The Predictable Revenue Podcast

On this edition of the Predictable Revenue podcast, host Collin Stewart welcomes veteran sales leader, BDR consultant, c-suite executive and Startup Sales Professor Rex Bibertson. Rex has done it all in the world of sales development and lead generation, having held titles as varied as SDR, Alliance Manager, CRO and, most recently, company owner. Throughout this episode, Collin, and Rex do a deep dive on a critical piece of every sales development professional's job: executing the first 30 seconds of a cold call. Highlights include: how to avoid getting hung up (10:10), the pitfalls of doing too much pre-call research (12:06), a day in the life of a cold caller (14:35), the steps to nailing the first 30 seconds of a call (20:40), and how to close the cold call (47:13).

On this edition of the Predictable Revenue podcast, host Collin Stewart welcomes veteran sales leader, BDR consultant, c-suite executive and Startup Sales Professor Rex Bibertson. Rex has done it all in the world of sales development and lead generation, having held titles as varied as SDR, Alliance Manager, CRO and, most recently, company owner. Throughout this episode, Collin, and Rex do a deep dive on a critical piece of every sales development professional's job: executing the first 30 seconds of a cold call. Highlights include: how to avoid getting hung up (10:10), the pitfalls of doing too much pre-call research (12:06), a day in the life of a cold caller (14:35), the steps to nailing the first 30 seconds of a call (20:40), and how to close the cold call (47:13).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Pullman, SDR Manager ZUUS Dynamic Scheduling, a Denver-based company developing staff scheduling software for large-scale quick service restaurants. Michael has done everything at ZUUS – SDR, Account Executive, SDR Manager, as well as developed and led the company's trade show strategy. Oh, and he also helped create $2.75 million in net new pipeline from outbound prospecting along the way. Throughout the pod, Collin and Michael examine planning and tactics for the all-important trade show. From booth design to loud suits, ZUUS has left left no stone unturned when it comes to making trade show appearances worth it for the company. Highlights include: the foundation of trade show planning (4:41), ZUUS' attraction strategy (6:54), qualifying trade show leads (13:12), trade show results (18:52), the importance of a trade show pitch (28:42).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Pullman, SDR Manager ZUUS Dynamic Scheduling, a Denver-based company developing staff scheduling software for large-scale quick service restaurants. Michael has done everything at ZUUS – SDR, Account Executive, SDR Manager, as well as developed and led the company's trade show strategy. Oh, and he also helped create $2.75 million in net new pipeline from outbound prospecting along the way. Throughout the pod, Collin and Michael examine planning and tactics for the all-important trade show. From booth design to loud suits, ZUUS has left left no stone unturned when it comes to making trade show appearances worth it for the company. Highlights include: the foundation of trade show planning (4:41), ZUUS' attraction strategy (6:54), qualifying trade show leads (13:12), trade show results (18:52), the importance of a trade show pitch (28:42).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Steve Mayernick, Product Marketing Lead at Guru, a Philadelphia-based company re-inventing the way teams store and share internal knowledge / marketing assets. Steve is a veteran product marketer and sales enablement pro, having led fast rapidly growing sales and marketing teams, specifically in the data marketing and business intelligence fields. Throughout the pod, Collin and Steve take a step back from our regular in-the-trenches sales discussion to examine sales enablement – the process and function of arming salespeople with the tools they need to close. Highlights include: defining sales enablement (10:43), how to begin an effective sales enablement function (12:38), the various marketing assets sales enablement functions can produce (18:46), Steve's battle cards (25:20), and how to operationalize a sales enablement function (34:18).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Steve Mayernick, Product Marketing Lead at Guru, a Philadelphia-based company re-inventing the way teams store and share internal knowledge / marketing assets. Steve is a veteran product marketer and sales enablement pro, having led fast rapidly growing sales and marketing teams, specifically in the data marketing and business intelligence fields. Throughout the pod, Collin and Steve take a step back from our regular in-the-trenches sales discussion to examine sales enablement – the process and function of arming salespeople with the tools they need to close. Highlights include: defining sales enablement (10:43), how to begin an effective sales enablement function (12:38), the various marketing assets sales enablement functions can produce (18:46), Steve's battle cards (25:20), and how to operationalize a sales enablement function (34:18).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kim Brown, Sales Development and Marketing Manager at Catavolt, a enterprise mobile app development company. To call Kim an account-based sales specialist is an understatement. Kim has helped lead her company's sales development and marketing departments in routine process overhauls, all geared towards refining account based sales development. Throughout the pod, Collin and Kim examine (in detail!) Catavolt's continued account based evolution. Highlights include: Catavolt's company / sales development alignment (6:28), Catavolt's battle cards (25:28), what's next for Catavolt's sales process (45:03), and Catavolt's SDR to AE handoff email (47:17).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kim Brown, Sales Development and Marketing Manager at Catavolt, a enterprise mobile app development company. To call Kim an account-based sales specialist is an understatement. Kim has helped lead her company's sales development and marketing departments in routine process overhauls, all geared towards refining account based sales development. Throughout the pod, Collin and Kim examine (in detail!) Catavolt's continued account based evolution. Highlights include: Catavolt's company / sales development alignment (6:28), Catavolt's battle cards (25:28), what's next for Catavolt's sales process (45:03), and Catavolt's SDR to AE handoff email (47:17).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Evan Bartlett, Head of Inside Sales at New York City's Zocdoc. What isn't there to say about Evan? He's a veteran sales manager with international experience, mentor, coach and co-host of Building the Sales Machine, an event focused on bringing together sales managers from companies of all shapes and sizes. Evan truly is the consummate sales leader. Throughout the pod, Evan shares his in-depth knowledge of effective sales management practices and how those practices help scale sales orgs. Highlights include: Key components to scaling a sales department (9:21), good sales management practices (19:54), traits and skills for effective managers (28:23), Communication mistakes (34:49), and establishing a culture of accountability (54:03).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Evan Bartlett, Head of Inside Sales at New York City's Zocdoc. What isn't there to say about Evan? He's a veteran sales manager with international experience, mentor, coach and co-host of Building the Sales Machine, an event focused on bringing together sales managers from companies of all shapes and sizes. Evan truly is the consummate sales leader. Throughout the pod, Evan shares his in-depth knowledge of effective sales management practices and how those practices help scale sales orgs. Highlights include: Key components to scaling a sales department (9:21), good sales management practices (19:54), traits and skills for effective managers (28:23), Communication mistakes (34:49), and establishing a culture of accountability (54:03).

