Summary
In this episode of Lunch Money, Scott Schnaars and Edan Gottlib delve into the complexities of Proof of Concepts (POCs) in the sales process. They discuss why clients request POCs, the potential pitfalls of engaging in them, and how to effectively manage and transition from POCs to paid pilots. The conversation emphasizes the importance of understanding the client's needs, controlling the scope of the POC, and treating the process with the seriousness it deserves to ensure successful outcomes.
Takeaways
Chapters
00:00 Introduction to Proof of Concept
02:58 Understanding the Need for POCs
05:51 Evaluating the Effectiveness of POCs
09:14 Transitioning from POCs to Paid Pilots
12:17 Managing POCs Effectively
15:03 Closing Thoughts on POCs
19:33 Shorts Outro.mp4
Procurement isn't the villain—unless you show up unprepared. In this episode, Scott and Edan break down why sellers dread procurement, what they get wrong, and how to flip the script. Learn how to negotiate with leverage (not fear), pre-wire your deals, and avoid deal death in the final stretch. Whether you’re selling potato chips or AI chips, this survival guide will help you win procurement over—without giving away your soul.
Action-packed with tactics, stories, and the phrase “it’s never about the money.”
In this episode, Scott and Edan break down one of the most powerful (but often overlooked) sales tools: the Mutual Action Plan (MAP). Learn why top sellers swear by it, how it prevents deals from dying in legal quicksand, and how to turn vague next steps into clear, buyer-driven momentum. Packed with practical action items you can use today to create accountability without sounding like a nag. Don’t wing your deals — map them.
✅ What a MAP is (and what it’s NOT)
✅ How to build a real mutual plan, not a scary spreadsheet
✅ Why great sellers are great project managers
✅ Action items you can apply immediately
Stop Hopa-Hopa forecasting. Start closing smarter.
Salespeople love to talk discounts—but that’s just one line in the contract. In this episode, Scott Schnaars and Edan Gottlib break down the six most important things beyond price that every rep should understand and negotiate:
Price caps
Limitation of liability and indemnification
Termination clauses
Payment terms
Governing law & arbitration
Performance guarantees
Learn how to play offense (not just defense) during the contract stage—and why negotiation should be the fun part of sales.
Annual quotas have been the backbone of sales comp forever—but are they doing more harm than good? In this episode, Scott sits down with Edan Gottlib to rip into the quota status quo. From rigid calendar pressure to misaligned incentives and sandbagging reps, they unpack why annual quotas might be broken—and what to do instead.
We talk:
Why annual quotas exist (and who they actually serve)
How they screw with rep behavior and leadership focus
Alternatives like rolling quotas, team pods, and usage-based comp
Why most orgs are too scared to change
Whether you’re a VP of Sales, RevOps, or just tired of spreadsheet-driven leadership—this one's for you.
Subscribe, share, and challenge your status quo.
Summary
In this episode of Lunch Money, Scott Schnaars and Edan Gottlib delve into the age-old debate of whether Business Development Representatives (BDRs) and Sales Development Representatives (SDRs) should report to sales or marketing. They explore the implications of each structure on pipeline management, accountability, and career growth, while also discussing the challenges and potential solutions for organizations. The conversation emphasizes the importance of management quality over organizational structure in determining the success of these roles.
Takeaways
Chapters
Sales? Customer Success? A dedicated Growth team? In this episode of Lunch Money, Scott and Edan tackle one of the toughest questions in SaaS GTM strategy: who really owns expansion?
We cover:
The case for keeping expansion with Sales
When CS should take the lead — and when it backfires
How to structure comp plans to avoid orphan accounts
Whether a dedicated expansion or growth team is worth building
Smart takes, real-life stories, and a few hard truths for operators at every stage.
💼 For SaaS leaders scaling revenue teams — this one’s for you.
Summary
In this conversation, Scott Schnaars and Edan Gottlib explore the dynamics between Product-Led Growth (PLG) and traditional sales methods in the SaaS industry. They discuss the implications of PLG on sales teams, the integration of sales within a PLG framework, and the challenges that arise when transitioning to a PLG model. The conversation highlights the importance of aligning sales and product teams, addressing cultural tensions, and recognizing the need for sales support in complex use cases. Ultimately, they advocate for a hybrid approach that leverages both PLG and sales strategies for optimal growth.
Takeaways
PLG is not killing sales teams; it's evolving them.
Sales teams can thrive in a PLG environment with the right strategies.
Understanding user signals is crucial for sales success in PLG.
Sales should engage with users who are already finding value in the product.
Complex use cases often require sales assistance to succeed.
Cultural tensions can arise between sales and PLG philosophies.
Compensation structures need to be clear to avoid conflicts.
Sales teams must adapt to new customer engagement journeys.
Aligning incentives across teams is essential for success.
PLG can be a powerful lead generation tool when integrated with sales.
Chapters
00:00 Introduction to Product-Led Growth vs. Traditional Sales
02:48 Understanding Product-Led Growth (PLG) and Its Implications
05:43 The Role of Sales in a PLG Environment
08:27 Challenges of Implementing PLG with Sales Teams
11:34 Complex Use Cases and the Need for Sales Support
14:31 Cultural and Structural Tensions in PLG Organizations
17:27 Aligning Sales and PLG for Success
20:26 Final Thoughts and Actionable Insights
22:43 Shorts Outro.mp4
Summary
In this episode of Lunch Money, Scott Schnaars and Edan Gottlib discuss the relevance of cold calling in today's sales environment. They explore the misconceptions surrounding cold calling, the importance of training and mindset, and how modern techniques and technology can enhance the effectiveness of cold outreach. The conversation emphasizes the need for a human connection and the evolution of sales strategies to adapt to changing market dynamics.
