Predictable Revenue Podcast: Recent Episodes
Collin Stewart & Sarah Hicks
We interview outbound sales leaders so that you can learn directly from the people on the front lines.
Co-hosted by the best selling author of Predictable Revenue and early Salesforce employee, Aaron Ross and his co-founder/the CEO of Predictable Revenue, Collin Stewart.
Our goal is to help our audience learn sales development, coaching, and prospecting best practices from people that are currently building or have built SDR teams.
In this episode, Mike Zayonc, co-founder at Kodif, shares what finding real traction actually looks like: testing fast, selling early, and staying close to the problem.
If you're still guessing at PMF, this conversation will help you stop guessing and start proving.
Highlights include: Taking a Leap of Faith (01:00), Validating Your Next Role (03:32), AI Agents for Customer Service (06:43), The Best Ways to Find Good Customers (13:05), and more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
When we first spoke to Jacob Bank, founder of Relay.app, the product was ambitious, powerful, horizontal, flexible, but a bit challenging to grasp.
It was early, and the clarity wasn’t quite there. Fast forward a year, and something’s changed.
Jacob’s post caught fire on LinkedIn: customer love, sharp metrics, and unmistakable momentum. It was clear that we had to bring him back on the podcast.
Highlights include: 3 Phases Your Startup Might Go Through (2:06), Two Metrics to Keep Your Eyes On as a Founder (6:10), Educate Your Audience, Then Sell to Them (14:53), Can AI Do More for Me? (24:20), And more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
Marketers didn’t have time to review their own content. Consumers clicked random thumbnails. And most of the videos, over 90%, never got watched.
Vyrill was built to fix that.
The insight wasn’t about creating better video. It was about making existing video useful by making it searchable.
Highlights include: Imagine You're Buying a Car (02:20), We're All Buying, Shopping, Browsing on Our Phones (03:40), Landing Porsche as First Customers (06:09), The Typical Founder Mistake when Finding Customers (12:05), and more...
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
In the early days, it’s tempting to say yes to everything, especially if you’re in services and can technically do it all.
But if you want to build a business people refer to, remember, and trust, saying “we do everything” is a fast track to being forgotten.
Walt Maclay learned this the hard way. He didn’t start with a GTM strategy or customer persona. He just started consulting after selling off a previous company. And like many technical founders, he figured the work would come if the skills were strong.
It didn’t. The turning point wasn’t better execution. It was focus.
Highlights include: Selling Worldwide Since 1999 (01:00), Going for What People Ask For (04:00), Specializing and Niching Down (05:37), And more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
Founders overvalue revenue in the early days. The first 10 customers are about learning. Nothing you build next will matter if you don’t have a tight feedback loop.
That’s how Jason Moolenaar approached the launch of Sentient. A tool that fixes one of the most expensive blind spots in B2B sales: the time lag between form fills and follow-ups.
He knew the problem firsthand, but he didn’t rush to scale. He optimized for speed, feedback, and reality checks. Most founders don’t.
Highlights include: Validating Within your Network (03:53), Predictable Channels for Early Growth (14:21), Niching Down (19:05), The Sweet PMF Feeling (23:35), And more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
“You either crush it and they don’t need you anymore, run out of leads, or just don’t get the results. Every cold email engagement has an expiration date.”
That was the reality for Noah Berk and his co-founder in 2016. Their business, built on cold outbound, worked at first. But behind the early wins was a model that couldn’t hold.
Highlights include: Cold Email: NOT a Long-term Sustainable Business Model (03:10), Doubling Down on HubSpot (08:18), Keeping the Lights On (12:08), And more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
J. Ryan Williams spent years leading sales at high-growth startups. Then he quit. Not because he lost faith in sales, but because he realized most founders were doing it backwards.
Product-market fit starts with message-market fit. Say it simply. Say it like an insider. Say it on camera. Then watch everything else get easier.
Highlights include: The Collapse of a Dream (11:00), “Drunks Holding Each Other Up” (22:00), Your Customer’s Customer (39:00), Teaching Through Sales (46:00), and more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
The best startup ideas don’t start with brainstorming. They start with frustration. Anirudh Ganesh didn’t invent a new market. He spotted an obvious, painful inefficiency: boutique hotels had outdated, unusable websites, losing up to 30% of revenue to online travel agencies (OTAs).
Startup ideas don’t need to be revolutionary. They need to fix something visibly broken, where the cost of doing nothing is already high.
Highlights include: Referral, Referral, Referral (06:30), Cold Calling When the Math is Easy (15:50), Self Service for Cost Reduction and Customer Engagement (21:00), The Moment You Realize You Might Have Something Good (23:15), and more…
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Product-market fit doesn’t always start with innovation. Sometimes, it starts with frustration.
That’s exactly how Pulpo WMS began: not as a genius idea in a boardroom, but as a real-world pain point inside a medical warehouse.
Highlights include: Has Anyone Actually Tried This? (03:53), Where did Rebillia’s First Customer Come From? (09:33), The Product-Fit Moment (13:05), and more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
When Moran Mizrahi joined us on the Predictable Revenue Podcast, the conversation started with something every founder can relate to: the moment you hit a wall using a tool that clearly wasn’t designed for people like you.
For Moran and Rebillia, that moment came in the subscription billing space. After years running retail and eCommerce businesses, they were spending heavily to acquire customers, only to watch them churn after one or two purchases. Subscriptions felt like the solution. But the tools were rigid, hard to use, and far from customer-centric.
Highlights include: Has Anyone Actually Tried This? (03:53), Where did Rebillia’s First Customer Come From? (09:33), The Product-Fit Moment (13:05), and more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
Collin Stewart almost canceled this episode.
Not because the guest wasn’t great, he was. Dr. Jeremy Weisz, co-founder of Rise 25, helped Collin get his podcast off the ground years ago.
No, Collin hesitated because the strategy they were about to talk about… was working too well.
“I don’t want everyone else to start doing this,” Collin admitted. “It’s working so well right now, I almost didn’t want to share it.”
So, what is this strategy?
Podcasting. But not in the way you think.
Highlights include: Getting Into Podcasts in the First Place (03:11), Having More than One Podcast (07:19), Working out the Model to Get Revenue from Podcasts (12:01), Benefits and Advantages of Having a Podcast (18:08), and more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
After a serious spinal injury left him temporarily paralyzed, Ty had to navigate the healthcare system to find the right specialists, without reliable online information to guide those critical choices.
On this episode of the Predictable Revenue Podcast, Ty Allen, founder of SocialClimb, shared the deeply personal story behind his company’s origin.
Highlights include: Finding a Gap in the Market (07:10), Validating the Market Gap (11:24), How Not To Screw Up Pricing (14:34), Customer Development and First Clients (20:30), And more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
Sustainability in construction is no longer optional. It’s a business imperative. Large corporations and government agencies demand low-impact materials, pushing manufacturers and suppliers to adapt.
However, the complexity of sustainability standards, scattered data, and inconsistent reporting slow adoption.
Kathleen Egan, CEO of Ecomedes, appeared on the Predictable Revenue Podcast to share insights on how businesses can turn this complexity into a competitive advantage. The takeaway? When industries drown in fragmented data, those who simplify the process gain a massive edge.
Highlights include: Saving People Time equals Saving People Money (08:13), Your Best Customers Might Be Who You Least Expect (09:21), Solving Your Own Issue Might Become a Source of Income (13:52), Where Early Customers Usually Come From (18:47), And more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
For years, conventional wisdom has said that outbound sales works in B2B but not B2C. The reason? Email. In business sales, you can source and validate work emails. In consumer sales, personal emails are difficult to find and even harder to verify, often leading to spam filters.
Brandon Healy, VP of Sales & Growth at Hemlane, took on this challenge head-on.
Highlights include: How and Why B2C Cold Outbound? (04:15), The Biggest Driver to Cut CAC in Half (07:08), Data Sources for B2C Outbound (10:56), Crushing Dials and Closing Deals (16:58), And more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
Paul Doerwald set out to solve a problem he knew well. Helping small consultancies manage multiple projects without getting lost in Trello boards and Gantt charts. The idea made sense. It was solving a real issue. But when he brought it to his target audience, the response was clear: "I wouldn’t use it."
Instead of defending his idea, Paul listened. The same person, without prompting, brought up a completely different frustration: timesheets. That’s when Clockk was born.
Highlights include: Scratching Your (Product) Itch (03:42), Customer Development Questions (05:25), The Product Validation Process (09:06), Being Your Own First Customer (12:47), And more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
Quitting a stable job to start a company is a bet on yourself. For Courtney Krstich, that bet started with a simple but widespread problem in the landscaping industry: business owners didn’t have an easy way to track their finances.
You don’t need the perfect product from day one to turn an idea into a business. it’s You need constant validation, adaptation, and execution.
Product-market fit is a spectrum. It’s a process of proving demand, refining the solution, and earning customer trust.
Highlights include: Betting on Your Skills (01:21), Accelerating Your Start-Up Idea (04:39), Customer Development Interviews (06:24), Validating Your Start-Up Idea (10:18), One of the Hardest Things to Figure Out as a Founder (14:10), And more…
Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!
Like many startups, PostNitro didn’t start with its current idea. It began as a Twitter automation tool until Elon Musk’s API changes forced a complete reset.
With two months of development scrapped, the team had to rethink everything. During this transition, Muneeb Awan promoted its original product by designing carousel posts and infographics.
The process was frustrating. Manual, time-consuming, and inefficient.
Highlights include: Market Validation Before Building (03:05), Free Product Beta Release (04:30), Building In Public, Twitter Edition (06:10), Launching Pricing Plans Without Losing Free Users (12:41), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Every founder starts with a problem. For Zach Barney, that problem was event sales. After years of leading sales teams, attending conferences, and struggling with lead attribution, he realized something: event-driven sales was broken.
“You don't move up in sales leadership unless you know your numbers,” Zach explained. “But when it came to conferences and trade shows, tracking real impact was a nightmare. Slow, manual, and expensive.”
The turning point? After another frustrating experience of waiting weeks for messy badge scan data, he decided to fix it.
Highlights include: Conferences as a Lead Generation Channel (02:07), Validating Your Product Idea (03:48), The Power of Customer Feedback Sessions (06:49), Building in Public (08:47), Product- Market Fit Vs. Early Market Signs (11:47), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Most outbound tools rely on static filters like job titles, industries, and company size. But sales teams know that’s not enough. The real challenge is finding the right prospects with real buying intent.
That’s where Apollo’s AI platform changes the game.
Tyler Phillips, Principal PM of AI at Apollo, explains how their latest AI power-ups transform outbound sales.
Highlights include: What Apollo is Building (01:22), Finding Alpha (06:42), Playing with Apollo and Clay (09:31), Apollo’s Favorite Use Cases (15:17), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Startups always pivot, but the best pivots happen when a clear customer demand meets the right expertise. That’s precisely what happened to Angelo Ferro and his team at Playably.
The team initially built an AI-powered landing page product. It gained traction, but working with direct-to-consumer brands presented challenges. Customers often requested endless edits, slowing down launch times. Even when engagement metrics were strong, brands prioritized short-term conversion wins over long-term improvements.
Highlights include: Before the Pivot (02:23), Was that Enough Validation? (03:53), Where did the First Customers Come From? (05:38), Validating Product-Market Fit at Conferences (07:27), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Starting a company often feels like standing at a crossroads, overwhelmed by countless possibilities and opinions.
That’s the situation Fixify’s co-founder, Mase Issa, and his team found themselves in when brainstorming their next venture.
Highlights include: Where did Fixify's First 10 Customers Come From? (08:40), Betting on Success as a Founder (11:30), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Sendoso's early success didn’t come from chance. It resulted from solving a real, overlooked pain point in the market.
By blending founder-led outbound sales with a sharp understanding of buyer challenges, Co-founder Kris Rudeegraap and his team secured their first customers and laid the groundwork for scaling.
Highlights include: Startup Sales and Marketing Strategies (12:46), Pricing Strategies and Early Customers (29:04), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Prospects have adapted, and the "spray and pray" tactics of yesteryears are no longer effective.Yet, outbound sales is far from dead. Instead, it demands a refined, back-to-basics approach emphasizing personalization, authenticity, and genuine human connection.
Jorge Gamboa, co-founder of Magellan, joined the Predictable Revenue Podcast to unpack the hurdles of modern outbound selling and how old-school techniques are making a powerful resurgence in this high-tech era.
Highlights include: Making Sales Human Again (05:52), Product Market Fit and Company Success (23:24), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
When prospecting, most sales teams rely on the same primary filters, titles, industries, or employee size.
The problem? Everyone else is doing the same. By exploring Apollo’s advanced features, you can build smarter, more unique prospect lists that stand out.
Highlights include: Filters You Didn't Know About in Apollo (02:08), Learn About Keyword Selection For Apollo (08:29), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Starting from scratch in sales can be intimidating, especially for founders and new sales reps who may not have a traditional sales background.
Collin Stewart and Andrew Barbuto dive into the importance of that critical first week in sales, highlighting practical steps that make the process less daunting and more structured.
Highlights include: What's the Mindset to Survive a Sales Role? (07:29), Immediate Gratification vs Creating a Habit (21:30), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Sales and Customer Success (CS) teams are the dual engines of revenue growth, yet too often they operate in silos, each with separate goals.
Daisy Chung, Head of Revenue Strategy at Orum, underscores that revenue growth comes from a synchronized approach between these two departments.
Highlights include: Examples of Sales and CS Not Working Together (07:08), How to Align Product with Customer Success (23:02), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
As Brendan Short explains, the future of GTM isn’t about lists of thousands but targeting the right 50 accounts this week.
This evolving approach replaces traditional ICPs with a live, data-driven strategy that prioritizes adaptability, relevance, and speed, creating real Alpha in outbound efforts.
Highlights include: How A Competitive Market Might Evolve (09:35), Outbound Sales Strategies and GTM Evolution (32:02), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
On this episode of the Predictable Revenue Podcast, we’re joined by Debra Senra, a two-time guest and seasoned sales leader, to discuss the changing landscape of sales proposals in 2024.
With a rich sales background and a new venture into entrepreneurship, Debra shares her journey from sales leadership to founding her own company, Hyphenate.
Highlights include: AI Tools For Content Generation (10:04), Simplifying Complex Issues With AI (26:20), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
In this episode, Dr. Eimear Dolan, an exercise science researcher from the University of Sao Paulo, shares insights into energy regulation, particularly around fitness habits and weight management.
Dr. Dolan has focused much of her research on how we fuel exercise and how our energy intake significantly impacts performance, bone health, and even our approach to weight loss.
Highlights include: Training Your Gut for Efficiency (15:17), Balancing Metrics for Health and Performance (34:34), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
In many companies, operations roles, whether it's RevOps, BizOps, or DevOps, are often pigeonholed into support functions. But Matt Curl, COO at Apollo, argues for a different approach: strong Ops.
This model doesn’t just reduce pain points; it drives long-term value by shaping the business strategy.
Highlights include: Who Owns PMF vs. Who owns the customer (11:23), Who's The Customer? (37:30), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Finding your footing in a career isn’t always straightforward, especially if you’re feeling lost or struggling to connect with what you do.
Edgar Alvarado, now a top-performing SDR at Predictable Revenue, faced this challenge head-on. Coming from a background in design and photography, Edgar knew he needed a shift but wasn’t sure where to go or how to get there.
His story offers critical takeaways for anyone navigating similar crossroads.
Highlights include: An SDR's Origin Story (00:41), Things To Do As an SDR to Stay Balanced (11:03), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Martin Adey, the founder of Leadosaurus, recently joined the Predictable Revenue Podcast to discuss a pivotal transition in his entrepreneurial journey: moving from being deeply involved in daily operations to stepping back and allowing his business to thrive independently.
As he puts it, he’s on the verge of achieving the “Holy Grail” of working on the business instead of in it. But with this shift comes a mix of excitement and uncertainty.
Highlights include: "I Elevated and Detached" (13:52), Building an SDR Business is More Complicated than a Cold Email Business (32:35), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Stepping into the world of customer development can be daunting, especially when you're unsure what to ask or how to approach potential users without a finished product.
However, Cindy Alvarez, author of "Lean Customer Development" and Director of UX for PowerPoint, believes embracing these uncertainties is the key to successful product development.
In this episode, Cindy explains why this initial discomfort is normal and essential for innovation.
Highlights include: Why People Hesitate to Do Customer Development Interviews? (01:40), How to Design Your Interview Process (25:57), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
On the latest Predictable Revenue Podcast, Collin Stewart speaks with Hugh Hornsby about turning personal challenges into leadership strength.
Diagnosed with epilepsy, Hugh used resilience to build people-based businesses, focusing on helping others unlock their potential.
Tune in to learn how his journey can inspire your own.
Highlights include: "It's Pretty Hard to Triple a Company's Size" (29:18), One of the Hardest Things in Sales… (37:58), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
Territory design is often overlooked yet crucial to sales strategy.
In this episode, Collin Stewart is joined by Hayes Davis, Co-founder and CEO of Gradient Works, and Lily Youn, Head of Growth, to explore the intricacies of territory design and its impact on sales performance.
Highlights include: When to Think about Territory Design? (07:12), The Sales Dragon Persona (25:06), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth
In this episode, Collin Stewart interviews Zach Golden, Director of Client Management at Anova Consulting Group, to uncover the value and intricacies of win-loss analysis in sales.
Although not widely adopted, win-loss analysis can significantly impact business growth by providing deep insights into why deals are won or lost.
Highlights include: Let's Jump Straight to the Demo (08:56), The 3 Phases of a Win/Loss Analysis (32:02), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode, Collin Stewart is joined by Belal Batrawy, founder of Learn to Sell and Death to Fluff.
They discussed the critical importance of core messaging in sales and how it can make or break your success.
Highlights include: Death to Fluff vs. Learn to Sell (1:30), Examples of Polarizing Messaging (14:50), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
On this episode of the Predictable Revenue Podcast, Collin Stewart is joined by Darius Lahoutifard, founder of the MEDDIC Academy. They dive into the origins and unique development of the MEDDIC sales qualification framework.
Highlights include: Why is MEDDIC so Important? (16:05), What is a Catalyst for Change? (56:27), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In the latest episode of the Predictable Revenue Podcast, host Collin Stewart sits down with Kevin Gilman, National Sales Director at Carvertise, to delve into the habits that have driven Kevin's two-decade-long sales career.
This conversation highlights how structured routines and prioritizing personal and professional goals can significantly enhance sales performance.
Highlights include: How to Create a New Habit? (03:41), Balancing Work and Personal Life (14:53), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Welcome back to the Predictable Revenue Podcast! In today's episode, Collin Stewart is joined by Benjamin Dennehy, famously known as the UK's most hated sales trainer.
Benjamin brings his unfiltered, brutally honest approach to sales training, sharing insights on why salespeople often struggle and how they can turn things around.
Highlights include: Get Your Salespeople to Stop Slacking (01:24), The Sherpa Mentality in Sales (12:53), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Building a community around your brand can provide a significant strategic advantage.
April MacLean, founder of Wondry, shares valuable insights into why and how to create a thriving community.
Highlights include: Why Creating a Community? (01:05), A Community is More than a Platform! (13:31). And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode of the Predictable Revenue Podcast, Collin Stewart interviews Chris Riklin, Co-founder and Head of Revenue at Topline.
Chris shares his unique journey as a founder, highlighting the importance of being deeply involved in the sales process and how his team’s collaborative dynamics contribute to their success.
Highlights include: Enterprise Rep vs. First AE (05:07), Pirate Funnel and First 10 Clients (24:03), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Welcome back to the Predictable Revenue Podcast! This time, we’re joined by Mark Jung, the founder of Authority.
We're diving into LinkedIn-led growth and how Mark achieves an incredible one million impressions a week. Let’s explore the strategies and experiences that have driven his success.
Highlights include: What Do You Want to Be Known For? (25:02), Extra Tips on Creating Demand with Content (41:12), And more…
Show notes:
https://www.linkedin.com/feed/update/urn:li:activity:7191087936694620160/
https://www.reforge.com/blog/four-fits-in-action
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In a recent episode of the Predictable Revenue Podcast, Collin Stewart hosts Jeremy Painkin, SVP at Community Brands, to discuss the essentials of effective forecasting.
Dive into the key elements that can make your organization's forecast predictable and actionable.
Highlights include: Buy-In is What Pulls Everything Together (20:00), What Happens When a Deal Moves Back? (29:47), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Navigating the journey to success often hinges on leveraging strong networks and adapting to technological advancements.
This episode with Drew Sechrist delves into the transformative power of building connections, exemplified by a bold, cold email that sparked a pivotal career shift.
Explore the evolution of CRM solutions, the customer experience's importance, and seamless handoffs' critical role in maintaining sales momentum.
Connect the Dots offers a beta program and free accounts for adopting this efficient strategy, allowing users to experience the benefits firsthand.
Highlights include: Why Ghost Emails Might be Impactful (15:22), Leveraging the Board's Network to Book Meetings (22:04), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Effective sales conversations are the cornerstone of business growth, especially for startups navigating early success and expansion challenges.
