The Revenue Cafe
Gary Amaral
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"The Revenue Cafe Podcast" is brought to you by Breadcrumbs - The Revenue Acceleration Platform.
In each episode, we will bring you interesting conversations on all things Sales, Marketing and CX related.
The hope is we will help you along the path to Revenue Acceleration and entertain you along the way!
Available episodes
Newest first
Oldest first
7 hours ago
#51 - Discovery Is Not Dead, You're Just Doing It Wrong (Part 1) - with Tarmo van der Goot
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Tarmo van der Goot, Vice President - EMEA at Chargebee. Discovery fatigue is real, but it's likely not what you think. Tarmo gives the zoo as an example. Buyers, when they go to the zoo, they only want to see their favorite animal. In your demo, you can't jump to a product or price without first knowing what the problem is. How? Sellers must be empathetic and conscious of wasting time.
HIGHLIGHT QUOTES
Know what "animal" your buyers want to see before the demo - Tarmo: "If your buyers are scheduling demos and you basically immediately start with showing your product but you don't know what the actual problem is, then literally, you are the problem because you're not giving me what I'm here to see. So discovery fatigue, it is a real thing, but buyers do still love a good discovery. What they don't like is a bad discovery"
You can find out more about Tarmo in the link below:
* LinkedIn: https://www.linkedin.com/in/tarmovandergoot/
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1 day ago
#50 - How to Use 'Fidget Toys' to Make OPS Decisions (Part 2) - with Thomas Knoll
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Thomas Knoll, Strategic Advisor and Executive Coach at Revelry.co. There are other technology and behavior tools that can help you make practical ops decisions, like new pricing triggers which alert you to tweak price and roll it out to the business. Another tip is to write the PR release, a trick from Amazon, which helps everyone get on the same page regarding the vision of the decision.
HIGHLIGHT QUOTES
Write the PR release and align the team on the vision - Thomas: "If you want to launch a new program, a new plan, a new product, step 1 is write what the PR release is going to be, share that with the team, and that's like this tool that helps everyone way more quickly get on the exact same page about what the vision of the outcome of this whole investment and this project is going to be."
You can find out more about Thomas in the link below:
* LinkedIn: https://www.linkedin.com/in/thomasknoll/
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4 days ago
#49 - How to Use 'Fidget Toys' to Make OPS Decisions (Part 1) - with Thomas Knoll
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Thomas Knoll, Strategic Advisor and Executive Coach at Revelry.co. Decisions can seem hard, expensive, time-consuming, and entail a massive opportunity cost. But there are hacks: have a default decision (example: what are we having for dinner tonight?) and hell yeah or no, which simply says, if it's not a hell yeah, then it's a no.
HIGHLIGHT QUOTES
Get to a decision by starting with your default answer - Thomas: "I have an answer every single time I get asked _what should we eat tonight? _The answer's Taco Bell. That's it. And immediately everyone has an opinion about what we should eat tonight."
You can find out more about Thomas in the link below:
* LinkedIn: https://www.linkedin.com/in/thomasknoll/
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5 days ago
#48 - Stop Treating Creative Like a Short-Order Chef (Part 2) - with Thomas Shields
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Thomas Shields, Director of Product Marketing at Superside. There is a galaxy of solutions to tackle the creative problem, ranging from strategic solutions to tactical, and outsourced to in-house.
Specifically, creative agencies, internal creatives, freelancers, and self-service tools comprise this galaxy. Thomas discusses creative-as-a-service (CaaS) as a better approach by combining 3 key elements: remote creative talent, tech for easy collaboration, and a unique subscription model.
HIGHLIGHT QUOTES
Advantages of CaaS over agencies and freelancers - Thomas: "So CaaS is technology-enabled, it's a subscription similar to SaaS, and it will deliver compelling creative on-demand, so really fast, within a clear, defined budget. You have total control and transparency around what you're getting, for what you pay, and it's able to do it at a scale and breadth of skills."
You can find out more about Thomas in the link below:
* LinkedIn: https://www.linkedin.com/in/tlshields/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com
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Mar 17, 2023
#47 - Stop Treating Creative Like a Short-Order Chef (Part 1) - with Thomas Shields
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Thomas Shields, Director of Product Marketing at Superside. Modern marketing relies on timely, high-quality, and scaled creative. It is the lifeblood of effective marketing. However, many leaders are guilty of treating the creative team as short-order chefs instead of the strategists that they are.
HIGHLIGHT QUOTES
Creatives become order takers because of sheer volume - Thomas: "The reality is that so much volume is coming down the pipe, most creatives can't keep up with the demand and they can't keep up with the speed of which is required. I'm guilty, again, I’m being honest here, I'm guilty of not always giving them the lead time that they need to do the best work."
You can find out more about Thomas in the link below:
* LinkedIn: https://www.linkedin.com/in/tlshields/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com
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Mar 15, 2023
#46 - How to Create Content Like with Research, Tools, and Methods (Part 2) - with Timur Daudpota
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Timur Daudpota, Founding Partner of 2080 Ventures. Think of your content as a product itself and how Time Magazine, GQ, and Bloomberg do it. Timur advises others to get their content out there first and the organic response of your community to it will monetize itself later on.
