EPISODE · Jun 19, 2025 · 1H 6M
E.90 - Moneyball for SaaS Sales? Brent Holloway on Scaling Smarter and Leaner (ICP Masterclass)
from WMYT - What makes YOU Tick? Tech Leaders Career Stories
Most SaaS founders try to grow revenue by adding more reps. But what if you could boost sales productivity without headcount?In this episode, I sit down with Brent Holloway Founder of SaaS Sales Advisors and the GTM brain behind scale-ups like Talend, Harness, and HP Software.Brent’s not just another advisor—he’s personally hired over 150 salespeople, scaled global sales teams from 5 to 50+, and helped multiple SaaS companies grow through IPO and PE exits.This is a masterclass in building smarter go-to-market engines, rooted in Brent’s “Moneyball for Sales” framework.What We Cover:How to build high-performing SaaS sales teams without overhiringUsing ICP data to drive revenue growth and sales efficiencyThe Sales Productivity Formula: Volume x Win Rate x ASP / Sales CyclePattern recognition: what your data actually says about ideal customersHiring frameworks Brent used to scale teams at Talend & HarnessHow to apply “Moneyball” thinking to GTM planning and sales executionKey hiring criteria: curiosity, coachability, and consistent performanceWhy most startups miss on early AE hires. and how to avoid itStrategic sales books Brent recommends for every GTM leaderPractical tips on building repeatable, scalable sales processesKeywords & Topics:SaaS sales strategyIdeal Customer Profile (ICP) optimizationGo-to-market (GTM) executionSales productivity metricsB2B tech hiring playbooksFounder-led sales to scalable teamsEarly-stage SaaS growth strategySales hiring frameworksSales operations and enablementSales performance analyticsGTM leadershipSaaS revenue accelerationScaling SaaS from $1M to $25M ARRSales tech stack and toolingData-driven sales managementMEDDPICC, Challenger Sale, Sales Acceleration Formula🎧 Who Should Watch:SaaS founders building GTM from scratchGTM and RevOps leaders in high-growth startupsSales leaders optimizing team performanceInvestors, advisors, and board members vetting commercial executionSubscribe for more high-impact GTM playbooks.Connect with Brent on LI: https://www.linkedin.com/in/brent-holloway/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/Check out Brent's software company: www.MastiffSoftware.com#SaaSSales #Masterclass #GTMStrategy #SalesProductivity #StartupHiring #B2BTech #Founders #WMYT #ICP #Startups #Founders #TickTalent #WhatMakesYouTick
What this episode covers
Most SaaS founders try to grow revenue by adding more reps. But what if you could boost sales productivity without headcount?In this episode, I sit down with Brent Holloway Founder of SaaS Sales Advisors and the GTM brain behind scale-ups like Talend, Harness, and HP Software.Brent’s not just another advisor—he’s personally hired over 150 salespeople, scaled global sales teams from 5 to 50+, and helped multiple SaaS companies grow through IPO and PE exits.This is a masterclass in building smarter go-to-market engines, rooted in Brent’s “Moneyball for Sales” framework.What We Cover:How to build high-performing SaaS sales teams without overhiringUsing ICP data to drive revenue growth and sales efficiencyThe Sales Productivity Formula: Volume x Win Rate x ASP / Sales CyclePattern recognition: what your data actually says about ideal customersHiring frameworks Brent used to scale teams at Talend & HarnessHow to apply “Moneyball” thinking to GTM planning and sales executionKey hiring criteria: curiosity, coachability, and consistent performanceWhy most startups miss on early AE hires. and how to avoid itStrategic sales books Brent recommends for every GTM leaderPractical tips on building repeatable, scalable sales processesKeywords & Topics:SaaS sales strategyIdeal Customer Profile (ICP) optimizationGo-to-market (GTM) executionSales productivity metricsB2B tech hiring playbooksFounder-led sales to scalable teamsEarly-stage SaaS growth strategySales hiring frameworksSales operations and enablementSales performance analyticsGTM leadershipSaaS revenue accelerationScaling SaaS from $1M to $25M ARRSales tech stack and toolingData-driven sales managementMEDDPICC, Challenger Sale, Sales Acceleration Formula🎧 Who Should Watch:SaaS founders building GTM from scratchGTM and RevOps leaders in high-growth startupsSales leaders optimizing team performanceInvestors, advisors, and board members vetting commercial executionSubscribe for more high-impact GTM playbooks.Connect with Brent on LI: https://www.linkedin.com/in/brent-holloway/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/Check out Brent's software company: www.MastiffSoftware.com#SaaSSales #Masterclass #GTMStrategy #SalesProductivity #StartupHiring #B2BTech #Founders #WMYT #ICP #Startups #Founders #TickTalent #WhatMakesYouTick
NOW PLAYING
E.90 - Moneyball for SaaS Sales? Brent Holloway on Scaling Smarter and Leaner (ICP Masterclass)
No transcript for this episode yet
Similar Episodes
No similar episodes found.
Similar Podcasts
No similar podcasts found.