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 They explain why founders get stuck chasing outdated roadmaps, how most "plans" are investor theater, and why the real power lies in the act of planning itself.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.|