How This AE Built a $1M Pipeline Through LinkedIn (With Laura Erdem)

The Revenue Formula

MP3•Pagina principale dell'episodio

32:08

Did you know there’s an actual science to uncovering your hidden genius? It’s not about filling out a “dream job” worksheet—it’s about understanding how your brain is wired, identifying your natural aptitudes, and using them to thrive. This isn’t just a self-discovery exercise. It’s a game-changer for your career, your relationships, and how you show up in the world. Betsy Wills and Alex Ellison are redefining how we approach career discovery, proving that finding the right path isn’t just about landing a job—it’s about creating a life that aligns with who you actually are. ✅ Betsy Wills – Cofounder of YouScience, a groundbreaking psychometric assessment platform reshaping how we understand our talents. She’s also the Director of Marketing & Branding at Diversified Trust and a frequent lecturer at Vanderbilt University and NYU’s Stern School of Business. ✅ Alex Ellison – Founder of Throughline Guidance, a global college and career counseling practice. She’s a sought-after writer, speaker, and expert in college readiness and career development. ✅ Together, they co-authored Your Hidden Genius: The Science-Backed Strategy to Uncovering and Harnessing Your Innate Talents. Discovering your hidden genius isn’t just about career success—it’s about tapping into what makes you, you . Connect with Betsy & Alex: Website (Free Downloads): www.yourhiddengenius.com Book: https://www.harpercollins.com/products/your-hidden-genius-elizabeth-m-willsalexandra-ellison Related Podcast Episodes: How To Be You, But Better with Olga Khazan | 288 Finding Purpose Through Human Design with Emma Dunwoody | 228 195 / Finding (And Using) Your Voice with Amy Green Smith Share the Love: If you found this episode insightful, please share it with a friend, tag us on social media, and leave a review on your favorite podcast platform! 🔗 Subscribe & Review: Apple Podcasts | Spotify | Amazon Music…

circa un anno fa 47:02

We've found a salesperson who's successfully sourcing 30% of her pipeline herself. How? Using LinkedIn.

Laura shares her playbook, giving you practical tips to get going and much more.

(00:00) - Introduction
(01:27) - Welcome
(02:53) - Challenges of Traditional Outbound Sales
(05:07) - The Shift to Social Selling
(05:57) - "You're not Gartner"
(10:40) - How much pipeline? And how do you calculate it?
(16:57) - Building a Social Selling Playbook
(20:32) - Getting founder support
(23:19) - Who to get on the team
(24:42) - How do we get started
(26:39) - Figure out the who and the what
(28:41) - Forget the POV
(31:54) - And now, book a demo!
(37:06) - But that deal is mine..
(41:25) - Laura's secret tricks
(45:54) - Concluding Thoughts and Final Tips

This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,

You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.

Never miss a new episode, join our newsletter on revenueformula.substack.com

214 episodi

#MBA #Business #Mikkel Plæhn #Marketing #RevOps #B2B #SaaS

The Revenue Formula

How This AE Built a $1M Pipeline Through LinkedIn (With Laura Erdem)

The Revenue Formula

published circa un anno fa

MP3•Pagina principale dell'episodio

We've found a salesperson who's successfully sourcing 30% of her pipeline herself. How? Using LinkedIn.

Laura shares her playbook, giving you practical tips to get going and much more.

(00:00) - Introduction
(01:27) - Welcome
(02:53) - Challenges of Traditional Outbound Sales
(05:07) - The Shift to Social Selling
(05:57) - "You're not Gartner"
(10:40) - How much pipeline? And how do you calculate it?
(16:57) - Building a Social Selling Playbook
(20:32) - Getting founder support
(23:19) - Who to get on the team
(24:42) - How do we get started
(26:39) - Figure out the who and the what
(28:41) - Forget the POV
(31:54) - And now, book a demo!
(37:06) - But that deal is mine..
(41:25) - Laura's secret tricks
(45:54) - Concluding Thoughts and Final Tips

