Founder's Associate Con Or Cure? I #040 Revenue Brothers podcast

Revenue Brothers

1
Why you missed Q1 I #050 24:23

24 weeks yang lalu24:23

24:23

If you’re scrambling to justify a weak Q1 to your board, start here. Because you’re not alone, and you’re probably blaming the wrong things. In this episode, Toni and Raul dissect why so many revenue teams are falling short. They cover everything from unrealistic quotas and planning blind spots to the hidden dangers of action bias and over-experimentation (looking at you, AI-obsessed founders). They also dive into why “just one more deal” isn’t a strategy, how founder-led magic doesn’t scale, and why your reps are probably single-threading deals with fake champions.…

Revenue Brothers

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Con or Cure: Planning I #049 28:03

25 weeks yang lalu28:03

28:03

Is planning your best weapon or your biggest waste of time? Depending how you do it, it’s probably both. In this episode, Toni and Raul unpack the paradox of startup planning. Spoiler: it's not about having a perfect plan, it's about building a fast loop for better decisions. They explain why founders get stuck chasing outdated roadmaps, how most "plans" are investor theater, and why the real power lies in the act of planning itself.…

Revenue Brothers

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Inbound, Outbound, and Prisonbound I #048 26:37

26 weeks yang lalu26:37

26:37

Corporate espionage, bribery, and fist-fighting customers? Just another day in SaaS sales! In this episode, Toni and Raul swap wild startup war stories—from the Deel vs. Rippling spy case to real-life "hookers and blow" closers—and explore just how blurry the line gets between hustle and handcuffs.

Revenue Brothers

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Why your Enterprise BDR motion sucks I #047 23:56

27 weeks yang lalu23:56

23:56

Trying to force your mid-market BDR playbook into enterprise deals? That's why you're failing. In this episode, Toni and Raul tackle the common misconceptions about enterprise BDR motions. They explain why activity metrics don't matter anymore, why your junior SDRs are struggling, and how the AE-BDR relationship fundamentally changes at the enterprise level. Learn why enterprise BDRs need to think like strategic account managers, not cold callers, and why understanding the "Game of Thrones" approach to stakeholder mapping is crucial for breaking into large accounts.…

Revenue Brothers

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When Founders Choose Business Over Unicorns I #046 23:00

28 weeks yang lalu23:00

23:00

Stuck between building something that makes sense and chasing unicorn status? You're not alone. In this episode, Toni and Raul get real about the growing number of founders who are saying "screw the metrics" and just building good businesses instead. But here's the catch - your investors signed up for unicorns, not profitable mid-size companies. We're diving into this messy, often unspoken tension that's reshaping how founders think about success. Why are metrics suddenly taking a backseat? What happens when your definition of "winning" changes midway through the journey? And how do you navigate that awkward conversation with your board?…

Revenue Brothers

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The Reason Your Personalization Sucks I #045 22:52

29 weeks yang lalu22:52

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Think your "Hey {FName}" and "I see you went to {University}" messages are winning you deals? Think again. In this episode, Toni and Raul dismantle the myths of modern personalization and reveal why most attempts fall flat. They explore the three critical layers of real personalization, why AI can't (yet) replicate human relevance, and how spending 10 minutes on a genuinely tailored message beats sending 100 automated ones. If you're sick of crickets after your outreach campaigns and want to know what still works when everyone else is letting robots do the talking, this one's for you.…

Revenue Brothers

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Founder's guide to Sales Weirdos I #044 23:34

30 weeks yang lalu23:34

23:34

Your sales team seems weird: they stretch the truth, party hard, and break every process you create. But there's a method to the madness. In this episode, we dive into what really makes salespeople tick. From why your best reps think like entrepreneurs to how 'wonderful weirdos' often outperform polished professionals. Learn why hiring MBAs for early sales roles backfires, how to harness unconventional personalities instead of fighting them, and why getting close to your sales team matters more than perfect processes.…

Revenue Brothers

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Your Comp Plan Sucks I #043 31:22

