The Predictable Revenue Podcast

This week's guest on the Predictable Revenue podcast is Growth Stream's Kieren O'Connor, interviewed by Sarah Hicks. He was breaking company records as a Commercial Director at Nobly POS by 22, and at 25 he is the co-founder of a consultancy that has generated over £10m in sales for its clients and is challenging traditional consultancies everywhere. Keiren shares how he gained 35 years of experience in 10 (1:44), what sets him apart (8:25), how to improve your knowledge as a salesperson on a daily basis (11:14), how to learn from the people around you (13:26), why Growth Stream is different from other growth consultancies (16:21), why having skin in the game makes such a difference (18:05), the 4 pillar sales process rivaling traditional growth models (20:44), and easiest way increase your sales and conversion rates right now (42:47). SHOW NOTES: More on touchpoint process (sequence design): The Secret Formula to Building Sequences that Convert And on executing a flawless follow-up process: Deal Mechanics: How to Work (And Close) 3x The Deals And on providing value to your prospects in the follow-back process: How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott

In the last 20+ years, Billy has worked in 86 countries, learned to fluently speak 5 languages, and has called Europe his place of residence for the better part of 15 years. With this personal growth experience, he has developed professionally by leading teams of up to 16 people and managing multi-disciplined businesses of +€70M in the application software sector.And he is here to tell you why you should consider moving to a different country to sell.TIMESTAMPS: (0:00) Intro (2:18) Moving to a different country to sell (8:29) What living/working abroad teaches you (10:10) What's harder than expected (12:17) How to get out of your head (14:47) Working abroad as a single person vs a family person (17:42) What to do to immerse yourself in the new culture (20:44) How to land a role that will let you go global SHOW NOTES: More on virtual or inside sales teams: Why sales teams should WFH, permanently with Gabriel Moncayo And being a top-performing salesperson: Why SDRs should set their own targets with Mark Garrett Hayes

Michael Lagoni, co-founder and CEO of Stackline, chats to Sarah Hicks on this episode of the Predictable Revenue podcast. He shares some really interesting insight on how to make sure you're building the right product or service. Stackline is a retail technology company founded by a group of Amazon veterans that activates data, automates execution, and optimizes e-commerce marketing performance for thousands of the world's largest companies. Before founding Stackline, Michael held data analytics roles at Amazon and The Boston Consulting Group where he helped consumer brands turn insights into commercial excellence. Highlights from Michael include: (1:00) How Stackline was profitable from day one (2:28) The decisions that led to such quick initial success (3:32) Before you commit to building a new product (8:37) How to make sure you're building the right product (11:20) Training your eye for external indicators and "tech-tonic" trends to predict the future (14:51) Striking a balance between the trends and what your clients are asking for EDITOR'S NOTE: Another blog post on creating a product in an emerging industry: The Framework For Creating a Product – And a Brand-New Category More on product: The key to getting your first 10 customers isn't sales – it's product And product-market fit: 8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at FacebookRe-establishing growth: when to scale, and how fast?

Michel Feaster chats with Collin Stewart on this value-packed episode of the Predictable Revenue podcast. If you've ever thought about designing a brand new product to capture a brand new market - this one's for you. Michel is the Co-Founder and CEO of Usermind, responsible for company vision, strategic direction, planning and execution. Michel's enterprise software career spans almost 20 years with roles in sales, products, strategic marketing and general management, and she has designed a framework for building new categories. She dives into what constitutes a category (1:38), the rule of disruptions (5:22), validating a category (6:50), moving from validation to product design (14:04), differentiating (19:17), timing (24:10), degrees of product-market fit (32:36), business impact and TAM (35:33), competitive analysis (40:49), continued iteration (50:06), and how to identify the best, fastest growing saas startups to join at any stage in your career (56:38). SHOW NOTES: More resources on product market fit: The key to getting your first 10 customers isn't sales – it's product Re-establishing growth: when to scale, and how fast? 8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at Facebook How Predictable Revenue built its innovative Outbound Validation program with CPO Kenny MacKenzie

Nick Cegelski, Account Executive at SurePoint Technologies, joins Sarah Hicks on the Predictable Revenue podcast. As a top-performing software sales executive, Nick not only executes on perfect discovery during meetings, but his strategies on what to do in the white space in between meetings allow him to carry more pipeline and close more deals. Nicks shares his thoughts on deal mechanics (1:38), using video to engage multiple stakeholders during follow up (2:54), leveraging collateral (5:35), picking up the phone at a stage when most salespeople don't (7:20), giving the prospect and out (16:42), and setting next steps (17:09). SHOW NOTES: More resources for closers: How to unlock the growth potential in your account executives with Lessonly's Justin Clifford Manage a large sales team virtually and build a kick-ass discovery process This Is What You Should Be Asking On Your Discovery Calls 7 Keys to Discovery Meetings That Close More Deals

