The Predictable Revenue Podcast

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 _________________ 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+ ________________ 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 ______ 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 ______________________ 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 __________ 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 ________________________ 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