On this edition of The Predictable Revenue Podcast, host Collin Stewart is joined by Jake Biskar, Head of Sales Development at San Francisco's Rainforest QA, a fast-growing firm building a market leading crowd testing software for agile development teams. Jake is burgeoning sales leader in the Bay Area, having led large SDR teams in both the telecommunications and the software development worlds. Throughout the pod, Collin and Jake examine a favorite (and critical) sales development conundrum: how to humanize your prospecting, while still hitting you activity numbers. Highlights include: why relying on email is "irresponsible" (7:25), Rainforest's outbound success (25:15), Re-working leads (33:57), and tracking SDR activities and results (39:30)

On this edition of The Predictable Revenue Podcast, host Collin Stewart is joined by Jake Biskar, Head of Sales Development at San Francisco's Rainforest QA, a fast-growing firm building a market leading crowd testing software for agile development teams. Jake is burgeoning sales leader in the Bay Area, having led large SDR teams in both the telecommunications and the software development worlds. Throughout the pod, Collin and Jake examine a favorite (and critical) sales development conundrum: how to humanize your prospecting, while still hitting you activity numbers. Highlights include: why relying on email is "irresponsible" (7:25), Rainforest's outbound success (25:15), Re-working leads (33:57), and tracking SDR activities and results (39:30).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes back David Mordzynski, Enterprise Marketing Strategist at Demandbase and (more importantly!) the first return guest on The Predictable Revenue Podcast. David is making waves in the SDR world for his personalized method of prospecting based on info listed on prospects' LinkedIn profiles. Throughout this pod, however, Collin and David turn their gaze away from pure sales practices to focus on productivity. To maximize his work day, David has designed a series of simple systems to ensure he focuses on the important stuff, and ensure nothing falls through the cracks. Highlights include: Leveraging Trello and The Eisenhower Matrix (4:37), The 80/20 Rule (8:24), David's Systems (11:49), and How Cadences Fuel Productivity (23:49).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes back David Mordzynski, Enterprise Marketing Strategist at Demandbase and (more importantly!) the first return guest on The Predictable Revenue Podcast. David is making waves in the SDR world for his personalized method of prospecting based on info listed on prospects' LinkedIn profiles. Throughout this pod, however, Collin and David turn their gaze away from pure sales practices to focus on productivity. To maximize his work day, David has designed a series of simple systems to ensure he focuses on the important stuff, and ensure nothing falls through the cracks. Highlights include: Leveraging Trello and The Eisenhower Matrix (4:37), The 80/20 Rule (8:24), David's Systems (11:49), and How Cadences Fuel Productivity (23:49).

