Τα καλύτερα Collin Cadmus podcast (2024)

1
From $100k to $70 Million ARR w/ Colin Specter 51:36

3d ago51:36

51:36

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Colin Specter. Colin graduated from UC Santa Barbara and then started his career in event management, where he got a taste of sales, customer service, and leading over 100 employees for nearly 7 years. In 2012 Colin pivoted into medical sales and then landed his first B2B SaaS…

1
Here are two simple ways to reduce burn 32:59

5d ago32:59

32:59

Need to be more efficient in your GTM? Then it's time to get serious about your burn rate. In this episode, Mikkel and Toni break down some tactics you can start now to get your finances in line. (00:00) - Introduction (02:42) - Reducing Burn (09:02) - Mastering Payment Terms for Cashflow (12:07) - Strategic Pay Raises and Salary Bands (14:32) - Ef…

1
Fixing the Broken SDR Model w/ Mark Kosoglow 51:35

10d ago51:35

51:35

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Mark Kosoglow. Mark graduated from Penn State University in 1998 and then became the General Manager of Nittany Notes where he was responsible for everything from hiring, training, development, inventory management, and of course, sales. After discovering his knack for sales M…

1
Are warrants a scam? Here’s what you need to know 26:36

12d ago26:36

26:36

Between bad leaver clauses, dilution and liquidation preferences, we're willing to bet most folks out there don't understand their warrants. And who can blame them? In this episode, we break down the complexities of warrants in compensation packages and answer the question: Are they worth it? Or are they just a scam? (00:00) - Introduction (02:13) …

1
7 GTM problems everyone has, and how to fix them (with Eddie Reynolds) 45:02

17d ago45:02

45:02

What if we told you there are 7 simple mistakes companies make over and over again? From the misalignment between sales and marketing to the mishandling of inbound leads, Eddie Reynolds joins us to shed light on why these mistakes happen, and how to avoid them. (00:00) - Introduction (04:16) - Transition to SaaS Companies Discussion (05:10) - The I…

1
To prevent burnout, this could be the answer 32:48

19d ago32:48

32:48

Do you recognize this in yourself or someone else: You're working hard. More than what's required. You're rxtremely busy, but at the end of the week, you're just not sure what you actually got done. Yes, that really hurts. And eventually, you'll burn out. The solution? Getting productive as F... (00:00) - Introduction (02:29) - Stress, burnout and …

1
Selling Spiff to Salesforce for $419 Million w/ Jeron Paul 43:58

23d ago43:58

43:58

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jeron Paul. Jeron studied economics and philosophy at Brigham Young University and then received his MBA at Harvard. After school he spent 3 years as a consultant before starting his first company Boardlink, which was acquired by Thomas Reuters. Jeron then spent 5 years in ven…

1
Starting a new job? Do these 3 things 29:36

26d ago29:36

29:36

Whether you're a new CRO, VP of Marketing, or RevOps, if you want to earn your title, you'll want to onboard quickly and drive results early. But that's usually easier said than done. In this episode, we give you 3 things you should do when starting a new organization to bring value from day 1. (00:00) - Introduction (01:09) - How to onboard yourse…

1
Scaling Gong to $7 Billion Valuation w/ Chris Orlob 47:07

1M ago47:07

47:07

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Chris Orlob. Chris studied marketing at Utah Valley University and then went on to start his career at InsideSales.com, after which he started his own company Conversature, which eventually merged with Gong, at which point Chris became the Director of Product Marketing and eve…

1
Do we have a tenure problem in tech? 31:02

1M ago31:02

31:02

Yes. Tenure for tech is relatively bad when comparing to other industries. But is that a problem? And if so, how do we fix it? This and more we get into in todays episode (00:00) - Introduction (02:41) - After 3 years, half your team has moved one (07:02) - Boomers, millenials and different tenures (12:18) - The problem short tenure creates (13:10)…

