The Predictable Revenue Podcast

This week, Aaron Ross and Collin Stewart chat with Ryan Donohue, SDR Manager at Venminder, a leading fintech company tackling the complex vendor management function faced by large-scale financial institutions. Ryan's an experienced – and prolific! – sales leader, having built six SDR teams over the past six years. Ryan's also a dedicated sales mentor and active community member as the GM of Denver's Enterprise Sales Meetup. Aaron, Collin and Ryan talk networking, the importance of being detail oriented and why having "too many" touchpoints isn't such a bad thing. Highlights include: reaching out to people whose work you admire (51 seconds), looking holistically at your entire sales function (3:21), Venminder's funnel (7:47), tailoring demos (17:53), building an SDR playbook (29:14), why organization is a critical trait for any succesful SDR (37:26).

In this instalment of the Predictable Revenue podcast, Aaron Ross and Collin Stewart dive deep into the emerging world of video sales development with Terrance Kwok. Terrance is the Sales Development Manager at Vidyard, a Toronto-area company working to revolutionize outbound prospecting via its video platform. In addition to his role as a sales team leader, Terrance is also a former startup founder, senior accountant and fellow Canadian. Aaron, Collin and Terrance examine the development of Vidyard's funnel, the ups and downs of selling video prospecting, humanizing the sales process and ditching email templates entirely. Highlights include: defining qualified meetings (13:15), Vidyard's evolution from an inbound to an outbound-focused shop (19:15), putting a "face" to the touchpoints (25:48), the challenges of using video (27:33), hyper-personalizing emails (32:40), prospecting Canadian companies (38:17) and staying close to the grind (43:10).

Spiff specialist Zach Barney joins hosts Aaron Ross and Collin Stewart on this edition of the Predictable Revenue podcast. Zach is the Director of Sales Development at Teem, a rapidly growing cloud-based solution for booking meetings and managing workspaces based in Salt Lake City. When not leading his team, Zach's helping raise his 4 kids, runs races and helping triathletes secure sponsorships. He also hosts his local Sales Hacker community. Zach's a busy guy. In this episode, Zach and Collin dissect the always entertaining world of spiffs – what works, what doesn't and how to keep it fresh. Highlights include: why cash spiffs don't work (11:43), coming up with new ideas (13:59), compensating SDRs properly (16:23), the importance of getting on the phone (23:28) and establishing buyer personas (27:04).

This week, Aaron Ross and Collin Stewart talk with Matt Amundson, VP of Sales Development and Field Marketing at Everstring, an innovative Bay Area company strengthening marketing and sales teams through an AI- and machine learning-focused platform. Matt's an award-winning sales leader, with previous management posts at high-profile organizations like TIBCO Software and Marketo. He's also a recovering inbound lead addict…and a self-proclaimed cupcake connoisseur. In this episode, Aaron, Collin and Matt chat about understanding the Millennial brain, cultivating creativity, the growing importance of social selling, breaking away from high-velocity prospecting and the renaissance of account-based sales. Highlights include: managing young reps and getting over "phone fear" (6:00), embracing social selling (15:27), inspiring thoughtful SDRs and focusing on account-based sales (17:45), drafting persona-based cadences (28:00), hiring the best candidates (43:25), building an SDR team from the ground up (48:13).