Never miss a new episode, join our newsletter on revenueformula.substack.com

214 episodi

#MBA #Business #Mikkel Plæhn #Marketing #RevOps #B2B #SaaS

Tutti gli episodi

1
Founders maze: A real look at a company in the making 38:58

2 giorni fa38:58

38:58

No. This is not a tactical episode. But. You will get a real look inside of a company being created. (00:00) - Introduction (04:01) - Scar tissue (09:31) - Feedback and Market Research (13:28) - AI in Data Analysis and Future Prospects (16:06) - AI's Growing Influence in Business (18:06) - Exploring New Data Sources (19:05) - Challenges and Opportunities in AI Adoption (20:07) - Pivoting to Product Marketing Managers (21:50) - VC Inbounds and Funding Decisions (23:02) - Mickel's Departure and Reflections (25:05) - Breakthrough in Data Integration (27:26) - Introducing the GTM Graph (30:55) - Use Cases and Applications (36:31) - Call to Action and Conclusion This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
LinkedIn blueprint: How SDRs can book more meetings (with Morgan Ingram) 47:19

7 giorni fa47:19

47:19

If you're running outbound. If you're using SDRs. Or planning to. You've got to listen to this episode. We got Morgan Ingram on the show, and he broke down his LinkedIn playbook to get replies at scale. (00:00) - Introduction (03:18) - Outbound Marketing and Career Choices (06:16) - Optimizing LinkedIn Profiles (07:45) - Common Mistakes in Outbound Messaging (11:34) - Effective LinkedIn Connection Strategies (17:58) - Using Videos and Voice Notes in Outreach (19:41) - Humanizing Your Outreach (22:35) - The Challenges of SDRing Outbound (23:00) - Essential Tools for Effective Sales (26:33) - Creative Sales Tactics: The Alley Oop Play (31:35) - Pipeline Development Strategies (36:04) - The Role of LinkedIn in Modern Sales (40:03) - The Future of Email in Sales This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
Did Klarna really delete 1200 SaaS apps? 35:47

9 giorni fa35:47

35:47

Over the last year or so, Klarna has been on a rampage to automate away. They've sliced tools, costs and staff. Begging the question... Is this just a VC narrative or is there more than meets the eye? (00:00) - Introduction (02:44) - Klarna's Journey and Financials (05:49) - AI's Role in Cost Reduction (07:51) - Customer Service Innovations (10:28) - Internal Knowledge Management (13:47) - Introduction to Data Consolidation (14:29) - Enterprise Search and Internal Tools (15:20) - Klarna's Knowledge Graph and AI Integration (16:38) - Deprecating Salesforce and Workflow Changes (20:05) - HR and Employee Feedback Innovations (25:51) - Build vs. Buy Debate Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
Last week in software: 11x, Deel, Rippling & spy-bound 39:10

14 giorni fa39:10

39:10

We had to record this unusual episode. In what feels like a single day, a year's worth of drama has unfolded in software. It almost seems like John Oliver would talk about it. But since he's busy, we decided to do an episode for him on 11x and the chaos that's emerging. (00:00) - Introduction (02:03) - Deel, Rippling and the spy (05:35) - 11x (08:13) - TechCrunch acquired (09:33) - Fake Customers Controversy (13:54) - Insane Churn Rates (19:38) - Investor lawsuit? nope (23:11) - Employees. Not happy. (29:23) - Product Performance and Market Fit (34:25) - Future Prospects and Challenges Sources Techcrunch on 11x Hasan's post on X AI SDR test Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
Your guide to getting AEs to self-prospect (finally) 34:46

16 giorni fa34:46

34:46

Getting AEs to self-prospect is fun: AEs will complain, procrastinate, and straight up not do it. In todays episode, we share some simple tricks to get account executives excited and motivated to self prospect (hint: it's about $). (00:00) - Introduction (03:12) - AI in Sales and Self Prospecting (05:41) - Challenges of Self Prospecting (07:57) - Incentives for Self Prospecting (11:43) - Pipeline Generation and Commission Strategies (16:53) - Navigating AE and SDR Roles (17:43) - Impact of Self-Prospecting on Performance (18:50) - Incentivizing Prospecting Targets (23:01) - Team-Based Incentives and Collaboration (26:33) - Testing and Adjusting Incentives (28:34) - Simple and Effective Incentive Ideas (29:52) - Visual and Tangible Incentives (31:42) - Incentives for High-Value Deals This episode is brought to you by Everstage - the highest-rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
How to scale past $10M ARR and more (With Maja Voje) 43:29