HIGHLIGHT QUOTES
Create content first and monetize after - Timur: "When I was creating content out there, people started reaching out. Hey, can you help me out with this? Or hey, can you start helping me out with this. At first, you're like hey, this is not what we're doing, but as more and more of these requests start coming in, that's the time when you should really think about, okay, I need to start monetizing."
You can find out more about Timur in the link below:
* LinkedIn: https://www.linkedin.com/in/timurdaudpota/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com
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Mar 13, 2023
#45 - How to Create Content Like with Research, Tools, and Methods (Part 1) - with Timur Daudpota
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Timur Daudpota, Founding Partner of 2080 Ventures. He tackles the basics of creating content starting with 2 simple rules: if you don't like reading or watching it, no one else will, and whoever out-educates their users/customers will automatically win. Timur then breaks down the foundations of great content, from the best research tools down to the most effective methods.
HIGHLIGHT QUOTES
Don't gatekeep; give away your secrets for free - Timur: "Give away your secrets for free. If you think you're giving away more, do even more. Do more than anyone else. You have to give more value to people and in turn, it will keep giving you more in return."
Apply the Pig Factory Method to creating content - Timur: "Imagine we record this video. This video is going to be a recorded podcast, then it's going to be turned into audio, which is going to be shared across Soundcloud or Spotify, and then you make short form bites, so take interesting parts of this video and turn into one that it clips, add subtitles, and then distribute that to TikTok, Instagram Stories, and YouTube Shorts."
You can find out more about Timur in the link below:
* LinkedIn: https://www.linkedin.com/in/timurdaudpota/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com
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Mar 12, 2023
#44 - Create Your Company Go-to-Market IP (Part 2) - with Todd Rowe
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Todd Rowe, Chief Operating Officer of Bevy and Board Member of Genpact. Systems, shared success metrics, and people make up your go-to-market IP, and Todd discusses how to tie one team's success with another and how to hire team-oriented people and build a team-first culture.
HIGHLIGHT QUOTES
Shared success metrics vs function-specific KPIs - Todd: "One of the things that I've had to do is actually change some of the KPIs so that this way, for example, marketing and sales own certain targets together where marketing is quota, is around sales accepted leads, not marketing-generated leads, so this way sales and marketing have to work together that way."
You can find out more about Todd in the links below:
* LinkedIn: https://www.linkedin.com/in/trowe/
* Website: https://www.bevy.com/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com
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Mar 10, 2023
#43 - Create Your Company Go-to-Market IP (Part 1) - with Todd Rowe
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Todd Rowe, Chief Operating Officer of Bevy and Board Member of Genpact. Hypergrowth companies look at their growth cross-functionally, which includes the optimization of their go-to-market IP. Any company can create its own go-to-market IP and Todd discusses its 3 critical components: systems, shared success metrics, and people.
HIGHLIGHT QUOTES
Optimize the entire "growth train" - Todd: "We need to optimize this for the entire customer life cycle, not just one single component. I like this to a growth train where that train literally, we have to optimize each of these different aspects, not just five or 15 different train cars themselves. So from my experience in building out go-to-market IP, there are 3 components simply: systems, shared success metrics, and people."
You can find out more about Todd in the links below:
* LinkedIn: https://www.linkedin.com/in/trowe/
* Website: https://www.bevy.com/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com
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Mar 8, 2023
#42 - Why Sales & Product Need to Know Each Other's Jobs (Part 2) - with Vivek Bedi
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Vivek Bedi, Founder and Chief Product Officer of Product Immersion. Sales and product teams tend to get siloed from each other. Vivek discusses how these teams can use artifacts, much like app release notes, to stay aligned on a high level. Vivek discusses how the involvement of sales and products can change depending on the type of client, as well as the effectiveness of having a product manager in closing a deal.
HIGHLIGHT QUOTES
Some clients need more product team involvement, some don't - Vivek: "Looking at different types of clients, in the sales cycle, you might B2B clients, enterprise clients, big, small, that plays an interesting role too because depending on your client, there might be more involvement in the product."
A PM in the sales process closes deals more effectively - Massimo: "I think also getting like a product manager in the sales conversation helps a lot, especially when sharing the roadmap. I feel potential customer tends not to trust product promises from salespeople, while if there is an actual PM explaining the roadmap and making a formal commitment, that's way more effective for closing deals."
You can find out more about Vivek in the links below:
* LinkedIn: https://www.linkedin.com/in/vivekbedi/
* Website: https://productimmersion.com/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com
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Mar 6, 2023
#41 - Why Sales & Product Need to Know Each Other's Jobs (Part 1) - with Vivek Bedi
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Vivek Bedi, Founder and Chief Product Officer of Product Immersion. Salespeople spend time learning more about the features, values, and stories of their products. While they do not need to know the product in detail, they do need to know how the product's features translate to value for the customer. It is only through working together that both sales and marketing teams can extract exponential value for the customer.
