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

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

6M ago31:44

31:44

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

1
3 ways to stop indecision 30:46

6M ago30:46

30:46

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

1
Why BI Sucks 27:46

6M ago27:46

27:46

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

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