31 weeks yang lalu31:22

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All your sales reps hit 150% quota, but cash flow is down, and churn is up. How can that be? It’s because your comp plans suck. In this episode, we share the real (and often messy) stories behind sales compensation plans gone wrong - and what actually works. Learn why "make it simple" is the hardest advice to follow, how to prevent gaming without complex rules, and why taking away commission is worse than never giving it in the first place.|…

Revenue Brothers

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The only 3 Buyer Personas you need to know I #042 27:48

32 weeks yang lalu27:48

27:48

Ever wonder why some buyers jump on every new tool while others wait until their business is on fire before making a move? In this episode, we dive into the psychology of tech buyers and break down the three types you'll meet: the perfectionist, the procrastinator, and the pragmatist, as well as practical selling strategies for each. Essential listening for anyone in B2B tech sales who wants to understand what really makes their buyers tick.…

Revenue Brothers

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Nailing Founder-led Sales I #041 26:16

33 weeks yang lalu26:16

26:16

When should founders stop being their company's best salesperson? We break down the art of transitioning from founder-led sales to a sales team, sharing practical triggers for timing, hiring tips, and common pitfalls to avoid. A must-listen for founders planning their next phase of growth

Revenue Brothers

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Founder's Associate Con or Cure? I #040 17:26

34 weeks yang lalu17:26

17:26

Should early-stage startups hire a Founder's Associate or Chief of Staff? In this episode, we tackle this increasingly popular roles in startups. We break down the differences between these roles, share our experiences, and discuss when these hires make sense - and when they don't. From managing special projects to building sustainable team structures, we give you practical insights for founders considering these strategic hires.…

Revenue Brothers

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The VC-business model needs an overhaul I #039 27:42

37 weeks yang lalu27:42

27:42

• Shifting Dynamics in VC Investments : Venture capitalists (VCs) are becoming more selective in their investments, focusing on true business potential and founder-VC alignment. This shift is driven by a challenging market environment, including reduced IPOs and acquisitions, which has forced VCs to reassess their strategies and priorities. • The Rise of Operating VCs : Increasingly, VCs are differentiating themselves by offering operational support beyond capital. This includes specialized expertise, industry connections, and access to unique resources, such as securing exclusive deals (e.g., GPUs for startups). However, founders remain cautious, often prioritizing valuation over these added services. • Founder and VC Fit Matters : Both founders and VCs are emphasizing the importance of personal compatibility, recognizing the long-term nature of their partnerships. VCs are also focusing more on working with founders who demonstrate self-awareness and a realistic understanding of their business challenges. • Evolving Founder Mindset : Founders are increasingly thoughtful about capital needs, opting for venture funding only when it serves as a clear accelerator for growth. The focus has shifted from raising large rounds for hype to building sustainable, scalable businesses that align with market realities.…

Revenue Brothers

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How to raise a Series A in 2025 | #038 25:44

38 weeks yang lalu25:44

25:44

Planning for Series A Success: Detailed execution plans can prevent overwhelm. Raul shares a framework for prioritizing tasks: focus on two key items at a time while de-prioritizing others. Start with foundational tasks like defining your Ideal Customer Profile (ICP) before scaling processes like CRM systems or advanced forecasting. Saying No vs. Scaling Gradually: Toni and Raul discuss why outright rejection of ideas isn’t always feasible. Instead, adopt a level-based approach to progress incrementally while maintaining focus on the core. Revenue Engine and Predictability: VCs value predictability in growth. Toni explains the importance of demonstrating a clear input-output relationship for scaling revenue efficiently from $2M to $10M ARR. Transparency around risks and uncertainties can foster better investor relationships and help control the narrative during funding discussions. Execution and Performance: Experimentation is crucial, but commitment matters. Raul warns against superficial efforts (e.g., half-hearted PLG attempts) and advocates for thorough exploration of growth channels. The value of learning what works—and what doesn’t—on the path to Series A.…

