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

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