21 giorni fa43:29

43:29

How to scale past $10M ARR. GTM Engineering. How AI is changing the game and much much more. We got Maja Voje, also known as the GTM Strategist, to join us and share her thoughts on this and more. (00:00) - Introduction (02:34) - Challenges in Scaling Beyond 10 Million (03:30) - Inbound Marketing Struggles (04:50) - Outbound and ABM Strategies (07:05) - AI SDRs and Personalized Outreach (11:52) - Navigating LinkedIn's Compliance Issues (13:53) - Humanization vs. Automation in GTM (19:21) - Adapting to AI in Product Market Fit (21:54) - Revisiting Messaging and Pricing Strategies (25:38) - Outcome-Based Pay in the Workforce (26:33) - Understanding Value Metrics (27:55) - Pricing Experiments and Strategies (36:49) - Adopting AI in the Workforce This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
The Red Bull playbook tech companies should steal 34:53

23 giorni fa34:53

34:53

Usually, we share advanced analysis to run, cases of amazing tech companies, or something else. Today, we're talking about an energy drink. Stay with us because this potent drink can teach tech a lot about advertising. (00:00) - Introduction (02:26) - Energy Boosts and Red Bull (14:29) - Red Bull's Media Empire (17:34) - Examples of Media and Community Acquisitions (19:15) - Red Bull's Endless Content Stream (24:20) - Red Bull's Stratosphere Jump (26:21) - Outrageous Marketing Stunts (29:00) - Local and Grassroots Marketing Efforts (31:57) - Takeaways for Software Companies (32:21) - Creative Marketing Examples in Software Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
Your guide to killing Zendesk (with Marty Kausas, co-founder & CEO at Pylon) 50:49

28 giorni fa50:49

50:49

If there's something we all love, it's to root for david beating goliath. And right now, there's a small team doing just that. Pylon, led by Marty Kausas, is going head to head with Zendesk. Naturally, we asked Marty to share their playbook. (00:00) - Introduction (01:17) - The Motivation Behind Building Pylon (01:52) - The Journey to Becoming A-List (02:19) - Board Games and Strategic Thinking (04:16) - Targeting a Massive Market (09:46) - Building the First Product (11:42) - Competing with Giants (18:59) - Product Development and Marketing Strategies (26:35) - Embracing a Heavy Debate Culture (29:24) - Leveraging LinkedIn for Business Growth (38:22) - Scaling Sales and Hiring Strategies (42:31) - Navigating AI in Customer Support (47:59) - Reflecting on Business Learnings and Future Plans Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
Killed by AI: What's happening with Chegg 35:40

30 giorni fa35:40

35:40

With every new technology, there's a Kodak.. or Nokia.. For AI, that company is Chegg - a publicly traded, once highflying edtech company. We break down the story of Chegg, and distill four learnings for GTM leaders. (00:00) - Introduction (02:02) - The Role of AI in Our Show (05:34) - The Rise and Fall of Chegg (07:59) - Chegg's Business Model and COVID-19 Impact (13:44) - The ChatGPT Disruption (16:39) - The Resilient Business: Surviving Disruption (17:03) - AI's Impact on Incumbents (18:33) - The Innovator's Dilemma (20:29) - Opportunities for Change (21:38) - AI Disruption in Various Industries (24:05) - Strategies for Business Resilience (26:15) - The Importance of Diversification (27:50) - Facing the Reality of Disruption This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
Your champion is probably fake (With Gal Aga) 46:10