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Yousuf Khatib, Chief Business Officer at VanHack, a fast-growing staffing company placing senior tech talent in jobs around the world. Yousuf, a fellow Canadian now based in Bucharest, has held C-Suite roles in consulting, sales and marketing teams in Canada and abroad. Collin and Yousuf delve into a favourite topic amongst sales professionals – how to maximize ROI from attending conferences. Highlights include: How to choose a conference (2:55), getting attendee lists (6:03), pre-conference reachout (8:04), and some critical conference tips and tricks (24:40).

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Yousuf Khatib, Chief Business Officer at VanHack, a fast-growing staffing company placing senior tech talent in jobs around the world. Yousuf, a fellow Canadian now based in Bucharest, has held C-Suite roles in consulting, sales and marketing teams in Canada and abroad. Collin and Yousuf delve into a favourite topic amongst sales professionals – how to maximize ROI from attending conferences. Highlights include: How to choose a conference (2:55), getting attendee lists (6:03), pre-conference reachout (8:04), and some critical conference tips and tricks (24:40).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Anthony Zhang, Head of Sales Development at Atlanta-based hull. Anthony is a long-time business development professional and SDR leader – he was the first SDR at Pardot, the first hire at Salesloft (where he eventually went on to become the Director of Sales), and a veteran sales consultant and advisor. Anthony is a powerhouse. Throughout the pod, Collin, Aaron and Anthony take a detailed look at Anthony's tips and tricks on how to set up a successful sales development operation (also known as Anthony's SDR pre-flight checklist). Highlights include: mapping out sales development and process (1:33), the dangers of tracking too much (11:41), executing your plan (23:00), and analysis vs. iteration (26:00).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Anthony Zhang, Head of Sales Development at Atlanta-based hull. Anthony is a long-time business development professional and SDR leader – he was the first SDR at Pardot, the first hire at Salesloft (where he eventually went on to become the Director of Sales), and a veteran sales consultant and advisor. Anthony is a powerhouse. Throughout the pod, Collin, Aaron and Anthony take a detailed look at Anthony's tips and tricks on how to set up a successful sales development operation (also known as Anthony's SDR pre-flight checklist). Highlights include: mapping out sales development and process (1:33), the dangers of tracking too much (11:41), executing your plan (23:00), and analysis vs. iteration (26:00).

On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Phill Keene, the newly minted Director of Sales at Costello, a startup building an intelligent sales assistant, or "co-pilot" for sales reps. Phill is making waves for his work helping sales teams hit quota and drive revenue ­– he's been recognized as a "2017 Top 25 Most Influential Inside Sales Professional" by AA-ISP and a "Top 50 Sales Development Leaders You Should Know" by Engagio. Throughout the pod, Collin, Aaron and Phill revisit something near and dear to Aaron's heart: Predictable Revenue's Mapping Calls methodology. Phill has been using, and evolving mapping calls with his team, and wanted to share his thoughts on the topic. Highlights include: the importance of calling high (2:51), asking for permission (6:13), getting the internal referral (15:30), and calling low (24:32).

On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Phill Keene, the newly minted Director of Sales at Costello, a startup building an intelligent sales assistant, or "co-pilot" for sales reps. Phill is making waves for his work helping sales teams hit quota and drive revenue ­– he's been recognized as a "2017 Top 25 Most Influential Inside Sales Professional" by AA-ISP and a "Top 50 Sales Development Leaders You Should Know" by Engagio. Throughout the pod, Collin, Aaron and Phill revisit something near and dear to Aaron's heart: Predictable Revenue's Mapping Calls methodology. Phill has been using, and evolving mapping calls with his team, and wanted to share his thoughts on the topic. Highlights include: the importance of calling high (2:51), asking for permission (6:13), getting the internal referral (15:30), and calling low (24:32).

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Franco Caporale, Head of Enterprise Marketing at Branch, a fast-growing San Francisco-based company revolutionizing linking infrastructure on mobile apps. Franco is a veteran marketer and jack of all trades: he's led large-scale demand generation programs, marketing automation departments, as well as account-based marketing and sales development teams in the Bay Area for years. Collin and Franco traverse the overlapping worlds of sales and marketing throughout this wide-ranging pod – with a focus on how to align these intimately related, but often siloed departments. Highlights include: an extensive chat about Branch's growing Thought Leadership dinner series (15:35), conference attendance and sponsorship (27:05), and resurrecting direct mail reach-outs (32:25).

