B2B Revenue Rebels | Podcast Guru

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Episodes

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Welcome to the Revenue Rebels podcast, hosted by Alan Zhao, Co-Founder of Warmly.ai. We feature B2B SaaS revenue leaders who have challenged traditional methods to achieve remarkable results. In each episode we cut through the fluff and dive deep into modern tactics used to achieve success: intent-based outreach, social selling, B2B Netflix, video marketing, warm calling, customer led sales, influencer marketing and more. On the show you can expect episodes with those who create demand - marketing experts, partnerships gurus and social media superstars and those who capture demand - outbound and inbound sales experts, leaders, and practitioners. Our goal is to shine a light on modern, effective and unique revenue generating methods and equip you with the insights you need to unlock your next strategic advantage. We're huge proponents of signal-based selling and signal-based, data-driven B2B go-to-market as a whole. Ask us what "Autonomous Revenue Orchestration" means and we'll be more than happy to shine a light on our vision of what the field of B2B revenue will become. For more content, check out our YouTube page and LinkedIn newsletter!

Recent Episodes

JUN 7, 2024

Creating a Culture of Empathy in Sales - Brian Lawrence, VP of Sales at Clazar

Today’s guest is Brian Lawrence, VP of Sales at Clazar - the cloud GTM co-pilot for software businesses of all sizes that recently received their $10 million Series A round.

Brian started his career at Oracle, where he moved up quickly and became one of the youngest managers at the company. When he was climbing up the ranks, a big part of his success was his willingness to learn and having a high level of curiosity.

His leadership style is centered around building a culture of empathy, trust and collaboration. Brian doesn’t consider someone an A+ player solely based on their numbers. Instead, he looks for candidates that not only carry themselves up, but also those around. His biggest regrets as a sales leader have always come from hiring people who showed immediate red flags.

Empathy, when displayed towards prospects, is one of the best ways to ensure that they’ll trust you and end up going with your solution when they’re ready to buy. At HelloSign, Brian had to build a strategy on how to sell to developers, who aren’t typically susceptible to aggressive sales tactics. They created content that showed a ton of self awareness and rebuilt their sales motion to cater to their new ICP, which ultimately won them enough business to get acquired by Dropbox down the line.

Tune into the full episode to learn about how to make empathy your ultimate sales superpower!

KEY INSIGHTS:
03:01 How to move up the ranks in sales
04:13 Infusing empathy into your leadership style
06:14 Why a culture of collaborators wins
08:32 Using empathy to win deals
12:01 How to become an expert in your market

Connect with Brian - https://www.linkedin.com/in/briantlawrence/
Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

16 MIN

MAY 30, 2024

0 to $30 Million ARR with 4 Salespeople - Ryan Staley, B2B AI Sales Expert & CEO of Whale Boss

The jury is still out on the right way to utilize AI in B2B sales.

One thing is sure - AI and automation powered sales teams that stay lean are winning at a much higher rate than those who have gotten comfy over the last few years and have yet to figure out how to delegate gruntwork to machines.

Today’s guest is a master of sales efficiency. Over 5 ½ years, his team went from $0 - $30 million in ARR with only 4 salespeople using a truly efficient sales process, and now he’s gone all in on AI transformation for B2B sales and go-to-market as a whole.

Ryan Staley is the Founder & CEO of Whale Boss - a consultancy that helps Chief Revenue Officers & Sales Professionals leverage AI to work 10 hours less weekly and 2x their performance. He's also the host of The Scale Up Show - a top 2% podcast where he deconstructs how the top SaaS CEOs in the world grow their companies repeatedly and predictably.

During his early days as a sales leader, Ryan received quite a bit of flack for not having the right processes and systems in place to build a repeatable and scalable sales process. When opportunity struck and Ryan moved upmarket, he was determined to not make the same mistake again. His first a-ha moment came when he realized that most SaaS sales leaders don’t analyze their deal metrics enough to niche down and achieve efficient growth.

Ryan then started looking at the patterns between the biggest deals they closed and took a data-driven approach to the top 40 deals the company had closed. He noticed that certain verticals had better outcomes than others, and the real kicker was that a few of these verticals weren’t a focus point. His team then narrowed down on the few niche profiles that received the most value from their product and made it their full focus.

Tune into the full episode to learn more on how to become an efficient and effective sales org!

KEY INSIGHTS:
04:01 Going from 0 - 30$ Million with 4 Salespeople
06:22 How to find your true ideal client profile (ICP)
09:04 Which metrics should you track?
11:34 Why sales methodologies are flawed
13:57 Building a team of efficient sellers
15:47 Systemising your referral stream
17:03 How to utilize AI in B2B
20:29 Approaching AI the right way
22:29 Finding your personal AI use case

Connect with Ryan - https://www.linkedin.com/in/ryan-staley/

Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

27 MIN

MAY 24, 2024

How LinkedIn & Cameo Built Their PLS (Product-Led Sales) Motion - Karen Chi, Founder of Karen Chi Consulting

Many people don’t realize this but quite a few of your favorite platforms, including LinkedIn and Cameo, have implemented a product-led sales (PLS) motion a long time ago.

In short, product-led sales is a go-to-market approach that relies on existing users of the product to drive revenue.