A renowned sales expert, Mark Hunter, offers invaluable insights on transforming sales conversations to achieve better outcomes. Sales professionals can enhance engagement and conversion rates by profoundly understanding the prospect's business, identifying key challenges, and proposing tailored solutions.
This guide distills Hunter's wisdom into actionable steps to help founders and sales teams improve their sales processes and drive sustainable growth.
Don't forget to check out Mark's book!
Highlights include: What is the Minimum Bar for Better? (08:09), Another Level of Complexity to Consider in Sales (17:15), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Fred Diamond's work at the Institute for Excellence in Sales (IES) and advocacy for Lyme disease awareness highlight how personal challenges can enhance one's professional capabilities.
In a recent conversation with Collin Stewart on the Predictable Revenue podcast, Fred shared how an unusual path involving his battle with Lyme disease made him a better sales leader.
This story is a testament to the power of empathy, authenticity, and commitment in building stronger professional relationships and achieving success in sales.
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
This conversation between Kellen Casebeer (Founder of The Deal Lab) and Collin Stewart highlights the strategic matrix approach. It shows how it operationalizes segmentation to adapt campaigns based on real-time feedback, enhancing engagement and conversion.
This approach aligns marketing efforts with current market realities and emphasizes strategic agility and depth, which are crucial for sustained success in dynamic business environments.
Highlights include: How to Break Out Segments for Go-to-Market? (3:02), Where are you today? Vs. Where do you want to be tomorrow? (07:34), Is the Market Wrong? Or is My Product Not Resonating with It? (11:12), The Market-Fit Matrix (22:34), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Welcome to another engaging session of the Predictable Revenue Podcast. In this episode, Andrew Sykes, founder of Habits at Work, re-joined us, this time exploring the pivotal role of founder-led selling.
This dialogue sheds light on why founders aren't just chief executives but also the initial key salespeople, especially as they guide their startups through the critical early stages of growth.
What is Happening When You're Founding a Business? (01:30), Sales Person First, Sales Leader Later (06:54), Where Does the Founder Go after the First Million? (16:53), Important Habits Founders Must Take On in Sales Leadership (23:11), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode, we explore Jacob Bank's entrepreneurial journey as the founder of Relay.App.
Join us as we explore his extensive search for product-market fit and detail the intricate process of evolving an idea into a viable business. This episode unpacks the trials and triumphs of bringing a product to life in the competitive tech landscape.
Highlights include: The First Year in The Desert (00:34), The Iteration Process to Create the Right Product (10:43), Leveraging Your Network as a Founder (23:37), "You're Right" vs. "That's Right" (30:28), and more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode, we're joined by Joe Sullivan, co-founder of Gorilla 76, a seasoned expert in the B2B industrial sector.
Joe sheds light on balancing educational outreach with sales tactics and how to position your brand as a thought leader in your industry.
Highlights include: Why get in front of your audience before they're ready to buy? (01:04), Do You Break it Down in Segments? Personas? How to Build the List? (07:04), How to Curate Your LinkedIn Feed? (16:07), Email Newsletters for Customer Development (24:19), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
This time, we're diving into the nuanced world of startup sales compensation with Graham Collins, Head of Partnerships at QuotaPath.
Their journey through startup sales landscapes reveals the delicate balance between incentivizing sales professionals and aligning with the company's growth trajectory.
Highlights include: 100% Commission Roles? (01:00), Different Factors that Affect Compensation Plans (05:07), The Right Fit? (08:43), "The Quota is More of a Function of The Sales Cycle" (14:36), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In the digital age, where remote work has become the norm, mastering the art of communication has never been more critical. The ease and convenience of emails, texts, and Slack messages come with challenges, from misunderstandings to missed cues.
Joining us on the Predictable Revenue Podcast, Christina Brady from Luster.ai shares her expertise on enhancing communication in virtual teams, discusses common pitfalls, and offers actionable solutions for a more connected workspace.
Where Do We Go Wrong when Communicating? (01:03), The Steep Slope of Internal Feedback (04:57), How to Get the Most out of Your Leaders? (12:43), Looking Through Other People's Lenses (17:00), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Understanding sales compensation's journey and sales strategies' evolution is pivotal to startup growth and sales acceleration.
Our latest episode on the Predictable Revenue Podcast, hosted by Collin Stewart, dives deep with Josh Schwartz, Head of Sales Acceleration at Bregal Sagemount, into the intricacies of startup sales, from the foundational steps to the nuanced strategies that drive success.
Join us as we explore Josh's firsthand experiences and insights, revealing valuable lessons for founders and sales professionals.
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In the world of startups, achieving product-market fit is akin to navigating a complex maze with endless possibilities and just as many dead ends.
The journey of Trellus, as shared by its founders Dom and Ajinkya on the Predictable Revenue podcast, hosted by Collin Stewart, offers a candid exploration of this intricate process, shedding light on the trials, errors, and eventual insights that pave the way to success.
Highlights include: The Original Idea Behind Trellus.ai (01:00), Pain (Points) Questions to Calibrate Cold Call Metrics (12:53), Large User Base Vs Revenue (20:07), "Let's Just See the Empirical Results" (31:12), and more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode of the Predictable Revenue Podcast, Collin Stewart reconnects with Matthew Roberts from Mosaic to discuss the evolution from broad-based prospecting to a hyper-focused strategy.
This transformation marks a significant shift in sales development, especially pertinent for those venturing into the field. They dive into the complexities and triumphs of efficiently refining their approach to target a specific market.
Highlights include: Having a Productive Team with 9 Reps and 8k Accounts (02:34), How to Prioritize Accounts for Effective List Building (10:52), Signals to Kick Things Up (16:47), 57 Attempts over 6 Months (24:27), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Collin Stewart dives into the intricate journey from founder-led sales to establishing the first sales team with Kristie Jones, founder of the Sales Acceleration Group.
This episode reveals the pivotal steps and strategies for early-stage growth and the seamless transition toward a structured sales force. Kristie shares her invaluable insights on extracting sales processes from founders' minds, adapting strategies for new hires, and setting realistic expectations for the sales journey ahead.
Highlights include: Founder to Founder: The CEO Title Boost (02:01), Product-Market Fit is not Binary, it's a Spectrum (08:15), "Let's at least Hire a Freelancer" (13:22), Grand Slam vs Home Run vs Just Getting on Base (18:18), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
The difference between success and stagnation often boils down to one key element: trust.
This isn't just any trust but a deeply rooted belief in the value and integrity of the salesperson standing before you. On a particularly insightful episode of the Predictable Revenue Podcast, host Collin Stewart is joined by Larry Levine, a veteran sales guru and the visionary author behind "Selling from the Heart."
Together, they embark on a deep dive into the mechanics of building trust with prospects, customers, and accounts, a journey that promises to redefine how sales professionals approach their craft.
Highlights include: Trust and How it Relates to the Sales Process (0:33), Why do Salespeople Struggle to get References from their Clients? (3:32), What Brought Us to this Point of Distrust? (10:40), The 4 Big Pillars of Building Trust (15:12), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In the dynamic world of outbound marketing, understanding the delicate balance between art and science is critical to crafting messages that truly resonate.
Collin Stewart hosts Joel Graber, CEO at Modern Outbound, for a conversation that sheds light on this delicate balance, offering actionable insights for marketers looking to refine their approach.
Highlights include: Rules of Writing Outbound Copy (01:08), Say No to the "Prince of Nigeria" Email Vibe (06:49), "It's Like Sailing a Boat, Right?" (13:22), Focus on Contacts, Targeting and Triggers (18:19), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In the bustling world of startups, the journey from an idea to market dominance is fraught with challenges, not least of which is building a robust sales process.
Collin Stewart sat down with Mia Murphy, Co-founder, and Chief Revenue Officer at Tontine, to discuss her transformative journey through the sales landscape. From her initial steps as a Sales Development Representative (SDR) to her strategic pivot towards co-founding a startup, Mia's story is a masterclass in overcoming the sales hurdles that many startups face.
Highlights include: "Didn’t have the bandwidth" (01:00), Is Your Product Your Baby? (08:16), The First AE is a Risky Hire! (11:08), The First 90 Days of an SDR Program (15:19), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Collin Stewart hosted the entrepreneurial mind of Sri Ganesan, the visionary behind Rocketlane.
Our conversation revealed not just the thrilling early growth journey of Rocketlane but also Sri's masterful play in category creation and sales strategy, reshaping how startups scale.
Highlights include: Category Creation: Why is It Important in Sales? (01:07), Marketing Efforts for Founders that Keep Paying Out! (33:42), Customer Development and Product Launches (14:38), Leveraging Content for Start-Ups (26:56), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
This time, Collin's venturing solo brings you a special episode where he dives into his top tool picks from 2023. The year was a remarkable journey, filled with experimentation and embracing new methodologies that significantly impacted our sales and marketing approach.
Let's explore the essential tools that made a mark: Apollo, Clay, ChatGPT, and Orum.
Highlights include: The Biggest Risk Predictable Revenue Took in 2023 (01:45), What is Clay? (9:40), Do I Need to Explain Why I Love GPT? (16:55), What We Love about Orum! (18:50), and more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Giulio Segantini, the mastermind behind outbound sales training for founders and SDRs, shares how he swapped recruitment for training people in sales, making a real impact in the trenches of outbound calls.
He's known as the “Underdog Sales Trainer” for a good reason – he's about shaking up the norm and getting real results.
Highlights include: Sales Training with a Recruitment Background (01:10), Say no to the "Spray and Pray" Method! (02:26), The Psychological Aspect of Cold Calling (10:13), "Cold Calling is like Pushing a Giant Rock up a Steep Hill" (15:16), What is the Right Way to Open Up a Cold Call? (17:02), and more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In the latest episode of the Predictable Revenue Podcast, host Colin Stewart dives into an insightful conversation with Saravana Kumar, the mastermind behind Kovai.co.
This episode unravels Saravana's entrepreneurial saga, especially his strides in bringing BizTalk 360 to the forefront of the tech world.
Highlights include: How Did The Concept of BizTalk 360 Emerge? (1:50), Where Did The First 10 Clients Come From? (8:00), Where Did The First 100 Clients Come From? (16:35), Transitioning From 100 to 500 Clients (24:00), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In an insightful episode of the Predictable Revenue Podcast, host Collin Stewart engages with Lee Salz, Best Selling Author and Sales Management Strategist at Sales Architects
They explore a critical yet often neglected aspect of business: the pitfalls commonly encountered in building robust sales organizations. This conversation sheds light on the importance of moving from a people-centric approach to a process-driven strategy in sales, revealing critical insights for lasting success in this dynamic field.
Highlights include: "I Remember Being In Sales For The First Time" (08:14), "I Didn't Get Good at Sales Until I Had to Teach Someone How to Sell" (12:00), Core Components of Building a Sales Organization (14:07), Most Common Thing People Miss When Building Their Sales Org (18:08), And more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Sales and marketing are constantly evolving, focusing on the role of SDRs for businesses aiming to boost growth. On the Predictable Revenue Podcast, Collin Stewart welcomed Matthew Iovanni, partner at Full Funnel, for a candid discussion on the pros and cons of outsourcing the SDR function.
Their conversation sheds light on differing perspectives, hinging on a company's stage and market understanding.
Highlights include: Why Companies Shouldn't Outsource Their SDR Function (1:02), What Do Companies Actually Buy When They Outsource? (10:43), An Inefficient Way to Deploy Capital (17:22), What You Need To Build a Great SDR Function. (25:11), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
For this insightful episode of the Predictable Revenue Podcast, we're diving into a topic that doesn't get enough attention but is crucial in the world of sales - the transition from being a top-performing salesperson to stepping into the shoes of a sales manager.
Our host, Collin Stewart, is joined by Gretchen Gordon, the author of "The Happy Sales Manager" and the founder of Braveheart Sales Performance, to unravel the complexities and challenges of this significant career shift.
Highlights include: What Do I Need to Pay Attention To As A New Sales Leader? (5:10), How to Organize Rebuilding Your Sales Process? (13:35), What Are The Required Skills To Coach? (19:01), Understanding Motivation (31:00), and more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In the latest Predictable Revenue Podcast, Collin Stewart welcomed Kathy Doucette, the COO and CFO of Proposify, for an insightful discussion. Kathy is recognized for her optimistic and innovative financial mindset and for exploring the crucial links between finance, operations, and go-to-market strategies.
This conversation illuminates how strategic alignment in these areas can significantly influence business success. Here, we explore the critical insights from this conversation, presenting actionable strategies for businesses aiming to streamline their strategic approach.
Highlights include: Good Signs You Have a Good GTM Model (4:31), What About Timing? (8:14), Let's Talk Math! What Numbers to Monitor For New Channels? (13:33), How Much Time Should You Give a New Channel? (16:06), and more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In the ever-evolving world of sales, understanding the nuances of startup dynamics is crucial for success. In this episode of the Predictable Revenue Podcast, Collin Stewart delves into the unique experiences and challenges faced by Blake Nolan, the first account executive at Seamless AI.
Blake Nolan's story is not just about sales; it's a narrative of adaptability, learning, and growth in the fast-paced SaaS industry. His insights provide valuable lessons for anyone looking to understand the complexities of startup sales environments.
Highlights include: What's Like Being the First Sales Hire at a Start-Up? (01:00), "Huh, I Need to be Better" (05:50), Being the First AE and Training the Second Sales Hire (11:36), How to Help New Reps to Face the Sales World (14:47), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Sales leaders are navigating a complex landscape in the current business climate, marked by uncertainty and rapid changes.
In this episode of the Predictable Revenue Podcast, Collin Stewart and Dan Fantasia, CEO of Treeline, touch on these challenges. With extensive experience in sales leadership and recruitment, Fantasia offers vital insights and strategies for sales teams to thrive amidst market instability.
Highlights include Sales Trends to Keep an Eye Out for in 2024 (1:00), How to Identify the Right People (4:12), Advice for New Salespeople (11:05), Treeline's Process for Recruiting (22:13), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode of Predictable Revenue Podcast, hosted by Collin Stewart, an enlightening narrative unfolded about a company that has redefined the RFP (Request for Proposals) management industry.
Responsive began as an ambitious idea in the minds of Ganesh Shankar and his co-founders. They set out to tackle the inefficiencies plaguing the RFP process, transforming how businesses approach proposals and bids.
Highlights include: Responsive's Origins and First 10 Clients (1:35), Educating the Customer Adds Value (12:04), Passing the Reins from Founder to First AE (19:37), Month-to-Month Contracts vs. Longer Deals (24:43), and more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In the dynamic world of sales, the approach to hiring is undergoing a crucial transformation. On the Predictable Revenue podcast, host Collin Stewart discusses the emerging trends in sales recruitment with Brisa Renteria, CEO of Improved Growth.
They dive into how data-driven strategies and a focus on intrinsic qualities reshape how sales talent is identified and nurtured.
Highlights include: How, When, Where to use data in the hiring process? (1:07), Sales-Specific Hiring Assessment vs. Regular Hiring Assessments (7:14), "I should just Hire People that Look Like Me" (18:32), Filter the Right People In and the Wrong People Out (26:15), and more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
On this episode of Predictable Revenue Podcast, Collin Stewart and Lou Petrossi, founder and CEO of Inside Scale, have a compelling conversation.
They discussed the complexities and challenges that modern sales development teams face. From the saturation of outreach efforts to the intricacies of managing remote teams, the discussion was a treasure trove of insights.
Highlights include: The Current State of Sales Development (1:00), Changes in Terms of SDR Management (7:13), Where Do We Go From Here? (13:00), Current Roadblocks Around Cold-Calling (19:27), and more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode, our host, Collin Stewart, sits down with Dave Albano, a fractional CMO with a knack for leveraging AI in the sales and marketing landscape. Collin was particularly impressed by Dave's "super prompt," a specialized AI prompt that has significantly improved the quality of Collin's own AI-generated content.
If you've ever wondered about the real-world applications of AI in sales and marketing, this episode is your go-to resource.
Highlights include: Why and When to Use AI? (6:06), AI for Business and Personal Productivity (13:19), Dave's Highlights of Using AI (26:25), How to Find Leads Using AI (35:39), and more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
On this episode of the Predictable Revenue Podcast, we unpacked a riveting conversation from our show. This time, we enjoyed hosting Sam Yang, President of Field Operations at People.ai.
Our discussion centered on the complex relationship between Customer Success and Sales, specifically, who should own the deal and when. If you're an Account Executive, a revenue leader, or involved in renewals and upsells, this post will offer valuable insights.
Highlights include: The Structure of a Sales Team (1:11), Renewal is Down! How to Handle that Scenario? (9:04), An Ounce of Prevention is Worth a Pound of the Cure (16:39), Where in the Process Should You Look at Upsell Opportunities? (20:00), and more.
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In the rapidly changing landscape of sales, it's crucial to keep up-to-date with the best techniques for success.
On this episode, Collin Stewart sat down with Drew Kluender, Senior Inside Sales Rep at Orum, to discuss the nuanced art of sales, specifically over the phone. From building a foolproof cold-calling script to mastering the art of objection handling, this in-depth conversation offers a treasure trove of insights for SDRs at every stage of their career.
Highlights include: How do you break down a cold-call script? (0:40), What if they say no? (9:53), How to add value after the accusation audit (11:33), “We’re currently using [competition], and it’s working fine” (22:18), and more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Breaking into a new market is no small feat. It's a labyrinth of challenges, uncertainties, and endless decision-making. But as with any maze, there's always a path to the center if you navigate it.
In this podcast episode, we had the privilege of navigating this complex terrain with John Eitel, former Head of Sales at Canva. This company grew exponentially from 500 to 4,000 employees in just a few short years.
Highlights include: The Journey to a New Market (1:30), Local Knowledge: A Must When Opening a New Market (6:07), Selling to American Companies vs. European Companies (8:51), What was the Initial Sales/Marketing/PLG Mix for Canva (13:57), and more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode, Collin Stewart explores the fascinating intersection of genomics and human performance with Dr. Jeremy Koenig.
With experience in athletics and a passion for genetics, Dr. Koenig takes us on a journey to understanding how our DNA can influence our daily performance, personally and professionally. This isn't just about physical capability; it's about holistically overcoming life's stresses. Emotional and mental well-being also come into play as critical factors in human performance.
Is It Possible to Have a Good Day, Everyday? (11:36), How to Start to REALLY Getting to Know Yourself (19:52), Dr. Koenig's Five Everyday Rituals (26:00), Ideal Components of the Setting Stage (41:01), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Is it enough for new hires to merely shadow the founder and absorb knowledge like a sponge in the sales world? Does the tribal wisdom of the founder, gained over countless calls and negotiations, translate seamlessly when scaled?
Collin Stewart of the Predictable Revenue Podcast sought answers to these pressing questions in an engaging conversation with L’areal Lipkins, Founder and CEO of Lipkins Consulting Group.
Highlights include: Why Can't I Just Hire an AE? (2:00), L'areal's Process Overview (7:30), Setting up the Strategy (11:10), What Comes After the Strategy is Mapped Out? (17:23), and more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In today's unpredictable sales world, resilience isn't just a bonus; it's the key to lasting success. Sales folks are facing more demanding challenges than ever, especially post-pandemic. In the latest Predictable Revenue podcast, Colin Stewart chats with Keli Frazier-Cox, diving deep into what's up with sales today.
Navigating modern sales feels like a maze, especially with the economy's ups and downs. But here's the good news: a strong mindset and flexibility can be game-changers.
Highlights include: Why is it More Difficult to Hit Quota Now than 12 Months Ago? (1:15), The Evolution of Sales in the Last 2 Decades (2:31), Keli's Definition of Resilience (11:10), Pre-Mortem Preparation / Preparing for the Worst-Case Scenario (13:12), and more…
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In today's rapidly evolving sales landscape, one buzzword you'll often hear is "collaboration." But do we understand what it means, especially regarding closing sales?
To demystify this crucial aspect of the sales process, we tuned into a recent episode of the Predictable Revenue podcast where Colin Stewart sat down with Tom Williams, the Head of Clari Align.
Highlights include: The Fine Points of Collaboration and Closing Deals (00:25), What are Mutual Action Plans? (06:30), The Steps and Stages of Collaboration (15:23), Resetting Buyer's Expectations (25:38), And more...
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode, we're diving deep into a topic we're all too familiar with—the friction between Marketing and Sales. Collin Stewart sat down with Austin LaRoche, CEO of ATAK Interactive, to explore this complex relationship.
Austin, like Collin, runs an agency, and his hands-on experience in B2C and B2B marketing brings a new dimension to this age-old debate.
Highlights include: The Natural Evolution of Many Companies (3:20), Brand Marketing vs. Demand-Gen Marketing (8:13), Accountability for both Marketing and Sales (15:34), There's a Time and a Place for Automation (28:12), and more…
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Debra Senra, VP of Sales and Client Experience at ThreeFlow, joined Collin Stewart on the Predictable Revenue podcast. With a background in post-sale experience, Debra has identified significant changes in sales leadership over the last 18 months and shared her insights in this exciting episode.
They dive into the changing landscape of sales, the necessity of post-sale experience for revenue leaders, and the multifaceted role of customer success organizations at various stages of business.