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Franco Caporale, Head of Enterprise Marketing at Branch, a fast-growing San Francisco-based company revolutionizing linking infrastructure on mobile apps. Franco is a veteran marketer and jack of all trades: he's led large-scale demand generation programs, marketing automation departments, as well as account-based marketing and sales development teams in the Bay Area for years. Collin and Franco traverse the overlapping worlds of sales and marketing throughout this wide-ranging pod – with a focus on how to align these intimately related, but often siloed departments. Highlights include: an extensive chat about Branch's growing Thought Leadership dinner series (15:35), conference attendance and sponsorship (27:05), and resurrecting direct mail reach-outs (32:25).

On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome San Francisco-based product expert, sales guy, mentor, investor and analyst Pete Kazanjy. Pete is a veteran entrepreneur and early stage go-to-market expert, with experience leading small and large sales teams, heading up product marketing teams and, of course, founding companies. Pete has done, and continues to do, it all. Throughout the pod, Collin, Aaron and Pete take a detailed look at the importance of product management, and its critical influence on early stage sales growth. Highlights include: the importance of of knowing your ideal customer profile and selling value (8:23), developing a sales narrative (12:46), doing customer research (18:44), and understanding the stages along the way to sales maturity (22:00).

On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome San Francisco-based product expert, sales guy, mentor, investor and analyst Pete Kazanjy. Pete is a veteran entrepreneur and early stage go-to-market expert, with experience leading small and large sales teams, heading up product marketing teams and, of course, founding companies. Pete has done, and continues to do, it all. Throughout the pod, Collin, Aaron and Pete take a detailed look at the importance of product management, and its critical influence on early stage sales growth. Highlights include: the importance of of knowing your ideal customer profile and selling value (8:23), developing a sales narrative (12:46), doing customer research (18:44), and understanding the stages along the way to sales maturity (22:00).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Darcie Da Silva, Manager of Sales and Business Development at eCompliance.com, a growing Toronto area software company improving on-the-job safety for some of the world's largest companies. Darcie is a veteran sales leader with a penchant for mentoring and challenging his reps – in interesting ways. Throughout the pod, Collin, Aaron and Darcie discuss eCompliance's Blitz Days: the company's monthly themed call days, where friendly teams of sales reps hit the phones all day to sign up prospects for their webinar series. Highlights include: themes of eCompliance's Blitz Days (2:41), mini-competitions and the penalty box (9:18), Blitz Days' impressive results (15:12), getting C-Suite buy-in for the events (26:00).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Darcie Da Silva, Manager of Sales and Business Development at eCompliance.com, a growing Toronto area software company improving on-the-job safety for some of the world's largest companies. Darcie is a veteran sales leader with a penchant for mentoring and challenging his reps – in interesting ways. Throughout the pod, Collin, Aaron and Darcie discuss eCompliance's Blitz Days: the company's monthly themed call days, where friendly teams of sales reps hit the phones all day to sign up prospects for their webinar series. Highlights include: themes of eCompliance's Blitz Days (2:41), mini-competitions and the penalty box (9:18), Blitz Days' impressive results (15:12), getting C-Suite buy-in for the events (26:00).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Ryan O'Hara, VP of Growth and Marketing at LeadIQ, a prospecting tool re-writing the sales teams' build their critical, yet tedious, contact lists. Ryan is a seasoned sales and marketing professional whose unique views on prospecting have been covered by Mashable, CNN Money and The Next Web. He's also a popular keynote speaker and experiences startup mentor. Needless to say, Ryan is making some noise. Throughout the pod, Collin, Aaron and Ryan dig deep into Ryan's (and his team's) creative prospecting style and how it results in a 30% (that's right, 30%) response rate. Highlights include: Ryan's thoughts on account-based marketing (4:36), the benefits of working a small number of accounts (7:38), LeadIQ's hiring process (19:14), and some of the 'crazy stuff' Ryan has done (33:27).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Ryan O'Hara, VP of Growth and Marketing at LeadIQ, a prospecting tool re-writing the sales teams' build their critical, yet tedious, contact lists. Ryan is a seasoned sales and marketing professional whose unique views on prospecting have been covered by Mashable, CNN Money and The Next Web. He's also a popular keynote speaker and experiences startup mentor. Needless to say, Ryan is making some noise. Throughout the pod, Collin, Aaron and Ryan dig deep into Ryan's (and his team's) creative prospecting style and how it results in a 30% (that's right, 30%) response rate. Highlights include: Ryan's thoughts on account-based marketing (4:36), the benefits of working a small number of accounts (7:38), LeadIQ's hiring process (19:14), and some of the 'crazy stuff' Ryan has done (33:27).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Andrew Gazdecki, CEO and Founder of San Diego's Bizness Apps, an award-winning company creating mobile solutions for small and medium-sized businesses. Andrew is lifelong entrepreneur, and a noted authority / speaker on the world of mobile apps. He has been featured in prominent publications such as The New York Times and the Wall Street Journal, as well as prominent industry blogs such as Mashable, TechCrunch and VentureBeat. Throughout the pod, Collin, Aaron and Andrew take another tour of the emerging world of video prospecting, albeit with a particular focus – GIFs. Bizness Apps has jumped head first into using GIFs in their email outreach, to some amazing results. Highlights include: Bizness Apps' pivot from video emails to using GIFs (2:05), bad emails vs. good emails (6:53), the power of a GIF (17:05), the Bizness Apps GIF process (19:35), and some outstanding metrics (31:06).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Andrew Gazdecki, CEO and Founder of San Diego's Bizness Apps, an award-winning company creating mobile solutions for small and medium-sized businesses. Andrew is lifelong entrepreneur, and a noted authority / speaker on the world of mobile apps. He has been featured in prominent publications such as The New York Times and the Wall Street Journal, as well as prominent industry blogs such as Mashable, TechCrunch and VentureBeat. Throughout the pod, Collin, Aaron and Andrew take another tour of the emerging world of video prospecting, albeit with a particular focus – GIFs. Bizness Apps has jumped head first into using GIFs in their email outreach, to some amazing results. Highlights include: Bizness Apps' pivot from video emails to using GIFs (2:05), bad emails vs. good emails (6:53), the power of a GIF (17:05), the Bizness Apps GIF process (19:35), and some outstanding metrics (31:06).