INTRO Joseph Trodden joins host Collin Stewart on the Predictable Revenue podcast. Joseph is an experienced consultant providing structure and clarity for visionary entrepreneurs who want to focus on reaching their next level. He focuses specifically on what he calls "the Inflection Point" - the pivotal moment when a founder relinquishes control and takes the first step towards turning the business into an organization. Joseph shares why founders never get this right the first time (2:36), who to hire first and why (8:39), the pros and cons of the player/coach (22:13), who to bring on as the second key hire (28:59), and how entrepreneurs should psychologically prepare for letting go (30:07). You remember Goldilocks and the Three Bears. A flaxen-haired and doe-eyed ingenue stumbles into the furry quadrupeds' family home and samples each of their porridge, chairs, and beds. In each instance, after some grumbling at the inadequacy of the first two she tries, she settles on one bowl, one seat, and one mattress as "just right". SHOW NOTES: More blog posts for early stage founders/sales leaders: The key to getting your first 10 customers isn't sales – it's product Getting your first 100 customers with Salesflare Co-Founder Jeroen Corthout How to build and evolve your first sales playbook with Bowery Capital's Andrew Oddo

Kevin Urrutia, founder of Voy Media, joins Sarah Hicks on the Predictable Revenue podcast. Voy Media's sole focus is to be a catalyst for business growth, helping brands cross the threshold from 6-figures to 7-figures in revenue, from 7-figures to 8-figures in revenue through cutting edge marketing strategies. Kevin details why building a cool product isn't enough (4:20), what a diverse top of funnel looks like (7:14), taking control of your company narrative (17:26), how to build a video webinar funnel (21: 33), creating engaging video content (27:07), why breaking even is good enough (34:40), and how to diversify your top of funnel with the content you already have (36:53). SHOW NOTES: Here are a few more blog posts on inbound strategy: Tricks of the demand generation trade: How Nishank Khanna combines marketing and outbound skills to drive leads Simple, Sane & Successful Inbound Marketing Why Inbound and Outbound Work Together

Ari Levine joins Collin Stewart on the Predictable Revenue podcast. Currently VP of Brand Partnerships at Tumblr with a background of selling everything from wholesale diamonds to SaaS, Ari Levine is an authority on social selling. Highlights include: how we've lost the human element of sales (1:03), what the heck social selling is (16:20), how social selling can improve your conversion rates (22:18), the ways social platforms are evolving (26:40), some actionable social selling tactics (30:20), what worked at VaynerMedia, reading the (virtual or real) room (40:01), and finding out where in the social media universe your buyers are (43:37). SHOW NOTE More on social selling: How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott Rand Fishkin's 'No BS' Way to Grow Sales Through Social

Rene Zamora joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Rene was ahead of his time. He's been leading and managing small business sales teams virtually since he founded Sales Manager Now in 2006. After leading 2500 remote sales meetings and managing 20-30 salespeople per month, he has perfected the art of Virtual Sales Management. Listen on as Rene shares: why remote sales management has always been a great model, even pre-COVID (4:20), what sales reps are afraid to lose and how sales managers can solve that (16:22), enabling salespeople to learn from their peers in a virtual environment (19:35), ideal team meetings and 1 on 1s (22:02), what sales managers can do with the time they free up managing this way (29:40), and how owners/founders of small companies can lead and grow sales in just 10-20 hours a month (34:04). SHOW NOTES More on sales teams working from home: Why sales teams should WFH, permanently with Gabriel Moncayo How to get things done as a sales leader when your team is a little bigger than Rene's might be: Manage a large sales team virtually with Armand Farrokh How the way you communicate impacts everything: Communicating effectively in a virtual environment with Dr. Ethan Becker

George McGehrin of The McGehrin Group joins host Collin Stewart on the Predictable Revenue Podcast. The McGehrin Group specializes in working with major corporations throughout the United States focusing on the successful permanent placement of high-level executives in a multitude of industries. They rely on their high level of experience, dedication, and innovation coupled with strong contacts in various sectors. George and Collin dive into the mistake turned business model that gets George's clients to pay him to market to them (1:13), consistency theory (5:20), building a model that is recession-proof (11:30), how to market in a competitive environment (13:38), how outbound factors into the growth strategy (15:28), and how to do all this at your company (26:50). Show Notes: More on pricing models: ProfitWell's Patrick Campbell on the nuances of pricing and why salespeople aren't more involved How outbound is impacted by pricing: Cost vs Yield in Outbound Sales Might Be the Most Important Concept You're Missing Aaron's opinion on Freemium models: 10x

Bill Wooditch joins host Sarah Hicks to talk about fear on this episode of the Predictable Revenue podcast. Bill's roundabout path to sales leadership coupled with his extensive research of the human brain has taught him a thing or two about the motivations behind fear, and how to overcome it. Listen on to hear him dive into the essence of fear (2:01), whether or not we should be fearful of the uncertainty we're experiencing right now (2:42), how salespeople can fight the fear of missing quota (10:54), how sales leaders can erase the fear in their teams (19:03), and the reason why, if you don't do all this, your competition will replace you in no time (21:57). SHOW NOTES: From Aaron, on combating fear: learn from my 10-year painful lesson More on psychology: Understanding buyer psychology and how it fits into the sales process with Outreach's Max Altschuler Selling Through Crisis: 4 Ways Your Cancelled Events Can Still Generate You B2B Leads and Sales