Here’s the problem - if your PLS motion is implemented without a strategic approach to customer experience and enablement, you’ll end up in a worse position than if you gated the platform from the get-go.

Today’s episode welcomes Karen Chi - Founder of Karen Chi Consulting and former GTM leader of LinkedIn and Cameo. She’s also the Co-Founder and Managing Partner of inVest Ventures - a Community VC fund investing in LinkedIn alumni founders building great companies.

There’s a common theme between signal-based GTM and product-led selling - interpreting data and predicting behaviors. Even though the concept of signal-based sales and product-led platforms started making waves recently, the concepts have been around for a long time. Karen recently attended the PLGTM conference and she’s ecstatic to see that there’s a passionate community around product-led companies.

Building a successful product-led sales motion requires a huge paradigm shift in how you think about your go-to-market. Karen says that you can’t expect your product-led motion to carry the weight throughout the whole sales process. Instead, you need to approach it with the mindset of “how do I build my product so our customers can get from 0-1 themselves” and then sales can take them from 1-100. The self-service experience can’t be just a glorified lead generation tool, as you end up creating a situation where your potential client lowers their expectations of the value of the platform effectively disqualifying themselves early in the process.

Check out the full episode to learn more about product-led go-to-market!

Connect with Karen - https://www.linkedin.com/in/karenychi/
Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

(05:32) - Starting a Venture Capital fund
(08:32) - What is Product-Led Selling & Signal-Based GTM
(10:31) - How to set up your PLG/PLS motion
(14:05) - When to involve salespeople into your PLS motion
(16:33) - How to educate your users
(20:46) - Using the right channels to convert clients
(22:57) - How to serve your free tier users
(25:51) - Growing Cameo's PLS motion
(31:10) - How to become a great PLS sales rep

34 MIN

MAY 21, 2024

B2B Influencer Marketing Masterclass - Morgan J. Ingram, Founder & CEO of AMP

B2B Influencer marketing is booming right now. According to Forbes 94% of B2B marketers say influencer marketing is a profitable strategy, yet if you ask around you’re bound to find skilled marketers or founders who invested heavily in creator partnerships and ended up seeing less than desirable results.

Here’s the thing - unlike investing in safe, mature and refined marketing methods like ads or SEO, the influencer marketing route requires you to have a strong understanding of a few key aspects that might seem logical to a social media native person, but can blindsight you if you only got your first iphone after finishing college.

Today’s guest is Morgan J. Ingram, Founder of AMP - a GTM production company that helps businesses drive sales through account-based content. Rather than traditional marketing, they create engaging video content and events tailored to key accounts. This earns trust and boosts sales by connecting with target customers in an impactful way.

Morgan segments creators into 3 categories - brand ambassadors, who typically talk about the brand they're associated with, influencers who are classic content creators with a large following and subject matter experts (SME’s) who are highly esteemed thought leaders in a particular niche. Knowing which creator category is best for your goals is going to make all the difference between a profitable and an unprofitable creator partnership.

Tune into the full episode to learn how to navigate the landscape of B2B influencers and build profitable partnerships with the right people!

KEY INSIGHTS:
03:36 The 3 tiers of B2B influencers
05:35 How to choose a brand ambassador
06:27 Building a brand ambassador strategy
08:26 Structuring the right offer
10:16 B2B influencer outreach
11:57 Picking the person with the right content
14:20 Building up internal creators
16:52 How to identify the creators category
18:29 Aligning the incentives
21:15 Structuring a deal with an influencer
24:25 B2B Influencer marketing attribution
26:05 Structuring a deal with a SME

Connect with Morgan - https://www.linkedin.com/in/morganjingram/

Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/

Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

29 MIN

MAY 17, 2024

Mastering B2B Positioning with Aditya Vempaty, VP of Marketing at MoEngage

Today’s episode welcomes Aditya Vempaty, VP of Marketing at MoEngage - an insights-led customer engagement platform that can analyze customer behavior and engage them with personalized communication across the web, mobile, and email. MoEngage is a full-stack solution consisting of powerful customer analytics, AI-powered customer journey orchestration, and personalization - in one dashboard.

Positioning is an evergreen B2B marketing topic. Technical founders often go down the route of marketing their product based on the features and benefits without taking into account what matters most - the customer's voice.

The best way to hear the customer's voice is surveying. In the most recent surveys at MoEngage, Aditya has been focusing on figuring out what channels they use most in cross-channel marketing and which channels are truly effective for his clients. He recommends always to ask about effectiveness, as that will typically be the north star that you can use to cater your messaging around.

An omnichannel approach is great in theory, but with the maturity of online platforms people expect to consume content that is catered to them. Before creating, you need to put in some serious time into understanding where your customers natively reside, what formats they prefer and what a truly native experience feels like. Aditya recommends that you figure out a few platforms and formats that are your best bets and then focus on how to drive customer engagement.

Tune into the full episode to learn how to master positioning!

Connect with Aditya - https://www.linkedin.com/in/adityavempaty/

Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/

Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

(01:47) - Aditya Vempaty’s Background
(05:34) - How to approach product positioning
(08:24) - Building B2B marketing surveys
(12:35) - Identifying the true level of pain
(15:28) - How to develop converting B2B content
(18:48) - Building your B2B content funnel
(22:07) - B2B Content distribution
(23:49) - The value of B2B influencers

28 MIN