1
How to build & replicate stellar sales teams (With Collin Cadmus) 46:39

1M ago46:39

46:39

What does it take to build a succesful salesteam? And what does it take to replicate it? That's what we talk with Collin Cadmus about. (00:00) - Introduction (04:08) - Sales Success and Product Quality (09:28) - Identifying a Great Product (14:54) - Building a Strong Sales Team (20:55) - Replicating Successful Sales Teams (21:36) - Setting Attainab…

1
Is it time to merge inbound and outbound? 30:28

1M ago30:28

30:28

When folks run outbound, they eventually also run inbound. But should those motions really be separate? What would happen if they were merged? And what problems would it resolve? This and more we discuss in todays episode (00:00) - Introduction (00:42) - Hunting Challenges and Reflections (02:43) - Transition to Business Discussion (02:59) - Outbou…

1
Building a $10 Million Webflow Agency w/ Stefan Katanic 54:17

1M ago54:17

54:17

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Stefan Katanic. Stefan is a lifelong entrepreneur. He co-founded Traden Group in 2013, Coinbio in 2017, and White Label Agency in 2019, but his most recent venture is where he truly found his stride. Today Stefan serves as the CEO of Veza Digital, a services business that help…

1
Does your data have credibility issues? (With Lindsay Cordell) 45:32

1M ago45:32

45:32

That's not the number I have. How did you calculate it? What field did you use!!?. Data promises amazing insights and great decision making. But more often than not, we tend to not trust the data. That's why we talk about data trust with Lindsay. (00:00) - Introduction (02:24) - Data Trust Issues (03:56) - Common Data Quality Problems (11:27) - Imp…

1
Customer Success isn't a profit center - here's why 29:23

2M ago29:23

29:23

Yes, customer success should be a profit center. But for many companies, it's just not. In this episode, we discuss why that's the case - and why it's not just a quick fix. We do share some tips to make it a profit center though. (00:00) - Introduction (03:01) - Challenges in Customer Success (05:18) - The Reality of Upselling (08:22) - Cultural Di…

1
Creating a growth model for SaaS (with Anthony Enrico) 41:09

2M ago41:09

41:09

The fastest growing companies use growth models. You probably already have one - but is it fully built out? Does it really work? In this episode, we talk with Anthony who's build quite a few. (00:00) - Introduction (02:43) - Diving into Growth Modeling (11:39) - Challenges and Pitfalls in Growth Modeling (16:08) - Understanding Pipeline Needs (17:3…

1
GTM Inflation & the cost of doing nothing 27:33

2M ago27:33

27:33

Yes, inflation can be boring. No, you can't ignore it even in the GTM teams. We discuss what problems inflation is creating - and what to do about it. (00:00) - Introduction (01:20) - SaaS and GTM inflation (06:18) - Rising Costs and Business Adjustments (09:57) - Understanding Value Pricing in SaaS (11:00) - Check your T&Cs (13:50) - Using Price I…

1
Building AiSDR w/ Yuriy Zaremba 51:06

2M ago51:06

51:06

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Yuriy Zaremba. Yuriy is a corporate lawyer turned CEO and a 2x Y Combinator Alumni. He co-founded his first company AxDraft in 2017 which was acquired by Onit in 2020. He then co-founded AiSDR where he serves today as the CEO. AiSDR creates and sends personalized sales emails …

1
Here's how AI is changing sales (With Kyle Coleman) 45:14

2M ago45:14

45:14

Will AI replace your sales team? Can it? Should it? What is AI even? This and much more, we talk with Kyle Coleman about. He's CMO at copy.ai, so he knows a thing or two about AI. (00:00) - Introduction (02:38) - AI in Sales: Initial Thoughts (03:26) - What's AI changing right now? (04:30) - Challenges with AI SDRs (07:24) - Future of AI in Sales (…

1
Challenger brands: Forcing people to pick a side 31:09

2M ago31:09

31:09

What does a SaaS company, an airline and an oatmilk company have in common? They're challenger brands. And it can be a pretty powerful strategy you can take as a brand. We run through real examples and much more (00:00) - Introduction (02:10) - Challenger Brands... what is it? (03:50) - Salesforce vs. Siebel: The Ultimate Challenger Brand (09:55) -…