Highlights include: Why Do You Need Pos-Sales Experience? (2:00), Who Is Involved in the Pre-Sale? And Who is Involved in the Post-Sales? (5:40), Debra's Advice for Revenue Leaders (10:14), The Post-Sales Team is Not the Only One to Blame (17:05), and more.
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In any sales engagement, the groundwork before the call can be decisive.
Chris Brewer, Co-founder at OMG Commerce, shares his pre-call preparation strategy, primarily for inbound lead generation, with insights adaptable to outbound leads.
Highlights include: Things to do before a Call to set yourself up for success (5:22), What to do On the Call to ensure success (22:07), On-The-Call Language (27:25), Expectation Setting and Time Management for Sales Calls (39:23), And more...
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Jess Klek, CRO at Brighthire, has mastered building high-performing teams with solid cultural bonds.
With experience managing large corporations and fast-growing startups, Jess joins Collin Stewart on the Predictable Revenue Podcast to explore her superpower: shaping a culture that fuels success.
Highlights include: Hiring and Building Your Sales Team (1:20), What It Feels like to be in a "High Performance/Shitty Culture" Role (4:16), Everything Starts With Hiring! (11:00), The Role of Leadership When Hiring and Building Your Team (30:10), and more...
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Michelle Vu's leadership style, encapsulated by her six pillars, highlights the importance of empathy, inclusivity, and adaptability in fostering a robust team culture.
She emphasizes understanding individual motivations, ensuring every voice is heard, celebrating victories, and balancing responsibilities in unique, resonant ways. It's about achieving goals and cultivating an environment where each member can thrive.
Highlights include: Michelle's Journey and The Importance of a Positive Culture in Sales (2:10), From Peak Performance to Valley Performance (5:20), Building a Space Where Culture can take Place (10:00), "You Can't Force Culture" (13:15), And more...
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
In sales and entrepreneurship, crafting compelling narratives can be a game-changer. One of the most challenging yet influential skills in this domain is storytelling.
Collin Stewart sat down with Philipp Humm, a seasoned expert in the field and the author of The Story Selling Method, to delve into the significance of storytelling in the sales realm.
He shared invaluable insights on choosing the correct stories, narrating them effectively, and connecting with the audience on a deeper level.
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode of the Predictable Revenue Podcast, Collin Stewart meets Dan Fagella, CEO and head of research at Emerj Artificial Intelligence Research, to discuss the implementation of AI for sales in large enterprises.
Dan joins us to explore how large enterprises implement AI beyond sales enablement.
From his extensive experience and podcasting prowess in the field, they uncovered the high-level factors driving AI adoption and the most impactful use cases in sales. We even got a glimpse into the future of sales jobs.
Highlights include: Why is this all happening now? (In terms of AI) (03:00), How is AI in Sales is being Implemented in Fortune 2000 Companies? (06:00), Sales and AI: What's coming next? (19:10), What will my Sales Job look like in 5 Years? (40:01), and more.
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
In today's rapidly evolving business landscape, hiring remotely and globally has gained significant traction. The traditional model of recruiting and maintaining an exclusively local workforce is being redefined, thanks to technological advancements and the realization of the numerous benefits of a global talent pool.
To shed light on this topic and provide valuable insights, we had the pleasure of sitting down with Amir Reiter, the founder and CEO of the CloudTask marketplace. With his wealth of experience building and managing remote teams, Amir shares his journey as an American living in Colombia and delves into his interest in hiring globally.
Highlights include: Surprising Facts about Hiring Remotely and Amir's Journey (2:15), Things to consider when Hiring Remotely (10:00), Downsides and Pitfalls to look out for When Hiring Remotely (22:30), Amir and Collin's First Remote Hires (30:40), And more.
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Joel Klettke, Founder of CaseStudyBuddy, knows a thing or two about the power of case studies.
He joined Collin Stewart for an episode of the Predictable Revenue Podcast, and in this blog post, we'll dive into the world of case studies, exploring why most companies underinvest in them and how you can build and repurpose them effectively to ensure your sales team actually uses them.
Highlights include: Why don't companies invest more in case studies? (4:00), The different types of Case Studies (9:04), The process of crafting compelling case studies (14:20), Customer Interviews play a vital role in gathering valuable insights for case studies (32:00), It's essential to ask the right questions (35:10), and more.
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Show notes
https://www.linkedin.com/in/joelklettke/
https://casestudybuddy.com/customers/
https://www.mutinyhq.com/use-cases/increase-website-conversion
We're thrilled to explore the intriguing story of Sales Assembly and its founder, Matt Green. What sets Sales Assembly apart?
As the Chief Revenue Officer (CRO), Matt continues to work as an Account Executive (AE) within his company. Let's uncover the motivations behind this unconventional choice and discover the insights it brings to Sales Assembly's sales motion.
Highlights include: Holding on to the AE role as a Founder and CRO (2:00), The Benefit of Having a Very Specific ICP (4:10), Why Not Use BDRs When You Train BDRs (8:20), AI's not about Replacement, It's About Augmentation (20:00), Specializing Sales Roles (25:12), and much more.
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
SHOW NOTES:
https://www.linkedin.com/in/matthewcorneliusgreen/
Is cold email dead? This age-old question has sparked debates and divided opinions. Jesse Ouellete, Founder of LeadMagic, and Vaibhav Namburi, Founder of SmartWriter, shed light on the truth behind cold email's future.
Highlights Include: Is cold email really dead (1:20), What does “good” look like from a deliverability perspective (4:20), Google, Apple and other Email Security features to keep in mind (10:00), What can kill deliverability? (19:40), How many emails should you be sending per day? (23:40), The Persona might be Right, but the Intent might be Wrong (28:45), Emulating a Real Email Sending Pattern Behaviour (33:25), and much more.
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
SHOW NOTES:
https://mxtoolbox.com/emailhealth/
https://dmarcdigests.com/
https://mxtoolbox.com/emailhealth/predictablerevenue.com/
BIMI
DNSimple.com
https://www.linkedin.com/in/jesseoue/
https://www.linkedin.com/in/vaibhavnamburi/
https://www.smartlead.ai/
Exploring the Intersection of Sales Leadership and Founder Dynamics: Join us in this captivating podcast episode as Collin Stewart and Dean Yim delve into the fascinating realm where sales leadership, salespeople, and founders converge. Gain valuable insights into outbound strategies, customer development, and innovative HR tools like Loop.
Don't miss out on unlocking the secrets of sales leadership and the challenges salespeople and founders face.
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Gray Norman joins Collin Stewart on The Monthly Meta Podcast to discuss the ins and outs of building an effective outbound sales strategy, including triggers, crafting messages, and more.
Gray Norman is the VP of Pods at Predictable Revenue.
Highlights include: Building an effective sales campaign sequence strategy (0:40), targeting and identifying triggers (6:04), refining your sales development process (14:14), prioritizing vs. personalizing (17:30), crafting the right messaging for cold prospects (29:25), iteration cycles (30:15), cold-colling is not dead (38:58), and much more.
(16:59), keeping up with the pace of change (29:10), and much more.
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Christopher Filipiak joins Collin Stewart on The Predictable Revenue Podcast to discuss the framework to build meaningful conversations in founder-led sales.
Christopher Filipiak is the Founder and Executive Seller at Christopher Filipiak LLC, a company dedicated to helping Founders, CEOs, and Sales Leaders to develop Sales Ready mindsets, robust systems and processes, authentic sales conversations, and Sales Ready teams that make sales daily. Highlights include: the first million dollars in sales is a function of the product, not sales (1:37), founders should be selling up to a million dollars (5:12), balancing revenue growth, customer conversations, and team building (11:24), building a sales-ready organization (16:14), core components of a sales conversation (24:30), setting intentions, goals, and key moves (29:23), and much more.
If you want to learn more about Christophers' fouder-led sales framework, you can reach out to his email at christopher@christopherfilipiak.com.
Cristina Esposto and Gray Norman join Collin Stewart on this episode of the Predictable Revenue podcast to discuss new changes to the brand, service offerings, and the new methodology. Highlights include: how sales has evolved over the years (8:03), a new era for Predictable Revenue (13:14), the art of closing (17:08), sales messaging and the rise of targeting (21:01), and human talent is more important than ever (25:04).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Jake Bernstein joins Collin Stewart on the Predictable Revenue Podcast to discuss navigating the ever-changing landscape of sales development and harnessing artificial intelligence.
Jake Bernstein is the Director of Business Development at SPINS, a leading wellness-focused data technology company that transforms trillions of retailer data into performance solutions to accelerate growth and deepen loyalty with shoppers.
Highlights include: how sales development has changed (2:17), how the tech industry has been affected (4:29), will artificial intelligence replace the SDR role? (10:11), navigating sales coaching in times of change (14:55), harnessing AI data intent (16:59), keeping up with the pace of change (29:10), and much more.
Show Notes:
Demoing the most innovative new ChatGPT features with Sunny Madra and Vinny Lingham
Example Inference based prospecting
Jake Bernstein > LinkedIn
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Eric Nowoslawski and Varun Anand join Collin Stewart on the Predictable Revenue Podcast to discuss exciting ways of prospecting using AI for writing messaging and targeting.
Eric Nowoslawski is the Founder of Growth Engine X, an outbound agency leveraging over 20+ data sources to send relevant and personalized cold emails to ideal prospects. Varun Anand is the Head of Operations of Clay, a data provider that simplifies prospecting by bringing together 50+ data sources to build highly targeted lead lists from scratch instantly.
Highlights include: episodic prospecting (1:28), using AI effectively for prospecting and nurturing leads (10:42), Eric’s secrets to prompting chatGPT for outbound sales (17:10), using Clay to prospect and target the right people ( 20:34), thinking critically about your ICP (25:41), the best use case for AI in a prospecting sequence (31:10), using Google to prospect (53:05).
Show Notes:
Ahrefs - Google advanced search operators
22 Personalizations to use in outbound email campaigns, using AI and scraped data
https://recruitin.net/
https://clayrunhq.slack.com/ssb/redirect
P.S.: We were recently featured on the 15 best sales development podcasts of FeedSpot. Check it out to find more valuable sales content! > https://blog.feedspot.com/sales_development_podcasts/
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Gavin Page joins Collin Stewart on the Predictable Revenue Podcast to discuss the changes that have occurred in sales development and how to communicate your value in a challenging economy.
Gavin Page is the Founder and Director of Excelerate360, an end-to-end sales service, that provides support and resources to clients at each stage of their sales cycle.
Highlights include: how sales development has changed (0:55), dynamics of sales with tightened budgets (4:46), what we can do differently now to hit sales quota (8:29), targeting is more important than messaging (13:36), shorter-term investment decisions (16:08), identifying the right ICP (21:49), and moving away from sales scripts (29:08).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Josh Schwartz joins Collin Stewart on the Predictable Revenue Podcast to discuss the importance of building rapport with prospects and different social selling tactics to stand out.
Josh Schwartz is the Head of Sales Acceleration Practice at Bregal Sagemount, a team of 20+ professionals who've helped take Valley startups and global enterprises to the next level, available to help you grow and succeed.
Highlights include: the importance of building a relationship (15:45), how to stand out as a sales rep (25:01), presenting options (40:14), qualifying the prospect without being pushy (41:52), using Twitter lists to book meetings (45:25), and time investment for triple-tap prospecting (50:05).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Matthew Roberts joins Collin Stewart on the Predictable Revenue podcast to discuss his expertise in the sales career development process.
Matthew Roberts is Leading Sales Development at Mosaic, a strategic finance platform that empowers finance leaders to make more profitable decisions.
Highlights include: what Matthew loves most about sales leadership (2:30), sales career development process (11:02), employee incentives & implementing gamification (14:01), good targeting vs. good messaging (19:00), balancing learning for the next role and performing in the current role (20:47), smooth SDR to AE transition (24:36), getting SDRs to shadow AEs (27:09), and what Matthew is doing differently now as a leader vs. 6 months ago (29:20).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Andrew Sykes joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the importance of practice in sales.
Andrew Sykes is the CEO and Founder of Habits at Work, a sales training company designed to help teams practice and embody the mindsets, skills, and habits that build customer trust.
Highlights include: developing embodied skills and the importance of practice in sales (1:59), the critical embodied skills that we need to be practicing (8:38), how and where to start practicing (11:08), building a culture of feedback as a sales leader (16:57), and how to improve specific embodied skills through practice (42:32).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Taylor Jones joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the different ways of improving your sales process and how to take that improvement into your own hands.
Taylor Jones is the Director of Sales at Zip, an intake-to-procure solution to bring a consumer-grade user experience to B2B purchasing. Highlights include: the importance of diagnosing and focusing (1:33), figuring out what to focus on as a sales leader (2:46), taking improvement into our own hands (17:36), and earning your way off PIPs (27:38).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Joey Williams joins the Predictable Revenue podcast to discuss prospecting with purpose: navigating challenges and building relationships.
Joey is the Director of Sales Development at Chili Piper, an inbound lead conversion and scheduling app.
Highlights include: the value of persistence in an SDR (2:55), sales development tactics every rep needs to know (8:54), why SDRs need to have control over who they’re targeting (12:15), how Rules of Engagement affect the prospecting process (14:40), tips for more effective research (17:58), how to turn your research into personalized outreach (30:34), common prospecting mistakes (35:10), how to follow up effectively (49:01), and the importance of weekly SDR training (53:00).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
AJ Cassata joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss establishing authority and generating leads on Facebook.
Highlights include: how AJ got into sales development consulting (1:15), how community drove early growth at RevenueBoost (11:10), how your Facebook group can act as a lead magnet (17:55), how to choose the right platform for your community (20:05), two factors to consider before starting a community (26:00), the step-by-step process of building a community (30:53), how to get people to join your community in the early stages (36:50), tips to keep your community engaged long-term (43:36), striking a balance between providing value and generating leads (46:54), and the prospecting process inside a Facebook group (52:03).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Jake Biskar joins Collin Stewart on this episode of the Monthly Meta Podcast to discuss the importance of clean data when prospecting.
Jake is a consultant at Iconic Air and Marketing Manager at Yahoo for Business.
Highlights include: how inaccurate contact data affects prospecting (3:45), why SDRs need to control who they’re contacting (6:19), how Clay.run streamlines the prospecting process (8:20), how Clay integrates with LinkedIn for better account scoring (13:02), tools for better targeting (26:13), using data and AI for faster sequence design (38:55), and the future of the SDR role with AI (51:40).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Jesui Ayala joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss SDR mindset and habits.
Jesui is an SDR and Implementation Manager at Predictable Revenue.
Highlights include: why being an SDR is not a junior role (3:31), why you shouldn’t take rejection personally (7:50), tips for surviving your first week as an SDR (9:13), the importance of being open to feedback (17:30), bringing creativity into the SDR role (22:52), how to reframe your prospecting mindset to lead with empathy (27:30), adding your input to the prospecting process (34:59), taking ownership of your role in the sales development process (40:24), traits of a successful SDR (43:40), and advice for new SDRs just starting out (47:17).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Josh Garrison joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to book a meeting over email.
Josh is the Head of Content Marketing at Apollo, an all-in-one sales intelligence platform with tools to help you prospect, engage, and drive more revenue.
Highlights include: why effective outreach starts with defining the right goal (1:55), how to establish a relationship over email (8:30), how to write short and sweet emails to C-suite executives (12:15), why you should always leave a voicemail after a sales call (15:31), how to design a high-converting sequence (22:49), the difference between getting a no and no reply (30:40), a three-sentence email outline for more replies (40:09), tips for stronger calls to action (50:48), how and when to follow up on cold emails (51:47), why you should write your first draft of an email by hand (57:56), how to choose who to target within each account (1:00:38), choosing which product benefit to lead with (1:14:02), and deciding between a list-based vs. account-based approach to prospecting (1:17:52).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode of the Predictable Revenue Podcast, Michael Tuso and Collin Stewart dive into creating a system that works for you, the importance of follow-ups, and how to make your cold outreach less cold.
Michael Tuso also breaks down the best moment to pop the question and the ultimate goal of your interactions with prospects.
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Gray Norman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss leveraging cold call dispositions as a sales leader.
Highlights include: how to leverage trends in sales development (3:01), what a cold call disposition is and why it matters (4:47), how to map cold call funnels into dispositions (8:24), the benefit of tracking dispositions for managers (10:45), why you should limit your number of call dispositions (12:51), why you should treat each cold call as a mini opportunity (14:41), tech options for tracking call dispositions (15:09), comparing cold call metrics to cold email (18:24), and why LinkedIn outreach hasn’t been effective recently (19:06).
Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for $50k+ CAC levels.
Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams.
Highlights include: Leading indicators of success for larger deal sizes (3:07), how to accurately forecast pipeline revenue for a longer sales cycle (8:18), the best B2B growth channels for $50k+CAC levels (15:22), how to know if when to use account-based marketing or sales (25:31), how long it takes to ramp a new growth channel and when you can expect to see an ROI (28:32), unexpected ideas for user conferences (31:26), tips for planning an effective conference (40:20), how to leverage review sites for growth (50:41), and other valuable tools for this CAC level (57:19).
Michael Covre joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to become a sales leader.
Michael is a sales leader at Shopify, one of the world’s leading multinational e-commerce companies.
Highlights include: what the path to sales leadership looks like and how to determine if it’s right for you (2:22), why management isn’t always the best path for advancement (9:05), how to create an impact quickly as a new manager or sales leader (11:17), what to focus on in your first 90 days as a leader (12:40), the core components of effective leadership (15:55), how to create a great sales team culture (26:45), a monthly routine for coaching sessions to keep your team from falling into a slump (32:00), how to prioritize your coaching efforts between low and high performers (38:22), tips for coaching high performers to elevate the rest of the team (44:54), how to develop an effective rep operating process (51:45), and how to move up the leadership ladder (59:30).
Sidney Waterfall joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss pipeline sources and how to use them to accurately predict pipeline ROI.
Sidney is the SVP of Growth at Refine Labs, the world’s first Revenue R&D laboratory. Highlights include: aligning your inbound and outbound strategies for a more holistic view of revenue (2:28), why Refine Labs takes an “all bound” approach to revenue (3:00), common B2B pipeline sources (5:38) how to accurately measure different pipeline sources (12:52), how to attribute leads that interact with multiple channels (21:48), three categories to measure and create demand (27:28), why sales reps and leaders should have a role in creating demand (31:30), how to test out and develop new pipeline sources (40:00), and the five stages of developing a new pipeline source (43:01).
Daniele Di Nunzio joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to hire SDRs and AEs and what to look for in your first sales hire.
Daniele is the VP of Sales at Storyly, a user engagement platform to embed Stories content in mobile apps and websites. Highlights include: what most VP of Sales get wrong (7:49), how the founding sales team can make or breaks the company (10:17), the underestimated cost of bad hiring (20:10), why your sales hiring process needs to be measurable (31:45), the importance of context questions in interviews (32:10), the #1 characteristic to look for when hiring salespeople (45:04), why you shouldn’t ask candidates to pitch your product during interviews (49:08), uncommon traits to look for in salespeople (1:00:34), what to look for as a VP of sales in choosing a company to work for (1:05:55), and who to hire first as you transition out of founder-led sales (1:13:57).
Ted Blosser joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the difference between go to market fit (GTM) and product market fit.
Ted is the Chief Enablement Officer (CEO) at WorkRamp, an all-in-one learning management system. Highlights include: the difference between go to market and product market fit and why the two are commonly confused (3:36), WorkRamp’s unique journey to achieve GTM fit (5:30), how Ted generated $100-200k a day in pipeline on LinkedIn alone (8:15), the biggest stumbling blocks to building a successful outbound engine (16:55), how to determine when you’ve reached product market fit (24:47), dealing with AE churn before finding GTM fit (30:06), how to find the right salesperson for your product (40:10), why direct experience isn’t always the most important factor in hiring (43:39), why WorkRamp chose to hold off on specializing their sales team (48:07), and why in the future product market fit will be the key to raising capital (54:40).
Jenell Riesner joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss applying B2C Black Friday tactics to the sales development world.
Jenell is the CMO at iLoveKickboxing, a fitness franchise specializing in HIIT workouts and kickboxing.
Highlights include: why Jennell’s company started their Black Friday campaign in October (3:45), how to think about planning your promotional campaigns and sequences from a marketer’s perspective (21:44), their top three marketing channels going into Black Friday (24:50), the keys to a successful ad campaign (28:05), benchmarks conversion rates for this type of funnel (35:45), tips for long-term nurturing campaigns (46:10), how and when to use SMS marketing (59:13), an underrated tip for segmenting your list (1:04:05), and tips for leaders and startup founders to manage a tight marketing or sales budget (1:06:30).
Sam Kuehnle joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss re-envisioning the SDR role through a demand generation lens.
Sam is the VP of Demand Gen at Refine Labs, a marketing strategy and research firm for B2B SaaS companies.
Highlights include: the problem with the current B2B sales model (3:20), why sales leaders get stuck worrying about the volume of leads over the quality (8:00), how to navigate the transition from a volume-based approach (13:30), how a more targeted approach can improve conversion rates (15:38), the future of the SDR role (24:39), what sales development can learn from relationship-based marketing (30:34), how to stand out in a sea of automation (35:16), tips for navigating attribution when the lines blur between sales development and marketing (38:12), and how to use HIRO metrics to measure your pipeline with a focus on quality over quantity (45:09).