Revenue Brothers

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

39 weeks yang lalu31:54

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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 Expectations? The promise and pitfalls of AI: While AI dominates VC funding and customer expectations, the hype often outpaces its practical applications. Toni critiques the trend of superficial AI strategies, warning that adding "AI" to a pitch isn’t a long-term recipe for success. Raul highlights the need for genuine value and strong ROI cases as the hype inevitably cools. 3. Sales Efficiency & Market Dynamics Pipeline struggles persist across industries, even as buyer behavior begins to stabilize. Toni observes a shift in buyer expectations: customers increasingly seek “magic” solutions and demand more from software providers. Raul sees a silver lining: rising expectations push companies to deliver better products, more personalized solutions, and stronger customer outcomes. 4. Decision-Making in Organizations: CEOs and CFOs Take the Lead Toni notes a tightening of decision-making power, with CEOs and CFOs often being the sole gatekeepers for major purchases. This shift makes it more critical than ever to craft messaging that resonates with top executives while addressing the needs of operational teams.…

Revenue Brothers

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Conversational AI with Joachim Schreiner | #036 35:25

40 weeks yang lalu35:25

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 potential of AI in customer interactions. Joachim, who previously led Salesforce Germany for over 16 years, shares his insights on: Why conversational AI is the next big technological shift. How Parloa aims to redefine customer experiences by creating AI agents capable of human-like conversations. The importance of building trust, loyalty, and personalized interactions with customers. The ethical and technical boundaries between bots and true AI agents. The future of AI in sales, customer success, and service industries, and its potential to enhance—not replace—human roles. From real-time customer support to proactive engagement, Joachim explains how conversational AI is not just a trend but a game-changer. Whether you're a SaaS enthusiast, a revenue leader, or curious about the future of AI, this episode is packed with actionable insights and forward-thinking perspectives. 🎧 Tune in to discover how technology is reshaping the way businesses connect with their customers!…

Revenue Brothers

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

52 weeks yang lalu31:01

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's Origin Story (06:32) - Life in Copenhagen vs. Germany (10:20) - The Falcon Journey (15:39) - From Intern to CRO (21:32) - Lessons and Reflections…

Revenue Brothers

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

1 year yang lalu32:29

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) - Approaching Organizational Diagnostics (26:43) - Recognizing the Need for Diagnostics (31:20) - Final Thoughts…

Revenue Brothers

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

1 year yang lalu31:47

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 Testing for Scrappiness (13:15) - Evaluating the new hire (21:06) - Stop changing what's working (27:13) - When leaders speak bullshit (29:18) - Final Thoughts and Wrap-Up…

Revenue Brothers

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How to hire RevOps | #032 30:10

1 year yang lalu30:10

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 anecdotes about the challenges and strategies for growing RevOps talent internally and what to look for when hiring from outside. (00:00) - Introduction (00:22) - Vacation stories and missing episodes (05:19) - RevOps talent: Who to hire and why (10:17) - The Importance of Sales Experience in RevOps (17:26) - Who should RevOps report to? (23:51) - Finding and growing RevOps talent…

Revenue Brothers

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

1 year yang lalu31:46

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 seasonal trends, this episode equips you with the tools to stay ahead. (00:00) - Introduction (04:18) - Seasonality in Sales (05:35) - Understanding Seasonality: Input and Throughput (11:24) - Stop blaming bad results on seasonality (16:54) - Best practices: conquering seasonality (30:29) - Conclusion and Final Thoughts…

Revenue Brothers

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

1 year yang lalu31:44

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 Content (07:10) - Pros and Cons of Gated Content (12:01) - The Value of Quality Content (14:25) - Balancing Gated and Ungated Approaches…

Revenue Brothers

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The hard truth about data trust | #029 38:20

1 year yang lalu38:20

38:20

How often do you argue about your data? How many times have numbers been questioned? And is the data you're even gathering helpful in the first place? We all want to make data-driven decisions. But what happens when you lack that data trust? In this episode, Raul and Toni talk about the reason why so many companies struggle with data trust, and introduce a framework to get it back. (00:00) - Introduction (08:06) - The data diet (15:29) - Rolling out metric frameworks (19:03) - ATAA: Acccuracy, Transparenct, Analyzability & Acrionability (26:17) - ATAA: Transparency (35:29) - ATAA: Analyzability and Actionability…

Revenue Brothers

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Revenue concepts explained | #028 29:49

