The Predictable Revenue Podcast

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. 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 [email protected].

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

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

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

Michael Tuso joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss what great SDR follow-up looks like. Michael is the Founder and CEO of Callypso, a revenue expansion and retention software for account managers. Highlights include: what's wrong with traditional cold emails and how to craft an email that stands out (5:45), the basics of a good follow-up process (8:22), why detailed notetaking is crucial to follow-up (15:14), why you shouldn't always attach an ask to your follow-up (19:15), the importance of qualification and different types of follow-up (34:38), tips for multi-threaded follow-up (35:45), how SDRs can take advantage of multichannel prospecting (45:37), an underrated tip for booking more calls (55:42), the importance of callbacks throughout the follow-up process (1:05:32), and how to take advantage of closed lost opportunities (1:06:40). 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).