HIGHLIGHT QUOTES
Product and sales teams get more value by working together - Vivek: "We might be close to the customer to get feedback on our product, but we might not be close to the customer. And how are you using it? How can we upsell it for you? And what's the sales strategy? So getting more involved in that sales life cycle is really important from the product side as both of these teams can exponentially be more valuable if they just spend more time with each other."
You can find out more about Vivek in the links below:
* LinkedIn: https://www.linkedin.com/in/vivekbedi/
* Website: https://productimmersion.com/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com
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Feb 24, 2023
#40 - The Repeatable Sales Process Is Dead (Part 1) - with Jason Reichl
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Jason Reichl, CRO of Trustlayer.io. _The Challenger Sale_ taught sellers that the status quo is the biggest enemy; it's not. The real enemy is Fear of Messing Up. Jason discusses how brands can delight their customers especially as the new business has dropped and there is a need to upsell into existing teams to hit your numbers.
HIGHLIGHT QUOTES
Sellers lose more deals because of FOMU - Jason: "Fear of messing up or FOMU is this idea that over 60% of your deals will never actually go to closure, even if you're talking to the right people, even if they're motivated to move away from the status quo, or motivated to move away from a competitor because of uncertainty. And because of uncertainty and because people are so good at hiding uncertainty, it actually makes the sales cycle much, much more difficult."
Expand and upsell into existing teams - Jason: "You must be expanding your product and team offeri…
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Feb 22, 2023
#39 - Your Martech Stack Is WRONG (Part 2) - with Jenn Steele
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Jenn Steele, CEO of Kissmetrics. In practice, getting the martech tools you need, starts with figuring out the questions you are actually trying to answer. Jenn advises sales and marketing teams to work with product teams as you may not want the same tools. And lastly, you must demand visibility or you won't succeed.
HIGHLIGHT QUOTES
Find out what you want to measure and the tools you need to do so - Jenn: "Key takeaway here is that if all you have is a hammer and everything looks like a nail, in other words, if all you have is your martech stack, then you're actually going to be super limited in what you're measuring, what you're optimizing, and how you can grow."
You can find out more about Jenn in the links below:
* LinkedIn: https://www.linkedin.com/in/jennsteele/
* Website: https://www.kissmetrics.io/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second ed…
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Feb 20, 2023
#38 - Your Martech Stack Is WRONG (Part 1) - with Jenn Steele
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Jenn Steele, CEO of Kissmetrics. Experience taught Jenn that moving from an enterprise model to a product-led motion without changing the Martech stack ended in ridiculous amounts of work to produce just 3 data points. Jenn emphasizes that switching up the Martech stack allows you to mesh together different data points to produce true visibility and analyze in-product journeys.
HIGHLIGHT QUOTES
Change your Martech stack to lead better growth - Jenn: "If you're in marketing, you are a growth expert. How are you going to say, oh, if we just do this in the product, or if we lead them to this feature in the product, we'll grow? Or, hey, we've discovered that conversion to paid works much better if they do A, B, and C, so let's lead them to A, B, and C."
PLG takes data from sources that don't integrate together - Jenn: "Full visibility is absolutely vital, not just the points that you think you need, but wh…
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Feb 17, 2023
#37 - Fire Your SDRs (Part 2) - with Jordan Crawford
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Jordan Crawford, Founder of Blueprint. He moves on to the Q&A portion of his webinar and gives tips on how best to use AI in this industry. Jordan also answers questions on providing value for free upfront and raising awareness using programmatic content.
HIGHLIGHT QUOTES
AI in sales will be centered on the buyer's problem - Jordan: "It's a different thing if I can reach out and say, Hey Jordan, I saw that you were spending time researching this topic, and I know that you're actively looking based on your posts like you're actively looking to solve this problem. How's it coming along? And AI will soon be able to do that thing. But we need to ask better questions of AI today to get us to do the things that we really want, which is not the buyer's attention. We want to talk about the buyer's problem."
Using programmatic content while prospecting - Jordan: "What I did is I took all that data and I matched…
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Feb 15, 2023
#36 - Fire Your SDRs (Part 1) - with Jordan Crawford
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Jordan Crawford, Founder of Blueprint. The stats prove that SDRs could be making buying _worse _as a company scales. It is, however, not impossible to scale without sacrificing quality with great data + structure = quality outreach of scale. Use the GAS approach: Give away value for free, Approach programmatically with value, and Schedule meetings with customers.
HIGHLIGHT QUOTES
The GAS Approach builds the GTM engine - Jordan: "How do you fix this? We'll use the GAS process... so Give away value for free, Approach programmatically with value, and Schedule meetings with customers where the value that they experience was great."
The old way simply does not work anymore - Jordan: "We shape our tools and therefore our tools shape us. We are in this loop that I have Apollo, I have ZoomInfo, what do I say to people? That is not the problem that we should be thinking. The thinking is like, what is the very b…
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Feb 13, 2023
#35 - Don't Compete, Contrast Instead (Part 2) - with Lee Gladish
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Lee Gladish, Managing Director of DemandScience. He discusses that motivation is needed to use a complex product. Knowing this, PLG companies need to be flexible with their activation methods and know when to layer sales into their PLG. Lee also shares that product education should be treated as a marketing cost rather than a support cost.