Lisa Earle McLeod, founder of McLeod & More and author of bestseller Selling with Noble Purpose, joins Collin Stewart on the Predictable Revenue podcast. Lisa Earle McLeod is the global expert in bringing purpose to life for sales-driven organizations. She shares why crisis is the death of transactional sales (0:46), the metaphorical mint for bad "commission breath" (4:26), how to sellers can find their own "noble purpose" (12:36), the impact that has on the business and seller (19:40), the customer impact story you need to be telling your prospects (27:00), and the one question sales managers need to ask in sales reviews that will improve both sales rep performance and reliability of pipeline (38:22). SHOW NOTES: More on pipeline reliability: How zendesk is able to forecast revenue within 1% Another perspective on selling less and supporting the customer more: How to deliver empathy as a prospector and increase sales How to structure outbound if your sales are highly transactional: Building an outbound program right the first time

Host Sarah Hicks chats to Joe Sullivan, an Industrial Marketing Consultant of over a decade, on this episode of the Predictable Revenue podcast. As a long time marketing consultant, and business development lead at Gorilla 76, Joe is an expert on sales and marketing strategy for b2b companies whose prospects have a complex buying process. Joe walks us through how prospecting has changed in the absence of trade shows and travel (1:55), what companies can turn to to fill the gap in lead flow (3:55), how your marketing style needs to shift (6:28), and how to capitalize on the people and tools you already have (10:20). The episode concludes with an in-depth Gorilla 76 content strategy workshop (16:01). SHOW NOTE: Want to know more about marketing strategy? Check out the slides from Aaron Ross' talk Simple, Sane & Successful Inbound Marketing here. Another out of the box methods to add to your marketing strategy: Quizzes More from Aaron Ross on knowing your buying stages and How to Create Compelling Content

Collin Stewart's guest on this episode of the Predictable Revenue podcast is Michael Tuso, Director of Revenue Performance at Chili Piper. As a coach, guide, mentor, Top 25 Sales Leader, and Sales Development Leader of the Year, Michael has landed on foolproof strategies for everything outbound. More specifically, he's designed a 5 touch cadence that generates 80% of their opportunities - in only the first 2 touches. Listen on to learn how, in the middle of Covid-19, Michael's team had their best month ever (1:03), Michael's philosophy on cadences (3:25), writing the first email (6:51), how to find the right messaging for your company (10:33), the human element of outreach (14:33), the framework for handling objections over email (17:24), and why and how he pulls data out of his cadence tool (49:38). Show Notes Looking for what type of content to use when personalizing your first email? How to build a personalization at scale playbook We agree with Michael - it's a fine balance between completely personalized outreach and letting the tools do the work for you. Read about The Art of the Semi-Personalized Email Campaign More on the importance of being personal: How Workfront's prospectors heavily tailor their initial email outreach

Inside sales expert Mark Garrett Hayes sheds light on why SDRs should set their own targets in this episode of the Predictable Revenue podcast hosted by Sarah Hicks. Mark has over a decade of inside sales leadership experience under his belt, is the host of the Inside Sales podcast, and is Managing Director of InsideSalesCoach.com - a specialist firm providing remote sales coaching to Inside Sales teams internationally. Mark shares why goal setting should be "quantumative" (3:14), how an SDR can find their "why" (6:09), why this model of goal setting is better for managers and leaders (22:50), and how it actually impacts performance (27:26). Mark will also guide us through what this model looks like in practice (19:11), and the first 3 steps you need to take to implement it at your organization (30:07). SHOW NOTES: More on setting up SDR teams for success: Are you setting up your SDRs for failure? Build an outbound program right the first time Keys to effective onboarding and training for SDRs

Sales veteran, Gabriel Moncayo, walks host, Collin Stewart, through everything you need to know about setting a remote sales team up for success in this episode of the Predictable Revenue podcast. Gabriel, a 15 year sales veteran and co-Founder/CEO of AlwaysHired Sales Bootcamp, outlines the whys and hows of remote work. Highlights include: why you shouldn't confuse your current, covid-forced WFH situation with true remote work (3:25), why you shouldn't be skeptical about the benefits of remote work (5:17), how remote work can help you get promoted (6:59), how it creates opportunity for more income as a sales rep (9:04), and Gabriel's 3 key takeaways for getting remote work right as an organization (14:32).

