The Predictable Revenue Podcast artwork

The Predictable Revenue Podcast

320 episodes - English - Latest episode: 7 days ago - ★★★★★ - 33 ratings

We interview outbound sales leaders so that you can learn directly from the people on the front lines.

Our goal is to help our audience learn sales development, coaching, and prospecting best practices from people that are currently building or have built SDR teams.

Management Business Entrepreneurship outboundsales predictablerevenue saas sales salesrep sdr
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Episodes

339: How to Fish in the Same Pond Without Pissing Everyone Off

March 21, 2024 13:00 - 41 minutes - 38.4 MB

In this episode of the Predictable Revenue Podcast, Collin Stewart reconnects with Matthew Roberts from Mosaic to discuss the evolution from broad-based prospecting to a hyper-focused strategy.  This transformation marks a significant shift in sales development, especially pertinent for those venturing into the field. They dive into the complexities and triumphs of efficiently refining their approach to target a specific market. Highlights include: Having a Productive Team with 9 Reps an...

338: From Broad Market to Focused Success with Kristie Jones

March 14, 2024 13:00 - 1 hour - 55.4 MB

Collin Stewart dives into the intricate journey from founder-led sales to establishing the first sales team with Kristie Jones, founder of the Sales Acceleration Group.  This episode reveals the pivotal steps and strategies for early-stage growth and the seamless transition toward a structured sales force. Kristie shares her invaluable insights on extracting sales processes from founders' minds, adapting strategies for new hires, and setting realistic expectations for the sales journey ahe...

337: Trust and Value in Customer Relationships with Larry Levine

March 07, 2024 15:00 - 58 minutes - 53.8 MB

The difference between success and stagnation often boils down to one key element: trust.  This isn't just any trust but a deeply rooted belief in the value and integrity of the salesperson standing before you. On a particularly insightful episode of the Predictable Revenue Podcast, host Collin Stewart is joined by Larry Levine, a veteran sales guru and the visionary author behind "Selling from the Heart."  Together, they embark on a deep dive into the mechanics of building trust with pr...

336: Copywriting for Outbound with Joel Graber

February 29, 2024 13:00 - 1 hour - 59.2 MB

In the dynamic world of outbound marketing, understanding the delicate balance between art and science is critical to crafting messages that truly resonate.  Collin Stewart hosts Joel Graber, CEO at Modern Outbound, for a conversation that sheds light on this delicate balance, offering actionable insights for marketers looking to refine their approach. Highlights include: Rules of Writing Outbound Copy (01:08), Say No to the "Prince of Nigeria" Email Vibe (06:49), "It's Like Sailing a Bo...

335: What Founders Must Do Before Their First Sales Hire with Mia Murphy

February 22, 2024 14:00 - 36 minutes - 33.3 MB

In the bustling world of startups, the journey from an idea to market dominance is fraught with challenges, not least of which is building a robust sales process.  Collin Stewart sat down with Mia Murphy, Co-founder, and Chief Revenue Officer at Tontine, to discuss her transformative journey through the sales landscape. From her initial steps as a Sales Development Representative (SDR) to her strategic pivot towards co-founding a startup, Mia's story is a masterclass in overcoming the sale...

334: Category Creation and Community Building with Sri Ganesan

February 15, 2024 13:00 - 44 minutes - 40.7 MB

Collin Stewart hosted the entrepreneurial mind of Sri Ganesan, the visionary behind Rocketlane. Our conversation revealed not just the thrilling early growth journey of Rocketlane but also Sri's masterful play in category creation and sales strategy, reshaping how startups scale.  Highlights include: Category Creation: Why is It Important in Sales? (01:07),  Marketing Efforts for Founders that Keep Paying Out! (33:42), Customer Development and Product Launches (14:38), Leveraging Content...

333: Collin Stewart’s Favorite Things From 2023

February 08, 2024 13:00 - 21 minutes - 20.2 MB

This time, Collin's venturing solo brings you a special episode where he dives into his top tool picks from 2023. The year was a remarkable journey, filled with experimentation and embracing new methodologies that significantly impacted our sales and marketing approach.  Let's explore the essential tools that made a mark: Apollo, Clay, ChatGPT, and Orum. Highlights include: The Biggest Risk Predictable Revenue Took in 2023 (01:45), What is Clay? (9:40), Do I Need to Explain Why I Love GP...

332: Transformative Sales Coaching with Giulio Segantini

February 01, 2024 13:00 - 45 minutes - 42 MB

Giulio Segantini, the mastermind behind outbound sales training for founders and SDRs, shares how he swapped recruitment for training people in sales, making a real impact in the trenches of outbound calls. He's known as the “Underdog Sales Trainer” for a good reason – he's about shaking up the norm and getting real results. Highlights include: Sales Training with a Recruitment Background (01:10), Say no to the "Spray and Pray" Method! (02:26), The Psychological Aspect of Cold Calling (1...