HIGHLIGHT QUOTES
Experiment on activation methods - Lee: "Remember a hundred percent of your customers, a hundred percent of your users, a hundred percent of your trial customers all go through the same process. They all have to go through the website. They all have to activate, and they all have to sign up. They all see the same thing. They all go through the same. So remember, when it comes to triggers, how do you know when to trigger certain users based on, most likely, based on actions."
An end user must have the motivation to use a high learning curve product -…
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Feb 10, 2023
#34 - Don't Compete, Contrast Instead (Part 1) - with Lee Gladish
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Lee Gladish, Managing Director of DemandScience. He digs into how the best PLG companies are actually sales-led and discusses the formula B=MAT which stands for Behavior = Motivation, Ability, and Triggers. While a PLG strategy focuses on "A," for more complex products, it's all about the "M."
HIGHLIGHT QUOTES
PLG is still primarily sales-driven - Lee: "Everyone thinks PLG is the shit but what a lot of people don't really understand is product-led growth companies really generate a lot of revenue from sales as opposed to just product-led growth."
Defining PLG and what it really means - Lee: "What are the fundamentals, the basis of PLG? So we can all agree, It's probably a low barrier to entry, there is quick time to value, so no or little implementation when you're having your users go through a PLG strategy, and somewhat of a network effect maybe virality within the product as well."
You can find out…
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Feb 8, 2023
#33 - Your ABM Strategy Is Outdated (Part 2) - with Mandy Thompson
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Mandy Thompson, Founder and CEO of Digital Reach Online Solutions. ABM can only be a success when stakeholders align resources, technology, and time. Success, in its stages, must also be defined and aligned and an ongoing iteration planned for too. Mandy also gives tips for early-stage companies to begin their successful ABM strategy.
HIGHLIGHT QUOTES
A step-by-step approach gets stakeholders at the table - Mandy: "If you take it, step by step, you get everybody to the table, and we're truly aligned across all of these different areas, not just okay, we're going to get a list of targeted accounts and domains and we're going after the VP of sales and the VP of marketing and the head of finance and we're going to serve them."
Define ICP and get clarity on available resources for accounts - Mandy: "Obviously, starting with the ICP is really important and starting with a manageable number of accounts. And…
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Feb 6, 2023
#32 - Your ABM Strategy Is Outdated (Part 1) - with Mandy Thompson
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Mandy Thompson, Founder and CEO of Digital Reach Online Solutions. ABM as a strategy fails because of a lack of alignment across revenue teams, unclear handoff when ABM becomes ABS, and simply no strategy for account-based efforts to continue in sync with sales after the initial sale.
HIGHLIGHT QUOTES
Be aligned on your definition of success - Mandy: "How are we defining success? How are we defining the milestones and touchpoints where we're going to engage accounts and be aware of our accounts so that we can continue this account-based experience beyond just that initial sale? And so tech doesn't fix that. Tech can help us to implement and deploy, but we have to all be on the same page."
You can find out more about Mandy in the link below:
* LinkedIn: https://www.linkedin.com/in/mandy-thompson-digital-reach/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second e…
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Feb 3, 2023
#31 - You Need to Reinvent Your PLG Sales Team (Part 2) - with Massimo Arrigoni
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Massimo Arrigoni, CEO of BEE Content Design. He provides the steps to reinvent your PLG by switching up metrics (meaningful conversations vs conversions, incentivizing expansion MRR vs new business MRR) and investing in RevOps. Massimo talks about the changes a sales team has to make to be more product-focused and how PLG doesn't have prospects, just customers in different stages of adoption.
HIGHLIGHT QUOTES
Selling in a PLG motion is different from traditional selling - Massimo: " The people in your sales team that will reach out and try to understand more about these customers, what they're doing, et cetera, they have to be very product-focused. They're dealing not with a prospect, they're dealing with somebody that's been using the product for a long time, possibly more experience with some of the features than they have."
You can find out more about Massimo in the link below:
* LinkedIn: https:…
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Feb 1, 2023
#30 - You Need to Reinvent Your PLG Sales Team (Part 1) - with Massimo Arrigoni
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Massimo Arrigoni, CEO of BEE Content Design. A successful PLG strategy fills the funnel with users of all shapes and sizes. In this model, there are no prospects; just customers who are at different phases of product adoption. Massimo teaches that sales teams need to change the way they qualify, contact, and engage with customers.
HIGHLIGHT QUOTES
Communicate in a product-focused way - Massimo: "You have to have people on your sales team that are very product-focused, very familiar with the product, great if they're using the product themselves all the time because they are dealing with people that are very familiar with the product."
