Welcome to Season 3 of the Revenue Rebels podcast, hosted by Alan Zhao and Max Greenwald, Co-Founders of Warmly,
This season is all about mid-market sales & how to enable your team to sell into bigger accounts.
In each episode we cut through the fluff and dive deep into modern tactics used to achieve success: intent-based outreach, social selling, warm calling, customer-led sales, as well as various sales leadership topics.
On the show you can expect appearances from real practitioners, niche experts and proven thought leaders.
Our goal is to shine a light on modern, effective and unique revenue generating methods and equip you with the insights you need to unlock your next strategic advantage.
We're huge proponents of signal-based selling and signal-based, data-driven B2B go-to-market as a whole. Ask us what "Autonomous Revenue Orchestration" means and we'll be more than happy to shine a light on our vision of what the field of B2B revenue is moving towards.
For more content, check out our YouTube page and LinkedIn newsletter!
Publisher
Warmly - The B2B Signal-Based Go-To-Market SaaS Platform
9x Presidents Club at HubSpot - James Stone, Head of Mid-Market Sales at HubSpot
James Stone (Head of Mid-Market Sales at HubSpot) has been with the company for 14 years, taking part in their growth from $30 Million ARR to $2.5 Billion in 2024. During this time, James has secured Presidents Club 9 times.
HubSpot’s brand is best known for their inbound sales motion. Today in the mid-market sector, James mentions that 25% of their pipeline comes from their business development org, 25-30% comes from their reps proactively prospecting, and another 40-50% comes from inbound and their partner org. The partner program has been a huge focus in recent years, as having HubSpot be part of the onboarding and success process really helps mitigate churn.
Tune into the full episode to hear more on how HubSpot is currently approaching their sales engine!
HIGHLIGHTS:
0:00 Intro
3:21 How HubSpot onboards 10+ new sellers per month
4:41 Identifying which reps will succeed
6:43 Where does HubSpot generate pipeline?
8:21 How customer expectations have grown
11:51 Get your prospects team involved
17:18 How the role of data is changing
19:57 Reigniting closed lost deals
22:01 Uncovering the champion for change
24:54 Tips on making Presidents Club
Connect with James - https://www.linkedin.com/in/jamesmstone/
Connect with Max - https://www.linkedin.com/in/max-greenwald/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
30 Jan 2025
How to Become a Successful CRO - JD Miller, 5x Exit CRO, Author & Operating Advisor
JD Miller (CRO, Operating Advisor, Author of The CRO's Guide to Winning in Private Equity (https://www.amazon.com/CROs-Guide-Winning-Private-Equity/dp/B0DPW59XY6)) joined the show to help CRO’s beat the odds and stay in their roles longer than the average tenure of only 18 months.
So why exactly are CRO’s getting booted so early in their journey with a new company? The easy answer would be that they aren’t hitting their revenue targets - but JD doesn’t agree. During his time as a CRO and now being on the boards of multiple companies, JD has realized that the real issue lies in board communication and realistic forecasting. The lesson here is that CRO’s need to be transparent with the board and they absolutely cannot afford to avoid giving bad news. The CRO’s who show the board what the weather's going to be are the ones who will last in their roles.
JD’s experience as a CRO has shown him that the problem that organizations think they have isn’t always the reality. When he interviewed the company he joined, they were certain it was a sales issue, but after looking at the data - they were winning 35% of their deals, so the real issue at hand was lead generation. He doubled down on that and drove exceptional outcomes in the first 90 days.
Tune into the full episode to learn how to become a CRO that lasts!
HIGHLIGHTS:
3:11 Tips on going from $3 - $10 Million
4:36 Top performers aren’t always the best leaders
6:48 Is the sales compensation model outdated?
10:45 What skills should sellers prioritize in 2025?
14:41 Why is the average CRO tenure so low?
16:45 Diagnosing the real revenue problem
18:29 What makes a good CRO?
19:55 “Watch one, do one, teach one”
22:15 When should founders step out of sales?
24:31 Learning how to let go accelerates growth
27:47 Become a better CRO in 2025
Connect with JD - https://www.linkedin.com/in/jdmillerphd/
Connect with Max - https://www.linkedin.com/in/max-greenwald/
Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/
14 Jan 2025
Turning a Sales Tactic Into a 400+ Person Company - Kris Rudeegraap, Co-Founder/Co-CEO of Sendoso
Sendoso Co-founder and Co-CEO Kris Rudeegraap shares how he turned a sales tactic into a 400+ person company by building a platform that revolutionizes customer engagement throughout the buyer's journey.
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Public platform figures. Ratings count people who left a rating, not total listeners.
Apple Podcasts (US)
5.0 / 5
4 ratings
Spotify
5.0 / 5
10 ratings
Podcast Authority Score: 44 / 100
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Quality
67
Social presence
0
YouTube
0
Engagement
51
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