331: Scaling from Startup to Success with Saravana Kumar

January 11, 2024 13:00 - 46 minutes - 43 MB

In the latest episode of the Predictable Revenue Podcast, host Colin Stewart dives into an insightful conversation with Saravana Kumar, the mastermind behind Kovai.co. This episode unravels Saravana's entrepreneurial saga, especially his strides in bringing BizTalk 360 to the forefront of the tech world. Highlights include: How Did The Concept of BizTalk 360 Emerge? (1:50), Where Did The First 10 Clients Come From? (8:00), Where Did The First 100 Clients Come From? (16:35), Transitioning...

330: The Anatomy of a Successful Sales Organization with Lee Salz

January 04, 2024 13:00 - 50 minutes - 46.5 MB

In an insightful episode of the Predictable Revenue Podcast, host Collin Stewart engages with Lee Salz, Best Selling Author and Sales Management Strategist at Sales Architects They explore a critical yet often neglected aspect of business: the pitfalls commonly encountered in building robust sales organizations. This conversation sheds light on the importance of moving from a people-centric approach to a process-driven strategy in sales, revealing critical insights for lasting success in t...

329: The Truth About Outsourcing Sales Development Teams with Matthew Iovanni

December 28, 2023 13:00 - 1 hour - 59.8 MB

Sales and marketing are constantly evolving, focusing on the role of SDRs for businesses aiming to boost growth. On the Predictable Revenue Podcast, Collin Stewart welcomed Matthew Iovanni, partner at Full Funnel, for a candid discussion on the pros and cons of outsourcing the SDR function. Their conversation sheds light on differing perspectives, hinging on a company's stage and market understanding. Highlights include: Why Companies Shouldn't Outsource Their SDR Function (1:02), What D...

328: The Beginner's Playbook for Sales Managers with Gretchen Gordon

December 21, 2023 13:00 - 53 minutes - 49.1 MB

For this insightful episode of the Predictable Revenue Podcast, we're diving into a topic that doesn't get enough attention but is crucial in the world of sales - the transition from being a top-performing salesperson to stepping into the shoes of a sales manager.  Our host, Collin Stewart, is joined by Gretchen Gordon, the author of "The Happy Sales Manager" and the founder of Braveheart Sales Performance, to unravel the complexities and challenges of this significant career shift. High...

327: Measuring Your GTM Efficiency with Kathy Doucette

December 14, 2023 13:00 - 48 minutes - 44.6 MB

In the latest Predictable Revenue Podcast, Collin Stewart welcomed Kathy Doucette, the COO and CFO of Proposify, for an insightful discussion. Kathy is recognized for her optimistic and innovative financial mindset and for exploring the crucial links between finance, operations, and go-to-market strategies.  This conversation illuminates how strategic alignment in these areas can significantly influence business success. Here, we explore the critical insights from this conversation, presen...

326: Mastering the Art of Startup Sales with Blake Nolan

December 07, 2023 13:00 - 34 minutes - 31.7 MB

In the ever-evolving world of sales, understanding the nuances of startup dynamics is crucial for success. In this episode of the Predictable Revenue Podcast, Collin Stewart delves into the unique experiences and challenges faced by Blake Nolan, the first account executive at Seamless AI.  Blake Nolan's story is not just about sales; it's a narrative of adaptability, learning, and growth in the fast-paced SaaS industry. His insights provide valuable lessons for anyone looking to understand...

325: Elevating Sales Hiring Practices with Dan Fantasia

November 30, 2023 13:00 - 40 minutes - 37.2 MB

Sales leaders are navigating a complex landscape in the current business climate, marked by uncertainty and rapid changes. In this episode of the Predictable Revenue Podcast, Collin Stewart and Dan Fantasia, CEO of Treeline, touch on these challenges. With extensive experience in sales leadership and recruitment, Fantasia offers vital insights and strategies for sales teams to thrive amidst market instability. Highlights include Sales Trends to Keep an Eye Out for in 2024 (1:00), How to ...

324: From Concept to Market Mastery with Ganesh Shankar

November 23, 2023 13:00 - 1 hour - 56.7 MB

In this episode of Predictable Revenue Podcast, hosted by Collin Stewart, an enlightening narrative unfolded about a company that has redefined the RFP (Request for Proposals) management industry.  Responsive began as an ambitious idea in the minds of Ganesh Shankar and his co-founders. They set out to tackle the inefficiencies plaguing the RFP process, transforming how businesses approach proposals and bids.  Highlights include: Responsive's Origins and First 10 Clients (1:35), Educatin...

