Lunch Money with Scott and Edan

About Lunch Money with Scott and Edan

We like money! And we hope that you do too. Every week, Scott Schnaars and Edan Gottlib, seasoned SaaS executives, drop this short podcast discussing sales, sales leadership, SaaS, and other relevant management topics. We have a great time doing it and the goal is that, if you like money, you'll make more of it by listening to this podcast.

Publisher

Scott Schnaars

Category

business

Language

en

Explicit

No

First episode

24 Dec 2024

Latest episode

12 May 2025

Latest episodes

16 episodes in the feed.

1. 

   12 May 2025

   Proof of Concept or Proof of Confusion? How to Stop Giving Away Free Work

   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 Clients ask for POCs to de-risk their decision-making process. Understanding what the client wants to prove is crucial before starting a POC. POCs can delay deals and create unnecessary work if not managed properly. A successful POC requires clear success criteria and a defined timeline. Transitioning from a POC to a paid pilot can ensure commitment from the client. Companies should have a standardized process for managing POCs. Limiting the number of concurrent POCs can create urgency and value. Treating a POC like a real deal can lead to better outcomes. POCs should not be used as a discovery tool but as a means to close deals. Free POCs can lead to costly outcomes if not approached correctly. 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

2. 

   2 May 2025

   Dealing with Procurement: The Final Boss of Enterprise Sales

   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.”

3. 

   28 Apr 2025

   Build Better Deals: Mastering the Mutual Action Plan

   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.

4. 

   15 Apr 2025

   Negotiate This! What Salespeople Should Know About Contracts

   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.

5. 

   7 Apr 2025

   Are Annual Quotas Killing Your Sales Team?

   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.

6. 

   30 Mar 2025

   Navigating BDR and SDR Reporting Structures

   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 The reporting structure of BDRs and SDRs significantly impacts pipeline management. Inbound SDRs should ideally report to marketing for better lead qualification. Outbound BDRs may thrive better under sales due to closer alignment with sales goals. Blending BDR and SDR roles can lead to performance issues due to differing skill sets. Effective management is crucial for the success of BDRs and SDRs, regardless of reporting structure. Career growth opportunities for BDRs and SDRs are influenced by their reporting lines. The rise of CROs may change how BDRs and SDRs are managed within organizations. SMBs may have different structures for SDRs and BDRs compared to larger companies. Clear communication and shared metrics are essential for cross-functional alignment. The future of SDRs and BDRs may evolve with changes in sales processes and technology. Chapters 00:00 Introduction to the Go-To-Market Debate 03:03 Defining BDRs and SDRs 06:10 The Case for Marketing Reporting 09:00 The Case for Sales Reporting 11:53 Challenges of Reporting Structures 15:13 The Role of RevOps and Company Size 18:09 Career Growth and Future of SDRs/BDRs 21:07 Conclusion and Key Takeaways 23:01 Shorts Outro.mp4

7. 

   25 Mar 2025

   Who Should Own Expansion Revenue?

   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.

8. 

   17 Mar 2025

   Sales Led Growth (SLG) vs. Product Led Growth (PLG)

   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

9. 

   13 Mar 2025

   Is Cold Calling Really Dead?

   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 Cold calling is not dead, but the approach needs to evolve. Connecting with people is essential in sales, regardless of the method. Fear of rejection is a significant barrier for many sales reps. Training and practice are crucial for effective cold calling. Sales reps should focus on building relationships, not just closing deals. Using technology can improve the effectiveness of cold calling. A multi-channel approach is necessary for modern sales success. Sales is a competitive sport that requires continuous improvement. Understanding the customer's world is key to effective communication. Cold calling should be seen as a way to start conversations, not just pitch products. 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

10. 

    13 Mar 2025

    BANT Sucks?! - The BANT Debate: Is It Time for a Change?

    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 BANT is an outdated sales qualification method that needs updating. The distinction between qualifying leads and opportunities is crucial. Modern sales require a more nuanced approach than BANT offers. E-BANT introduces flexibility in the qualification process. AI can play a significant role in qualifying leads effectively. Understanding the context of a lead is essential for qualification. Sales methodologies must evolve with changing market dynamics. The complexity of sales has increased, making rigid frameworks less effective. Sales teams should focus on identifying pain points rather than just confirming needs. A structured qualification process is necessary for effective sales. 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

11. 

    23 Feb 2025

    Should Software Demos Be Illegal?

    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!

12. 

    15 Feb 2025

    How to Hit Q1 & Set Up a Massive Year in Sales

    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 (http://lunchmoney.media) #B2BSales #SalesLeadership #SalesPodcast #LunchMoney

13. 

    9 Feb 2025

    VC vs. Bootstrapped Sales Teams: How to Build a Winning Enterprise Sales Org

    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!

14. 

    28 Jan 2025

    How to Have a Great Sales Kick-Off (SKO)

    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.

15. 

    27 Dec 2024

    Enterprise Sales - Art vs. Science vs. AI

    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: Will AI replace sales or empower it? The evolving role of sales reps as strategic advisors Personalization at scale: Using AI to supercharge the art of selling How to leverage AI for real-time coaching, storytelling, and creativity Why active listening, empathy, and problem-solving are irreplaceable skills Actionable strategies for sales reps and leaders to stay competitive in an AI-driven world 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?

16. 

    24 Dec 2024

    Enterprise Sales - Art vs. Science - 🎨 vs. 🔬

    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: The evolution of sales from intuition to data science How COVID reshaped the relationship-based sales model Balancing emotional intelligence with CRM tools and sales methodologies Why strategic, empathetic, and data-driven approaches win in enterprise software sales The role of AI in redefining the sales "numbers game" 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?

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

Apple Podcasts (US)

5.0 / 5

2 ratings

Spotify

5.0 / 5

1 ratings

Podcast Authority Score: 31 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

50

Social presence

0

YouTube

0

Engagement

32