Sales practitioner turned leader, Armand Farrokh, shares his insights with host Sarah Hicks on this episode of the Predictable Revenue Podcast. In just 18 months at Carta, Armand went from top performing Account Executive to Director of Sales overseeing 30 SDRs and SMB AEs. Throughout the episode, Armand expands on exactly how to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training (3:51), keeping the sea of faces on your team zoom calls engaged (7:19), how reps can learn from one another when they're not in the same room (9:33), and how to balance it all with your other obligations as a sales leader (11:11). And after all that - as an extra serving of actionable tactics for the closers out there - Armand walks us through his tried and true discovery process (18:20).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Zach Barney, Founder of Zach Barney Enterprises, a growing sales consultancy working with product-driven founders from a host of different verticals. Zach is a vertan sales leader – he's led sales teams from numerous different startups, contributed to Sales Hacker, and now leads his own burgeoning consultancy. Throughout the pod, Collin and Zach discuss the early decisions CEOs and sales leaders need to make to get growth right. Highlights include: the benefits of thinking about sales growth early (2:11), the first thing you need to get nailed (6:37), buyer personas (11:25), tracking what's resonating (15:48), the almighty CRM system (17:04), marketing automation (26:05), and the getting the right data (38:04).

On this edition of The Predictable Revenue Podcast, host Sarah Hicks welcomes Dr. Ethan Becker, executive speech coach, trainer, and renowned author. Dr. Becker has helped clients of all sizes improve their communication: Harvard University, Apple, and the New York Giants...to name just three. He's also an Executive Education professor at Harvard. #NotTooShabby. Throughout the pod, Sarah and Dr. Becker take a deep dive into the ever-important topic of communication in virtual environments. Now that we've entered a collective remote work life, this is a timely podcast, to be sure. Highlights include: how has communication changed in virtual environments? (1:55), making good first impressions in virtual sales calls (3:21), building meaningful, continued relationships with a client over video (7:15), balancing screen fatigue (11:32), in what ways has persuasion been crippled in the COVID environment? (19:51), reading objections without external cues (25:55), creating an authentic sales methodology (30:22).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Maximoff, Co-Founder of Folderly. Michael is an entrepreneur, as well as a sales and marketing consultant, with expertise in email deliverability. Throughout the pod, Collin and Michael discuss the always-critical topic of email deliverability. For those of you that rely on emails as, at least one part of your outreach strategy, you don't want to miss this discussion. Highlights include: deliverability basics (2:54), the importance of email 'warming-up' (11:31), email providers (16:35), email content (21:26), what happens when you send an email? (28:41), common mistakes (35:04), and cold call Collin (38:51). Shownotes: Folderly.io https://www.linkedin.com/in/michael-maximoff/ What is email deliverability? https://bit.ly/3h1rj8X

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Irina Soriano, Head of Enablement at Seismic. Irina is a veteran sales and enablement leader: she's been a quote-carrying rep, sales manager, and led sales operations teams at large organizations. She's juggled the tactical and procedural, and knows how to make a sales org run. Throughout the pod, Collin and Irina discuss the ins and outs of building a sales enablement team – from building an enablement org from scratch, to refining processes, to expanding enablement when the time is right. Highlights include: defining enablement (1:01), where to start with enablement (4:36), where does enablement typically sit? (8:29), the charter (10:05), the all-important return on investment (16:36), prioritizing tasks (21:27), getting funding and resources (27:24), and cold call Collin (29:54).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Justin Welsh, founder of the sales consultancy The Official Justin. Justin has done just about everything there is to do in sales: account executive, director, CRO, writer, podcaster...the list goes on. To be sure, Justin knows a thing or two about sales. Throughout the pod, Collin and Justin discuss how to build a sales culture that attracts, and retains, top performers. Spoiler alert: it takes more than beer and ping pong. Highlights include: building culture (1:05), the foundation for a great sales culture (4:46), the importance of setting expectations (10:05), fostering learning and development (13:14), building the right career path (17:01), getting comp right (19:54), recognition outside of the comp plan (24:06), surprise and delight...generously (27:33), collecting feedback (32:22), impact of getting it right (40:35).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Renee Safrata, CEO of Vivo Team. Renee is a renowned keynote speaker, leadership expert, and entrepreneur with decades of experience leading high-performing teams. Throughout the pod, Collin and Renee discuss how to empower teams – both individual contributors and managers – to navigate a remote work environment. Highlights include: Why should we be thinking of managing up? (7:04), managing up effectively (12:03), what doesn't work in a remote landscape (16:34), the importance of not getting lazy (18:40), staying cohesive as a team (25:15), emotional intelligence (35:02), results and accountability in a remote-first world (41:03), the importance of feedback (49:35), and cold call Collin (56:45). Shownotes: https://vivoteam.com/connect-2020-team/