1
Building Roam w/ Howard Lerman (Former Yext CEO) 59:27

2M ago59:27

59:27

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Howard Lerman. Howard went to Duke University where he founded his first company with two of his classmates, JustATip.com, which they sold for $150,000 in 2001 while still in college. After school Howard founded Yext in 2006. By 2016 the company had $89 million in revenue and …

1
The New GTM Playbook (With Sid Kumar) 46:28

2M ago46:28

46:28

The majority of revenue comes after the initial sales. A 5% lift in retention can lead to a 20-95% increase in revenue. But most companies neglect the customer side - so we need a new playbook. That's exactly what we talked about with Sid Kumar, VP of GTM Strategy & Planning at Databricks. (00:00) - Introduction (02:23) - Meet Sid (03:05) - The Nee…

1
4 Reasons customers aren't expanding 33:35

2M ago33:35

33:35

If you're north of $5M ARR, 40% of new revenue should come from existing customers. Are you seeing enough revenue from expansion? Even if you're getting expansion, maybe you can get more - we talk about a few ways to achieve it. (00:00) - Introduction (02:34) - Why does expansion matter? (05:45) - Challenges with Expansion (08:19) - Strategies for …

1
Winning by Design w/ Jacco van der Kooij 58:26

2M ago58:26

58:26

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jacco van der Kooij. Jacco is originally from the Netherlands. He started his career in 1994 at Philips Electronics as a Project Manager and then transitioned into sales. Since then he’s led sales for over 10 different companies, prior to starting his current company, Winning …

1
Can RevOps lead sales? Well, this person does (with Ryan Milligan) 39:00

2M ago39:00

39:00

Thought experiment: What would happen if you put RevOps in charge in sales? Well, we spoke Ryan from QuotaPath who started in RevOps, and now also runs sales. And there's a few interesting learnings you shouldn't miss (00:00) - Introduction (01:30) - Meet Ryan (02:02) - Transition from RevOps to Sales Leadership (03:52) - What we think sales is and…

1
The plan that kill teams 31:43

2M ago31:43

31:43

It's planning season again. The most agonizing process for GTM teams needing to plan their targets. We discuss how b2b SaaS teams should go about it. (00:00) - Introduction (01:34) - The Annual Plan: A Recipe for Disaster (02:37) - The CFO owns it (07:43) - The most important plan (12:43) - Multi year planning (18:30) - Resource Allocation: Balanci…

1
Why PLG suck, and how to fix it (with Wes Bush) 42:57

3M ago42:57

42:57

PLG sucks. Especially if you don't know what you're doing. Too many people assume you just turn on the self-serve button and watch the money roll in. And they couldn't be more wrong. In this episode, we talk with Wes Bush, Founder of ProductLed.com, about everything you need to know about PLG and what you need to do to run it right. (00:00) - Intro…

1
Do this before accepting a new job 32:18

3M ago32:18

32:18

Are you "on the bench" looking for a new job in b2b SaaS?. Not sure how to know if the next place is a fit for you? We share a few things to ask, analyze and get in the process. (00:00) - Introduction (01:02) - Navigating the Job Market (02:29) - People on the bench (06:26) - The first thing to think about (09:02) - Pressure test the stats (12:36) …

1
The Sales Leadership Accelerator w/ Kevin Dorsey 1:12:09

3M ago1:12:09

1:12:09

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Kevin Dorsey. Kevin went to the University of Wisconsin-Madison and started his sales career where he quickly rose from entry-level selling to high-ranking leadership roles at SnackNation, ServiceTitan, PatientPop, and Bench Accounting. He’s built sales teams from 0 to 150 rep…

1
3 Reasons reps don't make quota 30:28

3M ago30:28

30:28

Plenty of reps aren't making quota - but there are some very simple reasons why we see again and again and again. We talk about the three reasons - and the best part? You can fix them. (00:00) - Introduction (03:03) - Sales Challenges and Observations (05:18) - Problem 1: Lots of MQLs that go no where (16:21) - Problem 2: Wrong meetings booked (19:…

