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Welcome to Season 3 of the Revenue Rebels podcast, hosted by Alan Zhao and Max Greenwald, Co-Founders of Warmly, This season is all about mid-market sales & how to enable your team to sell into bigger accounts. In each episode we cut through the fluff and dive deep into modern tactics used to achieve success: intent-based outreach, social selling, warm calling, customer-led sales, as well as various sales leadership topics. On the show you can expect appearances from real practitioners, nich ...
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A Lesson in RevOps - How to Master HubSpot in 2024 with Ali Schwanke, Founder of Simple Strat
27:58
Ali Schwanke (Founder @ Simple Strat) is an expert in helping companies get better and faster results through mastering HubSpot. Her company is a Diamond Solutions Partner and she’s the host of HubSpot Hacks, the #1 unofficial YouTube channel for HubSpot Tutorials. Even though HubSpot positions itself as a plug and play solution that’s easy to set …
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Mike Lander is an expert at handling procurement and helping sales teams increase their win rates in the mid-market and beyond. After years of founding companies, running consultancies and scaling teams, Mike took his experience as a buyer and started Piscari to help sellers better understand how buyers think and how to walk away from negotiations …
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How to Transition out of Founder-Led Sales - Alex Newmann, CEO & Founder of Newmann Consulting Group
21:13
Alex Newmann (Founder & CEO of Newmann Consulting Group) is an expert at helping founders of B2B companies (either bootstrapped or Series A funded) transition out of founder-led sales, make their first sales hires and build a scalable, repeatable sales process. In this episode, he sits down with Alan Zhao to help change the way you think about maki…
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Today’s episode welcomes Sahil Patel, CEO of Spiralyze. They help companies grow by providing data-driven performance Conversion Rate Optimization (CRO) services. The point of a great landing page is to lead your potential clients to take action on your offer - whether it’s a demo, a strategy call or a free trial. Sahil mentions that while lead gen…
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Today’s episode welcomes Austin Jouett, Full-Cycle Account Executive at Intentify Demand - a provider of demand and lead generation services, specializing in B2B sectors such as SaaS, IT technology, FinTech, Martech and HR Tech. They help businesses connect with their ideal prospects by delivering high quality and meticulously verified data includi…
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In case you missed it - today’s episode contains the recording of the June 6th live event with Chris Walker and Alan Zhao about how to implement a signal-based go-to-market approach. Chris’s new company, Passetto, combines proprietary signal-based analytics technology with expert strategic consulting to help B2B companies create breakthroughs in gr…
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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 succe…
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0 to $30 Million ARR with 4 Salespeople - Ryan Staley, B2B AI Sales Expert & CEO of Whale Boss
27:20
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…
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How LinkedIn & Cameo Built Their PLS (Product-Led Sales) Motion - Karen Chi, Founder of Karen Chi Consulting
34:32
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 witho…
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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,…
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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 orchestrati…
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This episode continues the conversation with Chris Walker - Executive Chairman of Refine Labs and CEO of Pasetto - a GTM Strategy Consultancy that helps B2B Executives identify and execute against their highest priority growth levers with confidence and clarity. He’s also the host of B2B Revenue Vitals - one of the most beloved podcasts in the B2B …
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B2B has recently been obsessed with the word “dead”. Cold calling. Email marketing. Blogs. Interview based podcasts. You name it - someone’s made a case on a LinkedIn post that it’s dead and discouraged many from strategies that have worked for seemingly forever. Truth is - in 2024, the word “dead” is more relevant than ever when used to refer to m…
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Whether you know it or not, your business has a Nearbound sales strategy. Here’s the secret nobody told you - this type of partner revenue is exactly what drives most of the growth for high performing SaaS companies that take over the market seemingly out of nowhere. So what is nearbound? In simple sales terms, those are the deals that close quickl…
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Today’s episode welcomes Phil Carpenter, CMO at ALICE Technologies - the world's first artificial intelligence platform that understands construction. ALICE enhances your construction planning and scheduling abilities to help keep crews flowing on any size project – so you can build faster and cheaper. Everybody wants to be a category creator - unt…
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How to Build a Brand like ClickUp - Melissa Rosenthal, CMO at Insight Timer (ex. CCO at ClickUp)
29:48
Stale marketing is like stale bread. People will bite - but only if they’re desperate enough. When you’re going to market with a new product in a well-established, saturated space that consists of top-heavy key players with billion dollar evaluations, stale won’t cut it. Today’s guest is Melissa Rosentha - CMO at Insight Timer, and ex. Chief Creati…
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Season 1 is officially over. Huge thank you to everyone who tuned in and the amazing guests that joined us over the last few months - we appreciate you! This new season will feature more highly effective, creative and courageous revenue professionals who have taken their unique strategies to market, succeeded, and now have tactical insights and str…
