Episodios

  • How to Create a $5M ARR AE with AI
    Oct 14 2025

    What does the future AE look like in the age of AI?


    Toni and Raul break down how AI could transform sales productivity, reshape go-to-market structures, and create the $5M ARR AE. From hyper-optimized workflows to the rise of the “celebrity AE,” this episode explores three new models that redefine what top performance looks like.

    This episode is brought to you by Evergrowth — Their Agentic GTM Workspace enables revenue teams to collaborate and win with AI-powered teammates, breaking down silos and helping B2B teams grow smarter with fewer resources.

    Want to work with us? Learn more: revformula.io

    • (00:00) - Introduction
    • (03:00) - The 5M ARR AE with AI
    • (11:17) - Hyper Optimized Enterprise AE
    • (15:18) - AI-Assisted Sales Meetings
    • (19:04) - Maximizing Sales Efficiency
    • (20:50) - Salesperson as a High Performer
    • (22:01) - Factory Automation
    • (24:42) - The SMB Multitasker
    • (32:44) - The Celebrity AE
    • (35:29) - Influencer Crossovers in Sales
    • (39:00) - Wrapping up
    • (40:42) - Next Week: The 2025 Hiring Playbook
    Más Menos
    41 m
  • $1.2B ARR CRO on AI in GTM (w/ James Roth from ZoomInfo)
    Oct 7 2025

    James Roth, CRO at ZoomInfo, joins Toni to break down how AI is reshaping go-to-market. From the collapse of inbound demand to the rise of intelligent outbound, he explains how teams can stay efficient, use AI without the hype, and turn data into real impact.


    We also talk about ZoomInfo’s $1.2B ARR growth, the myth of “AI-native” startups, and what go-to-market intelligence actually means in 2025.

    Want to work with us? Learn more: revformula.io

    • (00:00) - Introduction
    • (01:38) - ZoomInfo's Growth and Public Perception
    • (06:45) - AI's Role Today
    • (10:04) - ZoomInfo's Approach to AI and Competition
    • (15:35) - Go-to-Market Intelligence Explained
    • (21:09) - Integration and Collaboration in the Industry
    • (26:01) - SEO Challenges and Market Impact
    • (28:45) - The Resurgence of Outbound Sales
    • (33:27) - AI's Role in Sales Efficiency
    • (39:46) -  Leveraging AI for SMB Data
    • (46:39) - The Drive for Efficiency with New Tools
    • (53:10) - Next Week: $5M ARR per AE with AI
    Más Menos
    54 m
  • Chris Walker on why you should look for a new job
    Sep 30 2025

    Feeling burned out or stuck in your job? Chris Walker says the real problem might not be your boss or your paycheck, it’s the frequency you operate in.

    In this episode, he shares with Toni how trusting his intuition led him to sell Refine Labs and step away from the company he built, and why he believes we’re leaving the Information Era and entering a new “Frequency Era,” where your energy and mindset matter more than credentials or experience. Chris explains the six tiers of frequency, what it takes to move beyond stress and burnout, and how urgency and constant pressure can quietly pull a whole company into low-frequency habits.

    Want to work with us? Learn more: revformula.io

    • (00:00) - Introduction
    • (01:56) - The Decision to Exit Refine Labs and What's Next
    • (11:09) - The Shift from Information Era to Frequency Era
    • (15:37) - What is Frequency?
    • (20:13) - Frequency Tiers and Personal Growth
    • (22:46) - Tier One: Recognizing the Illusion
    • (24:05) - Tier Two: Breaking the Illusion
    • (26:17) - Tier Three and Beyond: Energetic Mastery
    • (32:10) - Example: How You Relate to Time
    • (33:49) - Where Frequency meets Business
    • (37:06) - Defining Success Beyond Financial Metrics
    • (42:39) - The Power of Choice and Awareness
    • (44:13) - Examples of Different Company Frequencies
    • (46:54) - The Role of Urgency and Pressure
    • (51:19) - Impact of Venture Capital on Company Frequency
    • (55:16) - Leadership and Frequency Alignment
    • (01:05:45) - Final Thoughts and Personal Journey
    • (01:09:13) - Next Week: Zoominfo's James Roth on AI in Sales and Marketing
    Más Menos
    1 h y 11 m
  • Stop Spamming, Do This Instead (w/ JB Daguené, CEO of Evergrowth)
    Sep 23 2025

    Automation and cheap data turned outbound into spam and Google’s new rules are shutting the door on mass email. AI only made the noise louder.

    In this episode we break down how the predictable-revenue model collapsed, why reply rates keep falling, and why phone calls and research-driven outreach are proving more effective. JB Daguené, founder and CEO of Evergrowth, explains how his team uses AI digital colleagues to help sales teams start real conversations instead of just firing off sequences.

    • (00:00) - Introduction
    • (01:05) - JB's Journey with Trustpilot
    • (04:04) - The Early Days of E-commerce and Customer-Centric Sales     
    • (14:37) - The Impact of Predictable Revenue
    • (17:47) - The Rise of SDRs and Data Challenges
    • (18:53) - How did we get here?
    • (21:57) - Automation, AI and Pipeline Management
    • (24:40) - The SDR Playbook
    • (26:57) - Challenges with Tools and Silos
    • (29:17) - Google's Crackdown on Email Spam
    • (33:04) - The Resurgence of Phone Calls
    • (35:48) - Evergrowth's AI Tool
    • (37:58) - Understanding Agentic Workflows
    • (45:47) - Avoiding AI Hallucinations
    • (53:55) - Wrapping up
    • (55:51) - Next Week: Chris Walker on Frequency
    Más Menos
    56 m
  • The Health Routine to fix your Pipeline
    Sep 16 2025

    Leaderrs rarely talk about their own health even though it drives every decision. Toni and Raul share their own experiences and what they learned from interviews with 17 founders and C-level leaders about mental and physical habits.