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kris Hartvigsen, CEO and Founder of Dooly. Kris is a veteran sales professional and company leader: before founding Dooly 5 years ago, he provided strategic leadership and consulting to a host of top-tier tech firms, as well as held numerous leadership positions at Vision Critical. Throughout the pod, Collin and Kris discuss an important evolution in sales – how to execute a product-led sales framework. Highlights include: What is product-led sales? (6:23), how Dooly became a product-led organization (8:23), Dooly as a lead magnet (12:16), evolving traditional sales (14:22), the product-led opportunity for the salesperson (16:36), the role of customer success in product-led sales (21:50), the critical connection between sales and customer success (25:58), how business has changed due to Covid-19 (33:40), and cold call Collin (39:27).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Spurvey, entrepreneur, author, speaker, and founder of Chris Spurvey Sales Growth Consulting. Chris has been leading sales, in one for or another, his entire career: from a burgeoning design startup in college, to a sizable IT consulting firm, and, finally, at KPMG. Throughout the pod, Collin and Chris discuss how to build and evolve critical sales skills for those who never thought they'd be salespeople. Highlights include: Chris' journey (5:55), the importance of a positive mindset in sales (13:55), re-framing sales (18:38), The Ladder (26:33), how to ask for referrals (34:23), and cold call Collin (47:38).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean O'Shaughnessey, Chief Revenue Officer and VP of Sales at Agile Stacks. Sean is an accomplished veteran sales leader – more than three decades worth of experience – and published author of Eliminate Your Competition: A Trapper's Guide to Increasing Your Commission. Throughout the pod, Collin and Sean discuss how to update the traditional hunter-farmer sales model to better reflect the responsibilities of today's sales professional. Highlights include: the problem with the hunter-farmer sales model (3:18), specializing sales roles (20:11), what does a good trapper do? (22:32), the makings of a great salesperson does (35:15), Sean's unique celebrations after closing a big deal (42:55), and cold call Collin (48:46).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jamie Scarborough, Co-Founder of The Sales Tales Agency Jamie has been on the forefront of sales recruitment for more than a decade: in addition to founding The Sales Talent Agency, he also co-founded The Great Canadian Sales Competition, the biggest national student competition in Canada. Throughout the pod, Collin and Jamie discuss how a recruiter analyzes candidates, conducts its own sales process, and hires adaptable recruiters. Highlights include: hiring across the sales spectrum (5:43), making the wrong hire (9:17), The Sales Talent Agency's hiring strategy (13:53), the agency's internal hiring process (27:49), the assignment (31:19), positive and negative signals from the assignment (40:14), and the evolution of sales recruitment (45:04).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Christi Wall, Director or Revenue Enablement at Chainalysis. Christi is a veteran sales enablement and training leader – having led growing companies across the tech spectrum, as well as her own consultancy practice. Chrsti knows how to scale a sales org. Throughout the pod, Collin and Christi discuss how to leverage your sales team's amazing internal knowledge to build an effective sales enablement and training program. Highlights include: Christi's journey and skills (6:25), the impact of documenting processes and information (8:35), how enablement can make salespeople as successful as possible (12:19), effective interview tactics (36:21), and how to build a podcast machine (34:52).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jason Bay, Co-Founder and Chief Revenue Officer of Blissful Prospecting. Jason is an outbound sales and messaging expert – with a keen focus on how to infuse empathy and genuine care in your messaging. Throughout the pod, Collin and Jason discuss how outbound fits (and can work!) in the current social and professional climate. Highlights include: Jason's story (11:59), what does outbound look like today? (13:46), identify, engage, and convert (23:13), The REPLY method (37:55), using the right channels (52:04), and cold call Collin (56:51). Shownotes: blissfulprospecting.com/collin https://salesloft.com/resources/blog/research-200-million-sales-interactions-cracks-code-cadences/

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Amy Volas, Founder & CEO of Avenue Talent Partners. Amy is a sales professional veteran turned entrepreneur. Founder & CEO of Avenue Talent Partners she helps startups hire the right sales leaders while "taking the cringe out of the process." She cares deeply about improving the hiring process and has made it her life's work to fix the broken "bits and pieces" to avoid the painful effects of hiring the wrong person. Throughout the pod, Collin and Amy discuss the context of why you should hire someone? From the jump, Amy talks about how easy it is finding a potential hire's digital footprint [4:37] but warns what you don't do and what you can do in this open source medium. Amy's advice is to look at the sum of the parts, the whole story before making a decision. [6:39] How do you get it right [13:04] do your homework; asking the right questions; why, how and what am I hiring for; [15:13] hire for your stage; [23:14] the founder's role and early stage; [31:30] the importance of sales leaders; open communication and taking your hiring strategies to the next level [34:42].

First episode of The Predictable Revenue Podcast: The Team. (Special Edition). Joining us Sarah Jane Hicks, Senior SDR, and Sebastian Arciniega, Inbound SDR at Predictable Revenue. Founded by Aaron Ross, of the award-winning, bestselling book Predictable Revenue, we teach companies how to double or triple (or more) new sales. Our framework was conceived at one of the most successful startup companies – Salesforce.com. In a few short years, use of our "Cold Calling 2.0″ framework helped increase Salesforce.com's recurring revenues by $100 million, and continues to help double their enterprise growth today.