On this special edition of the Predictable Revenue podcast, host Collin Stewart invites GowthX co-founder Sean Sheppard into the Predictable Revenue office for a live, wide-ranging chat on sales fundamentals. Sheppard is a San Francisco-based veteran sales leader, investor, writer, mentor...and former professional golfer (the man has done it all). Currently, Sheppard is co-founder and lead instructor at GrowthX and GrowthX Academy, an early-stage venture capital fund and training ground for tech sales, marketing and design professionals. Throughout this episode, Collin and Sean discuss the importance of market development, being a human on sales calls and elevating the status of the sales professional. Highlights include: Sheppard's definition of market development vs. customer development (6:35), different buyer types (21:14), and Sheppard's investigative questioning framework (25:38).

On this special edition of the Predictable Revenue podcast, host Collin Stewart invites GowthX co-founder Sean Sheppard into the Predictable Revenue office for a live, wide-ranging chat on sales fundamentals. Sheppard is a San Francisco-based veteran sales leader, investor, writer, mentor...and former professional golfer (the man has done it all). Currently, Sheppard is co-founder and lead instructor at GrowthX and GrowthX Academy, an early-stage venture capital fund and training ground for tech sales, marketing and design professionals. Throughout this episode, Collin and Sean discuss the importance of market development, being a human on sales calls and elevating the status of the sales professional. Highlights include: Sheppard's definition of market development vs. customer development (6:35), different buyer types (21:14), and Sheppard's investigative questioning framework (25:38).

In this edition of the Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Phil Trapani, Director of Sales Development at PossibleNow. PossibleNow, and its subsidiary Compliance Point, are disrupting the marketing world with its suite of compliance and message-focused solutions for Fortune 1000 companies. Phil was the the first SDR at PossibleNow only four years ago – the same year his CEO gave him a copy of Predictable Revenue. After consistent month-over-month and year-over-year growth, Phil now leads a team of SDRs focused on lead generation for the company's enterprise sales teams. Throughout this episode, Collin, Aaron and Phil investigate two pillars of PossibleNow's sales culture: its 90-day training plan and its SDR-to-AE development structure. Highlights include: PossibleNow's detailed "ramp plan" (5:50), PossibleNow's quota structure (17:15), and its SDR-to-AE growth plan (21:15).