1
When volume won't cut it 30:57

3M ago30:57

30:57

There's a phase shift that happens to any b2b SaaS company. The shift away from volume to efficiency. When is it time to shift, and how do you go about it? That's what we discuss. (00:00) - Introduction (01:56) - Is volume still the thing? (07:04) - Shifting Focus away (13:00) - The Process (16:40) - Budget Reallocation Strategies (17:11) - Convers…

1
3 ways to stop indecision 30:46

3M ago30:46

30:46

You're not losing to competitors. You're losing to indecision, most often heard like this: "Sorry, it's not the right time. Let's reconnect". And it's no surprise, layoffs, budget cuts and more has led to a fear of messing up. We discuss three ways to overcome indecision. (00:00) - Introduction (04:26) - Sales Challenges and Indecision (05:58) - Ec…

1
Why BI Sucks 27:46

4M ago27:46

27:46

BI tools promised to solve the "data starved" teams, giving them access to make decisions. However, we see quite a few challenges that you should know. That's why we dive into our experience with business intelligence. (00:00) - Introduction (02:51) - The Challenges of BI Implementation (05:52) - The High Costs of BI Tools and Expertise (09:01) - T…

1
Hiring for the logo & other mistakes 33:30

4M ago33:30

33:30

It's time to talk about hiring for b2b SaaS. With the change from 'growth at all costs' to efficient growth, hiring is more important than ever. In the episode, we get into (00:00) - Introduction (02:41) - Why talk about hiring? (06:53) - It's time for the "suite and tie" folks (12:51) - Testcases are kinda useless (16:51) - What is it you're hirin…

1
Secrets to winning in hyper competitive markets 34:07

4M ago34:07

34:07

What can we learn from hyper competitive markets in SaaS? That's exactly what we asked in this episode. We get into the pitfalls and strategies you can use to do better against the competition. (00:00) - Introduction (03:44) - Hyper compeitive markets (06:12) - Pitfalls to watch out for (10:18) - Disruption happens (13:42) - What are folks gonna do…

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NPS can't predict churn 29:38

4M ago29:38

29:38

No, net promoter score can't predict churn. We cover the alternatives in todays episode (00:00) - Introduction (04:14) - What is NPS and why does it suck? (10:22) - Predict & prevent churn (11:02) - Signals (16:13) - Customer vintages (21:32) - The process *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM sho…

1
Use this framework to run root cause analysis 32:52

5M ago32:52

32:52

Here's the method used by Toyota to run root cause analysis. It's called the 5M framework, and helps you look at problems from multiple angles - so you can prevent them from happening again. (00:00) - Introduction (03:56) - How Toyota would run RCA (04:50) - 5M overview (06:22) - Manpower (10:47) - Machinery (14:03) - Material (18:28) - Method (23:…

1
Why we think we need RevOps (and why we really need it) 33:40

5M ago33:40

33:40

We think we need RevOps because: Systems. Tools. Data.. And they all have merits, but, there's a few other yet very important reasons to bring RevOps on let alone have them in the first place. Listen in and find out! (00:00) - Introduction (03:47) - Why do we need it? (05:04) - "We gotta call someone" (11:55) - When is a strategic focus even needed…

1
Do you have one of these GTM problems? 30:01

5M ago30:01

30:01

There's 3 GTM problems we see over and over again - and they can totally be avoided. Listen to the episode to learn if you've got one of the problems. (00:00) - Introduction (02:09) - Calling out the problem (05:14) - 1: Everyone secretly knows (13:16) - 2: Acquisition is a mess (17:40) - Contingency planning (19:42) - 3: Blindsided by churn (21:36…

1
Friction by design 31:43

5M ago31:43

31:43

Focused on removing friction? In this episode we discuss when it might be worth it to add some friction instead. (00:00) - Introduction (08:36) - Just try creating one graph (15:44) - Why is there no pricing page?? (23:35) - Support friction *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take wee…