You can find out more about Massimo in the link below:
* LinkedIn: https://www.linkedin.com/in/saas-ceo-massimo-arrigoni/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes Live and enter to win a free ticket…
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Jan 30, 2023
#29 - RevOps Ain't a Methodology (Part 2) - with Matt Bolian
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we welcome back Matt Bolian, Co-Founder, and Head of Strategy and Growth at RevPartners. Matt discusses that RevOps is the science of sustainable revenue growth that enables revenue teams to teach, measure, repeat, improve, and apply growth strategies to the full revenue cycle. He breaks down the RevOps framework and answers audience questions on how to get started on RevOps.
HIGHLIGHT QUOTES
Get into a CRM first to start RevOps - Matt: "The way I say start is go into Salesforce or go into HubSpot, get certifications, and then get a role where you are in the CRM each and every single day and then you can start checklists."
You can find out more about Matt in the link below:
* LinkedIn: https://www.linkedin.com/in/matthewbolian/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel ex…
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Jan 27, 2023
#28 - RevOps Ain't a Methodology (Part 1) - with Matt Bolian
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Matt Bolian, Co-Founder, and Head of Strategy and Growth at RevPartners. The definition of RevOps has become muddied, so Matt debunks what it is not amidst buzzwords like "alignment" and "methodology." Billion-dollar companies were already executing RevOps long before the term even existed.
HIGHLIGHT QUOTES
What RevOps is NOT - Matt: "It is not new, it is not a methodology or alignment, it is not a mindset or a way of thinking, and it's not something you can start or stop. Everybody, if you have a business or you are working for a business, you are participating in revenue operations."
You can find out more about Matt in the link below:
* LinkedIn: https://www.linkedin.com/in/matthewbolian/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here…
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Jan 25, 2023
#27 - Your Agency Relationship Is Doomed (Part 2) - with Megan Zink
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Megan Zink, the Sr. Director for Demand Gen Marketing at ReviewTrackers. Working with an agency is a partnership. They do not replace your team; they augment them. An agency is not a set-it-and-forget-it setup and data sharing is imperative to achieve success. The way to achieve this is through overcommunication and optimization.
HIGHLIGHT QUOTES
Data sharing is necessary for success with an agency partner - Megan: "Two-day data sharing is absolutely imperative. You have to treat them like they are a part of your team. You can't just say, hey, you out in leftfield, we need to hit this metric and we need to bring in this much revenue. You need to tell them what is successful on your end."
You can find out more about Megan in the link below:
* LinkedIn: https://www.linkedin.com/in/megan-zink/
Check out more Hot Takes on revenue acceleration on our website below!
Catch the second edition of Hot Takes…
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Jan 23, 2023
#26 - Your Agency Relationship Is Doomed (Part 1) - with Megan Zink
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Megan Zink, the Sr. Director for Demand Gen Marketing at ReviewTrackers. She shares how their aggressive growth led them externally to work with an agency. While not all agency relationships pan out, the demands of their goals led them to one that helped them meet their targets in PPC and SEO.
HIGHLIGHT QUOTES
Stats indicate that working with an agency can 1.7x immediately- Megan: "Patience is a virtue here. But, since that time, these were some really exciting stats for me to see and share with you. We've generated over $800,000 in the pipeline for about almost $500,000 spent. So we've definitely 1.7-ed it."
Partnering with an agency has increased branded keyword searches - Megan: "We've also increased our branded keyword searches for ReviewTrackers, things like that, by 142% each. So that, to me, is a really good indicator that we're starting to take hold in the market, and then also increase total o…
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Jan 20, 2023
#25 - Pricing: The Forgotten Growth Lever (Part 2) - with Patrick Campbell
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Patrick Campbell, Founder, and CEO of ProfitWell. Changing your price will always come as a shock even to your most loyal customers. However, by doing your research, conducting impact analysis, and framing your message properly, you will reduce the churn that you expect because of these changes.
HIGHLIGHT QUOTES
Underpricing your product or service makes you lose deals - Patrick: "If you're not losing deals because of your price, you're not testing that pricing power. You actually might be losing deals because of that price. And so, I have found that about 80 to 90% of companies that I've interacted with or seen the data on, they're underpriced."
You can find out more about Patrick in the links below:
* LinkedIn: https://www.linkedin.com/in/patrickccampbell/
* Twitter: https://twitter.com/patticus
* Email: pc@patticus.com
Check out more Hot Takes on revenue acceleration on our website below!
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Jan 18, 2023
#24 - Pricing: The Forgotten Growth Lever (Part 1) - with Patrick Campbell
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Patrick Campbell, Founder, and CEO of ProfitWell. Acquiring customers, monetizing them, and retaining them are the 3 big growth levers. However, pricing is the forgotten growth lever. Patrick digs into how you can rethink your pricing and evolve it using a value metric to maximize your growth.
HIGHLIGHT QUOTES
Your price is what you charge and who you're targeting - Patrick: "Your price is the exchange rate on the value that you've created. And what's kind of beautiful about that is if we go a little bit lower, we can start to realize that everything we're doing is driving someone to a point of conversion or justifying that product or that value or that price that we're putting on that value. And so your pricing becomes, your monetization becomes, not only the number you're charging but also who are you going after."