In this edition of the Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Phil Trapani, Director of Sales Development at PossibleNow. PossibleNow, and its subsidiary Compliance Point, are disrupting the marketing world with its suite of compliance and message-focused solutions for Fortune 1000 companies. Phil was the the first SDR at PossibleNow only four years ago – the same year his CEO gave him a copy of Predictable Revenue. After consistent month-over-month and year-over-year growth, Phil now leads a team of SDRs focused on lead generation for the company's enterprise sales teams. Throughout this episode, Collin, Aaron and Phil investigate two pillars of PossibleNow's sales culture: its 90-day training plan and its SDR-to-AE development structure. Highlights include: PossibleNow's detailed "ramp plan" (5:50), PossibleNow's quota structure (17:15), and its SDR-to-AE growth plan (21:15).

In this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome a very special guest: Mike Stankus, Senior Vice President of Special Projects at Boston's Acquia software. Mike, who leads Acquia's global BDR team, is a veteran technology sales executive with 30 years' experience growing large-scale sales and account management teams, as well as designing global go-to-market product strategies. Mike's done it all. In this episode, Collin, Aaron and Mike have a wide-ranging talk about how Mike's team became early adopters of the Predictable Revenue methodology, having real conversations with prospects and the importance of establishing a solid sales foundation for BDRs. Highlights include: Mike's belief in making phone calls for outbound sales teams (10:00), Acquia's KPIs and doubling BDR pipeline output in a year (13:00), the career arc for an Acquia BDR (18:40), the four pillars of Acquia's BDR program (24:26) and Mike's passion project "Linking Sales Leaders" (42:08).

In this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome a very special guest: Mike Stankus, Senior Vice President of Special Projects at Boston's Acquia software. Mike, who leads Acquia's global BDR team, is a veteran technology sales executive with 30 years' experience growing large-scale sales and account management teams, as well as designing global go-to-market product strategies. Mike's done it all. In this episode, Collin, Aaron and Mike have a wide-ranging talk about how Mike's team became early adopters of the Predictable Revenue methodology, having real conversations with prospects and the importance of establishing a solid sales foundation for BDRs. Highlights include: Mike's belief in making phone calls for outbound sales teams (10:00), Acquia's KPIs and doubling BDR pipeline output in a year (13:00), the career arc for an Acquia BDR (18:40), the four pillars of Acquia's BDR program (24:26) and Mike's passion project "Linking Sales Leaders" (42:08).

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo this week) welcomes Mike Brouwer, VP of Sales at FullContact, a rapidly growing contact management software firm in Denver, Colorado. Mike is a veteran sales leader - he's led sales teams for the past 20 years, with a keen focus on the discovery phase of the sales cycle. His current boss introduces him as the "Oracle," so I guess you can say he knows his stuff. Collin and Mike go deep on sales forecasting, the power of embarrassment, setting realistic expectations to the C-Suite and Mike's specific methodology ("the Brouwer Methodology"). Highlights include: presenting to the board (12:00), confronting failures (12:50), and Mike's detailed sales stages vs. sales forecast methodology (23:50).

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo this week) welcomes Mike Brouwer, VP of Sales at FullContact, a rapidly growing contact management software firm in Denver, Colorado. Mike is a veteran sales leader - he's led sales teams for the past 20 years, with a keen focus on the discovery phase of the sales cycle. His current boss introduces him as the "Oracle," so I guess you can say he knows his stuff. Collin and Mike go deep on sales forecasting, the power of embarrassment, setting realistic expectations to the C-Suite and Mike's specific methodology ("the Brouwer Methodology"). Highlights include: presenting to the board (12:00), confronting failures (12:50), and Mike's detailed sales stages vs. sales forecast methodology (23:50).

In this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome David Mordzynski, Enterprise Marketing Strategist at Demandbase, an account-based marketing platform helping companies better allocate their digital marketing spend. David is an up-and-coming sales professional in New York, quickly making a name for himself by developing a scalable-yet-personalized email prospecting method based on info gleaned from a prospect's LinkedIn profile. In this episode, Collin, Aaron and David talk about David's early experience selling in a "shark tank" environment, the best spots on LinkedIn to mine for personal details, and David's weekly prospecting schedule. Highlights include: quality vs. quantity of emails (5:00), David's LinkedIn prospecting method (8:16) and the days / times David sends his emails (24:49).

