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.
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 They explain why founders get stuck chasing outdated roadmaps, how most "plans" are investor theater, and why the real power lies in the act of planning itself.
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.
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.
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?
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.
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.
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.|
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.
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
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.
• 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.
Planning for Series A Success:
Saying No vs. Scaling Gradually:
Revenue Engine and Predictability:
Execution and Performance:
1. The Current Climate: Why So Challenging?
2. AI Hype: Magic Button or Misguided Expectations?
3. Sales Efficiency & Market Dynamics
4. Decision-Making in Organizations: CEOs and CFOs Take the Lead
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:
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!
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.
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.
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.
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.
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.