With a startling low average tenure of 18 months, today’s Chief Revenue Officer (CRO) is struggling.  The pressure primarily stems from the need to drive growth in a capital-efficient manner. This includes rapidly accelerating revenue growth while managing and optimizing the cost of sales and marketing operations, often within a constrained budget or shifting economic conditions.  It's this intense focus on both top-line growth and cost efficiency that’s contributing to the high turnover and short average tenure of CROs, as they must quickly demonstrate success in these areas. So, wh ..read more

We all know video is important to grow exposure, but creating enough is still challenging. The tools are complex, production is expensive, and it can be overwhelming just to come up with ideas. In this episode, Aug X Labs founder Jeremy Toeman talks about his personal frustration with the complex tools just to make basic videos that can be used on websites and in social media posts that led to the creation of the company. And their goal is to make video creation as simple as writing an email. Try it out at meetaugie.com The platform allows users to generate videos using AI, without facing a bl ..read more

If you went to the doctor for a sore throat and she said, “Last time I had one, this is what helped me get better” versus “I looked at the clinical trial evidence for 5000 people with your symptoms in your age range, geographics, and background,” which of those solutions is more viable? That’s how Sahil Patel, CEO of Spiralyze views the world of A/B testing.  Spiralyze crawls and scrapes 34,000 websites that A/B test to find the repeat winners, analyze why they won, and run those same tests for its clients. And the results are impressive–they often demonstrate a 20 to 30 percent lift in c ..read more

Feedback is not just a tool for improving products, but a strategic asset that can drive growth, innovation, and competitive advantage. In this episode, Satya Ganni, CEO of Beamer and Userflow, explains the importance of feedback in reducing churn in product-led SaaS companies.  Feedback provides valuable insights into customer needs, preferences, and pain points, which makes it a critical component of product management success.  By listening to customer feedback, Beamer is able to identify areas for improvement, prioritize feature development, make informed decisions about produc ..read more

In this episode, we delved into the transformative power of algorithms in business with Jason Radisson, CEO & founder of Movo, a platform that provides real-time scheduling flexibility and improved workforce management for large companies with frontline workers.  Jason recounted his time at Harrah's Entertainment, where they used data to optimize customer interactions and significantly increase profitability over others on the strip. He explains how his background in algorithmic management has influenced his approach to business models.  Jason also shares his thoughts on combat ..read more

As a startup with shaky product market fit, prospective customers often want to associate you with a mature category so they can determine where it might fit in their tech stack—or not. But for Warmly, the existing categories represented only a small subset of their capabilities—albeit cheaper than the mature tools. And they couldn’t just settle for being known as "Drift but cheaper.” In this episode, Alan Zhao details his transition from CTO to marketing chief, a move that was pivotal in steering Warmly’s narrative away from established market constructs and taking control over the narrati ..read more

As a seasoned sales expert and popular sales podcaster, Brian Burns has more than a few opinions about how companies are selling to the enterprise today. Most notably, because reps haven’t been taught the difference, they try to make up for the lack of pipeline by increasing outreach activity. That may have worked in 2011 when the Predictable Revenue Model gained prominence (and our inboxes weren’t flooded with sales pitches).  But today, the compartmentalization of prospecting and closing won’t result in more complex deals, where decisions are ruled by committees and often end in “no ..read more

Having moved from a miserable culture in investment banking to an incredibly positive one at tech startup ZipRecruiter, Jonathan Fields learned early in his career the profound impact culture has on an organization. So inspired, in fact, that he and his co-founders worked nights and weekends to create a platform that could make those elements scalable and easy for companies to adopt. The result is Assembly, a platform that focuses on creating opportunities for coworkers to connect beyond work-related tasks has enhanced the overall employee experience and fostered a sense of community within ..read more

Are you making one or more of these mistakes in your messaging? Given the number of websites that we review regularly, chances are that you are—and that means leaving revenue on the table. In this episode, Ken and Jason from Austin Lawrence Group discuss the eight common mistakes that SaaS companies make with real life examples. So if you’re revisiting messaging and content strategy this year, or you’re frustrated with the quality of leads coming through your website, this episode is for you. A few key takeaways: How to avoid making vague statements that cause cognitive dissonance with so ..read more

Business development poses big challenges for today’s SaaS. It becomes twice as ineffective every year as people learn how to ignore you. And it’s such a grind that it’s hard to find good people who want to stick with the sales development rep (SDR) position over the long term. To get engagement on the phone today takes the right experience, technology, and triggers. That’s why we sat down with Gabriel Lullo, CEO of Alleyoop, an outsourced SDR service that specializes in lead generation and relationship management to talk about the future of outbound prospecting and whether or not it’s a g ..read more