The Transaction · 2025-04-14 · 53 min
Sheila Stafford is the Founder and CEO of TeamSense and joins Co-Hosts Matt Amundson and Craig Rosenberg to dig into how to land enterprise clients as a startup, how to build out a B2B sales team from scratch, and why NRR (Net Revenue Retention) is the most important metric for founders to focus on. Shelia also shares why she thinks email is a dead sales channel and why she is betting on modern PR tactics for growing TeamSense. Also, Craig shares his Instagram Shopping habits, Matt shows off his support for the Dodgers, and Sam the Producer tells a story about a field trip he went on. Critical Takeaways NRR (Net Revenue Retention) is the most important metric for startup founders because it is a direct reflection of customer love, which is the only real moat in software. When it comes to assessing new opportunities and verticals, founders need to ask themselves if it’s worth taking on a crappy client to get a short-term revenue bump, but a longer-term decrease in NRR. For Sheila and TeamSense, the answer has been a resounding, “No.” Discipline is such an important factor for founders in a number of ways, including niching down on a single vertical.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
Guy Rubin - 2026 GTM BenchmarksCloud Radio · on SaaS95 / 100
Ep. 191 Andrew Lindsey, Chief Executive Officer at Flexnode | Data Center Go-to-Market PodcastData Center Go-to-Market Podcast · on go-to-market87 / 100
AI Agents Fail for 2 Reasons. Crowdsourcing Solved Both. | Julia Dalton, SVP Product (Capacity)LaunchPod · on SaaS86 / 100
Ep. 199 - What AI Taught One Founder About the Future of SaaSSaaS Backwards · on SaaS79 / 100
MicroConf Tactics: He Built Two Unicorns. Here’s The Only AI Startup He’d Build in 2026MicroConf On Air · on SaaS79 / 100
From ‘You’ll Never Make It’ to the C-Suite: Dr. DeRetta Rhodes, EVP & Chief People & Culture Officer, The Atlanta BravesExecutiveland · on C suite78 / 100
How Founder POV Helps Sales Build Buyer Confidence with Jim Wilson, Partner at Costanoa Ventures - Ep 8485 / 100
Building Brand Momentum in Market with Carilu Dietrich & Maya Spivak - Live Session - Ep 8370 / 100
An Honest Reappraisal of Marketing Attribution with Dan Kimball, GTM Advisor - Ep 8276 / 100
Organizing Unforgettable Events for B2B with Jen Igartua, CEO of Go Nimbly - Ep 8176 / 100
The AEO Playbook: Own the AI Shortlist - Live with Sydney Sloan at GTM Tailwinds - Ep 8085 / 100