In this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome David Mordzynski, Enterprise Marketing Strategist at Demandbase, an account-based marketing platform helping companies better allocate their digital marketing spend. David is an up-and-coming sales professional in New York, quickly making a name for himself by developing a scalable-yet-personalized email prospecting method based on info gleaned from a prospect's LinkedIn profile. In this episode, Collin, Aaron and David talk about David's early experience selling in a "shark tank" environment, the best spots on LinkedIn to mine for personal details, and David's weekly prospecting schedule. Highlights include: quality vs. quantity of emails (5:00), David's LinkedIn prospecting method (8:16) and the days / times David sends his emails (24:49).

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Ryan Wong, Sales Manager at Base CRM – a growing sales and data platform based in Mountain View, California with some ambitious near-term sales goals. Ryan is an emerging sales leader in the Bay Area, having held leadership positions at previous companies before joining Base nearly two years ago. He was also once a ticket sales manager for the Portland Trail Blazers #ballislife. In this episode, Collin, Aaron and Ryan discuss using LinkedIn to find new talent and why Ryan loves posting about the people he hires. Highlights include: how to use LinkedIn filters to look for the right candidate (6:25), Ryan's template for potential hires (9:05), writing about Base's new members (17:57), and why you should treat your LinkedIn profile as a landing page (24:32).

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Ryan Wong, Sales Manager at Base CRM – a growing sales and data platform based in Mountain View, California with some ambitious near-term sales goals. Ryan is an emerging sales leader in the Bay Area, having held leadership positions at previous companies before joining Base nearly two years ago. He was also once a ticket sales manager for the Portland Trail Blazers #ballislife. In this episode, Collin, Aaron and Ryan discuss using LinkedIn to find new talent and why Ryan loves posting about the people he hires. Highlights include: how to use LinkedIn filters to look for the right candidate (6:25), Ryan's template for potential hires (9:05), writing about Base's new members (17:57), and why you should treat your LinkedIn profile as a landing page (24:32).

In this edition of The Predictable Revenue podcast, hosts Aaron Ross and Collin Stewart welcome Jon Parisi, Senior Director of Enterprise Sales at GuideSpark, a San Francisco rewriting the rules on employee communication (think HR content delivered with engaging videos). Jon's been an integral member of the GuideSpark sales team – in four short years with the company he's built a sales team spanning four offices, hired two directors, two sales managers and more than 50 reps. Oh, and the company has grown from 40 customers to nearly 1,000 in that time. Throughout the episode, Aaron, Collin and Jon talk quotas, adapting to seasonal business fluctuations, using SDRs on GuideSpark's account management team, and why using your time wisely is critical for all sales reps. Highlights include: GuideSpark's tactics / plans to hit new business quotas (25:53), the follow up / qualification process (34:58), overcoming "happy ears" and gauging call substance (41:18), and GuideSpark's 3x3 model (50:08). Guidespark's RDR Handbook: https://docs.google.com/document/d/1gE6psI-PwzChTYy72Hyop-vK8bezoEe5W8G8RICERmI

In this edition of The Predictable Revenue podcast, hosts Aaron Ross and Collin Stewart welcome Jon Parisi, Senior Director of Enterprise Sales at GuideSpark, a San Francisco rewriting the rules on employee communication (think HR content delivered with engaging videos). Jon's been an integral member of the GuideSpark sales team – in four short years with the company he's built a sales team spanning four offices, hired two directors, two sales managers and more than 50 reps. Oh, and the company has grown from 40 customers to nearly 1,000 in that time. Throughout the episode, Aaron, Collin and Jon talk quotas, adapting to seasonal business fluctuations, using SDRs on GuideSpark's account management team, and why using your time wisely is critical for all sales reps. Highlights include: GuideSpark's tactics / plans to hit new business quotas (25:53), the follow up / qualification process (34:58), overcoming "happy ears" and gauging call substance (41:18), and GuideSpark's 3x3 model (50:08). Guidespark's RDR Handbook: https://docs.google.com/document/d/1gE6psI-PwzChTYy72Hyop-vK8bezoEe5W8G8RICERmI

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross chat with Kyle Richless, Chief Conversation Starter (aka Head of Inside Sales, East Coast U.S.), at Axiom Law. Axiom Law is a large-scale New York-based firm providing tech-enabled legal, contracts and compliance solutions for enterprise clients. Kyle is a reformed lawyer who had his love of sales unlocked while working for a startup during law school. Kyle was the first BDR in Axiom's flagship New York office. A few short years later, he now leads a 15-person (and growing!) sales team that supports all of Axiom's east coast markets. Throughout this episode, Collin, Aaron and Kyle delve into the intricacies of recruitment and how to handle underperforming reps. Highlights include: Axiom's niche and SDR quota structure (12:35), why talent is so critical and how to attract the right candidates (19:30) and keeping reps engaged (44:06).