    They dig into how stress, sleeplessness and company performance feed into each other, how common burnout and anxiety really are, and why so many leaders slip into drinking or other forms of self-medication without noticing.

    • (00:00) - Introduction
    • (06:45) - Mental sealth statistics among founders
    • (09:33) - Physical Health and Company Performance
    • (11:53) - Stress and sickness correlation
    • (16:17) - Do we self medicate too much?
    • (23:33) - Health routines of successful CEOs
    • (28:20) - Exercise routines
    • (30:32) - Challenges of maintaining health when you have kids
    • (34:19) - Health as a job responsibility for founders
    • (39:21) - Improving sleep quality
    • (44:04) - Diet and nutrition
    • (47:13) - Final thoughts
    • (48:50) - Next week: JB from Evergrowth on sales and automation
    Más Menos
    50 m
  • The Practical Guide to Piss Off Your Best Reps (w/ Antoine Fort, Co-founder & CEO of Qobra)
    Sep 9 2025

    Want to lose your best sales reps fast? Screw up their comp plan. In this episode, we sit down with Antoine Fort, CEO of Qobra, to dig into the classic mistakes that drive top performers out the door. We talk about why overcomplicated plans kill motivation, how underpaying top reps quietly drains revenue, and why immediacy and trust are non-negotiable if you want comp plans to work.

    We also get into clawbacks, the mess of usage-based and outcome-based models, and what really happens when you ignore the value of your top reps. Antoine explains why accelerators, recognition, and clear career paths matter just as much as salary, and why forcing high performers into management usually blows up in your face.

    • (00:00) - Introduction
    • (00:54) - Antoine's Background and Qobra
    • (07:01) - Challenges in Sales Compensation
    • (10:49) - Simplicity in Compensation Plans
    • (14:16) - Immediacy and Trust in Sales Compensation
    • (18:57) - You're Underpaying Top Sales Reps
    • (30:31) - How to Keep Your Best Reps Happy
    • (39:26) - Commission on Renewing Customers
    • (41:18) - Retention Strategies for Sales Reps
    • (44:35) - Hiring New Reps: When and How
    • (46:02) - AI and Usage-Based Pricing Challenges
    • (01:00:39) - Differences in Commission Structures: US vs Europe
    • (01:04:32) - Next Week: Health & Mental Health for Founders
    Más Menos
    1 h y 5 m
  • Conversation: What’s Overhyped and Underrated in Revenue today (w/ Todd Busler, CEO of Champify)
    Sep 3 2025

    AI SDRs, pipeline starvation, and overhyped tools dominate today’s revenue conversations. But how much of it actually works in practice?


    Toni sits down with Todd Busler, CEO of Champify, to cut through the noise. They dig into the reality of AI in sales, the pressure to chase shiny tools, and why short-term thinking is breaking go-to-market strategy. Todd also shares the underestimated challenges of founding a company and where he sees real opportunities for growth.

    • (00:00) - Introduction
    • (01:11) - Todd's Journey to Founding Champify
    • (06:48) - Challenges in Go-to-Market Strategies
    • (10:44) - The Reality of AI SDRs
    • (13:42) - Cost-Cutting with AI
    • (18:11) - Jason Lemkin's AI Insights
    • (21:14) - Overhyped Tools?
    • (26:45) - The Short-Term Pressure in Go-to-Market
    • (30:27) - Zombie Unicorns and Market Realities
    • (32:05) - Trends in Cold Calling and Power Dialers
    • (34:42) - The Rise of In-Person Events
    • (36:50) - Navigating the Confusing Tooling Landscape
    • (42:02) - The Challenges of Starting a Company
    • (47:18) - The Pressure of Venture Capital
    • (54:42) - Closing Thoughts
    • (56:00) - Next Week: Antoine Fort, CEO of Qobra
    Más Menos
    57 m
  • The Great Pipeline Starvation
    Aug 26 2025

    Pipelines are drying up. AI hasn’t delivered the growth it promised. And the old playbooks like SEO and outbound just don’t work the way they used to. We call it the great pipeline starvation, and in this episode we break down what’s really happening, what it means for sales and marketing teams, and how companies are trying to adapt.

    This episode is brought to you by ZoomInfo, the Go-To-Market Intelligence Platform. ZoomInfo gives you high-quality B2B data and sales intelligence on in-market buyers across companies of all sizes, powered by AI-driven automation with integrated outreach tools to help your GTM teams build pipeline and close deals faster. Check them out at zoominfo.com/revenue-formula

    Want to work with us? Learn more: revformula.io

    • (00:00) - Introduction
    • (02:10) - Pipeline starvation
    • (05:22) - Breakout companies are dominating
    • (06:50) - The cost of lead gen
    • (15:54) - The role of AI in cost reduction
    • (20:18) - The future of sales and marketing automation
    • (27:10) - The impact of AI on job roles
    • (31:05) - The limitations of AI in growth
    • (35:21) - The augment Bucket: Enhancing roles
    • (39:36) - Zero waste GTM
    • (46:35) - Final thoughts
    • (47:27) - Next week: Todd Busler on the rev tech industry
    Más Menos
    49 m