(Replay)Troy Angrignon shares his account management wisdom on this episode of the Predictable Revenue podcast.
Troy has more than 25 years of experience as a sales leader and management consultant for companies selling into large accounts in multiple industries. Highlights include: what you need to know about someone before going for the meeting (4:19), capturing and sharing this knowledge (7:56), mapping a large account your company has sold into before (12:17), how to book a cold outbound meeting with a speaker during a virtual conference (17:09), nailing the first call you have with a decision-maker at a target account (20:28), how to prioritize a setlist of accounts (29:15), and the secret about CIOs (34:40).
Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for $10-50k CAC levels.
Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams.
Highlights include: Recap of the best demand generation channels for $1-10k CAC levels (2:15), what metrics are most important at a $10-50k CAC level (10:10), why it’s important to understand conversion rates throughout the sales process (15:00), the benefits of lead gaps for sales reps (31:55), pros and cons of LinkedIn as a B2B growth channel (43:58), different advertising options on LinkedIn (51:32), why your cost per click is irrelevant (59:45), why lead magnets are important at this CAC level (1:09:20), the role of marketing automation (1:13:51), site personalization strategies (1:18:20), and tips for effective case studies (1:21:45).
Ruben Dua joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to lean into your personality to attract ideal customers.
Ruben is a podcast host, video enthusiast, and the Founder and CEO of Dubb.com.
Highlights include: how to practice creativity as an SDR (3:48), advice for new SDRs to overcome the fear of veering off script (7:02), how to add your personality to a call script (7:32), why repetition is key to perfecting your cold call skills (8:40), what salespeople can learn from Ben and Jerry’s ice cream (12:29), the most underrated skill salespeople need to develop (15:20), how to make yourself relevant to prospects (18:50), how to uncover your unique strengths and weaknesses (27:41), tips to overcome resistance to cold calling (28:10), how a sales background can set you up for success in the rest of your career (29:31), and why all salespeople should become content creators (35:50).
Josh Garrison joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the hard skills needed to succeed at SDR Management.
Josh is the Head of Revenue at Teamflow, a remote office software for sales teams. Highlights include: what skills to look for in a good SDR Manager (2:09), advice for SDRs who want to grow into a management role (5:03), what day-to-day life looks like as a sales manager (7:00), how to prioritize your tasks as a manager (11:17), four important stages of the hiring process (33:01), the biggest mistake managers making in writing SDR job descriptions (44:17), how to build a top-performing SDR team from the ground up and who to hire first (47:49), coaching an SDR out of a slump (55:17), how to recognize burnout in your reps (1:02:50), how to balance your compensation plans to benefit your team and the company (1:06:00), and the different career growth paths for an SDR Manager (1:09:20).
Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for different CAC levels.
Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams. Highlights include: what you need to have in place before thinking about marketing and growth channels (3:35), how to decide which channels to invest in (9:29), how to effectively test new channels (13:41), what sales leaders need to understand about the differences between marketing channels (14:58), the importance of a good CRM (21:32), how to build the minimum viable marketing team (28:45), which channels are best for the $1-10k CAC level (34:44), which metrics to measure at this level (37:20), the pros and cons of using SEO at this stage (50:23), and secondary channels to consider (54:00).
Rick Pizzoli joins Collin Stewart on this episode of the Predictable Revenue podcast to share his top lessons from sales outsourcing in Europe.
Rick is the Founder and CEO of Sales Force Europe, the largest and most established technology business development team in Europe. Highlights include: How Rick got started in sales outsourcing (3:19), how Sales Force Europe helps companies replicate their success in new markets (4:22), how to translate success in one area to a new market or industry (7:20), tips for navigating the diverse European markets (9:55), how to build your launch team for a new market (12:04), an example of how to build your European sales team and who to hire first (14:30), how team structure differs between markets (17:00), what you need to research before breaking into a new market (21:05), how to plan ahead for ramp time (24:20), and how to build brand awareness and trust when you don’t have any local case studies (30:10).
On this edition of The Predictable Revenue Podcast we are doing a replay from our podcast episode 144, co-host Collin Stewart welcomes Tom Abbott, Founder of SOCO Sales Training.
Tom is a veteran sales trainer, working with a host of renowned, international clients. If you need to step your sales game up, Tom is your man.
Throughout the pod, Collin and Tom discuss how Tom sources and closes leads on every salesperson’s favorite social media site, LinkedIn. Highlights include: Tom’s journey (14:09), Why LinkedIn? And how do you get started? (16:54), Sharing great content (23:10), the importance of Sales Navigator (27:25), booking the meeting (47:58), the sales lightning round (1:04:01), and cold call with Collin (1:08:42).
Jane Portman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss why segmentation is key for SaaS email marketing.
Jane Portman is the Co-Founder and CEO of Userlist, an email automation platform specializing in understanding customer data.
Highlights include:
how to choose the right segmentation criteria for your email campaigns (4:21), matching your email outreach to the context (7:32), how to apply the lifecycle marketing model can apply to email (8:49), tips for writing a high-converting email sequence (12:15), why you need to integrate customer behavior data with your email marketing (16:34), tips for managing seasonality in your campaigns (22:40), using non-customer interviews to improve the product-market fit (25:01), how to niche down and find the right words to describe what you do (27:35), and tips for email deliverability (32:55).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Rand Fishkin joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to gain a deeper understanding of your audience.
Rand is the Co-founder and CEO of SparkToro, makers of fine audience research software.
Highlights include: Rand’s journey from Moz to SparkToro (1:15), why sales relies on understanding your audience (13:06), an example of how SparkToro pulls data on specific customers (15:27), why Rand and his co-founder decided not to rely on a subscription model (19:01), how audience analytics have become privatized in recent years (25:50), Rand’s tips for what works in a cold email (28:15), why you need research to be relevant to your audience (31:01), why sending more cold emails can be counterintuitive to your conversion rate (35:40) and using SparkToro to understand your industry inside out (44:20).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Peter Kazanjy joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why you should use data to drive your sales management decisions.
Peter is a serial founder and seasoned early-stage SaaS executive, advisor, and investor.
Highlights include: why data is so foundational to sales management (4:32), how to get started with data management for your sales development team (8:34), the biggest mistake sales managers make when implementing data systems (9:04), how to take action based on the data (15:39), bringing those metrics into your one-on-one coaching with individual reps (17:45), using data to design your coaching plan (23:15), and why it’s your responsibility as a manager to track and use this data (30:01).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Rachel Howourth joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to convert high-ticket clients through content and community.
Having worked in sales for her entire career and built a successful training and consultancy business, Rachel felt empowered to demonstrate that sales can be easy, not sleazy.
Highlights include: what makes a high-ticket client different (1:34), the problem with educational content (4:05), examples of content to attract high-ticket clients (6:38), the secret to making content creation easier (8:48), why your sales strategy needs to come before content strategy (11:20), why perfectionism can do more harm than good to your content (13:00), how to start building a community online (16:01), the best platforms for content and community building (23:27), the power of repurposing content (25:29), and when to start outsourcing your content (31:09).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Donald Kelly joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell using LinkedIn and video.
Donald is the founder of The Sales Evangelist, where he evangelizes effective ways salespeople and entrepreneurs can find more qualified prospects, close more deals, and make more money.
Highlights include: what salespeople get wrong on LinkedIn (2:01), the three parts to an effective LinkedIn strategy (2:39), how to be strategic about your connection requests (5:19), underrated tips for boosting engagement (9:45), how to plan your LinkedIn content strategy (11:35), best practices for engaging with your ICP (17:15), an underrated way to build connections with your ICP (22:16), where to use and not use video in the sales process (26:23), how to use video to re-engage no shows (30:07), how to balance video creation time with prospecting (34:00), and how to present confidently on video even if you’re an introvert (39:19).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Jeff Koser joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell better in an economic downturn.
Jeff is the award-winning co-author of Selling to Zebras and founder and CEO of Zebrafi.
Highlights include: the impact of recent market changes on B2B sales (2:24), why startups are especially vulnerable to these changing conditions and three ways founders can prepare (4:20), how to dial in your ICP profile to close up to 90% of your deals (5:58), how to measure where prospects are in their buyer’s journey (9:00), common mistakes companies make with their ICP as they head into an economic downturn (10:53), tips for improving your value statement (13:20), how to effectively communicate your product’s ROI to prospects (17:32), and how to sell through your customers using VOC case studies (19:25).
Are you looking to create repeatable, scalable, and predictable revenue?
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Yoav Susz joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss contracts can put the wind in your sales.
Yoav is the VP of Global Revenue at Contractbook, an all-in-one contract management platform. He joined the Predictable Revenue podcast to discuss how contracts can put the wind in everyone’s sales.
Highlights include: How sales contracts have become stuck in the past (1:57), the two most important aspects of a great contract system (4:37), how to ensure every team member gets the information they need from each contract (8:25), the impact of great contracts on the sales process (9:34), how software like Contractbook can elevate your client experience (10:45), using contracts to navigate the handoff process from sales to customer success (13:15), the best tools to automate your contracts (15:54), and how to know when your company should implement a tool like Contractbook (18:15).
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Jason Bay joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss cold calling and how to coach cold calling.
Jason is the Chief Prospecting Officer at Blissful Prospecting, and he’s on a mission to help reps and sales teams turn strangers into paying customers.
Highlights include: Jason’s framework for cold calling (3:01), a step-by-step walkthrough of a successful cold call (5:25), the importance of tonality and establishing yourself as a peer (6:30), permission phrases that keep prospects on the line (10:00), how to research prospects that don’t have an active online presence using the hierarchy of relevance (13:01), how segmentation can simplify your research process (14:26), the power of customer's voice in sales pitches (17:12), a three-step system for objection handling (37:40), and how to coach on cold calling (42:10).
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Tyler Barron joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the financial impact of breaking down silos in your revenue organization.
Tyler is a high-performing go-to-market leader with 10+ years of experience in SaaS and enterprise technology.
Highlights include: challenges and lessons learned from Tyler’s transition from a sales leader to CRO (2:31), why the modern customer journey requires breaking down the silos between sales, marketing, and customer success (4:52), how to deal with the issue of attribution (7:18), why you should consider removing some labels from your organization (8:14), how to design effective compensation plans for every function (13:45), how to grow revenue faster and more efficiently (17:24), how revenue leaders can improve efficiency in their go to market plan (24:03), the biggest mistake revenue leaders make with hiring and scaling their team (24:50), and how the growth at all costs model can damage your business (27:40).
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Graham Collins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to set up effective compensation plans for SDRs.
As the Director of Sales Development at QuotaPath, Graham Collins built out the SDR function, led a team of 40 reps, and conducted more than 300 compensation plan strategy calls.
Highlights include: how to balance rep control with benefit to the company (2:15), different SDR compensation models and how to determine which is right for your company (4:05), how your ICP and target market affect compensation models (6:25), how to handle opportunity-based compensation when you have multiple buyer personas (9:09), common mistakes companies make with SDR compensation (14:50), a mathematical approach to setting quotas (16:13), the impact of a better compensation plan on your entire organization (20:11), how a well-designed comp structure benefits sales leaders (23:50), and tips for designing and implementing a seamless compensation plan (26:10).
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Tanya MFK joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how optimizing your booking process will increase your show rate.
Tanya is the Founder of Success By Design and host of the My Designed Life Show, featured on FM radio, UI Media Network, online platforms, and BingeNetworks TV.
Highlights include: the biggest mistakes salespeople make when booking meetings (2:13), the impact of a sloppy booking process (3:22), why sending a scheduler link is not enough (4:30), why relationships in sales are more key than ever (6:42), a step-by-step walkthrough of a better booking process (8:47), why you need to remind your prospect of the reason for your call (12:44), how to continue to build a relationship between booking the meeting and the meeting itself (16:15), the importance of a follow-up reminder (19:44), how to structure your reminder emails (21:24), tips for preparing for the meeting (23:45), why you should always leave a buffer between calls (24:40), and a post-meeting workflow you can steal to finish on a high note (27:15).
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Jordan Crawford joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to find companies at scale at the exact moment they need you.
Jordan has built growth systems for Mainstreet, Ironclad, Vouch, and more. Now he runs BlueprintGTM.com to help companies dial in their prospecting by key painful moments.
Highlights include: how to better target your outreach with the CATCAT system (2:45), how to systematize your prospecting process (7:15), how to achieve personalization at scale (9:44), using customer insights to drive prospecting (11:58), how to research your customers’ problems to craft better outbound messages (17:01), real-life examples of how to search for this data in customer reviews (21:10), and using data to narrow down your prospect list to the best leads (26:55).
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Rene Zamora joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to become a motivational sales leader.
Rene is the founder of Sales Manager Now, a Fractional Sales Management consulting firm, and the author of Part-Time Sales Management.
Highlights include: why motivation differs for sales reps and leaders (2:38), two ways to keep your team on track to hit revenue goals (3:47), how to remove obstacles from the sales process (4:30), common obstacles that get overlooked (7:15), tips for staying motivated as a salesperson (11:49), how to maintain a positive energy at work (12:17), how to solve a systemic motivation problem at your organization (14:30), and the important role owners and founders play in helping the sales team do their job (17:14).
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Julian Marcuzzi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why SDR talent management is so important.
Julian is the VP of Revenue at Predictable Revenue. He has spent 10+ years in sales and has a passion for seeing his direct reports reach their full potential. Highlights include: how to build a career path for the SDR role starting during recruitment (2:06), how to set your direct reports up for long-term success (4:53), how to determine when to promote or move your SDRs (7:11), how to prime SDRs for the move into management (9:27), why sales leaders need to advocate for their reps in other departments (11:00), how effective talent management impacts SDRs (12:39), why you shouldn’t create a new role for someone just to retain them (17:15), pros and cons of hiring internally and externally (19:30), management mistakes to avoid (21:37), and how SDRs can put themselves on the path to promotion (24:24).
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Marc Gassó joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why SDRs should be part of your marketing team instead of sales.
Marc is the CMO of Bloobirds and currently leads the company's growth strategy in the United States.
Highlights include: how involving SDRs in marketing affects team dynamics (3:06), how marketing can benefit from an SDR’s feedback (4:05), how SDRs can benefit from a closer tie to marketing (6:32), why marketing should have a greater link to revenue generation (12:50), how working with SDRs affects marketing goals (14:13), managing compensation across the marketing team (16:40), how marketing can move a deal forward faster (19:30), the overlooked role marketing plays in closing deals (22:30), how to ensure a smoother handoff between marketing and sales (23:52), potential pitfalls of having SDRs roll up into marketing and how to avoid them (26:28), and how to navigate moving SDRs into marketing (31:55).
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Dale Merrill joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to stand out and sell more.
Dale is a highly sought-after international speaker, sales thought leader, and co-author of Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More.
Highlights include: how this philosophy came about (1:52), the experiment that led to the strikingly different framework (2:50), the most surprising thing Dale learned from watching 1700 client meetings (3:30), the shocking disconnect between salespeople and their clients (4:03), three key characteristics of a successful sales meeting (8:40), what sales can learn from advertising when it comes to capturing attention (14:22), the magic of “from to” headlines (15:30), what salespeople can learn from Hollywood movie trailers (17:15), what happens when this framework is applied across an entire organization (29:40), and how small changes make quantum changes (30:05).
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Shelby Dash and Kristina Clifford join Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to use comedic content to drive brand awareness.
Shelby and Kristina are professional actresses turned comedic content marketers and the creators of Take2Content.
Highlights include: How the duo went from professional actresses to content marketers (3:01), which comedic tropes lend themselves best to B2B marketing (4:58), how to harness the power of surprise in your content (8:12), how to brainstorm your comedic content (10:22), overcoming the fear of creating out-of-the-box content (13:52), tips for honing your comedic skills (15:15), how to start building comedy into your content (18:25), the importance of production quality (19:30), and how B2B brands can start incorporating more comedy into their advertising (22:45).
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Michael Zipursky joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to successfully run a remote business.
Michael is the CEO and Co-Founder of Consulting Success, with over 20 years of experience helping consultants add 6- and 7-figures to their annual revenue.
Highlights include: how Michael built his remote business and why he and his co-founder made that decision (2:29), early-stage challenges they encountered running a remote business (3:58), how to build a business that supports your lifestyle (6:12), how to build your remote systems and infrastructure (11:02), the biggest roadblock that businesses face shifting from in-person to remote (14:40), the unexpected benefits of working remotely (16:29), how to improve your communication systems (18:37), how to ensure your remote business is scalable (20:49), tips for growing a remote business from scratch (24:13), a more effective way to approach your first hires (27:40), and tips for minimizing waste in sales and marketing (32:48).
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Simon Severino joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to increase your return on luck as a business leader.
Simon is a TEDx speaker, Contributor to Forbes and Entrepreneur Magazine, and creator of the Strategy Sprints™ Method that doubles revenue in 90 days by getting business leaders out of the weeds. Highlights include:
Simon’s framework for dealing with factors outside of your control (1:40), two powerful questions business leaders should ask themselves daily (2:53), how to know when to pivot by testing with prototypes (11:52), how to identify and eliminate bottlenecks in your business (15:05), how larger companies can break down their functions into smaller team units (19:35), the three areas to focus on for accelerated sales growth (21:42), how to increase your conversion rate by 25% (24:08), five things you need to build a high-performance team (26:51), the ideal makeup of a sprint team (31:00), and how to get started with Simon’s Strategy Sprints™ Method (37:50).
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Pouyan Salehi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the importance of data hygiene in sales organizations. Pouyan is the Co-Founder and former CEO of PersistIQ, CycleIO and now Scratchpad, which recently raised $33M in Series B funding.
Highlights include: the goal of RevOps in today’s sales org (2:13), what to consider before you start tracking data (4:13), how over-collecting data is hurting reps’ productivity (8:50), why a simple approach to data collection is better (9:15), the first step to better capturing your data (14:01), what kind of data to gather for short-term vs. long-term growth (18:00), the important data companies aren’t tracking but should be (19:38), a common area that gets overlooked in data capture (23:08), and how collecting the right data can improve your customer experience (23:24).
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Tom Burton joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to transform prospects into your own top performing sales team.
Tom is an investor and co-founder of LeadSmart Technologies, a unique CRM platform that enables businesses to help their prospects and customers reach the Revenue Zone.
Highlights include: the conflict between salespeople and modern B2B buyers (2:35), how to lead your prospects down “the yellow brick road” towards a sale (6:03), the best channels to reach your prospects without a sales rep involved (8:12), an example of how to reverse-engineer your sales process (9:55), the benefits of using a customer-driven sales approach (12:51), the mindset shift salespeople need to make for this approach to work (16:28), and tips for early-stage companies to build their sales team with customer-led revenue in mind (20:14).
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Joel Smith and Vanessa Roberts Product join Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to excel at product-led growth. Joel and Vanessa are both strategic coaches at Dan Martell’s SaaS Academy, a B2B SaaS coaching program and community.
Highlights include: the definition of product-led growth and common misconceptions (3:18), what most companies get wrong with product-led growth (4:21), why choose a product-led sales approach (9:20), how to build a product-led growth strategy from scratch (12:26), how to build a product for viral growth (15:35), understanding how choice economics fuel customer decision-making (18:49), how Pirate Metrics factor into the product-led strategy (21:58), leveraging customer success for product-led growth (38:55), what companies are doing product-led sales right and what we can learn from them (40:57).
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Harpaul Sambhi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the importance of founder-led sales to scale a startup predictably.
Harpaul is the Founder and CEO of productivity software Magical, as well as the Founder and former CEO of Careerify recruiting software, which sold to LinkedIn in 2015.
Highlights include: how Harpaul’s own success started with founder-led sales (1:39), three ways founders can better prepare before bringing on their first salespeople (4:27), why founders need to create vulnerability with their sales team (6:12), the right time for founders to start building out a sales team (11:32), what systems founders need to have in place before hiring reps (13:33), the most important thing to codify before bringing on SDRs (14:01), what you can learn from lost deals (15:07), top tips for LinkedIn prospecting (16:51), and the biggest mistakes salespeople make on LinkedIn (20:20).
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Matt Melymuka joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss what’s wrong with the revenue growth at all costs model.
Matt is the Founder/Partner of PeakSpan Capital, a growth equity firm that takes a “contra-silicon valley” approach to scaling.
Highlights include: the origins of PeakSpan’s focus and specialization model (1:56), what the capital loss ratio is and what it means for your company (6:15), the overlooked issue of liquidity (8:55), the problem of prioritizing growth at any cost (12:25), what leaders should focus on instead (15:09), how sales fits into a sustainable growth model (17:55), and how to raise funding the right way (22:40).
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Tom Glason joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how revenue leaders can own their seat at the board table.
Tom is the Co-founder & CEO of Scalewise, helping B2B tech scale-ups accelerate growth by providing access to world-class Scale Experts.
Highlights include: why funding numbers have quadrupled in recent years and what that means for revenue leaders (6:49), the five key questions that Series A and B investors are asking (10:27), the most important metrics for revenue leaders to know and understand (11:29), how to calculate your company’s quick ratio using growth accounting (15:52), the biggest mistakes revenue leaders make after securing Series A funding (19:08), and the cost of not knowing your numbers (21:50).