YYou can find out more about Patrick in the links below:
* LinkedIn: https://www.li…
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Jan 16, 2023
#23 - Attribution Isn't Broken — It's Misunderstood (Part 2) - with Perry Nalevka
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Perry Nalevka, Co-Founder and CEO of Penguin Strategies. Today, Perry talks about the missing piece in playbooks—audience insight research (AIR).
Perry details the Double Diamond Process that Penguin uses for AIR which consists of the first part, research, and the last part, execution. Implementing their process helps companies experience growth when the rest of the industry is stagnating.
HIGHLIGHT QUOTES
Utilizing attribution in the Double Diamond Process - Perry: "You've got the list of content, you start creating it, and start seeing what works, and that's where the attribution software comes back into play. How much traffic are we getting to the pieces? Who's coming and visiting these pieces of content? Is it the right type of people? And once you've been testing it and executing on that, you could deliver more and more focused."
You can find out more about Perry in the links below:
* Linked…
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Jan 13, 2023
#22 - Attribution Isn't Broken — It's Misunderstood (Part 1) - with Perry Nalevka
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Perry Nalevka, Co-Founder and CEO of Penguin Strategies. Today, Perry gives an overview of how attribution is commonly done today and the clear disconnection it has from how people actually communicate today. With the popularity of dark social, we need to rethink how we attribute interactions.
HIGHLIGHT QUOTES
Addressing the crisis of disconnection in attribution - Perry: "The way we connect is broken or it's changed, I think that's the way of calling it. It's a crisis of disconnection. And there's a number of levels to it, the first one being that we have so many systems that we put together over the last 3, 4, 5 years, so many applications, so much MarTech out there, the sales tech, RevOps, that they're helping us become more efficient but they're really messing up our systems for those of us who deal with the IT piece of sales and marketing ops."
You can find out more about Perry in the links below:…
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Jan 11, 2023
#21 - Capacity Planning: You're Doing It Wrong (Part 2) - with Rhys Williams
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Rhys Williams, Founder and Managing Partner of Domestique Consulting. Capacity planning is one of the most significant activities to drive alignment and set up the GTM team for success in the next year.
He shares how to coordinate the different departments and gives practical advice on what companies can do to tweak the plan quarterly to reach the annual targets. Capacity planning is a process that gets everyone in on the conversation and, once the GTM is aligned, must include finance as well.
HIGHLIGHT QUOTES
Capacity planning is a process that involves the entire GTM team - Rhys: "The vast majority of companies tend to do it in silos. Marketing is doing a silo, finance is doing a silo, and then gives you the top-down number. So the key is two things. One, when you build the model, it needs to look at not just sales, but the entire go-to-market. And it should be interconnected. If you change something…
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Jan 9, 2023
#20 - Capacity Planning: You're Doing It Wrong - with Rhys Williams
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Rhys Williams, Founder and Managing Partner of Domestique Consulting. Capacity planning is the basis of the annual plan and is one of the biggest drivers of next year's success.
It also aligns the entire GTM team and establishes a set of assumptions and bets for the path to get there. Capacity planning maps out the resources you need to get you to the goals you want to achieve. It does not simply involve the sales team but also how much marketing you need and all other GTM functions as well.
HIGHLIGHT QUOTES
Track close rates on a per-segment basis - Rhys: "It's not just this peanut butter, oh, the entire team closes 33% so we need 3x of that. Where are you going to hire if you're going to hire in the SMB, what's their close rate compared to the enterprise? So you need to look at it on a per-segment basis."
Map the top-down capacity against the bottom-up to identify deltas - Rhys: "When you do capacit…
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Jan 6, 2023
#19 - Outbound Isn't Dead (You Just Suck At It) Part 2 - with Rick Endrulat
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature the last part of our webinar with Rick Endrulat, President and Co-Founder of Virtual Causeway.
Remember to test different campaigns and keep getting data that you can take back to sales and marketing to create truly aligned ABM activities. Rick also discusses how to utilize content marketing to enable your outbound and vice versa for an effective feedback loop.
HIGHLIGHT QUOTES
Content marketing and outbound enable each other - Rick: "The key is getting the right piece of content to the right person at the right time in the process. And sometimes that is purely inbound and it's sometimes driven on their side. Other times, that requires you to be doing that from an outbound standpoint and doing it at a very targeted point in their buying journey. So it's a matter of figuring out how both content marketing and outbound can work in conjunction to help move people through the process."
Content and outboun…
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Jan 4, 2023
#18 - Outbound Isn't Dead (You Just Suck At It) - with Rick Endrulat
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature the first part of our webinar with Rick Endrulat, President and Co-Founder of Virtual Causeway. Rick gives an updated view of what outbound looks like today. This includes a combination of digital and human interactions, ABM and targeting, and is practiced with an integrated approach.
HIGHLIGHT QUOTES
The benefit of outbound is instant results - Rick: "The cool thing about outbound, if you do it right, is that you can actually get instant results and get that feedback loop really short and understand very quickly what your customers or your prospects are thinking, what they're saying, and how you move them through the process."