5 weeks fa46:10

46:10

Your main contact is not your champion. You champion might not be an experienced buyer. And the list goes on. The problem is: not getting this right can really hurt your ability to bring in newbiz revenue. That's why we invited Gal Aga from Aligned. Not only did he post a kick-ass meme on this problem, but he also has worked extensively with AEs and run into this problem too often. (00:00) - Introduction (01:56) - The Israeli Tech Ecosystem (04:35) - Understanding the Role of a Champion (08:15) - Champion Enablement Strategies (13:27) - Multi-Threading in Sales (18:08) - Executive Buy-In and Business Cases (23:06) - Navigating Executive Involvement in Sales (23:50) - Building Trust with Your Champion (26:38) - Understanding Buyer Dynamics (27:10) - The Role of Professional Buyers (28:47) - Collaborative Decision Making (29:15) - Avoiding Transactional Sales (30:58) - Managing Internal and External Stakeholders (31:38) - Modern Sales Strategies (41:43) - The Future of Transactional Selling (45:27) - Final Thoughts and Takeaways This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
Don’t create another podcast: Lessons from 200 episodes 32:38

5 weeks fa32:38

32:38

So we've crossed 200 episodes. And we felt like, as usual, doling out some advice - this time focused on the thing we spend a lot of time on... Podcasts. Specifcally this one. If you've considered, or are constantly being suggested/told to do a podcast. This episode is for you. If not, maybe it'll just be fun to get a look under the hood. (and if nothing else? This episode also consist of non-work related conversation) (00:00) - Introduction (02:42) - Podcasting Journey and Milestones (03:28) - Why You Shouldn't Start a Podcast (04:07) - Challenges and Realities of Podcasting (08:23) - The Effort Behind Consistent Content (10:37) - Building Trust and Community (16:58) - Reflecting on Past Guests (17:33) - Becoming Part of the Creator Economy (18:29) - Leveraging Influencer Partnerships (19:59) - The Impact of Guest Episodes (23:17) - Strategies for Growing the Audience (24:29) - The Importance of Consistency (28:31) - Effective Content Repurposing Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
How pitch narrowed their ICP and accelerated growth (with Ulrik Bo Larsen) 42:28

6 weeks fa42:28

42:28

How's PLG different from outbound? We asked someone who's worked with both motions. And the interesting part? They used a very simple trick to accelerate their PLG: Defining their ICP. (00:00) - Introduction (10:02) - Finding the ICP (19:37) - Acquisition and Sales Strategy (20:04) - Brand equity (22:53) - Trigger for engaging (25:55) - Self-Onboarding and Offboarding Dynamics (28:44) - Outbound Strategies and AI-Enabled Lifecycle (41:54) - Conclusion and Final Thoughts This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
Growth envy: How Cursor got to $100M with 20 people 31:10

6 weeks fa31:10

31:10

Growth envy. We've all been there. Another company just blows up in what feels like seconds. Immediately you wonder, how could we achieve the same? Well, first step is understanding, and in this episode we break down the conditions that enabled Cursor to grow incredibly fast. (00:00) - Introduction (02:20) - Cursor and 0-100 (05:09) - The Power of Top Funnel (11:56) - The Future of Code Writing (12:10) - Teleportation and Sales (12:49) - Understanding the Funnel (13:05) - The Simplicity of PLG (14:45) - Developer Tools and Market Size (19:02) - Freemium Models in Enterprise Sales (23:09) - Challenges of Rapid Growth (27:05) - Retention and Competition This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
When unicorns become zombies (With Roee Hartuv) 36:48

7 weeks fa36:48

36:48

There are 1000s of privately held unicorns. But for many of them, they will truly struggle to make a meaningful exit. We discuss why together with Roee. (00:00) - Introduction (02:25) - Understanding Zombie Unicorns (04:30) - The Rise and Fall of Valuations (06:33) - VC Expectations and Company Growth (12:01) - The Fragility of High Valuations (15:17) - Current Market Trends and Valuations (19:35) - The Rise of Zombie Unicorns (20:18) - Down Rounds and Valuation Challenges (20:51) - Future of Unicorns and IPOs (26:48) - Impact on Revenue Leaders (32:06) - Pricing and Packaging Strategies (35:39) - Concluding Thoughts and Future Outlook This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com…

1
Reporting to the CEO - here's what we've learned 29:27

7 weeks fa29:27