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Pontus Noren joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to map the investor’s journey to the seller’s journey. Pontus is the Founder and former Vice-Chairman of Cloudreach, as well as Executive Chairman and Founder of savvi.co.
Highlights include: how to translate your outbound sales process to the investor’s journey (3:48), where most founders make mistakes in the investment seeking process (9:27), how to deal with false positives in the investor pipeline (11:55), one red flag that indicates the investment won’t go through (12:45), the benefits and risks of working with an investment banker (15:55), and how savvi.co can accelerate the B2B sales process (20:50).
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Eric Nowoslawski joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to create inbound leads using outbound sales messaging.
As a growth marketer, Eric Nowoslawski has worked with over 120 startups. He teaches founders the systems, processes, and strategies that make outbound a dependable pipeline of growth.
Highlights include: why not all offers are made for cold email (2:15), non-traditional places to find inbound leads (4:03), how to use Trojan horse content to build trust and generate inbound leads (4:45), how to build a community the right way (12:20), tips for turning your community into inbound leads (13:14), choosing the best platform and content for your community (14:14), how to qualify outbound prospects as inbound leads (20:27), how to use challenges to grow a list of qualified prospects (23:55) and a bonus tip you can implement to generate inbound leads today (31:58).
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Darryl Praill joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss best practices and common mistakes when implementing outbound sales sequences.
Darryl is the Chief Revenue Officer at VanillaSoft, the industry's most established Sales Engagement Platform.
Highlights include: how sales cadences can counteract our bad habits (2:56), how to build the best possible cadence for your audience (7:49), how to design an optimal sales sequence for multiple different channels (16:58), how and why you need to optimize your social profiles to work with your cadences (22:05), tips for crafting a great subject line (27:30), and best practices for converting prospects into paying customers (32:05).
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Andy Paul joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell without selling out.
Andy is the author of two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, and is one of the leading voices in the sales industry today.
Highlights include: outdated sales behaviors that need to be replaced (2:56), why so many sales teams are selling out even when they know it’s ineffective (4:57), the difference between selling out and selling in (6:30), how sales leaders can change their team’s behaviors for the better (7:19), the pillars of selling in (9:53), how maintaining a human element in your sales process can be a core differentiator (13:18), the gap between knowing and understanding (15:05), the problem with compliance to processes (17:28), and the first step salespeople and leaders can take to improve their sales process (20:15).
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Art Harding joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why outbound sales are lagging in digital transformation and how to fix it. Art is a global speaker, sales leader, and Chief Operating Officer at People.ai, where he helps build high-performing sales, services, and operations teams. Highlights include: how B2B tech went from a leader in digital transformation to getting stuck in the past (1:42), why sales leaders have been slower to adopt new technology (8:48), where the future of sales technology could take us (13:44), what the best sellers do differently (16:10), how sales leaders can audit their process to find what they’re missing (17:35), the advice all tech-skeptical CROs need to hear (26:01), why investing in operations and enablement is crucial for sales success (28:30), and why outbound sales growth requires a holistic approach (32:20).
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Todd Caponi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why transparency sells better than perfection. Todd is the Founder of Sales Melon and author of the award-winning book, The Transparency Sale.
Highlights include: why a product with 4.2-star reviews will outsell its 5 star counterpart (4:08), how to be more transparent in your messaging (7:41), how to stand out with personalized prospecting (8:21), how to lead with transparency in sales conversations (11:30), what B2B sales can learn from IKEA (11:40), why pre-qualifying your prospects is the secret to shorter sales cycles (18:00), how honesty can endear you to buyers (19:30), how to leverage transparency in later stage negotiations (20:36), and how expiring discounts harm your sales cycle (26:10).
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Simeon Atkins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss leveraging account-based marketing (ABM) to reach prospects that are worth your time. Simeon is an Industry Consultant at Similarweb, specializing in eCommerce and marketing tech. He works closely with various commercial operations to help them find, win, and retain more business with Similarweb’s market intelligence data.
Highlights include the three main characteristics of ABM (2:21), the benefits of ABM for sales reps (5:05), common mistakes in implementing ABM (7:16), best practices for getting started with ABM (8:55), how sales intelligence tools can streamline the process (14:40), and tips for how sales reps can get started with ABM today (16:41).
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Leah is a Founder of BetterGrowth, a consulting agency focused on helping companies scale their customer-focused teams to exceed revenue goals and turn their customers into lifelong fans.
Highlights include: why customer success deserves a seat at the revenue table (1:50), the reason why so customer success often gets stuck in a reactive role (3:30), the two main roles with customer success (4:30), how to build your customer success team from the ground up (5:20), changing compensation models to tie into revenue goals (7:50), tech stack recommendations for customer success (12:18), hiring the right people (15:00), mending the relationship between sales and customer success (19:04), and how to build a revenue-generating playbook for customer success (22:56).
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Shawn Rhodes joins the Predictable Revenue podcast to discuss how systematizing the outbound sales process can help improve your conversion rates.
Highlights include: why so many salespeople rely on hope (1:45), the negative impacts of salespeople improvising their process (3:03), how sales leaders can enable their teams with strong systems (7:42), what three questions you need to ask in every debrief (13:35), how systems allow salespeople to be more present in meetings (17:25), the four key parts of any successful sales process (19:50), and a live walkthrough of how to build out systems for your outbound sales team (23:17).
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Christina del Villar joins the Predictable Revenue podcast to discuss how a go-to-market strategy can help you boost outbound sales and hit your revenue targets. Christina is a marketing strategy expert who helps companies define, develop and implement successful go-to-market strategies and boost their revenue.
Highlights include: how Christina’s childhood dream to be a fighter pilot influenced her career in marketing (1:50), how to conduct an audit to evaluate your go-to-market strategy (3:00), the markers of a strong go-to-market strategy (4:56), who owns the responsibility of creating the strategy (6:38), the real purpose of a go-to-market strategy (9:43), why your goals need to be tangible and measurable (14:15), who is usually the best person to own your go-to-market strategy (17:10), how far out in advance to plan your strategy (18:33), determining the best go-to-market strategy for your company (20:47), and the first step towards building a better strategy (25:08).
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AlexAnndra Ontra joins the Predictable Revenue podcast to discuss the role of presentations in the outbound sales process and how to use them to close the deal.
AlexAnndra is the President and Co-founder of Shufflrr, a presentation management platform that has shaped the presentation strategies of hundreds of Fortune-level companies.
Highlights include: the three functions of a sales presentation (1:51), the problem with traditional sales presentations (4:54), how to build a flexible slide library (6:05), why your marketing team needs to create branded slide decks (12:10), how a virtual slide library can help your sales development team close more deals (13:55), how presentation management solutions like Shufflrr can speed up the pipeline (15:12), and the first step you can take toward better sales presentations (18:46).
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Kevin Snow joins the Predictable Revenue podcast to discuss how automating your outbound sales strategy can help you close deals faster and more efficiently.
Kevin is the Founder/CEO of Time On Target, a sales and marketing agency that helps businesses integrate digital technology in an authentic, professional way.
Highlights include: Common mistakes when implementing automation (1:38), how to send automated content based on where a prospect is in the sales process (9:40), how to provide more value with your content (11:23), the first thing you should do when adding automation to your sales process (13:14), how to maintain authenticity in automated processes (16:20), why automation helps close deals faster (22:44), and what being in the military taught Kevin about business (24:30).
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Moeed Amin joins the Predictable Revenue podcast to discuss how founders can establish a customer-centric outbound sales infrastructure for profitable growth. With over 20 years of experience in sales and a background in neuroscience, Moeed founded Proverbial Door to help businesses improve their sales function for radical growth.
Highlights include: the four most common mistakes founders make when scaling (3:40), how to understand your customers on a deeper level (8:44), a wider view of the buyer’s journey (12:31), why everyone at the company should contribute to mapping the buyer’s journey (16:30), hiring for traits over skills (19:15), how strategic partnerships can drive sales growth (22:00), how to hire your first sales leader (23:51), and why you need a CRO to challenge your views (26:20).
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Mary Grothe joins the Predictable Revenue podcast to discuss how CEOs can remove friction from the outbound sales process in order to scale revenue holistically.
Mary is a former #1 MidMarket B2B Sales Rep and CEO of House of Revenue, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 15 companies nationwide.
Highlights include: the two stages of scaling for CEOs (1:55), the importance of narrowing down your ICPs (8:00), how to build your team as you scale (12:35), why you should customize marketing materials for each ICP (15:55), why you should hire salespeople in pairs (17:55), how to use data in your scaling strategy (19:45), the Flywheel approach to outbound sales (23:49), the untapped market most companies are missing (25:29), and what all CEOs looking to scale should do right now (27:55).
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In this episode of the Predictable Revenue Podcast, Sarah Hicks is joined by Dr. Stefanie Boyer to discuss why roleplaying practice makes the best sales development reps and how to incorporate improv exercises into your SDR training.
Dr. Boyer is an award-winning sales educator and author of several books, including The Little Black Book of Social Media, Strategies to Ignite Your Business, Influencer, and Professional Brand.
Highlights include: the importance of practice in sales development (1:35), how AI can elevate SDR training (4:45), overlooked nuances of sales conversations (8:08), tips for implementing improv at your organization (10:25), how practice data can improve your numbers (12:14), how to recover from mistakes on sales calls (19:50), the impact of gender on sales training (20:47), how SDRs can achieve a balance of confidence and empathy (21:15), and how to adapt SDR training to a virtual environment (23:43).
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Darren Reinke joined the Predictable Revenue podcast to discuss self-limiting beliefs in sales development, including how to foster growth in your team, and reframe self-limiting beliefs into positive thoughts and actions.
Darren is an executive coach, podcast host, and author of "The Savage Leader: 13 Principles to Become a Better Leader from the Inside Out." The book focuses on the inner journey of leadership, and how to overcome self-limiting beliefs to unlock our hidden potential.
Highlights include: how Darren overcame his own self-limiting beliefs about writing a book (3:15), the importance of soft skills in leadership (6:26), how to determine where your limiting beliefs come from and reframe them in a positive light (12:10), how to adapt your leadership style to your recipients (20:48), why you need to have regular development check-ins with your team (26:11), and the importance of self-reflection (39:15).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
In this episode of the Predictable Revenue Podcast, Sarah Hicks is joined by Julian Muniz, Director of Global Sales Development at BlueVoyant.
Julian Muniz is a sales development leader with experience assisting two GTM teams get acquired for a total of $430 million in the past year. Episode highlights include: the biggest mistakes made when it comes to SDR/AE working relationships (3:41), how a lack of collaboration hurts both sides (4:25), how to ensure a smooth customer transition from SDR to AE (12:27), how to handle scheduling conflicts (15:24), navigating the grey zone of handoffs (20:09), the importance of pre-qualification in outbound sales (24:21), and what SDRs and AEs can do to improve their relationships (27:55).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Sara Archer is a former neuroscientist turned SaaS startup operator and has 8+ years building ambitious, international sales teams. She is absolutely determined to convince the skeptics that ‘sales’ is not a dirty word. In her current role as Head of Sales with ChartMogul, she helps top-tier subscription businesses around the globe grow faster using their revenue data — think recurring revenue, churn, customer lifetime value.
Sara joined the Predictable Revenue Podcast to talk about how technical credibility and the knowledge of SaaS metrics will help you close more deals.
Highlights: Why is technical credibility so important for sales reps today (1:28), how can sales reps learn this information (2:59), how to learn about your target market & the tools they’re using (4:38), do prospectors need to have technical knowledge (10:26), how do SaaS metrics impact credibility (12:50), the impact of technical credibility & knowledge of SaaS metrics (16:21).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Michael Hanson joined us on this episode of the Predictable Revenue Podcast to discuss the 8 ego-driven emotions that stop salespeople from selling effectively and shared the antidotes to overcome them.
Michael runs Growth Genie, a consultancy that empowers B2B sales teams to have better conversations through playbooks, sequences, coaching, and training.
Highlights: why psychology is better than sales books (1:26), the 8 ego-driven emotions (4:31), desire (5:24), fear (7:45), anger and resentment (9:13), agitation and anxiety (13:50), lethargy (15:04), doubt (16:29), pride (17:50).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Asa Hochhauser is the VP of Sales at McGaw.io. He’s been helping customers make magic with their marketing & sales tech for more than 13 years. As a previous Director of Sales at ion interactive, which was co-founded by Martech pioneer Scott Brinker, he was an instrumental part in their acquisition.
Asa joined the Predictable Revenue Podcast to provide important insights on how to build the right sales tech stack for your business.
Highlights: What to focus on before choosing your sales tech stack (2:35), what to consider when preparing to choose your tools (4:28), how to differentiate tools before the purchase decision (7:29), the importance of data when choosing a tool (9:10), live example of building a successful sales stack (18:31).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Donna Griffit is a Corporate Storyteller who has worked globally with Fortune 500 companies, start-ups, and investors in a wide variety of industries for over 16 years. She has consulted and trained clients in over 30 countries.
Donna joined the Predictable Revenue Podcast to provide helpful guidance on how to create the perfect pitch deck.
Highlights: why storytelling is so important when creating a pitch deck (1:33), the biggest mistake people make when creating pitch decks (2:32), the best approach to creating an impactful pitch deck (5:46), the problem (6:33), the hero — your product/ solution (8:23), the hero’s plan — the business (9:13), what will the future look like (9:36), the best type of data to include in the story (12:43).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Ryan Staley is the Founder & CEO of Whale Boss — consultancy that helps founders and revenue leaders implement seven and eight-figure sales operating systems. He joined us on this episode of the Predictable Revenue Podcast to break down the strategies founders and start-ups need to adopt to amplify revenue.
Highlights include: What are the most important metrics for start-ups (2:00), three core operating systems for start-ups (3:30), creating exponential growth through PCP (4:29), the three core operating systems for start-up revenue leaders (7:35), the whale scale operating system (9:22), the exponential extension engine (10:13), the referral operating system (13:30), the four-step referral framework (17:38).
Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
On this podcast episode our Co-founder & CEO Collin Stewart, Lead Coach Sarah Hicks, and Senior Vice President Carrie White, joined us to share everything about our new and improved sales development methodology.
Predictable Revenue’s Sales Development Methodology has been a work in progress for the better part of a year and a half. Our new methodology defines the core ideas and principles that go into building a revenue team but as a point of emphasis separates them from the tactics required to build your sales development team. There are three key principles you need to address before you start building a playbook: positioning, pace, and practice.
Highlights include: the 3 strategic principles of the Sales Development Methodology (8:20), the playbook (14:15), targeting (15:15), team (20:15), tools (23:30), prospecting (28:30), qualification (33:45), follow-through (37:00).
We know it’s a lot to digest, which is why we’re doing a 2-part workshop series, Nov 22 and Dec 9, to have a genuine discussion, answer your questions, and provide 100% actionable advice on how to leverage the methodology to create repeatable, scalable and predictable revenue. You can register at the link below.
Register ► https://hubs.ly/H0--fCj0
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Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching
Sangram Vajre joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Sangram is a bestselling author who co-founded Terminus in 2014 and ever since has been teaching the business of marketing with his signature frameworks. He’s an international keynote speaker, was named one of the top twenty-one B2B marketing influencers in the world, and is the host of a top-fifty business podcast called FlipMyFunnel.
Highlights include: crossing the valley of death from $10MM onward (3:20), the telltale signs that your GTM process is broken (5:20), the 4 questions to ask at every stage of your business so you can scale (7:30), transitioning between problem, product, and platform-market fit (11:08), when to bring in RevOps (13:47), what to build when you reach platform-market fit (16:45), and how outbound factors into the 3 stages of your business (20:15).
SHOW NOTES:
How Leading B2B Companies Are Structuring Their Sales Led GTM Teams
Building a RevOps structure to increase revenue and customer LTV
_________________
Are you looking to create repeatable, scalable and predictable revenue? We can help! ►
https://bit.ly/predictablerevenuecoaching
Dr. Nadja Brown joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
She is a sales strategist, consultant, trainer, and founder of The Doyenne Agency. A sales agency that works with business owners, companies, and corporations to multiply revenue and awaken the consistent closer within your sales team using the Consistent Sales Method™. She helps women learn to play the career game in business to advance their careers and professions. Highlights include: how to know whether you need a sales trainer or sales manager (1:30), the first thing the sales trainer should tackle (10:40), finding the right sales trainer for your business (12:50), when it’s time to hire that full-time manager (15:30), and what business leaders need to do to prepare to get the most out of an engagement with a sales trainer (19:00).
SHOW NOTES:
More on making your first sales hire: The Goldilocks Rule: Making Your First Sales Hire
How Leading B2B Companies Are Structuring Their Sales Led GTM Teams
Lessons from scaling 0-1M, 1-10M, and 10-20M+
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Are you looking to create repeatable, scalable and predictable revenue? We can help! ►
https://bit.ly/predictablerevenuecoaching
Dan Balcauski joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Dan is the founder of Product Tranquility, a consulting firm based in Austin Texas. He is considered an expert on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. Highlights include: defining Jobs-to-be-Done (1:50), the 3 types of jobs (3:30), why one of the often forgotten jobs is key to sales (6:29), an example of a prominent b2b company that uses Jobs-to-be-Done effectively (11:00), and how Jobs-to-be-Done changes perspective on competition (22:40).
SHOW NOTES:
More from Predictable Revenue experts on using the Jobs-to-be-Done in outbound sales: Why Validate an Outbound Strategy?
The Importance of Relevance and Trust in Outbound Sales
Write more relevant messaging with the Chain of Relevance
And how our guests use the framework: How George McGehrin gets his clients to pay HIM to market to them
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Are you looking to create repeatable, scalable and predictable revenue? We can help! ►
https://bit.ly/predictablerevenuecoaching
Steve Brossman joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
He is a multi-Amazon Best Selling Author on Marketing and Sales and with 38 years of experience in these areas.
Highlights include: the definition of buying energy and how to increase it in your customers (1:45), getting out of the “brown box” of commoditization as a service provider (5:20), the neuroscience behind these tactics (11:23), Steve’s DNGC formula (25:45), the 3 investments customers are really making when they buy from you (29:40), and how camera confidence impacts all of the above in a virtual world (31:40).
SHOW NOTES:
More on neuroscience-backed messaging:
The 3 Ways Salespeople Are Getting Messaging Wrong
And beating your prospects’ distractions on virtual calls:
Communicating effectively in a virtual environment with Dr. Ethan Becker
____________________________________
Are you looking to create repeatable, scalable and predictable revenue? We can help! ►
https://bit.ly/predictablerevenuecoaching
Allan Langer joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Allan is the Founder/CEO of The 7 Secrets Center of Sales and Marketing, and his book, “The 7 Secrets to Selling More by Selling Less”, is an award-winning best-seller on Amazon. Highlights include: The biggest mistake you can make in a proposal (1:30), how a good proposal should be structured (7:25), how and when to use images (14:24), positioning pricing as an investment (20:42), and the impact of these changes (29:25).
SHOW NOTES:
More on writing great proposals:
Octiv’s Kelsey Briggs On How To Improve Those Critical Documents
How to nail your proposals with Mimiran’s Reuben Swartz
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Are you looking to create repeatable, scalable and predictable revenue? We can help! ►
https://bit.ly/predictablerevenuecoaching
Paul Fifield joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Paul is the CEO of Sales Impact Academy and over the last 7 years, he has grown two international technology businesses from $0 to $70M in combined sales as CRO and $100s of millions in value. He leads a talented team, revolutionizing the way B2B tech companies approach skills development making it an integral part of their go-to-market (GTM) stack. Highlights include: building your GTM org from $0-10M (3:42), from $10m-onward (16:52), who to hire to fill your first VP roles (20:40), and why you need a separate account management function (25:03).
SHOW NOTES:
More on who you should hire:
How to Build a Top-Performing Inside Sales Team From Scratch with Dirk Van Reenen
And when:
Lessons from scaling 0-1M, 1-10M, and 10-20M+ with Nick Casale
Are you looking to create repeatable, scalable and predictable revenue? We can help! ►
https://bit.ly/predictablerevenuecoaching
Brynne Tillman joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Brynne is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. Highlights include: the 3 things most people get wrong on LinkedIn (1:23), the step by step to getting it right (7:24), Brynne’s advice to people who don’t have time for LinkedIn (24:08), how to makeover your profile (28:33), and how to leverage your 1st-degree connections for referrals.
SHOW NOTES
More on LinkedIn strategies that convert: How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks
How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott
Cynthia Barnes webinars
And on social selling in general:
How to Find New Customers on LinkedIn: 3 Easy Steps
Building a Network and a Personal Brand that You Can Keep with You for Life
Social Selling and Reversing The Hatred of Salespeople
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Are you looking to create repeatable, scalable and predictable revenue? We can help! ►
https://bit.ly/predictablerevenuecoaching
Doug C Brown joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Doug has served as an independent President of Sales and Training for companies run by Tony Robbins, Chet Holmes, and Russ Whitney. He is the CEO of Business Success Factors, where he helps businesses grow and accelerate their sales revenue as well as to expand and optimize it. Highlights include: the top mistake companies make when attempting to hire a top performer (1:33), how to get it right from the hiring process (6:05), building the team (14:09), what you need in place to handle a top performer (20:20), and how to get the most out of your top performer on a continued basis (24:40).