Your outbound must be integrated with other efforts - Rick: "Really, you need to worry about thinking, about integrating your marketing efforts. So you can't just rely on one kind of catch-all tactic. Your outbound is failing if you execute using only these old methods."
You ca…
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Jan 2, 2023
#17 - Transparent Compensation Retains Top Sales Talent - with Ryan Milligan
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, Armando Biondi features Ryan Milligan, Senior Director of Revenue Operations at QuotaPath. Today, Ryan digs into the increase in retention and attraction of top talent by having a transparent sales comp structure in place. He discusses the simple graph they use to determine a rep's compensation, as well as the benefits of a clear growth path without biases that are available to each rep at QuotaPath.
HIGHLIGHT QUOTES
Explaining accelerated rates after the achievement of quota - Ryan: "You earn any dollar up to a hundred percent, and then once you're over a hundred percent attainment, you earn a higher rate, because we want to emphasize that. And then, we also have a rate kicker for 2-year and 3-year contracts. So if a rep signs a 2-year commitment or a 3-year commitment, she makes an additional couple of points on her rate. So in total, a rep has 6 rates she can earn for any deal."
You can find out more about Rya…
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Dec 30, 2022
#16 - Sales Comp Should Be Public and Equal - with Ryan Milligan
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, Armando Biondi features Ryan Milligan, Senior Director of Revenue Operations at QuotaPath. Today, Ryan shares how to rethink sales comp that is equitable, fair, and easy for your organization. He discusses the different levels of their sales org, how each one has the same base and variable, and how this is all public knowledge.
HIGHLIGHT QUOTES
AEs on the same level have the same base and variable - Ryan: "Reps on the same level at your org should have the same on-target earnings. So our account executives, each of them have the same variable and the same base. When you graduate to an account executive two or get promoted, you now have a higher base and variable, and when you level up to a senior account executive, you have a higher base and variable as well. That should be public and shared within your sales team."
You can find out more about Ryan in the links below:
* LinkedIn: https://www.linkedin.com/in/ry…
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Dec 28, 2022
#15 - Create Resonance and the Engagement Follows with Tyler Lessard
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, Gary welcomes back Tyler Lessard, VP of Marketing at Vidyard. Today, Tyler dials in on how to hyperfocus your content resonance. He stresses the need to create content your audience deserves. He also discusses how resonance factors in format, emotional connection, and the "irresistibility" factor, and how the key metric is only engagement and nothing else.
HIGHLIGHT QUOTES
Your content must be focused on your audience 110% - Tyler: "Focus on your audience, so step back and say are we creating content because it's what we want to say in the formats we're comfortable putting them out in, or are creating our content for our audience 110%? Are we doing what they really want to engage with? Take cues from YouTube, Tiktok, great podcasts in your community, stuff that you're jealous of, and say, well, I can do that."
You can find out more about Tyler in the links below:
* LinkedIn: https://www.linkedin.com/in/tylerle…
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Dec 26, 2022
#14 - Resonance Is the Key to Successful Content with Tyler Lessard
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, Gary features Tyler Lessard, VP of Marketing at Vidyard. Today, Tyler explains that resonance, not personalization or relevance, is the key to making successful content.
After reaching out to salespeople and learning about the content they consume, Tyler learned that it's not the best or most valuable content they engage with. The content that resonates is short form, funny, and educational—and the key metric is engagement.
HIGHLIGHT QUOTES
Insights into the content that salespeople engage with the most - Tyler: "We said, well, what does our audience really want? And what do they deserve? And we realized they wanted short-form content, first and foremost. They wanted video and imagery first content. They wanted things that they could from quickly, but they also wanted things that would make them laugh."
Engagement is one true sign that your content is resonating - Tyler: "This is all about the audience. And ou…
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Dec 13, 2022
#13 - Pipeline Data Is at the Heart of RevOps with Vishwanath Mallikarjunan
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, Gary features Vishwanath Mallikarjunan, CRO at Esper. Vish puts together that all teams in the sales process must be aligned in how they are articulated in the CRM.
He also emphasizes that data hygiene and consistency determine the CRM data subset defined as pipeline, as well as the importance of understanding which sales motions are consistent or new and the outside factors that influence them. That pipeline must be segmented by sales motions separately.
HIGHLIGHT QUOTES
The key takeaways of sales pipeline in the CRM and forecasting - Vish: "The consistent sales process is the strategic foundation to a quality pipeline and quality forecast. Maintaining pipeline hygiene is very important but it comes at a secondary or at tactical level. So it is a sales process and its consistency and the way it's snapshotted, which clearly determines the outcome, which is the forecasting."
You can find out more about Vish in th…
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Dec 13, 2022
#12 - Understanding Pipeline in the CRM with Vishwanath Mallikarjunan
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, Gary features Vishwanath Mallikarjunan, CRO at Esper. Today, Vish discusses what a pipeline is and how good pipeline quality means that the pipeline accurately captures all the key attributes of the sales process.
He digs into what pipeline means from both the sales and RevOps points of view, as well as the 3 levels of pipeline in the CRM. Ideally, these 3 levels can actually be compressed into 2 or even 1 level.