1 year yang lalu29:49

29:49

Class is in session! Raul and Toni constantly bring up different frameworks and acronyms in the SaaS revenue world. In this episode, they put on their professor hats and explain some of their favorites and go-tos. In this episode you'll learn about: - The revenue engine/factory - The revenue formula - How compounding works - CAC Payback and CAC:LTV (00:00) - Introduction (02:11) - What's the revenue engine/factory? (07:12) - What's the revenue formula? (14:43) - How compounding works in the funnel (21:36) - Defining CAC Payback and CAC to CLTV…

Revenue Brothers

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On the road as a co-founder (with Julius Koehler from sennder) | #027 28:09

1 year yang lalu28:09

28:09

Despite having around 1,000 employees and 11 offices, Julius Koehler, a co-founder of sennder, still spends most of his time on the road, meeting customers face-to-face. It may not be the typical play from a founder, but he discusses with Raul and Toni why it works for him and his team, as well as the challenges it brings. (00:00) - Introduction (00:55) - Meet Julius and sennder (03:59) - Everytime you double the business, you need to rebuild the company (05:52) - Still meeting face-to-face as a founder (14:34) - Saving hopeless deals (19:38) - The difficulties of face-to-face (22:33) - What I would have done differently…

Revenue Brothers

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CROs today have to change | #026 32:55

1 year yang lalu32:55

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The modern definition of a CRO is changing, and not enough current CROs are noticing. In this episode, Raul and Toni talk about why they're falling behind, what the role should look like going forward, and what current CROs need to do to get there.

Revenue Brothers

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Con or Cure? Consultants | #025 32:08

1 year yang lalu32:08

32:08

Are consultants worth their price tag? Or have all the bad players out there ruined it for everyone? As former consultants themselves, Raul and Toni debate if consultants are a con or a cure, and give us tips on what to look out for when you want to hire one for your project. (00:00) - Introduction (00:58) - Consultants: Con or Cure? (03:52) - The misconceptions of consultants (08:59) - When all you have is a hammer, everything looks like a nail (12:22) - Strategies-only consultants (15:38) - Skin in the game (22:32) - How to weed out bad actors…

Revenue Brothers

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Is the SDR dead? | #024 29:58

1 year yang lalu29:58

29:58

Is the SDR role dead? Are their methods obsolete? Or have they been completely replaced by AI and automation? In this episode, Raul and Toni talk about the perception of the job, and how a lot of people just don't understand the role SDRs do. (00:00) - Introduction (01:35) - Is the SDR dead? (05:30) - What is an SDR today? (08:45) - The future of SDR work (15:22) - The truth about cold calling (20:42) - Everything works (23:38) - Reality check: A lot of people don't have a clue…

Revenue Brothers

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Con or Cure? Benchmarks | #023 31:02

1 year yang lalu31:02

31:02

SaaS Benchmarks: Are they valuable tools? Or are they misleading and potentially harmful to your business? In this episode, Raul and Toni debate the merits of benchmarks and give real-world examples of challenges associated with them and how to make them more meaningful to your company. (00:00) - Introduction (01:00) - Benchmarks: Con or Cure? (09:02) - If you use benchmarks, this is what you need (25:52) - Funnel benchmarking by trend…

Revenue Brothers

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How (and when) to pick a fight | #022 26:48

1 year yang lalu26:48

26:48

From Adam Robinson vs 6sense, to Hubspot vs Salesforce, there are plenty of SaaS companies starting public fights with competitors. But could it be the ultimate marketing play for you? Or are you just asking for trouble? In this episode, Raul and Toni talk about their favorite company fights, when you should consider picking a fight, and how to identify an enemy to go after. (00:00) - Introduction and new format changes (02:18) - Adam Robinson vs 6sense (07:20) - Choosing and enemy for marketing purposes (09:59) - Can you stage a fight? (15:49) - Identifying and naming your enemy…

Revenue Brothers

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Con or Cure? MEDDIC | #021 30:29

2 years yang lalu30:29

30:29

In this episode Raul and Toni debate if MEDDIC is the magic Sales framework everyone claims it to be. Or should you ditch it for a more custom framework instead?

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Revenue Brothers « » Founder's Associate Con or Cure? I #040

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Founder's Associate Con or Cure? I #040