Show Notes:
More from Dirk Van Reenen on How to Build a Top-Performing Inside Sales Team From Scratch
And from Collin Stewart on When To Build an Outbound Sales Team
Are you looking to create repeatable, scalable and predictable revenue? We can help! ►
https://bit.ly/predictablerevenuecoaching
Simeon Atkins joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Simeon is an Industry Consultant at Similarweb, specializing in eCommerce and marketing tech. He works closely with a variety of commercial operations to help them find, win, and retain more business by utilizing Similarweb’s market intelligence data. Highlights include: what being consultative looks like (1:25), the damage caused when salespeople get this wrong (4:15), the types of sales that benefit most from this approach (6:26), the psychology behind why this works (12:05), how sales leaders can enable their reps to be more consultative (19:53), how SimilarWeb helps their clients be more consultative (17:18), and the business impact when reps get it right (26:53).
SHOW NOTES:
How to be consultative in your messaging: The 3 Ways Salespeople Are Getting Messaging Wrong
And how to ask better questions: How Question-Selling Can Triple the Value of Your Service
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Are you looking to create repeatable, scalable and predictable revenue? We can help! ►
https://bit.ly/predictablerevenuecoaching
Donnie Boivin joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Donnie Boivin is a motivational speaker, author, podcaster, businessman, and coach. His book “How to be a success champion: Business Strategy for Badasses” is a story of his own life that has inspired thousands to get out of their own way and go for it. Highlights include: what do salespeople do right now that is sleazy (1:30), what changed in the sales world that made these traditional tactics obsolete (2:48), why you should disqualify every customer first (8:05), how to make a non-sleazy as for a first meeting (12:22), for a follow-up call (19:00), and for the close (29:50).
More on how to avoid being sleazy and keep up with the times:
Social Selling and Reversing The Hatred of Salespeople
How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line
Are you looking to create repeatable, scalable and predictable revenue? We can help! ►
http://bit/ly/predictablerevenuecoaching
Ole Dallerup joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
In his time leading technology at Trustpilot, one of the world's biggest review sites, Ole grew the technology team from 3 to more than 100 full-time tech people across 2 locations. In 2018, he founded Dreamdata, a B2B Revenue Attribution Platform. Highlights include: why revenue attribution is so important (1:25), how marketing can do more with data (3:52), what data to track (8:18), indirect revenue attribution (11:35), how to build an in-house revenue attribution system (17:40), the tool that will do it all for you (27:25), and the impact of effective revenue attribution (32:25).
SHOW NOTES
More on being data-driven and figuring out what really generates revenue:
Rev Ops: The Missing Link That Will Increase Your Revenue by 26%
Building a RevOps structure to increase revenue and customer LTV
Are you looking to create repeatable, scalable and predictable revenue? We can help! ►
http://bit/ly/predictablerevenuecoaching
Tim Pollard joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
As CEO and Founder of Oratium, Tim leads the ongoing development of the company’s intellectual property, as well as leading all major client relationships. Over a long career in sales at many companies, including Unilever, Barclays, and the Corporate Executive Board—and now a decade into building Oratium— he has developed remarkable insights into the science of designing and delivering extraordinary sales messaging. Highlights include: the 3 fatal mistakes salespeople make in their messaging (2:12), the effects of a virtual environment (11:04), the psychology of conversations (18:45), the 7 hallmarks of great messaging (21:08), and the business impact of getting messaging right (33:05).
SHOW NOTES:
You can check out Oratium’s elearning if you want to learn more.
Are you looking to create repeatable, scalable and predictable revenue?
We can help! ►http://bit/ly/predictablerevenuecoaching
Nick Casale joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Nick Casale is the Director of Commercial Sales at Sendoso, the leading Sending Platform. As the third employee and first sales hire, Nick helped build Sendoso's initial sales process before stepping into management to focus on scaling the sales organization. Highlights include: what to look for in your first sales hire and what they should be doing (2:46), the sweet spot Nick found that allowed Sendoso to scale to $1m (6:35), the strategic shift required to scale from $1-10m (18:20), the role of sales operations and sales enablement (25:27), and what companies have to do differently to scale from $10-20m+ (30:53).
SHOW NOTES:
More on taking a controlled approach to scaling: Re-establishing growth: when to scale, and how fast?
And how sales operations or revenue operations will help you get there: Why Revenue Operations is a Critical Piece to Your Growing Sales Org
Building a RevOps structure to increase revenue and customer LTV
Rev Ops: The Missing Link That Will Increase Your Revenue by 26%
Are you looking to create repeatable, scalable and predictable revenue?
We can help! ► http://bit/ly/predictablerevenuecoaching
Dave McKeown joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Dave works with leadership teams to help them set and achieve their strategic growth goals with ease. He’s the Founder of Outfield Leadership, author of The Self-Evolved Leader, and a sought-after keynote speaker, leadership trainer, and growth advisor. Highlights include: the 3 steps leaders can implement to get out of the weeds and scale their organization (3:37), what mindset they need to stay on track (8:23), learning to delegate 80% of tasks that come up (16:21), using the extra time to grow and develop your people (18:43), and the business impact when leaders do this (22:15).
SHOW NOTES:
More on scaling a business while retaining the essence of the founder: How to Scale Your Business So It Sells Like a Fortune 500, With The Culture And Agility of a Startup
And on setting goals with your people, instead of for them, so they are bought-in: Why SDRs should set their own targets with Mark Garrett Hayes
Pods - The fastest way to build an Outbound SDR Team
http://bit/ly/predictablerevenuecoaching
Veronika Riederle joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Veronika is the co-founder and CEO of Demodesk, the #1 customer meeting platform for sales and success. Highlights include: what to do before joining a company (2:48), how to set yourself up for success once you’re on the job (7:25), knowing your numbers (9:00), doing your homework (11:00), nailing discovery and the demo (15:53), tailoring your pitch (22:13), and Veronika’s most surprising learnings from her time so far at Demodesk (35:25).
SHOW NOTES:
More on discovery: Manage a large sales team virtually and build a kick-ass discovery process
And demos: Nailing the Technical Demo With Chartio’s Matt Cassel
Pods - The fastest way to build an Outbound SDR Team
http://bit/ly/predictablerevenuecoaching
Erol Toker and Rachel Haley join Sarah Hicks on this episode of the Predictable Revenue Podcast.
Erol is the founder of Truly.co - the automation platform that makes manual data entry for your reps a thing of the past. He's spent the last 8 years working with ops teams at hyperscale companies like Square, Wix, and Zocdoc, learning how data can lead to better (or worse) outcomes.
Rachel is the co-Founder of Clarus Designs. She started her career in portfolio management, market analysis and financial modeling, and more recently she was the Senior Director of Sales Operations and Strategy at Snowflake, where she helped the company grow from 300 people to over 2,000 and more than 10X-ing in annual revenue.
Highlights include: why RevOps is important (2:25), how the evolution of RevOps is reminiscent of the dot com boom (5:20), common mistakes leaders make when building out the RevOps function (9:57) and their impact (15:55), how to build RevOps right and when (28:35), what tools you need (31:20), 2 easy RevOps frameworks you can take away and implement right now (35:50), and how RevOps improves customer LTV (42:34).
SHOW NOTES:
Rev Ops: The Missing Link That Will Increase Your Revenue by 26%
Why Revenue Operations is a Critical Piece to Your Growing Sales Org
Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl
Samantha McKenna joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
She’s the founder of #samsales Consulting where she supports BDRs in their professional development, advises a portfolio of Series A-C SaaS companies, coaches executives, sales teams and marketing teams, speaks at events held by the biggest names in business, and trains organizations on how to use modern tech to drive revenue. Highlights include: how to handle the peer referral (2:28) and the existing customer to new prospect referral (8:46), the biggest mistakes people make (11:27), and the four pillars of Sam’s sales methodology that set her and her team apart (18:32).
SHOW NOTES:
More tips on how to lose the bad sales manners: Social Selling and Reversing The Hatred of Salespeople
And on doing your homework before reaching out: How to Write a Cold Sales Email
The importance of being personal: How Workfront’s prospectors heavily tailor their initial email outreach
Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl
Kyle Lacy joins Collin Stewart on this episode of the Predictable Revenue Podcast.
Kyle Lacy is the Chief Marketing Officer at Lessonly, where he applies the lessons learned while working at a venture capital firm, during an IPO, and through an acquisition by one of the largest software companies in the world to drive revenue. Highlights include: why BDRs at Lessonly roll up to marketing, not sales (1:29), compensating marketing employees on overall revenue (12:10) and how they attribute revenue (14:10), where Lessonly’s commercial growth comes from (19:10) and where enterprise growth comes from (23:17), constantly experimenting and evaluating sales and marketing channels (29:30), leveraging direct mail (34:32), and why Kyle wishes he’d hired a product marketer sooner (40:16).
SHOW NOTES:
I Predicted Marketing Automation & It Changed Everything — Here’s What’s Next with Jon Miller
How to align marketing and sales to increase revenue with keynote speaker and expert business coach Jeff Davis
Strategic Alignment: Driving Communication, Cohesion, and Adoption across Sales and Marketing
Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl
David Priemer joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
David Priemer is founder and Chief Sales Scientist of Cerebral Selling, author, award-winning research scientist, and 4-time tech entrepreneur. Highlights include: the conception of the term experience asymmetry (0:50), top challenges a younger salesperson faces when selling to older, more experienced buyers (11:29) and the advantages (13:30), 3 key strategies young sellers can employ to overcome experience asymmetry (14:53), and what can sales leaders do to identify and fix it (27:00).
SHOW NOTES:
More on reversing the hatred of talking to salespeople: Social Selling and Reversing The Hatred of Salespeople
And more on building and maintaining credibility: How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line
Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl
Joe Parateau joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Joe Paranteau is a leading expert on sales and author of Billion Dollar Sales Secrets. In his book, he shares fifteen secrets to help inspire salespeople to rise to meet today’s challenges. He has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses, and once generated $1B in a span of just 5 years. Highlights include: how Joe’s Native American ancestry & time in the military inform his sales methodology (3:20), using asymmetric strategies to penetrate an account (9:43), identifying the right champion within an organization (14:10), encouraging your champion to loop in decision-makers (17:54), the business impact of this asymmetric selling strategy (26:15).
SDR Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl
SHOW NOTES
How Costello’s Phill Keene Uses, and Advances, Predictable Revenue Methodologies to Map Complex Organizations
The more things change, the more they stay the same: Aaron Ross and Drift’s David Cancel on the future of sales
Jon is a pioneer in the customer management category. He was the creator and co-founder of the award-winning customer management product GoldMine, acquired by FrontRange in 1999.
After many years observing the CRM market, he created Nimble, an award-winning social sales and marketing CRM for individuals and teams that is Ranked #1 in Overall Satisfaction by G2 Crowd.
Highlights include: Why the human is so important (1:50), misconceptions about good networks (3:40), going beyond the business to the personal, digitally (6:57), why regular CRMs don’t cut it as contact management tools (13:28), how to become a trusted advisor in the places where your prospects consume content (15:07), and making soft connections firm (23:00).
SDR Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl
Ajit Ghuman joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Ajit is the author of Price To Scale and is a SaaS Product Marketing veteran who has helped firms such as Narvar, Medallia, Helpshift, and Feedzai differentiate their products, grow revenue, and win. Highlights include: the common misconceptions leaders have about pricing a saas product (2:18), the most common questions leaders ask Ajit about pricing (4:59), setting pricing from the ground up (9:38), building the right packages (13:50), setting pricing (18:30), finding the right unit metric (21:38), and whether or not you should publish pricing on your website (22:45).
SHOW NOTES
ProfitWell’s Patrick Campbell on the nuances of pricing and why salespeople aren’t more involved
Cost vs Yield in Outbound Sales Might Be the Most Important Concept You’re Missing
Collin Stewart and Sarah Hicks look back on 200 episodes of the Predictable Revenue podcast in this special bicentennial episode.
Collin and Sarah retrace the journey from the very first episode Collin recorded on May 4, 2017, with guest Zach Barney, to Sarah taking over as primary host and ghostwriter, to today. They share clips from and recount their memories of the top 3 most viewed episodes (hosted by Collin with guests David Mordzynski, Tom Abbott, and a very green Sarah Hicks) and the 2 episodes that had the biggest impact on each of the hosts respectively (with guests Jaimie Buss and Chad Sanderson).
SHOW NOTES:
The blog posts on the episodes mentioned above:
More cash doesn’t always = more calls
How David Mordzynski Uses LinkedIn Profiles For Tailored Prospecting
How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks
How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott
$500m MEDDPICC secrets revealed: How Zendesk is able to forecast revenue within 1%
How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line with Chad Sanderson
Paul Ross joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Paul Ross is an author, speaker, trainer, and Master Practitioner of Neuro-Linguistic Programming. For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion. Highlights include: how Paul used neuro-linguistic programming to increase his social intelligence (4:45), his basic principles of objection handling (8:25), examples of the objection handling framework in practice (17:30), how to reframe the objection (20:15), and why these techniques work better in tandem with traditional sales methodologies than any of them do alone (28:40).
SHOW NOTES:
More on objection handling:
Objection Deflection: Prospecting Enemy #1
Manage any sales objection successfully
13 Responses When a Prospect Says “We Don’t Have That Business Pain”
Gabrielle Blackwell joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Gabrielle is a sales dev leader who believes in empowerment, advocacy, and enlightenment. She’s a sales dev manager on the SMB/commercial team at Gong with expertise in sales leadership, sales training, sales management, change management, sales coaching, personal coaching, sales enablement, and cold calling. Highlights include: why the phone is the most powerful channel (1:45), the mentality necessary to be a great cold caller (2:50), phone anxiety (5:05), the unconventional way to prep for a cold call (7:00), Gabrielle’s 4 step approach to launching a conversation (13:13) and getting them talking (15:38), and the hurdles you have to jump before you can ask for the meeting (19:50).
SHOW NOTEs:
More blog posts on cold calling tactics:
How to Nail The First 30 Seconds of The Cold Call: In Conversation With Rex Biberston
Cold Calling is Back, Baby!
The 4 things to do after you choke on a cold call
Dr. Todd Snyder joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Dr. Snyder is a psychologist and productivity coach who helps business owners discover the motivation, systems, and strategies to get more done in less time. Highlights include: what it means to slow down (4:55), why many entrepreneurs struggle to see the big picture (7:20), how slowing down actually makes you more intelligent (11:36), justifying slowing down to your investors & boards (19:25), how to do it (23:30), making sure you don’t overthink (31:12), famous entrepreneurs who have unlocked this mindset and reaped the benefits (38:45).
SHOW NOTES:
More on psychology & business: How fear of uncertainty is holding us back (and why it shouldn’t)
And on long-term goal-setting: The power of coaching and long-term goal setting with Lever’s Kelly Del Curto
Eric Reed, CEO & Founder of at reed5group, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast.
Reed5group is a boutique marketing agency specializing in custom-tailored sophisticated solutions, organizational coaching, and fractional leadership services. Highlights include: Culture in the sales context (5:00), creating a culture (7:45), the fundamentals of a sales culture (10:20), and hiring for Culture (16:40).
SHOW NOTES:
How to build a culture that attracts top performers with Justin Welsh
5 Steps to Become an Effective Leader of a Culture-Driven Organization
How to Scale Your Business So It Sells Like a Fortune 500, With The Culture And Agility of a Startup
Sean Yuan, Business and Product Operations Specialist at MDTech, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast.
He earned a dual degree in Computer Science and Business Administration from the University of Southern California where he gained a passion for process improvement and bridging the gap between business and technology. He’s a producer of the 30 Minutes to President’s Club Podcast and an expert in the medical technology field. Highlights include: how Sean and the team do their research (3:50), keeping up with changes (8:05), using research to start new conversations (9:25) and inspire confidence in your prospects (11:38), the importance of reputation in a highly regulated space (14:00), and knowing your audience (18:29).
Alice Chandrasekaran and Jennifer Aplin, co-founders of Digital Magenta Inc, join Sarah Hicks on this episode of the Predictable Revenue Podcast.
Digital Magenta Inc is a specialized consulting firm that helps companies harness data to grow revenue and drive operational efficiencies. Together, co-founders Alice Chandrasekaran and Jennifer Aplin have combined their years of experience in data intelligence, sales, marketing, and revenue operations to build the Growth Data™ platform and help companies use data to accelerate growth and productivity.
Highlights include: revenue growth’s missing link (1:15), what companies aren’t doing right now (4:50), what they should be doing (7:55), how to identify critical revenue drivers in your company (11:11), how Growth Data provides clarity (16:02), how to unlock the data (20:42), and the business impact of focusing on activities that generate the more revenue (29:00).
SHOW NOTES:
More on eliminating silos and optimizing revenue operations:
Rev Ops: The Missing Link That Will Increase Your Revenue by 26%
How to align marketing and sales to increase revenue with keynote speaker and expert business coach Jeff Davis
Why Revenue Operations is a Critical Piece to Your Growing Sales Org
Mac McKellar, National Sales Director at Nona Scientific, joins Sarah Hicks on the second episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast.
Mac is a national award-winning sales professional with over a decade of healthcare and laboratory experience in both sales and executive leadership. Highlights include: the regulations salespeople in this space have to worry about (1:57), how Mac and his team stay up to date (3:48), keeping every department up to date (5:24), the pertinence of unity between sales and marketing (6:30), using research to generate new opportunities and spark conversations (15:40), and instilling confidence in your prospects (20:35).
SHOW NOTES:
Selling into Ever-Changing, Highly Regulated Industries - Part 1: Technology & Cyber
More on becoming a valued partner: How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account
Kevin Gilman, Head of East Coast Sales at American Public Media, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Kevin has been with APM for four years. Previously he worked at CBS selling national and local radio, and digital products. Highlights include: organization before a cold call session (1:26), research and personalization (3:39), why Kevin thinks the phone is the best channel (10:49), the structure of a cold call (15:13), how the phone fits in with the other channels (23:15), navigating gatekeepers (29:55), objection handling (31:54), and voicemail strategy (37:10).
SHOW NOTES:
More on cold call strategy:
The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018
Cold Calling Archives
How to Nail The First 30 Seconds of The Cold Call: In Conversation With Rex Biberston
Derek May, an Account Executive with the Commercial Insurance Department of HUB International Insurance Brokers, joins Sarah Hicks for the first episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast.
Derek specializes in Technology and Cyber products and is responsible for providing insurance and risk management solutions to public and private companies. He was the first person in Western Canada to receive the Cyber COPE Insurance Certification designation, is a Canadian Accredited Insurance Broker, a Certified Risk Manager, and was named Elite Broker by Insurance Business Canada in 2016. Highlights include: how Derek stays up to date on all the regulations in his space (5:19), how he uses these pieces of information to engage his clients (10:16), how he positions himself as a valued partner rather than just another broker (11:39), how he builds trust (13:30), and why reputation is everything (15:27).
SHOW NOTES:
More on becoming a trusted advisor to your clients: How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account
And on building trust:
The Importance of Relevance and Trust in Outbound Sales
how to win your prospects’ trust
Billy Sheng, Head of Sales at Esper, joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Billy has a long history of working in sales, operations, and starting companies - he’s a Founder of Minyans. He still works closely with the University of Washington’s entrepreneur community - specifically the Birks center of entrepreneurship. He also did a stint at Apshi last year before it was acquired by Google. Highlights include: how Billy’s sales team subverts the ingrained saas structure (3:10), why he built his sales team in India (6:18), the outsourcing stigma (8:24), the financial gain (13:00), hiring abroad (17:55), what to watch for when building an intercontinental team (26:29), and how to manage it (33:15).
SHOW NOTES:
More on behavioural interviewing and finding the right person for the role, no matter where they’re based: How to Build a Top-Performing Inside Sales Team From Scratch
More on managing remote sales teams:
Running a Successful Remote Sales Team
Manage a large sales team virtually and build a kick-ass discovery process
Chad Sanderson, Managing Partner at ValueSelling Associates, joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Chad cuts through the outdated, theory-based “fluff” so often attributed to sales training, and gets down to the nitty-gritty with a raw, no-BS perspective to look at what is working, what’s not working, and where there may be opportunities to drive predictable revenue growth through sales optimization. Highlights include: how current popular sales methodologies are self-serving (2:50), what B2C nails that B2B doesn’t (4:08), how long you actually need to spend researching your ICP before you reach out (9:36), what a first touch look like (14:30), smoothing the SDR to AE handoff (18:18), incentivizing the right behaviours in your sales reps (23:07), and how to implement this framework in your organization (25:09).
SHOW NOTES:
More strategies for building a customer-focused buying journey: Rev Ops: The Missing Link That Will Increase Your Revenue by 26%
More on researching your ICP: How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account
Dave Kennett, CEO of Replayz, joins Collin Stewart on this episode of the Predictable Revenue Podcast.