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jennifer Peek, Founder and CEO of Peek Advisory Group. Jennifer is a veteran business leader, consultant, and finance professional, specializing in financial M&A advisory, due diligence, business valuation, and concierge CFO services. Throughout the pod, Collin and Jennifer discuss how to grow a company without growing a massive sales team (hint: it can be done!). Highlights include: Jennifer's sales process (2:13), finding partners (6:49), the importance of nurturing leads (12:05), earning the sale (18:46), does building a relationship improve the speed of the sale? (21:47), keeping relationships alive (24:58), doing great work (27:30), and cold call Collin (34:39).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Lavinia Hicks, Head of Service Design at Predictable Revenue. Lavinia is veteran Consultant, Account Manager, and Project Manager, and leads our experimental Outbound Labs practice. Throughout the pod, Collin and Lavinia discuss the evolution of Outbound Labs, as well as give a few pointers on how to implement a similar program in their organizations. Highlights include: What is Outbound Labs? (1:57), experimental methodology (12:18), the team (21:18), helpful resources (26:44), and cycle themes (31:10). Shownotes: OutboundLabs eBooks: https://bit.ly/2UjtBIc

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Tom Abbott, Founder of SOCO Sales Training. Tom is a veteran sales trainer, working with a host of renowned, international clients. If you need to step your sales game up, Tom is your man. Throughout the pod, Collin and Tom discuss how Tom sources and closes leads on every salesperson's favorite social media site, LinkedIn. Highlights include: Tom's journey (14:09), Why LinkedIn? And how do you get started? (16:54), Sharing great content (23:10), the importance of Sales Navigator (27:25), booking the meeting (47:58), the sales lightning round (1:04:01), and cold call with Collin (1:08:42).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Oliver Williamson, Head of Sales at CircutHub. Oliver is an experienced sales leader specializing across a broad range of sectors including financial services, technology, aviation, SaaS, engineering, logistics, e-commerce, retail, and restaurants. CircuitHub is a Printed Circuit Board (PCB) assembler revolutionizing scalable electronics manufacturing. As Head of Sales, his role is to lead the business' acquisition strategy. Throughout the pod, Collin and Oliver discuss the use of software, robotics and automation to offer impeccable quality, affordable pricing and lightning speed. Highlights include: Oliver's journey to CircuitHub; how he became a leader in sales [3:44]; building a team and why their strategy worked [12:12] and how they reached their target audience [28:28].

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Joshua Desha, veteran sales leader, consultant, coach, mentor, and entrepreneur. Joshua has done it all in sales: he grew his own insurance company for 10 years, lead large-scale sales teams, and has spoken extensively about his thoughts on sales best practices. Throughout the pod, Collin and Joshua the perils – and downright negatives – of having a metrics-driven sales organization. Highlights include: why are metrics the root of all evil? (2:23), promoting bad sales behaviour (6:06), how do we humanize running our sales teams? (24:51), what does a company that isn't metrics driven look like? (31:05), how do you balance time crunches with giving salespeople the space to research and go deep? (37:21), the sales lightning round (48:07), and cold call Collin (58:20).

Collin Stewart and Jamie Buss, VP of North American Sales at Zendesk. On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes back Jamie Buss, VP of North American Sales at Zendesk. Jaimie is a veteran sales leader. She has held high-profile leadership roles at Zendesk to CORAID to Meraki to Andreesen Horowitz. Throughout the pod, Collin and Jamie discuss leadership: how to inspire leaders, transition reps into managers, and what mistakes to avoid. Highlights include: Why cultivate sales talent in your organization? (2:36), The Rising Stars program (4:37), the six month journey (10:37), the coaching circles (17:57), what are the core skills Rising Stars develops? (23:43), how do you become a great manager? (37:23), the measuring stick (46:42), treating management as a discipline (54:45), and performance management (58:07).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Somers, Director of Sales and Customer Enablement at GitLab. David is a veteran sales enablement leader – before taking over sales and enablement at GitLab, he spent more than a decade leading enablement teams at Red Hat. Before that, he cut his teeth at Dell, growing from internet to a manager in just a few short years. Throughout the pod, Collin and David discuss a critical, yet overlooked synergy: how to align training and enablement with individual professional development. Highlights include: what does connecting training and enablement to professional development mean? (9:03), the impact of this specific alignment (14:32), what does levelling up look like in this environment? (17:31), how to connect training and professional development (25:50), GitLab's sales learning framework (35:06), balancing the needs of the business with the needs of the individual (46:52), when is the right time to build a sales modelling framework? (1:00:27), and GitLab's "command of the message" page (1:09:20).

Co-CEO Aaron Ross and Collin Cadmus recently joined forces to discuss a very interesting theory on a live webinar: Is the SDR model broken? Collin has years under his belt. After mastering retail management, he entered the world of software sales and quickly went from being a top salesperson to building and leading large sales organizations. Throughout the webinar, Aaron and Collin discuss what needs to happen industry-wide to get things back on track, and to change the industry in 2020 to bring the SMB Outbound SDR model back to life.