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross chat with Kyle Richless, Chief Conversation Starter (aka Head of Inside Sales, East Coast U.S.), at Axiom Law. Axiom Law is a large-scale New York-based firm providing tech-enabled legal, contracts and compliance solutions for enterprise clients. Kyle is a reformed lawyer who had his love of sales unlocked while working for a startup during law school. Kyle was the first BDR in Axiom's flagship New York office. A few short years later, he now leads a 15-person (and growing!) sales team that supports all of Axiom's east coast markets. Throughout this episode, Collin, Aaron and Kyle delve into the intricacies of recruitment and how to handle underperforming reps. Highlights include: Axiom's niche and SDR quota structure (12:35), why talent is so critical and how to attract the right candidates (19:30) and keeping reps engaged (44:06).

Kevin Dorsey, SnackNation's VP of Sales, joins host Collin Stewart for this edition of Predictable Revenue podcast. SnackNation, based in the Los Angeles area, is a healthy snack delivery company used by some of the world's most well known companies – Oracle, Microsoft and Mazda, to name just a few. Kevin is true jack of all trades: charismatic sales leader, productivity coach and public speaker. In this episode, Kevin and Collin have an in-depth discussion on the need to elevate the critical role of the SDR – a wide-ranging theme Kevin also details in his thought-provoking posts, "The Sales Industry is Backwards 1 & 11." Highlights include: SnackNation's weekly, company-wide 'sensei' sessions and growing revenue 11x in ONE YEAR (6:39), Kevin's journey from kinesiology student to sales leader (11:01), the need for sales training in schools (13:07), SnackNation SDR training (18:30), and why Kevin feels expectations of an SDR are unfair (29:45).

Kevin Dorsey, SnackNation's VP of Sales, joins host Collin Stewart for this edition of Predictable Revenue podcast. SnackNation, based in the Los Angeles area, is a healthy snack delivery company used by some of the world's most well known companies – Oracle, Microsoft and Mazda, to name just a few. Kevin is true jack of all trades: charismatic sales leader, productivity coach and public speaker. In this episode, Kevin and Collin have an in-depth discussion on the need to elevate the critical role of the SDR – a wide-ranging theme Kevin also details in his thought-provoking posts, "The Sales Industry is Backwards 1 & 11." Highlights include: SnackNation's weekly, company-wide 'sensei' sessions and growing revenue 11x in ONE YEAR (6:39), Kevin's journey from kinesiology student to sales leader (11:01), the need for sales training in schools (13:07), SnackNation SDR training (18:30), and why Kevin feels expectations of an SDR are unfair (29:45).

In this edition of the Predictable Revenue podcast, host Collin Stewart (flying solo) welcomes Kent Venook, Senior Director of Sales Development at Talkdesk, a rapidly-growing call centre software company based in San Francisco. Kent is a Bay Area sales veteran with significant team-building experience. Prior to leading business development at Talkdesk, Kent helped scale the SDR sales team at Apttus from 4 to 100 members. In this episode, Collin and Kent do a deep dive into the ever-important world of Salesforce (a company Aaron may have heard of :) ). Collin and Kent chat about how Salesforce consistency is critical to both scaling a sales team as well as diagnosing and fixing issues in the sales funnel. Highlights include: designing and teaching SDRs how to manage the key planks of Salesforce (14:00), the balancing act and benefits of implementing sales processes (26:52), how Talkdesk tiers its accounts (33:03), and Talkdesk's lofty quotas (41:10).

In this edition of the Predictable Revenue podcast, hosts Aaron Ross and Collin Stewart welcome Kyle Norton, Sales Coach at League, a growing Toronto-based company redefining the traditional realm of employee healthcare insurance. In addition to being an all-around sales enthusiast (with years of management experience and plenty of tips and trick to share), Kyle is an avid mixed martial artist and the second Canadian we've had on the show this week. Throughout this episode, Aaron, Collin and Kyle delve into the intricate world of cadence building, communicating with prospects and establishing a productive sales culture. Highlights include: the importance of constant learning when building and refining outbound sales teams (1:38), League's detailed outbound cadences and how the team build its funnel (8:02), defining (and working) different targets (18:14), establishing vertical segmentation amid League's rapid growth (25:31), the nuances of prospecting to Canada vs. the US (28:08), and some of the mistakes Kyle's made along the way (30:30).