Takeaways
Chapters
00:00 The Cold Calling Debate Begins
02:58 Cold Calling: Is It Really Dead?
05:43 Understanding the Fear of Cold Calling
08:31 Training and Mindset in Cold Calling
11:13 Strategies for Effective Cold Calling
14:02 The Evolution of Cold Calling
16:47 Closing Thoughts on Cold Calling
21:35 Shorts Outro.mp4
Summary
In this episode of Lunch Money, Scott Schnaars and Edan Gottlib engage in a lively debate about the effectiveness of the BANT sales qualification framework. Scott argues for its replacement with a more modern approach, while Edan suggests that BANT can be updated for contemporary use. They discuss the origins of BANT, its limitations in today's complex sales environment, and propose the E-BANT model as a more flexible alternative. The conversation also touches on the role of AI in lead qualification and the importance of context in understanding sales opportunities.
Takeaways
Chapters
00:00 The BANT Debate: A Sales Qualification Controversy
02:45 Understanding Lead vs Opportunity Qualification
05:34 Modernizing BANT: The Need for Evolution
08:23 The Shift from BANT to eBANT
11:09 Context Matters: The Importance of Customer Understanding
13:50 AI in Lead Qualification: A New Frontier
16:44 Final Thoughts: The Future of Sales Qualification
22:23 Shorts Outro.mp4
In this episode of Lunch Money, Scott and Edan explore the evolving role of software demos in the sales process. From the traditional, hands-on demo to today’s self-serve experience, they debate whether demos are still necessary. Using real-world analogies—like the classic car test drive—they explain how demos can educate, facilitate discovery, and even shape the ultimate deal. Tune in for actionable insights on aligning your sales process with the modern buyer’s journey!
We’re halfway through Q1, and sales leaders are facing two big questions:
1️⃣ How do I make this quarter?
2️⃣ How do I make the year?
In this episode, Scott Schnaars & Edan Gottlib break down:
🔥 3 things you must do right now to hit Q1
🔥 3 strategies to build the foundation for a record-breaking year
🔥 Why bad deals kill your pipeline
🔥 How to push deals through without sounding desperate
💰 Q1 sets the tone—make it count.
📩 Subscribe for more sales insights: lunchmoney.media
#B2BSales #SalesLeadership #SalesPodcast #LunchMoney
Is bigger always better in enterprise sales? In this episode ofLunch Money with Scott & Edan, we debate thebest way to scale a sales org—lean, profitable teams vs. aggressive, VC-funded growth. Learn how to optimizehiring, revenue, and market strategy. Don’t miss it!
Ready to make your next sales kick-off (SKO) unforgettable? In this episode of Lunch Money, Scott and Edan dive into the strategies, activities, and follow-ups that turn a good SKO into a game-changer for your sales team. From live deal reviews and pitch contests to fostering cross-departmental collaboration, we share proven tactics to energize your team and align them for success.
But we don’t stop at the event itself. Learn how to sustain the momentum after SKO with actionable follow-ups that drive results, reinforce key lessons, and ensure ROI. Whether you're a sales leader planning your first SKO or a seasoned pro looking for fresh ideas, this episode is packed with insights you can't afford to miss.
Tune in for practical advice, fun stories, and a no-nonsense approach to making your SKO the most impactful event of the year. Available on Spotify, Apple Podcasts, and wherever you listen to podcasts.
Keywords: sales kick-off, SKO, sales leadership, sales strategies, team alignment, sales training, sales event planning, Lunch Money podcast.
How is AI reshaping the balance between art and science in sales? In this episode of Lunch Money with Scott & Edan, we dive into the transformative impact of AI on enterprise software sales and discuss whether AI will make sales more about science or amplify the importance of the human touch. We explore how tools like Salesforce Einstein, Gong, and AI-driven data insights are revolutionizing prospecting, forecasting, and lead prioritization while freeing sales professionals to focus on what matters most—building relationships and solving real business problems.
Key topics include:
If you're in enterprise sales, leadership, or just love making money, this episode is packed with actionable insights and cutting-edge trends. Don't miss it!
Like, comment, and subscribe for more discussions on sales, AI, and thriving in the ever-evolving B2B SaaS landscape. Share your thoughts: Is AI a game-changer or just another tool in the sales toolbox?
Is sales an art or a science? In this episode of Lunch Money with Scott & Edan, we dive deep into this age-old debate and explore how enterprise sales professionals can find the perfect balance between emotional intelligence, human connection, and data-driven strategies. Starting at 20:14, we challenge the stereotypes of the Don Draper-era sales rep and discuss how technology, AI, and predictive analytics have transformed the modern sales process.
Topics covered include:
If you're an enterprise sales leader, executive, or anyone looking to close high-value deals in today's competitive landscape, this conversation is packed with actionable insights. Learn how to leverage both the art and science of sales to stay ahead in the ever-evolving world of B2B SaaS and enterprise software sales.
Don't forget to like, subscribe, and hit the bell for more content tailored to sales pros who love making money. Let us know your thoughts: Is sales more art or science in 2024?