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Van Pelt, VP of Operations at SimpleBills. Kyle has had a fascinating journey into tech leadership. Before joining SimpleBills, he was a human resources director, aircraft maintenance director, and mobility manager over the course of a 15 year career with the U.S. Air Force. Throughout the pod, Collin and Kyle discuss training – in particular how to build a world class training program for your company. Highlights include: Kyle's role at SimpleBills (13:33), why training should be aligned around a team's core metrics (20:51), how to use training to build knowledge (28:01), are there training tactics that are best suited for certain situations (32:25), new employee training at SimpleBills (36:03), and SimpleBills' training table of contents (41:18). SHOW NOTES: https://www.linkedin.com/in/kvanpelt/ https://www.youtube.com/watch?v=C-QholSVowY https://www.youtube.com/watch?v=GfOcigzj5pE https://images.app.goo.gl/MTv1z1rQ8phcfzKf9 https://cft.vanderbilt.edu/guides-sub-pages/blooms-taxonomy/

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Fabien Pataud, Sales and Profit Coach at Pataud Consulting – Million Dollar Converter. Fabien is a tried-and-true salesperson and entrepreneur – before running his own company and consultancy he was a leader in the real estate and construction industries in Australia. Throughout the pod, Collin and Fabien discuss how to turn those always popular coffee requests into pipeline. Highlights include: Fabien's journey and how he figured this out (5:38), what changed for Fabien? (9:35), why should someone consider this method? (14:54), how much revenue did this change produce? (19:00), the framework Fabien uses (25:13), sourcing leads (29:18), questions on the pre-call? (37:11), structure at the coffee meeting (39:43), closing the meeting (46:07), how do you keep this going? (51:05), the sales lightning round (53:59), a cold call Collin (1:03:42).

On this edition of The Predictable Revenue Podcast, Collin and Co-Host Sarah Hicks, welcome Belal Betrawy, Community Founder at Bravado. Throughout the pod, Sarah and Belal talk about some things that don't make sense within sales that Belal is still seeing today, and how to solve them. Highlights include: best practice is just common practice, call and email metrics don't outweigh pipeline and wins, grinding 24/7 will not get you closer to your numbers, the sales lighting round, and cold call with Sarah. Shownotes: Dr. Cialdani (6 Principles)- https://www.influenceatwork.com/principles-of-persuasion/

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Hicks, Senior Sales Development Representative at Predictable Revenue. Sarah is a top saleswoman who relies on her creativity and knowledge to establish new norms that quickly become the new standard. She has hit 130% of her quota for the last couple of months and is absolutely crushing it. Throughout the pod, Collin and Sarah discuss Becc Holland's personalization at scale approach, and how Sarah reverse-engineered it to fit her own method. Highlights include: finding thought leaders on LinkedIn, using high engagement activity to get prospects, list building, personalization based on comments, the sales lighting round, and cold call with Collin. SHOWNOTES: Becc Holland - https://www.linkedin.com/in/becc-holland-8950943a/ How to Personalize at Scale with Becca Holland: https://youtu.be/po26RWh5MQ4

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle James, VP of Sales at Zentap. Kyle is an up-and-coming sales leader – currently leading a fast growing team of AEs and SDRs – Kundalini yogi, and student of all things mindfulness. Throughout the pod, Collin and Kyle discuss how to build and harness presence, a critical life skill, in order to help bring more joy and success to your sales career (and, of course, your life). Highlights include: Kyle's current role (00:59), why staying present is important (2:10), teaching mindfulness to your colleagues (15:04), the "RPV framework" (19:49), developing a "mindful" mindset (23:44), the sales lightning round (39:53), and cold call Collin (43:46). Show Notes: The Power of Now - https://fourminutebooks.com/the-power-of-now-summary/ Stop Future Planning - https://fs.blog/naval-ravikant/