Dave is a veteran sales leader if there ever was one. In the past 21 years, he has been Director and VP of Sales and Business Development at 8 companies, including Payfirma and Hootsuite. He is now CEO at Replayz, a company that offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps. Highlights include: things most reps get wrong early in the discovery call (15:04), how to resist the question about price when it comes up too soon (35:20), the discovery process top reps are using (45:52), how to change your mindset for demos (52:30), and crafting the perfect customer story soundbyte (1:01:02).
SHOW NOTES:
More on discovery:
Manage a large sales team virtually and build a kick-ass discovery process
Deal Mechanics: How to Work (And Close) 3x The Deals
Greg Callahan, a Partner at Bain & Company, joins Collin Stewart on this episode of the Predictable Revenue Podcast.
Greg is a member of Bain's Customer Strategy & Marketing practices, with a focus on B2B commercial excellence and growth strategy, and leads Bain's Account Planning and Sales Operations practices globally. Highlights include: why account planning is so important in the first place (1:30), how Greg does it differently (3:36), how to nail the fundamentals (15:40), how to prioritize accounts (35:32), the perfect account plan, broken down (40:08), and what leaders need to do to support their revenue org with account planning (1:00:47).
SHOW NOTES:
More on the land and expand model: Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki
How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account
Aaron Evans joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Aaron has 13 years of sales enablement, coaching, and hands-on training experience in multinational, corporate and start-up business environments around the globe. He’s a qualified coach and practitioner of Neuro-linguistic programming and Neuro-Semantics, and a passionate SaaS sales enablement leader. Highlights include: sales process vs sales enablement (2:38), mapping competencies necessary in sales roles (4:01), pinpointing incompetencies (6:50), scoring SDRs on those competencies (9:15), scoring AEs (13:08), coaching to improve these competencies (17:49), and the business impact of having a robust coaching program in place (22:40).
SHOW NOTES:
The scoring system for profiling your ideal customer: Hunting your Zebra: How to Profile Your Perfect Prospect
More on sales enablement: Why Marketers Suck at Sales Enablement…And How to Fix It
Turn your critical internal sales knowledge into an effective training program with Christi Wall
Jason Reichl, co-Founder of Go Nimbly, joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Go Nimbly is the first revenue operations consultancy with the goal of allowing high-growth companies to increase the revenue of each of their customers through eliminating operational silos. Jason dives into revenue operations (5:00), the impact of a good rev ops team on the org as a whole (6:48), the infrastructure this rev ops team should operate within (12:30), the importance of hiring operations generalists (15:26), how rev ops can increase your revenue growth by 26% (18:36), abandoning vanity metrics (24:29), a better comp structure for everyone within the revenue org, and how to build a rev ops team on a limited budget (27:25).
SHOW NOTE:
Our experience with being customer-focused: Learning to put our customers first, the hard way.
And on breaking down silos: How to align marketing and sales to increase revenue with keynote speaker and expert business coach Jeff Davis
Erik Huberman, Founder, and CEO of Hawke Media joins Sarah Hicks on the Predictable Revenue Podcast.
Hawke Media is the fastest growing marketing consultancy in the United States. The company has serviced over 2000 brands of all sizes, ranging from startups to household names. As a serial entrepreneur and marketing expert, Erik is a highly sought-after thought leader in the world of digital marketing, entrepreneurship, sales, and business. In this episode, he teaches us how to write a concise, value-packed value proposition that travels through word of mouth without you spending a cent. Highlights include: why the traditional marketing ecosystem sucks (2:50), how Hawke Media fixed it (4:55), how sales and marketing collaborate on and benefit from the value prop (7:10), how to create your pitch (8:39), how to test it out in the wild (12:41), how to make it concise (18:36), the impact of a great value prop on inbound (25:14), and the impact on outbound (27:53).
SHOW NOTES:
More on the value prop from Aaron Ross:
3 Things Every Enterprise Customer Wants To Know
How To Do Sales Outreach The Right Way with Aaron Ross
And from Guillaume Moubeche:
Building a Successful B2B Outbound Sales Strategy From Scratch
More on testing a value proposition:
Why Validate an Outbound Strategy?
Dirk Van Reenen is the founder of BERGflow, a company that specializes in Human Systems Development and Organizational Design in the workplace. He works with business owners and entrepreneurs that own service-based companies and get them ready for next-level growth.
Highlights include: the importance of finding the right people for each role (7:21), the importance of a team with diverse behaviors and capabilities (11:04), the ideal prospector (12:30), relationship builder (19:05), closer (21:13), and manager (24:45), how to draw out the behaviors you’re looking for in the hiring process (29:44), keeping the team motivated (39:35), and always being “pivot-ready” (45:22).
SHOW NOTE:
More on building sales teams:
Building a sales team: What you need to get right early on with Zach Barney
How to build a killer outbound sales team and avoid some common mistakes along the way with Aaron Ross
Building and evolving a successful sales team with Oliver Williamson
Steven Benson, Founder and CEO of Badger Maps, joins Sarah Hicks on the Predictable Revenue podcast to talk about what sales leaders should be doing to empower their reps and their business during a down economy.
Highlights include: The challenges sales leaders need to overcome in a bad economy that they probably aren’t thinking about already (5:55), protecting your margins (8:23), to discount or not to discount (11:14), necessary changes to sales leader behavior (12:34), changes to KPIs (15:56), coaching your reps (20:37), changing your messaging and the way you position your value (25:20), and how to leverage your existing customer relationships (41:59).
SHOW NOTES:
George McGehrin’s recession-proof business model:
How George McGehrin gets his clients to pay HIM to market to them
Bill Wooditch’s advice for fighting the fear during a recession: How fear of uncertainty is holding us back (and why it shouldn’t)
Aaron’s message: You’re going to be okay
Negotiating as if Your Life Depended on It: How to Apply FBI Tactics in Sales – Outside Sales Talk with Chris VossHow Nick Cegelski builds relationships with every decision-maker in a complex remote sale: Deal Mechanics: How to Work (And Close) 3x The Deals
Jeff Koser, Founder, and CEO of Zebrafi, joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Zebrafi is the Guided Selling Cloud for the Enterprise that helps sellers find great-fit prospects with the help of AI. Highlights include: the Zebra (1:24), what happens if you get this wrong and why so many companies do (3:25), the 7 attributes of a Zebra (5:54), a detailed example of a company defined by the Zebra attributes (8:45), opportunity scoring against the 7 attributes (15:22), how to forecast with 90% accuracy using a colour system (20:46), turning a selling cycle into a buying cycle (23:48), and what to do once you’ve found your Zebra (35:40).
Kim Brown, Director of Sales and Business Development at Quick Base, joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
After doing stints in sales, sales operations, sales development, demand generation, go-to-market strategy, marketing, team building, cold call training, and client prospecting, Kim has learned a thing or two about working cross-functionally within a large revenue org, and how to wrangle rogue sdrs. Highlights include: the difference between sales ecosystems in startups and large companies (3:33), what working cross-functionally looks like for a leader in the day-to-day (8:35), the ideal relationship between sales and marketing (11:01), where strategic focus should come from (15:24) and how sdr teams influence it (17:36), how to stage outbound experiments and ensure adoption of new strategies (21:36), and Kim’s top tip about always finding a way to win (43:06).
SHOW NOTES:
More on sales/marketing alignment: How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis
How to combine marketing and outbound skills to drive leads
Kim’s past episode: How Catavolt Evolves its Sales Development Process to Perfect Account Based Sales
Claire Chandler, President and Founder of Talent Boost, is this week’s guest on the Predictable Revenue podcast.
Having worked with many diverse startups and corporations over the last 25 years, she has experienced that most companies fall apart once they start to scale. As a solution to this, she created a revolutionary way to align your leaders and teams around a unifying vision that attracts, retains, and motivates the right talent to achieve your mission. Sarah Hickschats with Claire about why culture is so important (4:29), the key elements of a positive culture (7:02), finding your company’s mission, not its mission statement (9:09), how to retain the greatness of startup culture as you scale (14:31), replicating your culture in a remote environment (20:15), hiring the right salespeople to fit into your company culture (28:48), keeping up momentum as you grow (38:13), and how to be a startup founder that behaves like the leader of a big company (55:33).
SHOW NOTES:
More on taking things virtual:
Manage a large sales team virtually and build a kick-ass discovery process
How to Manage a Small Sales Team Virtually
And more on culture:
How to build a culture that attracts top performers with Justin Welsh
How to develop and hire people with a winning mindset
Troy Angrignon shares his account management wisdom on this episode of the Predictable Revenue podcast.
Troy has more than 25 years of experience as a sales leader and management consultant for companies selling into large accounts in multiple industries. Highlights include: what you need to know about someone before going for the meeting (4:19), capturing and sharing this knowledge (7:56), mapping a large account your company has sold into before (12:17), how to book a cold outbound meeting with a speaker during a virtual conference (17:09), nailing the first call you have with a decision-maker at a target account (20:28), how to prioritize a setlist of accounts (29:15), and the secret about CIOs (34:40).
SHOW NOTES:
Similar to Troy’s reverse-engineered and scaled approach, Michel Feaster also starts with a critical problem that is plaguing a particular persona to be the foundation for new software products she wants to build: The Framework For Creating a Product – And a Brand-New Category
More on selling into large accounts: Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki
This week’s guest on the Predictable Revenue podcast is Growth Stream’s Kieren O’Connor, interviewed by Sarah Hicks.
He was breaking company records as a Commercial Director at Nobly POS by 22, and at 25 he is the co-founder of a consultancy that has generated over £10m in sales for its clients and is challenging traditional consultancies everywhere. Keiren shares how he gained 35 years of experience in 10 (1:44), what sets him apart (8:25), how to improve your knowledge as a salesperson on a daily basis (11:14), how to learn from the people around you (13:26), why Growth Stream is different from other growth consultancies (16:21), why having skin in the game makes such a difference (18:05), the 4 pillar sales process rivaling traditional growth models (20:44), and easiest way increase your sales and conversion rates right now (42:47).
SHOW NOTES:
More on touchpoint process (sequence design): The Secret Formula to Building Sequences that Convert
And on executing a flawless follow-up process: Deal Mechanics: How to Work (And Close) 3x The Deals
And on providing value to your prospects in the follow-back process: How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott
In the last 20+ years, Billy has worked in 86 countries, learned to fluently speak 5 languages, and has called Europe his place of residence for the better part of 15 years. With this personal growth experience, he has developed professionally by leading teams of up to 16 people and managing multi-disciplined businesses of +€70M in the application software sector.And he is here to tell you why you should consider moving to a different country to sell.TIMESTAMPS:
(0:00) Intro
(2:18) Moving to a different country to sell
(8:29) What living/working abroad teaches you
(10:10) What’s harder than expected
(12:17) How to get out of your head
(14:47) Working abroad as a single person vs a family person
(17:42) What to do to immerse yourself in the new culture
(20:44) How to land a role that will let you go global
SHOW NOTES:
More on virtual or inside sales teams:
Why sales teams should WFH, permanently with Gabriel Moncayo
And being a top-performing salesperson:
Why SDRs should set their own targets with Mark Garrett Hayes
Michael Lagoni, co-founder and CEO of Stackline, chats to Sarah Hicks on this episode of the Predictable Revenue podcast. He shares some really interesting insight on how to make sure you’re building the right product or service.
Stackline is a retail technology company founded by a group of Amazon veterans that activates data, automates execution, and optimizes e-commerce marketing performance for thousands of the world’s largest companies. Before founding Stackline, Michael held data analytics roles at Amazon and The Boston Consulting Group where he helped consumer brands turn insights into commercial excellence. Highlights from Michael include:
(1:00) How Stackline was profitable from day one
(2:28) The decisions that led to such quick initial success
(3:32) Before you commit to building a new product
(8:37) How to make sure you’re building the right product
(11:20) Training your eye for external indicators and “tech-tonic” trends to predict the future
(14:51) Striking a balance between the trends and what your clients are asking for
EDITOR’S NOTE:
Another blog post on creating a product in an emerging industry: The Framework For Creating a Product – And a Brand-New Category
More on product: The key to getting your first 10 customers isn’t sales – it’s product
And product-market fit: 8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at FacebookRe-establishing growth: when to scale, and how fast?
Michel Feaster chats with Collin Stewart on this value-packed episode of the Predictable Revenue podcast. If you’ve ever thought about designing a brand new product to capture a brand new market - this one’s for you.
Michel is the Co-Founder and CEO of Usermind, responsible for company vision, strategic direction, planning and execution. Michel’s enterprise software career spans almost 20 years with roles in sales, products, strategic marketing and general management, and she has designed a framework for building new categories. She dives into what constitutes a category (1:38), the rule of disruptions (5:22), validating a category (6:50), moving from validation to product design (14:04), differentiating (19:17), timing (24:10), degrees of product-market fit (32:36), business impact and TAM (35:33), competitive analysis (40:49), continued iteration (50:06), and how to identify the best, fastest growing saas startups to join at any stage in your career (56:38).
SHOW NOTES:
More resources on product market fit:
The key to getting your first 10 customers isn’t sales – it’s product
Re-establishing growth: when to scale, and how fast?
8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at Facebook
How Predictable Revenue built its innovative Outbound Validation program with CPO Kenny MacKenzie
Nick Cegelski, Account Executive at SurePoint Technologies, joins Sarah Hicks on the Predictable Revenue podcast.
As a top-performing software sales executive, Nick not only executes on perfect discovery during meetings, but his strategies on what to do in the white space in between meetings allow him to carry more pipeline and close more deals. Nicks shares his thoughts on deal mechanics (1:38), using video to engage multiple stakeholders during follow up (2:54), leveraging collateral (5:35), picking up the phone at a stage when most salespeople don’t (7:20), giving the prospect and out (16:42), and setting next steps (17:09).
SHOW NOTES:
More resources for closers:
How to unlock the growth potential in your account executives with Lessonly’s Justin Clifford
Manage a large sales team virtually and build a kick-ass discovery process
This Is What You Should Be Asking On Your Discovery Calls
7 Keys to Discovery Meetings That Close More Deals
INTRO
Joseph Trodden joins host Collin Stewart on the Predictable Revenue podcast.
Joseph is an experienced consultant providing structure and clarity for visionary entrepreneurs who want to focus on reaching their next level. He focuses specifically on what he calls “the Inflection Point” - the pivotal moment when a founder relinquishes control and takes the first step towards turning the business into an organization. Joseph shares why founders never get this right the first time (2:36), who to hire first and why (8:39), the pros and cons of the player/coach (22:13), who to bring on as the second key hire (28:59), and how entrepreneurs should psychologically prepare for letting go (30:07).
You remember Goldilocks and the Three Bears. A flaxen-haired and doe-eyed ingenue stumbles into the furry quadrupeds' family home and samples each of their porridge, chairs, and beds. In each instance, after some grumbling at the inadequacy of the first two she tries, she settles on one bowl, one seat, and one mattress as “just right”.
SHOW NOTES:
More blog posts for early stage founders/sales leaders:
The key to getting your first 10 customers isn’t sales – it’s product
Getting your first 100 customers with Salesflare Co-Founder Jeroen Corthout
How to build and evolve your first sales playbook with Bowery Capital’s Andrew Oddo
Kevin Urrutia, founder of Voy Media, joins Sarah Hicks on the Predictable Revenue podcast.
Voy Media’s sole focus is to be a catalyst for business growth, helping brands cross the threshold from 6-figures to 7-figures in revenue, from 7-figures to 8-figures in revenue through cutting edge marketing strategies. Kevin details why building a cool product isn’t enough (4:20), what a diverse top of funnel looks like (7:14), taking control of your company narrative (17:26), how to build a video webinar funnel (21: 33), creating engaging video content (27:07), why breaking even is good enough (34:40), and how to diversify your top of funnel with the content you already have (36:53).
SHOW NOTES:
Here are a few more blog posts on inbound strategy:
Tricks of the demand generation trade: How Nishank Khanna combines marketing and outbound skills to drive leads
Simple, Sane & Successful Inbound Marketing
Why Inbound and Outbound Work Together
Ari Levine joins Collin Stewart on the Predictable Revenue podcast.
Currently VP of Brand Partnerships at Tumblr with a background of selling everything from wholesale diamonds to SaaS, Ari Levine is an authority on social selling. Highlights include: how we’ve lost the human element of sales (1:03), what the heck social selling is (16:20), how social selling can improve your conversion rates (22:18), the ways social platforms are evolving (26:40), some actionable social selling tactics (30:20), what worked at VaynerMedia, reading the (virtual or real) room (40:01), and finding out where in the social media universe your buyers are (43:37).
SHOW NOTE
More on social selling:
How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks
How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott
Rand Fishkin’s ‘No BS’ Way to Grow Sales Through Social
Rene Zamora joins Sarah Hicks on this episode of the Predictable Revenue Podcast.
Rene was ahead of his time. He’s been leading and managing small business sales teams virtually since he founded Sales Manager Now in 2006. After leading 2500 remote sales meetings and managing 20-30 salespeople per month, he has perfected the art of Virtual Sales Management. Listen on as Rene shares: why remote sales management has always been a great model, even pre-COVID (4:20), what sales reps are afraid to lose and how sales managers can solve that (16:22), enabling salespeople to learn from their peers in a virtual environment (19:35), ideal team meetings and 1 on 1s (22:02), what sales managers can do with the time they free up managing this way (29:40), and how owners/founders of small companies can lead and grow sales in just 10-20 hours a month (34:04).
SHOW NOTES
More on sales teams working from home: Why sales teams should WFH, permanently with Gabriel Moncayo
How to get things done as a sales leader when your team is a little bigger than Rene’s might be: Manage a large sales team virtually with Armand Farrokh
How the way you communicate impacts everything: Communicating effectively in a virtual environment with Dr. Ethan Becker
George McGehrin of The McGehrin Group joins host Collin Stewart on the Predictable Revenue Podcast.
The McGehrin Group specializes in working with major corporations throughout the United States focusing on the successful permanent placement of high-level executives in a multitude of industries. They rely on their high level of experience, dedication, and innovation coupled with strong contacts in various sectors. George and Collin dive into the mistake turned business model that gets George’s clients to pay him to market to them (1:13), consistency theory (5:20), building a model that is recession-proof (11:30), how to market in a competitive environment (13:38), how outbound factors into the growth strategy (15:28), and how to do all this at your company (26:50).
Show Notes:
More on pricing models: ProfitWell’s Patrick Campbell on the nuances of pricing and why salespeople aren’t more involved
How outbound is impacted by pricing: Cost vs Yield in Outbound Sales Might Be the Most Important Concept You’re Missing
Aaron’s opinion on Freemium models: 10x
Bill Wooditch joins host Sarah Hicks to talk about fear on this episode of the Predictable Revenue podcast.
Bill’s roundabout path to sales leadership coupled with his extensive research of the human brain has taught him a thing or two about the motivations behind fear, and how to overcome it. Listen on to hear him dive into the essence of fear (2:01), whether or not we should be fearful of the uncertainty we’re experiencing right now (2:42), how salespeople can fight the fear of missing quota (10:54), how sales leaders can erase the fear in their teams (19:03), and the reason why, if you don’t do all this, your competition will replace you in no time (21:57).
SHOW NOTES:
From Aaron, on combating fear: learn from my 10-year painful lesson
More on psychology: Understanding buyer psychology and how it fits into the sales process with Outreach’s Max Altschuler
Selling Through Crisis: 4 Ways Your Cancelled Events Can Still Generate You B2B Leads and Sales
Lisa Earle McLeod, founder of McLeod & More and author of bestseller Selling with Noble Purpose, joins Collin Stewart on the Predictable Revenue podcast. Lisa Earle McLeod is the global expert in bringing purpose to life for sales-driven organizations. She shares why crisis is the death of transactional sales (0:46), the metaphorical mint for bad “commission breath” (4:26), how to sellers can find their own “noble purpose” (12:36), the impact that has on the business and seller (19:40), the customer impact story you need to be telling your prospects (27:00), and the one question sales managers need to ask in sales reviews that will improve both sales rep performance and reliability of pipeline (38:22).
SHOW NOTES:
More on pipeline reliability: How zendesk is able to forecast revenue within 1%
Another perspective on selling less and supporting the customer more: How to deliver empathy as a prospector and increase sales
How to structure outbound if your sales are highly transactional: Building an outbound program right the first time
Host Sarah Hicks chats to Joe Sullivan, an Industrial Marketing Consultant of over a decade, on this episode of the Predictable Revenue podcast.
As a long time marketing consultant, and business development lead at Gorilla 76, Joe is an expert on sales and marketing strategy for b2b companies whose prospects have a complex buying process. Joe walks us through how prospecting has changed in the absence of trade shows and travel (1:55), what companies can turn to to fill the gap in lead flow (3:55), how your marketing style needs to shift (6:28), and how to capitalize on the people and tools you already have (10:20). The episode concludes with an in-depth Gorilla 76 content strategy workshop (16:01).
SHOW NOTE:
Want to know more about marketing strategy? Check out the slides from Aaron Ross’ talk Simple, Sane & Successful Inbound Marketing here.