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The B2B Go-To-Market landscape is changing. Again. SaaS companies have adopted a “growth-at-the-lowest-cost” model, while social media platforms are becoming more pay-to-play by the day. This doesn’t go together well. But every now and then you’ll notice a group of companies appear seemingly out of thin air and take over your feed. These companies …
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The biggest myth that movies like The Wolf of Wall Street propagated about sales is that you need to be an a$$hole to succeed. The truth is that most great salespeople who later move on to lead high-performing teams and start companies, typically begin by adopting a lone-wolf, success-at-all-cost mentality, which only gets you so far before limitin…
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How to Track Your Highest Paying B2B Customers - Deepinder Singh Dhingra, Founder of RevSure AI
20:24
Today's episode welcomes Deepinder Singh Dhingra, Founder & CEO of RevSure AI. They’re on a mission to improve predictable revenue growth through Predictive AI for Pipeline Generation for B2B SaaS companies. Deepinder has spent over 20 years in big data analytics and machine learning in multiple industries - but mostly serving the Fortune 500 in bo…
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If you got into sales over the last 4-5 years, chances are you’ve never worked on the sales floor. While remote is wonderful, there’s something truly special about the level of interaction, feedback and energy you get when you’re closing deals as a team in-person. Before you start bickering about remote being the only way you’ll ever work, take a m…
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The B2B content meta is about to change. LinkedIn is getting its very own short-form video section. We all knew this was coming. And with a potential TikTok ban on the horizon, there’s a whole new market of buyers that will now turn to LinkedIn for their scrolling needs. The time to invest in video is now. Today’s guest knows what it takes to succe…
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Your network truly is your net worth. If you’re a new founder who’s bootstrapped and shooting for the stars in a heavily saturated SaaS market, your ability to access early investors, hire the right talent and build revenue generating partnerships will separate you from the startups that sink. Here’s the problem - manually asking people in your net…
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Many great B2B content creators have tried and failed to build an audience on YouTube that reflects the type of engagement and community they’ve built on LinkedIn. The reason why is simple - the type of content that succeeds on LinkedIn often falls flat on more casual social media platforms. Today’s guest has built a successful YouTube channel, wen…
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Drive Retention Like a Unicorn - Josh Neal, Customer Success Leader(ex Dropbox, Oracle, Slack, Miro)
27:09
To become a category leader in 2024, investing all of your go-to-market (GTM) resources into sales and marketing won’t cut it. Getting to unicorn status requires a GTM motion where customer retention is at the forefront of the strategy, otherwise you’ll never truly capture the market share needed to scale to a 9-figure evaluation. Today’s guest has…
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Increasing Pipeline By 150% Through Strategic Partnerships - Kenneth Burke, VP of Marketing at Text Request
21:56
The path to becoming a marketing professional isn’t linear. In 2024, a lot more people strive to become marketers than there are roles available, which is also why starting a marketing agency is the hottest business trend on social media. Today’s guest is a prime example of someone who did it right - he combined multiple relevant skills and passion…
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Building A+ Player Revenue Teams - Dana Warren, Venture Partner at Canaan (ex Stripe, PayPal, AmEx)
20:32
When someone has a track record of being part of the revenue leadership structure at fast growing, name brand companies such as Stripe, PayPal, American Express and Sendoso, two things are certain: -They know how to build an A+ team -You should listen to them if you’re looking to do the same This episode welcomes Dana Warren, Venture Partner at Can…
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Ryan Yackel is the CMO of Databand.ai, the industry’s first proactive data observability platform that spots data errors, triages them, and alerts the right people so that it can be fixed immediately. Ryan started his career in sales engineering, then product marketing, then running all of marketing. And he’s had a unique perspective of working at …
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Cutting $300,000 Per Month In Ad Spend While Increasing Pipeline - Paul Ross, CMO of Affinity
31:20
Paul Ross is the CMO of Affinity, the relationship intelligence CRM that has grown rapidly in the last 4 years. Affinity's target audience is primarily the PE and VC community, which Paul mentions has a healthy amount of FOMO (fear of missing out) when it comes to getting an edge against competitors. In this episode we talk about how Paul uses that…
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Joran Hofman is the founder of Reditus, a B2B SaaS affiliate marketing platform. Prior to that he was the Head of Customer Success at Leadfeeder where he got tired of referring tools after his demos. So he decided to make a website of all the tools he refers people. The website had 30,000 visitors a month but Joran had trouble earning money from af…
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Golan Raz is the cofounder and COO of Deeto.ai, the next generation customer advocacy platform. I haven't really seen anything like it. Golan is a 4th time founder who witnessed the pain of how difficult companies have made it to leverage customers to promote the company's brand and product. It shouldn't be so difficult. Getting a customer testimon…
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Scaling Sales Processes From 0 To 10+ Million in ARR - Adir Ben-Yehuda, VP of Revenue at Walnut
24:18
Adir Ben-Yehuda was the first sales hire and VP of Revenue at Walnut, the industry's leading interactive demo platform. He grew the company's revenue from 0 to double digit millions in ARR. But it's not his first time doing it. He's figured out his own repeatable sales optimization process and how to build a narrative around the product and categor…
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