The Revenue Formula

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

Over the last year or so, Klarna has been on a rampage to automate away. They've sliced tools, costs and staff. Begging the question...

Is this just a VC narrative or is there more than meets the eye?

• (00:00) - Introduction
• (02:44) - Klarna's Journey and Financials
• (05:49) - AI's Role in Cost Reduction
• (07:51) - Customer Service Innovations
• (10:28) - Internal Knowledge Management
• (13:47) - Introduction to Data Consolidation
• (14:29) - Enterprise Search and Internal Tools
• (15:20) - Klarna's Knowledge Graph and AI Integration
• (16:38) - Deprecating Salesforce and Workflow Changes
• (20:05) - HR and Employee Feedback Innovations
• (25:51) - Build vs. Buy Debate

We had to record this unusual episode. In what feels like a single day, a year's worth of drama has unfolded in software.

It almost seems like John Oliver would talk about it. But since he's busy, we decided to do an episode for him on 11x and the chaos that's emerging.

• (00:00) - Introduction
• (02:03) - Deel, Rippling and the spy
• (05:35) - 11x
• (08:13) - TechCrunch acquired
• (09:33) - Fake Customers Controversy
• (13:54) - Insane Churn Rates
• (19:38) - Investor lawsuit? nope
• (23:11) - Employees. Not happy.
• (29:23) - Product Performance and Market Fit
• (34:25) - Future Prospects and Challenges

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

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