Another out of the box methods to add to your marketing strategy: Quizzes
More from Aaron Ross on knowing your buying stages and How to Create Compelling Content
Collin Stewart’s guest on this episode of the Predictable Revenue podcast is Michael Tuso, Director of Revenue Performance at Chili Piper. As a coach, guide, mentor, Top 25 Sales Leader, and Sales Development Leader of the Year, Michael has landed on foolproof strategies for everything outbound. More specifically, he’s designed a 5 touch cadence that generates 80% of their opportunities - in only the first 2 touches.
Listen on to learn how, in the middle of Covid-19, Michael’s team had their best month ever (1:03), Michael’s philosophy on cadences (3:25), writing the first email (6:51), how to find the right messaging for your company (10:33), the human element of outreach (14:33), the framework for handling objections over email (17:24), and why and how he pulls data out of his cadence tool (49:38).
Show Notes
Looking for what type of content to use when personalizing your first email? How to build a personalization at scale playbook
We agree with Michael - it’s a fine balance between completely personalized outreach and letting the tools do the work for you. Read about The Art of the Semi-Personalized Email Campaign
More on the importance of being personal: How Workfront’s prospectors heavily tailor their initial email outreach
Inside sales expert Mark Garrett Hayes sheds light on why SDRs should set their own targets in this episode of the Predictable Revenue podcast hosted by Sarah Hicks. Mark has over a decade of inside sales leadership experience under his belt, is the host of the Inside Sales podcast, and is Managing Director of InsideSalesCoach.com - a specialist firm providing remote sales coaching to Inside Sales teams internationally.
Mark shares why goal setting should be “quantumative” (3:14), how an SDR can find their “why” (6:09), why this model of goal setting is better for managers and leaders (22:50), and how it actually impacts performance (27:26). Mark will also guide us through what this model looks like in practice (19:11), and the first 3 steps you need to take to implement it at your organization (30:07).
SHOW NOTES:
More on setting up SDR teams for success:
Are you setting up your SDRs for failure?
Build an outbound program right the first time
Keys to effective onboarding and training for SDRs
Sales veteran, Gabriel Moncayo, walks host, Collin Stewart, through everything you need to know about setting a remote sales team up for success in this episode of the Predictable Revenue podcast.
Gabriel, a 15 year sales veteran and co-Founder/CEO of AlwaysHired Sales Bootcamp, outlines the whys and hows of remote work. Highlights include: why you shouldn’t confuse your current, covid-forced WFH situation with true remote work (3:25), why you shouldn’t be skeptical about the benefits of remote work (5:17), how remote work can help you get promoted (6:59), how it creates opportunity for more income as a sales rep (9:04), and Gabriel’s 3 key takeaways for getting remote work right as an organization (14:32).
Sales practitioner turned leader, Armand Farrokh, shares his insights with host Sarah Hicks on this episode of the Predictable Revenue Podcast. In just 18 months at Carta, Armand went from top performing Account Executive to Director of Sales overseeing 30 SDRs and SMB AEs.
Throughout the episode, Armand expands on exactly how to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training (3:51), keeping the sea of faces on your team zoom calls engaged (7:19), how reps can learn from one another when they’re not in the same room (9:33), and how to balance it all with your other obligations as a sales leader (11:11). And after all that - as an extra serving of actionable tactics for the closers out there - Armand walks us through his tried and true discovery process (18:20).
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Zach Barney, Founder of Zach Barney Enterprises, a growing sales consultancy working with product-driven founders from a host of different verticals.
Zach is a vertan sales leader – he’s led sales teams from numerous different startups, contributed to Sales Hacker, and now leads his own burgeoning consultancy.
Throughout the pod, Collin and Zach discuss the early decisions CEOs and sales leaders need to make to get growth right. Highlights include: the benefits of thinking about sales growth early (2:11), the first thing you need to get nailed (6:37), buyer personas (11:25), tracking what’s resonating (15:48), the almighty CRM system (17:04), marketing automation (26:05), and the getting the right data (38:04).
On this edition of The Predictable Revenue Podcast, host Sarah Hicks welcomes Dr. Ethan Becker, executive speech coach, trainer, and renowned author.
Dr. Becker has helped clients of all sizes improve their communication: Harvard University, Apple, and the New York Giants...to name just three. He’s also an Executive Education professor at Harvard. #NotTooShabby.
Throughout the pod, Sarah and Dr. Becker take a deep dive into the ever-important topic of communication in virtual environments. Now that we’ve entered a collective remote work life, this is a timely podcast, to be sure.
Highlights include: how has communication changed in virtual environments? (1:55), making good first impressions in virtual sales calls (3:21), building meaningful, continued relationships with a client over video (7:15), balancing screen fatigue (11:32), in what ways has persuasion been crippled in the COVID environment? (19:51), reading objections without external cues (25:55), creating an authentic sales methodology (30:22).
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Maximoff, Co-Founder of Folderly.
Michael is an entrepreneur, as well as a sales and marketing consultant, with expertise in email deliverability.
Throughout the pod, Collin and Michael discuss the always-critical topic of email deliverability. For those of you that rely on emails as, at least one part of your outreach strategy, you don’t want to miss this discussion.
Highlights include: deliverability basics (2:54), the importance of email ‘warming-up’ (11:31), email providers (16:35), email content (21:26), what happens when you send an email? (28:41), common mistakes (35:04), and cold call Collin (38:51).
Shownotes:
Folderly.io
https://www.linkedin.com/in/michael-maximoff/
What is email deliverability? https://bit.ly/3h1rj8X
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Irina Soriano, Head of Enablement at Seismic.
Irina is a veteran sales and enablement leader: she’s been a quote-carrying rep, sales manager, and led sales operations teams at large organizations. She’s juggled the tactical and procedural, and knows how to make a sales org run.
Throughout the pod, Collin and Irina discuss the ins and outs of building a sales enablement team – from building an enablement org from scratch, to refining processes, to expanding enablement when the time is right. Highlights include: defining enablement (1:01), where to start with enablement (4:36), where does enablement typically sit? (8:29), the charter (10:05), the all-important return on investment (16:36), prioritizing tasks (21:27), getting funding and resources (27:24), and cold call Collin (29:54).
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Justin Welsh, founder of the sales consultancy The Official Justin.
Justin has done just about everything there is to do in sales: account executive, director, CRO, writer, podcaster...the list goes on. To be sure, Justin knows a thing or two about sales.
Throughout the pod, Collin and Justin discuss how to build a sales culture that attracts, and retains, top performers. Spoiler alert: it takes more than beer and ping pong.
Highlights include: building culture (1:05), the foundation for a great sales culture (4:46), the importance of setting expectations (10:05), fostering learning and development (13:14), building the right career path (17:01), getting comp right (19:54), recognition outside of the comp plan (24:06), surprise and delight...generously (27:33), collecting feedback (32:22), impact of getting it right (40:35).
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Renee Safrata, CEO of Vivo Team.
Renee is a renowned keynote speaker, leadership expert, and entrepreneur with decades of experience leading high-performing teams.
Throughout the pod, Collin and Renee discuss how to empower teams – both individual contributors and managers – to navigate a remote work environment. Highlights include: Why should we be thinking of managing up? (7:04), managing up effectively (12:03), what doesn’t work in a remote landscape (16:34), the importance of not getting lazy (18:40), staying cohesive as a team (25:15), emotional intelligence (35:02), results and accountability in a remote-first world (41:03), the importance of feedback (49:35), and cold call Collin (56:45).
Shownotes:
https://vivoteam.com/connect-2020-team/
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kris Hartvigsen, CEO and Founder of Dooly.
Kris is a veteran sales professional and company leader: before founding Dooly 5 years ago, he provided strategic leadership and consulting to a host of top-tier tech firms, as well as held numerous leadership positions at Vision Critical.
Throughout the pod, Collin and Kris discuss an important evolution in sales – how to execute a product-led sales framework. Highlights include: What is product-led sales? (6:23), how Dooly became a product-led organization (8:23), Dooly as a lead magnet (12:16), evolving traditional sales (14:22), the product-led opportunity for the salesperson (16:36), the role of customer success in product-led sales (21:50), the critical connection between sales and customer success (25:58), how business has changed due to Covid-19 (33:40), and cold call Collin (39:27).
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Spurvey, entrepreneur, author, speaker, and founder of Chris Spurvey Sales Growth Consulting.
Chris has been leading sales, in one for or another, his entire career: from a burgeoning design startup in college, to a sizable IT consulting firm, and, finally, at KPMG.
Throughout the pod, Collin and Chris discuss how to build and evolve critical sales skills for those who never thought they’d be salespeople. Highlights include: Chris’ journey (5:55), the importance of a positive mindset in sales (13:55), re-framing sales (18:38), The Ladder (26:33), how to ask for referrals (34:23), and cold call Collin (47:38).
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean O’Shaughnessey, Chief Revenue Officer and VP of Sales at Agile Stacks.
Sean is an accomplished veteran sales leader – more than three decades worth of experience – and published author of Eliminate Your Competition: A Trapper’s Guide to Increasing Your Commission.
Throughout the pod, Collin and Sean discuss how to update the traditional hunter-farmer sales model to better reflect the responsibilities of today’s sales professional. Highlights include: the problem with the hunter-farmer sales model (3:18), specializing sales roles (20:11), what does a good trapper do? (22:32), the makings of a great salesperson does (35:15), Sean’s unique celebrations after closing a big deal (42:55), and cold call Collin (48:46).
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jamie
Scarborough, Co-Founder of The Sales Tales Agency
Jamie has been on the forefront of sales recruitment for more than a decade: in addition to founding The Sales Talent Agency, he also co-founded The Great Canadian Sales Competition, the biggest national student competition in Canada.
Throughout the pod, Collin and Jamie discuss how a recruiter analyzes candidates, conducts its own sales process, and hires adaptable recruiters.
Highlights include: hiring across the sales spectrum (5:43), making the wrong hire (9:17), The Sales Talent Agency’s hiring strategy (13:53), the agency’s internal hiring process (27:49), the assignment (31:19), positive and negative signals from the assignment (40:14), and the evolution of sales recruitment (45:04).
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Christi Wall, Director or Revenue Enablement at Chainalysis.
Christi is a veteran sales enablement and training leader – having led growing companies across the tech spectrum, as well as her own consultancy practice. Chrsti knows how to scale a sales org.
Throughout the pod, Collin and Christi discuss how to leverage your sales team’s amazing internal knowledge to build an effective sales enablement and training program. Highlights include: Christi’s journey and skills (6:25), the impact of documenting processes and information (8:35), how enablement can make salespeople as successful as possible (12:19), effective interview tactics (36:21), and how to build a podcast machine (34:52).
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jason Bay, Co-Founder and Chief Revenue Officer of Blissful Prospecting.
Jason is an outbound sales and messaging expert – with a keen focus on how to infuse empathy and genuine care in your messaging.
Throughout the pod, Collin and Jason discuss how outbound fits (and can work!) in the current social and professional climate. Highlights include: Jason’s story (11:59), what does outbound look like today? (13:46), identify, engage, and convert (23:13), The REPLY method (37:55), using the right channels (52:04), and cold call Collin (56:51).
Shownotes:
blissfulprospecting.com/collin
https://salesloft.com/resources/blog/research-200-million-sales-interactions-cracks-code-cadences/
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Amy Volas, Founder & CEO of Avenue Talent Partners.
Amy is a sales professional veteran turned entrepreneur. Founder & CEO of Avenue Talent Partners she helps startups hire the right sales leaders while “taking the cringe out of the process.” She cares deeply about improving the hiring process and has made it her life's work to fix the broken “bits and pieces” to avoid the painful effects of hiring the wrong person.
Throughout the pod, Collin and Amy discuss the context of why you should hire someone? From the jump, Amy talks about how easy it is finding a potential hire’s digital footprint [4:37] but warns what you don’t do and what you can do in this open source medium. Amy’s advice is to look at the sum of the parts, the whole story before making a decision. [6:39] How do you get it right [13:04] do your homework; asking the right questions; why, how and what am I hiring for; [15:13] hire for your stage; [23:14] the founder’s role and early stage; [31:30] the importance of sales leaders; open communication and taking your hiring strategies to the next level [34:42].
First episode of The Predictable Revenue Podcast: The Team. (Special Edition). Joining us Sarah Jane Hicks, Senior SDR, and Sebastian Arciniega, Inbound SDR at Predictable Revenue.
Founded by Aaron Ross, of the award-winning, bestselling book Predictable Revenue, we teach companies how to double or triple (or more) new sales. Our framework was conceived at one of the most successful startup companies – Salesforce.com. In a few short years, use of our “Cold Calling 2.0″ framework helped increase Salesforce.com’s recurring revenues by $100 million, and continues to help double their enterprise growth today.
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jennifer Peek, Founder and CEO of Peek Advisory Group.
Jennifer is a veteran business leader, consultant, and finance professional, specializing in financial M&A advisory, due diligence, business valuation, and concierge CFO services.
Throughout the pod, Collin and Jennifer discuss how to grow a company without growing a massive sales team (hint: it can be done!). Highlights include: Jennifer’s sales process (2:13), finding partners (6:49), the importance of nurturing leads (12:05), earning the sale (18:46), does building a relationship improve the speed of the sale? (21:47), keeping relationships alive (24:58), doing great work (27:30), and cold call Collin (34:39).
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Lavinia Hicks, Head of Service Design at Predictable Revenue.
Lavinia is veteran Consultant, Account Manager, and Project Manager, and leads our experimental Outbound Labs practice.
Throughout the pod, Collin and Lavinia discuss the evolution of Outbound Labs, as well as give a few pointers on how to implement a similar program in their organizations. Highlights include: What is Outbound Labs? (1:57), experimental methodology (12:18), the team (21:18), helpful resources (26:44), and cycle themes (31:10).
Shownotes: OutboundLabs eBooks: https://bit.ly/2UjtBIc
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Tom Abbott, Founder of SOCO Sales Training.
Tom is a veteran sales trainer, working with a host of renowned, international clients. If you need to step your sales game up, Tom is your man.
Throughout the pod, Collin and Tom discuss how Tom sources and closes leads on every salesperson’s favorite social media site, LinkedIn. Highlights include: Tom’s journey (14:09), Why LinkedIn? And how do you get started? (16:54), Sharing great content (23:10), the importance of Sales Navigator (27:25), booking the meeting (47:58), the sales lightning round (1:04:01), and cold call with Collin (1:08:42).
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Oliver Williamson, Head of Sales at CircutHub.
Oliver is an experienced sales leader specializing across a broad range of sectors including financial services, technology, aviation, SaaS, engineering, logistics, e-commerce, retail, and restaurants. CircuitHub is a Printed Circuit Board (PCB) assembler revolutionizing scalable electronics manufacturing. As Head of Sales, his role is to lead the business' acquisition strategy.
Throughout the pod, Collin and Oliver discuss the use of software, robotics and automation to offer impeccable quality, affordable pricing and lightning speed. Highlights include: Oliver's journey to CircuitHub; how he became a leader in sales [3:44]; building a team and why their strategy worked [12:12] and how they reached their target audience [28:28].
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Joshua Desha, veteran sales leader, consultant, coach, mentor, and entrepreneur.
Joshua has done it all in sales: he grew his own insurance company for 10 years, lead large-scale sales teams, and has spoken extensively about his thoughts on sales best practices.
Throughout the pod, Collin and Joshua the perils – and downright negatives – of having a metrics-driven sales organization.
Highlights include: why are metrics the root of all evil? (2:23), promoting bad sales behaviour (6:06), how do we humanize running our sales teams? (24:51), what does a company that isn’t metrics driven look like? (31:05), how do you balance time crunches with giving salespeople the space to research and go deep? (37:21), the sales lightning round (48:07), and cold call Collin (58:20).
Collin Stewart and Jamie Buss, VP of North American Sales at Zendesk.
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes back Jamie Buss, VP of North American Sales at Zendesk.
Jaimie is a veteran sales leader. She has held high-profile leadership roles at Zendesk to CORAID to Meraki to Andreesen Horowitz.
Throughout the pod, Collin and Jamie discuss leadership: how to inspire leaders, transition reps into managers, and what mistakes to avoid.
Highlights include: Why cultivate sales talent in your organization? (2:36), The Rising Stars program (4:37), the six month journey (10:37), the coaching circles (17:57), what are the core skills Rising Stars develops? (23:43), how do you become a great manager? (37:23), the measuring stick (46:42), treating management as a discipline (54:45), and performance management (58:07).
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Somers, Director of Sales and Customer Enablement at GitLab.
David is a veteran sales enablement leader – before taking over sales and enablement at GitLab, he spent more than a decade leading enablement teams at Red Hat. Before that, he cut his teeth at Dell, growing from internet to a manager in just a few short years.
Throughout the pod, Collin and David discuss a critical, yet overlooked synergy: how to align training and enablement with individual professional development.
Highlights include: what does connecting training and enablement to professional development mean? (9:03), the impact of this specific alignment (14:32), what does levelling up look like in this environment? (17:31), how to connect training and professional development (25:50), GitLab’s sales learning framework (35:06), balancing the needs of the business with the needs of the individual (46:52), when is the right time to build a sales modelling framework? (1:00:27), and GitLab’s “command of the message” page (1:09:20).
Co-CEO Aaron Ross and Collin Cadmus recently joined forces to discuss a very interesting theory on a live webinar: Is the SDR model broken? Collin has years under his belt. After mastering retail management, he entered the world of software sales and quickly went from being a top salesperson to building and leading large sales organizations. Throughout the webinar, Aaron and Collin discuss what needs to happen industry-wide to get things back on track, and to change the industry in 2020 to bring the SMB Outbound SDR model back to life.
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Van Pelt, VP of Operations at SimpleBills.
Kyle has had a fascinating journey into tech leadership. Before joining SimpleBills, he was a human resources director, aircraft maintenance director, and mobility manager over the course of a 15 year career with the U.S. Air Force.
Throughout the pod, Collin and Kyle discuss training – in particular how to build a world class training program for your company. Highlights include: Kyle’s role at SimpleBills (13:33), why training should be aligned around a team’s core metrics (20:51), how to use training to build knowledge (28:01), are there training tactics that are best suited for certain situations (32:25), new employee training at SimpleBills (36:03), and SimpleBills’ training table of contents (41:18).
SHOW NOTES:
https://www.linkedin.com/in/kvanpelt/ https://www.youtube.com/watch?v=C-QholSVowY https://www.youtube.com/watch?v=GfOcigzj5pE https://images.app.goo.gl/MTv1z1rQ8phcfzKf9 https://cft.vanderbilt.edu/guides-sub-pages/blooms-taxonomy/
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Fabien Pataud, Sales and Profit Coach at Pataud Consulting – Million Dollar Converter.
Fabien is a tried-and-true salesperson and entrepreneur – before running his own company and consultancy he was a leader in the real estate and construction industries in Australia.
Throughout the pod, Collin and Fabien discuss how to turn those always popular coffee requests into pipeline.
Highlights include: Fabien’s journey and how he figured this out (5:38), what changed for Fabien? (9:35), why should someone consider this method? (14:54), how much revenue did this change produce? (19:00), the framework Fabien uses (25:13), sourcing leads (29:18), questions on the pre-call? (37:11), structure at the coffee meeting (39:43), closing the meeting (46:07), how do you keep this going? (51:05), the sales lightning round (53:59), a cold call Collin (1:03:42).
On this edition of The Predictable Revenue Podcast, Collin and Co-Host Sarah Hicks, welcome Belal Betrawy, Community Founder at Bravado. Throughout the pod, Sarah and Belal talk about some things that don’t make sense within sales that Belal is still seeing today, and how to solve them. Highlights include: best practice is just common practice, call and email metrics don’t outweigh pipeline and wins, grinding 24/7 will not get you closer to your numbers, the sales lighting round, and cold call with Sarah.
Shownotes:
Dr. Cialdani (6 Principles)- https://www.influenceatwork.com/principles-of-persuasion/
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Hicks, Senior Sales Development Representative at Predictable Revenue.
Sarah is a top saleswoman who relies on her creativity and knowledge to establish new norms that quickly become the new standard. She has hit 130% of her quota for the last couple of months and is absolutely crushing it.
Throughout the pod, Collin and Sarah discuss Becc Holland’s personalization at scale approach, and how Sarah reverse-engineered it to fit her own method. Highlights include: finding thought leaders on LinkedIn, using high engagement activity to get prospects, list building, personalization based on comments, the sales lighting round, and cold call with Collin.
SHOWNOTES:
Becc Holland - https://www.linkedin.com/in/becc-holland-8950943a/
How to Personalize at Scale with Becca Holland: https://youtu.be/po26RWh5MQ4
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle James, VP of Sales at Zentap.
Kyle is an up-and-coming sales leader – currently leading a fast growing team of AEs and SDRs – Kundalini yogi, and student of all things mindfulness.
Throughout the pod, Collin and Kyle discuss how to build and harness presence, a critical life skill, in order to help bring more joy and success to your sales career (and, of course, your life). Highlights include: Kyle’s current role (00:59), why staying present is important (2:10), teaching mindfulness to your colleagues (15:04), the “RPV framework” (19:49), developing a “mindful” mindset (23:44), the sales lightning round (39:53), and cold call Collin (43:46).
Show Notes:
The Power of Now - https://fourminutebooks.com/the-power-of-now-summary/ Stop Future Planning - https://fs.blog/naval-ravikant/