1
Here's how Koen Stam use AI for sales coaching 42:05

5M ago42:05

42:05

Do you think this is an AI summary or not?: With AI tools, such as ChatGPT, sales teams can enhance coaching processes by creating personalized frameworks, generating data-driven insights, and fostering consistency for improved productivity and skill development. It is... But anyway, that's pretty much what we discussed with Koen - he's been using …

1
Rethinking comp plans 28:57

6M ago28:57

28:57

We're using comp plans from the 80s, and there's some problems with that. We discuss how SaaS has simply changed, and provide some important reflections you can use if you need to rethink your comp plans. (00:00) - Introduction (02:26) - We still get lots of questions about this (05:24) - Why everyone does comp plans (08:25) - The purpose of what c…

1
High velocity sales (with Frank Nardi) 45:50

6M ago45:50

45:50

Even if you don't run high velocity sales, there's much to learn from vendors who do. We talked with Frank Nardi (CRO at Cin7) about how they manage short sales cycles and proactively manage their funnel. (00:00) - Introduction (02:21) - Meet frank (06:02) - Tuning the engine (13:36) - Selling to SMB (21:56) - Short cycles, short term? (26:54) - Lo…

1
When deals die 31:06

6M ago31:06

31:06

Deals die. But more so today than previously. That's why we introduce a different analysis to understand why deals are dying - so you can fix it. (00:00) - Introduction (03:02) - Why deals are harder (04:46) - MEDDICC to diagnose performance (07:34) - Champion (11:12) - What's the pain? (14:35) - From pain to metric (17:29) - Who signs the deal? (2…

1
Why RevOps is broken (with Jeff Ignacio) 43:38

6M ago43:38

43:38

Is RevOps broken? And how do we fix it? Together with Jeff, we get into a bunch of the challenging areas of Revenue Operations and some of the steps you can take to improve it. (00:00) - Introduction (01:40) - Meet Jeff (03:45) - Glorified GTM IT (11:57) - Overinvesting (18:13) - The go to market plan (30:57) - Under- & overinvestment (34:25) - Get…

1
4 Outbound Mistakes 30:12

6M ago30:12

30:12

Is outbound dead? And if not, what are the biggest mistakes we've seen? That's exactly what we get into today (00:00) - Introduction (01:37) - "Outbound is dead? Bullshit." (05:46) - Can you even run outbound? (09:35) - What's changed? (12:28) - Mistake 1: Outsourcing (16:39) - Mistake 2: Not knowing the ideal talent profile (20:43) - Mistake 3: Sc…

1
WTF is PLS even? (with Jesus Requena, VP Marketing at Hex) 50:06

6M ago50:06

50:06

What is PLS? When does it make sense to use it? How do you get started? These are just a couple of the questions we asked Jesus who's been building PLG and PLS motions at Unity, Figma, Algolia and Hex. (00:00) - Introduction (00:57) - Meet Jesus (04:35) - PLG at Unity (05:45) - Solving a big problem (12:12) - Is this the right motion? (16:49) - Can…

1
Don’t have GTM visibility? 36:34

6M ago36:34

36:34

Everyone has a dashboard, a sheet, some reports - but still the number 1 problem we hear about? It's visibility into performance. So we discussed the problem, and what you can do about it. (00:00) - Introduction (02:16) - Why we get asked about visibility (08:58) - The problem with visibility (14:16) - Breaking down targets (17:48) - Having foresig…

1
Avoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital) 53:45

6M ago53:45

53:45

There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge. (00:00) - Indtroduction (03:48) - Meet Mark (08:44) - The number 1 pattern of unnecessary failure (11:16) - Getting the right pacing (16:35) - Pushing back on the plan (25:39) - Why do we misunderstand capacity? (33:54) - The problem with commission…

1
RevOps needs to move 29:12

6M ago29:12

29:12

With everything that's happening, we discuss if it's time for RevOps to move away from the CRO. We get into (00:00) - Introduction (02:29) - Is it time to move? (08:30) - If the CRO doesn't get it.. (11:24) - Give CFO operational insights (16:54) - Commercial FP&A? (21:08) - The P&L of commercial (23:54) - Zero helpful advise You can find the CAC:P…

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