On this edition of The Predictable Revenue Podcast (a joint webinar with SalesFlare), co-host Collin Stewart welcomes Jeroen Corthout, Co-Founder of fast growing CRM company SalesFlare. Jeroen is a veteran entrepreneur and noted consultant – he's founded numerous companies, led marketing teams, and spoken at international conferences and events. Throughout the pod, Collin and Jeroen discuss the tips and tricks SalesFlare used to get its first 100 customers. Highlights include: how it all started (5:19), customer interview questions (23:07), building the MVP (27:26), developing an online presence (34:36), what is working for SalesFlair lately? (44:46), how did Predictable Revenue get the word out? (48:35), webinar attendee questions (55:38).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Catherine Brinkman, sales leader and President of BHY Consulting. From selling ad space in high school and university, to working with Dale Carnegie Training, to leading her own sales consultancy – Catherine has done it all in sales. Throughout the pod, Collin and Catherine get executional and discuss how to work an account list on the phone, via email, and social channels. Highlights include: Catherine's journey (6:18), penetrating a target account list (19:16), developing warm intros (26:23), going in cold (29:00), cold phone calls (30:21), pre-call research (36:15), Catherine's cold call (40:14), emails (58:24), using LinkedIn (1:08:39), sales lightning round (1:18:20), and cold call Collin (1:23:18).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Alexandra Perry, CEO of Indianapolis-based consulting firm Practically Speaking. Alexandra is a speech pathologist turned entrepreneur, and currently works with clients of all stripes in the business world: leaders looking to improve their speaking, renowned keynote speakers that need a tune up, and young professionals looking to start honing the craft of public speaking. Throughout the pod, Collin and Alexandra look at some practical tips to make you (yes, you!) and better and more confident speaker. Highlights include: who Alex works with (10:41), Alex's journey (11:52), Alex's framework for effective speaking (14:04), style (16:39), how to use style to build relationships (38:19), style mistakes (41:47), story (47:40), screwing up stories (57:54), standards (1:02:24), and cold call Collin (1:13:06).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Carroll, Founder and CEO of empathy-based sales and marketing consultancy Markempa. Matt's done it all over the course of his career – entrepreneur, writer, noted speaker, podcast host, and sales leader. Throughout the pod, Collin and Brian discuss how to build empathy into your prospecting and, ultimately, into the very fabric of your company. Highlights include: Brian's background (6:46), how to build empathy into the culture of a business (32:48), What is tactical empathy? (40:22), Empathy indexing (46:53), good and bad nurture emails (54:33), can you hire for empathy? (59:37), and cold call Collin (1:14:02). Show Notes https://www.cbsnews.com/news/debt-collector-thrives-with-simple-strategy-kindness/ Jobs to be done - http://www.whencoffeeandkalecompete.com/ Hero's journey - https://www.youtube.com/watch?v=1nYFpuc2Umk&t=4s Anthony Demasio book - https://www.amazon.com/Feeling-What-Happens-Emotion-Consciousness/dp/0156010755 The new science of customer emotions - https://hbr.org/2015/11/the-new-science-of-customer-emotions How to interview customers - http://leanproductplaybook.com/ Cognitive interviewing (warning - links to PDF download) - https://www.chime.ucla.edu/publications/docs/cognitive%20interviewing%20guide.pdf Tactical empathy - https://www.amazon.com/Never-Split-Difference-Negotiating-Depended-ebook/dp/B014DUR7L2 Never Split the Difference cheat sheet - https://github.com/mgp/book-notes/blob/master/never-split-the-difference.markdown Decarte's Error - Antonio Demasio - https://www.amazon.com/Descartes-Error-Emotion-Reason-Human/dp/014303622X Listening Well, the lost art of listening - https://www.amazon.com/Lost-Art-Listening-Second-Relationships/dp/1593859864 Reading people - what every body is saying - https://www.amazon.com/What-Every-Body-Saying-Speed-Reading/dp/0061438294 Inside out - kids movie - https://www.youtube.com/watch?v=yRUAzGQ3nSY Kill a word - https://www.slideshare.net/PatrickEMcLean/how-to-kill-a-word Listening with the third ear - https://www.amazon.com/Listening-Third-Ear-Experience-Psychoanalyst/dp/0374518009 Empathy Index video - https://www.markempa.com/ https://www.markempa.com/how-apply-emotional-motivators-increase-conversion-video/ https://www.markempa.com/we-stopped-trying-to-convince-customers-and-got-triple-the-results/

At Predictable Revenue, we're working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we're always seeing what works and what doesn't and hearing about the latest trends from others doing the same. We've found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable results around what does work and what doesn't. To do this, we set up Outbound Labs at the beginning of the year. Since then. We've run well over 50 experiments and have found some pretty convincing, surprising, and often cool results. As such, we wanted to share these findings with you and also equip you to be able to take more of an objective approach to testing how you can get the best results in your outbound. We'll be publishing 1 experiment per week: https://predictablerevenue.com/outbound-labs-newest-experiments Founded by Aaron Ross, of the award-winning, bestselling book Predictable Revenue, we teach companies how to double or triple (or more) new sales. Our framework was conceived at one of the most successful startup companies – Salesforce.com. In a few short years, use of our "Cold Calling 2.0″ framework helped increase Salesforce.com's recurring revenues by $100 million, and continues to help double their enterprise growth today. Get in touch with us: Q&A Live Chat: http://bit.ly/2LDHuP5 Website: https://predictablerevenue.com/get-started-youtube Facebook:https://www.facebook.com/PredictableRevenue/ps://www.facebook.com/PredictableR... LinkedIn:https://www.linkedin.com/company/predictablerevenue-com/

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Johann Nogueira, Director of Business Authorities (among other things!). Johann has quite the resume: former scientist, almost-PhD recipient, serial entrepreneur, and noted speaker. Throughout the pod, Collin and Johann discuss how Johann and his companies work to unlock revenue, build brands, and, ultimately, empires for their clients. Highlights include: the art of juggling 3 companies (7:14), the Business Authorities Formula (8:05), the atomic marketing framework (23:07), the best fitting solutions (28:59), the customer audit (34:05), where do people get stuck in the process? (45:28), the sales lightning round (49:36), and cold call Collin (52:58).