Topline
Every week on the Topline podcast, Sam Jacobs, AJ Bruno and Asad Zaman discuss and debate the trends, news and developments impacting the B2B SaaS world. Tune in for hot takes, strong opinions, and dry humor.
Episodes
Following the episode with Mark Roberge, your Topline hosts discuss the role of venture in a world where companies can achieve product-market fit and profitable growth at reduced startup costs. They also explore the use of AI and emerging technologies in building and selling products with smaller teams, as well as its impact on venture funding and the need for follow-up rounds.
Enjoy the mini-episode? Read the recaps or join our Sl...
In this week’s episode, Sam, AJ, and Asad explore the concept of product-market fit and its importance in building a successful business. They also touch on the challenges of finding and maintaining product-market fit, viewing product-market fit as an ongoing process, the impact of business challenges on personal health, the disillusionment and disen...
Ryan Walsh, Founder and CEO of RepVue, joins hosts Sam Jacobs, AJ Bruno, and Asad Zaman to discuss the intricacies of sales organizations and the impact of efficiency shifts on sales teams. This episode also explores broader topics, such as the challenges of hiring and training in sales, the evolution of sales roles with AI advancements, and the importance of transparency in company operations.
Mark Roberge is the Co-Founder of Stage 2 Capital and author of The Sales Acceleration Formula. Mark joins the show to discuss the challenges and opportunities for businesses embracing AI.
The group dives into the key GTM applications for AI, challenges larger companies have with adopting this technology, and how future regulation may impact development in the field moving forward.
This episode of Topline Hotline revolves around the challenge of selling a second solution that has a larger market but is struggling in sales. Sam, AJ, and Asad discuss the need for different go-to-market motions and teams for different products, as well as the importance of investing in dedicated resources.
Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners h...
Kathleen Booth, SVP of Marketing and Growth at Pavilion, joins the podcast to discuss the increasingly popular transition from CMO to CRO. Kathleen and the hosts discuss the importance of marketing <> sales alignment, the recent cease and desist letter from 6sense to Adam Robinson of Retention.com, and last week’s FTC rule that bans noncompetes nationwide.
Read Adam Robinson’s LinkedIn post that led to th...
In this episode of Topline Hotline, the hosts discuss the challenges faced by non-technical founders looking to raise a seed round for their startup. They provide advice on building a pipeline of VCs and positioning the business.
Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners here.
In this week's episode, join Sam, AJ, and Asad as they delve into Gong's State of Revenue Leadership Report, explore the challenges startups encounter in a market that prefers comprehensive solutions, help non-technical founders understand the work of engineers, and more.
Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and read episode recaps.
In this week’s mini-episode, our Topline hosts and David Obrand of Salesloft discuss addressing the gap in pricing between early customers and new customers for SaaS companies. The hosts discuss the challenges and strategies for handling this issue, including the psychological aspect, setting expectations upfront, and emphasizing the value provided to early customers.
Want more Topline? Read episode recaps...
This episode officially marks one year of Topline! We are excited to kick off Season 2 with a very special guest: David Obrand, renowned SaaS leader and the current CEO of Salesloft.
In this episode, David breaks down Salesloft’s 3 pillars for successfully navigating the enterprise market. He also delves into the need for a revenue orchestration platform and recounts his transition to CEO at Salesloft foll...
Adam Robinson is among the most renowned founders in SaaS today. He has amassed nearly 75,000 followers on LinkedIn through building Retention.com "in public" to $22M ARR over the last 4 years. He joins Topline to share his story as a bootstrapped entrepreneur and influencer, along with some tips on how other technology leaders can grow their LinkedIn presence.
Want more Topline? Join the Topline Slack channel to enga...
In today’s Topline Hotline, Sam, AJ, and Andrea Kayal of Help Scout discuss a question from a new CRO who is concerned about missing Q1 revenue after being in the role for 7 days. They explore the reasons for the concern and the impact of a Q1 miss in recurring revenue businesses, as well as strategies to pull revenue forward.
Enjoy the mini-episode? Read the recaps or join our Slack channel to engage wit...
Andrea Kaya from Help Scout joins Topline to discuss the shift from growth at any cost to profitable efficient growth (PEG) and shares tips on how to tackle churn and improve your CAC-to-LTV ratio. The group also discusses the latest revenue attainment data from Pavilion’s March Pulse Report.
Want more Topline? Read episode recaps or join our Slack channel to engage with other listeners.
Andrea Kaya fro...
Description: In this Thursday’s mini-episode, Sam, AJ, and Asad discuss the deadly sins of win-loss analysis. They explore topics such as trusting CRM data, engaging third-party consultants, and improving CRM data quality.
Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners here.
Be the first to hear insights from Pavilion’s 2024 B2B Compensation Benchmarks. before its April 1 release to the general public. Pavilion members have early access in the member hub.
Our hosts also discuss layoffs, hirings, and how the negotiation scale is tipping back towards companies vs candidates and dive into Carta’s State of Compensation H2 2023 report.
Want more Topline? Read episode recaps or join our Slack channel to enga...
In this week’s mini-episode, AJ Bruno, Asad Zaman, and Kevin Knieriem of Clari discuss the challenges of building a compensation plan for sales leaders. They explore whether the plan should be based on quota capacity or the expected delivered quota as well as the tension that can arise between go-to-market teams and executives when redefining compensation plans.
Enjoy the mini-episode? Read the recaps or j...
Learn how revenue platforms like Clari, Gong, and Outreach have evolved over the years and how Clari’s President, Kevin Knieriem, is expanding their SAM into verticals like medical devices, manufacturing, and financial services. The group also discusses Clari’s approach to becoming a unified revenue platform.
Want more Topline? Read the recaps and join the Topline Slack channel to engage with the hosts and other listen...
Instead of the usual Topline Hotline episode, we are excited to share Sam's guest appearance on the 30 Minutes to President's Club Tactic Teardown podcast.
Discover a market shift observed by revenue experts Sam Jacobs, Mark Kosoglow, and Armand Farrokh. Learn how to leverage it for an efficient sales team that consistently meets revenue goals.
In last week’s episode featuring Edward Chiu, it was revealed that he will serve as co-CEO alongside the CEO of Totango as the two companies merge. But how does this really work? This week, our hosts delve into the effectiveness and long-term sustainability of the co-CEO model, drawing insights from their leadership backgrounds and the achievements of companies embracing this shared role. They also review the data on ...
Our hosts answer a question from Pavilion’s CRO Slack channel about driving organizational change, specifically focusing on enhancing operational rhythm after joining a new company. They discuss how to approach changing your organization’s operating cadence and the role that understanding your customer plays in transforming a business’s operational rhythm.
Enjoy the mini-episode? Check out our full-length ...
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