HIGHLIGHT QUOTES
Pipeline defined is relative to a company's sales processes - Vish: "Pipeline is actually the tangible and articulated representation of sales process in CRM, so it is nothing but the snapshot of the sales process into the CRM. And pipeline by itself is also very useful input into forecasting and sales planning, so a healthy pipeline reflects very well on the sales process, whereas a healthy forecast reflects very well on the consistency of the sales process and the consistency by which…
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Mar 9, 2022
# 11 - Adopting New Technology as a Team with Tim Fagan
Gary, Joe, and Tim Fagan, Head of Revenue Operations at Jampp, chat about their entrepreneurial roots, their experiences building and scaling Sales Ops, Revenue Ops, and Marketing teams, what these terms mean to them, and the importance of communication and having your team all on the same page (and using the same tools!).
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Feb 9, 2022
#10 — Finding your Niche Market with Sam Stiles
In the first episode of season two of the Revenue Café, Breadcrumbs co-founder and CMO Gary Amaral and Director of Sales Joe Aicher are joined by Sam Stiles, Director of Marketing Operations at Summit7, to discuss finding your niche market and his experience working with US federal contracts.
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Oct 20, 2021
#9 Product-led Growth: Zeroing in on Personalization and Engagement with Zach Rego
In this episode of the Revenue Café, Breadcrumbs co-founder and CMO Gary Amaral is joined by Zach Rego, The VP of Marketing and Sales of the SaaS solution Unstack to discuss product-led growth, overcoming objections and the challenges as a start-up, his perspective on valuable lead scoring, and the importance of tracking the correct data to increase sales.
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Oct 6, 2021
#8 Making Connections: Exploring Value in Personalization with Kanako Tone
In this episode of the Revenue Café Podcast, Breadcrumbs co-founder and Chief Marketing Officer Gary Amaral and Director of Sales Joe Aicher are joined by Kanako Tone, Marketing Operations Manager of Alyce to discuss how personalization in gifting and tailoring your gifts can be beneficial in building relationships with your clients.
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Sep 15, 2021
#7 - Providing Value: The Importance of Workplace Diversity with Brad Cohen
In this episode of the Revenue Café, Breadcrumbs co-founder and CMO Gary Amaral is joined by Brad Cohen, CMO of Aspiritech, to discuss the importance of diversity in the workplace. Aspiritech has been working for 13 years to empower individuals on the autism spectrum to fully reach their potential through meaningful employment combined with social opportunity.
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Aug 25, 2021
The CX Roadmap: Enhancing the Customer Experience with Ferha Mirdawi
In this episode of the Revenue Cafe, Breadcrumbs co-founder, and Chief Product Officer Gary Amaral is joined by Ferha Mirdawi, Vice President of Customer Experience for Lending Tree, the largest online marketplace across lending platforms, to discuss how to revamp and enhance your customer experience.
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Aug 11, 2021
Getting Personal: How to Increase Revenue by Personalizing Inbound Content with Goran Kovacevic
In this episode of the Revenue Café Podcast, we're joined by Goran Kovacevic, The Director of Business Development at Infinum, for a chat about how to increase revenue through personalizing content, ‘secret sauce’ growth tactics, and determining your unique value proposition.
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Jul 28, 2021
The Entrepreneurial Spirit: Navigating Marketing with Sam Hunter
In this episode of the Revenue Café, Breadcrumbs co-founder, and Chief Product Officer Gary Amaral is joined by Sam Hunter, Head of Sales at Driveroo, for a chat about product/value pricing, determining your ideal customer, and how COVID-inspired shifts led him to find his true calling.
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Jul 14, 2021
The Rise of RevOps: Doing More with Less with Mike Nauls
In this episode of the Revenue Café, Breadcrumbs co-founder and Chief Product Officer Gary Amaral and Sales Operation Manager Joe Aicher are joined by Mike Nauls, Revenue Operations Manager for Profisee (Data Management). Mike Nauls is a fresh face to the Profisee company; no stranger to Sales Ops in Marketing, Mike took on the role of Revenue Operations Manager for Profisee amidst the pandemic. He aims to transcend entire funnel operations across marketing, sales, and customer success to create repeatable, predictable, and scalable revenue engines.
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Jun 30, 2021
Moving Forward: Leaning into the future of ML and AI with Kirk Fackre
In this episode of the Revenue Café, we're joined by Kirk Fackre, Vice President of Sales at iCorps Technologies for a chat about remote work and the hybrid office experience, machine learning, and the future of artificial intelligence in marketing technology.
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Jun 16, 2021
New Normal: Overcoming Challenges in the Remote Workplace With Esti Zimmerman
In this episode of The Revenue Cafe, Breadcrumbs co-founder and Chief Product Officer, Gary Amaral, and Breadcrumbs Director of Sales, Joe Aicher, are joined by Esti Zimmerman, Sales Operations Manager at Akkadian Labs for a chat about sales, go-to-market strategies, and how the impact of COVID-19 forced us to adapt and overcome business challenges.
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Jun 15, 2021
Esti Zimmerman trailer
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