323: Rethinking Sales Talent Acquisition with Brisa Renteria

November 16, 2023 13:00 - 1 hour - 55.3 MB

In the dynamic world of sales, the approach to hiring is undergoing a crucial transformation. On the Predictable Revenue podcast, host Collin Stewart discusses the emerging trends in sales recruitment with Brisa Renteria, CEO of Improved Growth.  They dive into how data-driven strategies and a focus on intrinsic qualities reshape how sales talent is identified and nurtured. Highlights include: How, When, Where to use data in the hiring process? (1:07), Sales-Specific Hiring Assessment vs...

322: How To Build Capital-Efficient SDR Teams with Lou Petrossi

November 09, 2023 13:00 - 42 minutes - 39.1 MB

On this episode of Predictable Revenue Podcast, Collin Stewart and Lou Petrossi, founder and CEO of Inside Scale, have a compelling conversation.  They discussed the complexities and challenges that modern sales development teams face. From the saturation of outreach efforts to the intricacies of managing remote teams, the discussion was a treasure trove of insights.  Highlights include: The Current State of Sales Development (1:00), Changes in Terms of SDR Management (7:13), Where Do We...

321: Creating Content and Finding Leads Using AI with Dave Albano

November 02, 2023 12:00 - 49 minutes - 45.6 MB

In this episode, our host, Collin Stewart, sits down with Dave Albano, a fractional CMO with a knack for leveraging AI in the sales and marketing landscape. Collin was particularly impressed by Dave's "super prompt," a specialized AI prompt that has significantly improved the quality of Collin's own AI-generated content.  If you've ever wondered about the real-world applications of AI in sales and marketing, this episode is your go-to resource. Highlights include: Why and When to Use AI?...

320: When Should Sales vs Customer Success Own a Renewal with Sam Yang

October 26, 2023 12:00 - 51 minutes - 47.3 MB

On this episode of the Predictable Revenue Podcast, we unpacked a riveting conversation from our show. This time, we enjoyed hosting Sam Yang, President of Field Operations at People.ai.  Our discussion centered on the complex relationship between Customer Success and Sales, specifically, who should own the deal and when. If you're an Account Executive, a revenue leader, or involved in renewals and upsells, this post will offer valuable insights. Highlights include: The Structure of a Sa...

319: How to be Successful Over the Phone with Drew Kluender

October 19, 2023 12:00 - 37 minutes - 34.2 MB

In the rapidly changing landscape of sales, it's crucial to keep up-to-date with the best techniques for success.  On this episode, Collin Stewart sat down with Drew Kluender, Senior Inside Sales Rep at Orum, to discuss the nuanced art of sales, specifically over the phone. From building a foolproof cold-calling script to mastering the art of objection handling, this in-depth conversation offers a treasure trove of insights for SDRs at every stage of their career. Highlights include: How...

318: Scaling the Unscalable with John Eitel

October 12, 2023 12:00 - 58 minutes - 53.5 MB

Breaking into a new market is no small feat. It's a labyrinth of challenges, uncertainties, and endless decision-making. But as with any maze, there's always a path to the center if you navigate it.  In this podcast episode, we had the privilege of navigating this complex terrain with John Eitel, former Head of Sales at Canva. This company grew exponentially from 500 to 4,000 employees in just a few short years.  Highlights include: The Journey to a New Market (1:30), Local Knowledge: A ...

317: DNA Secrets and Rituals for Sales Success with Dr. Jeremy Koenig

October 05, 2023 12:00 - 1 hour - 56.2 MB

In this episode, Collin Stewart explores the fascinating intersection of genomics and human performance with Dr. Jeremy Koenig. With experience in athletics and a passion for genetics, Dr. Koenig takes us on a journey to understanding how our DNA can influence our daily performance, personally and professionally. This isn't just about physical capability; it's about holistically overcoming life's stresses. Emotional and mental well-being also come into play as critical factors in human per...

316: Selling Smarter, Not Harder: Rethinking the Sales Cycle with L’areal Lipkins

September 28, 2023 12:00 - 53 minutes - 49 MB

Is it enough for new hires to merely shadow the founder and absorb knowledge like a sponge in the sales world? Does the tribal wisdom of the founder, gained over countless calls and negotiations, translate seamlessly when scaled?  Collin Stewart of the Predictable Revenue Podcast sought answers to these pressing questions in an engaging conversation with L’areal Lipkins, Founder and CEO of Lipkins Consulting Group.  Highlights include: Why Can't I Just Hire an AE? (2:00), L'areal's Proce...

315: The Resilience Blueprint for Sales with Keli Frazier-Cox

September 21, 2023 12:00 - 56 minutes - 52.4 MB

In today's unpredictable sales world, resilience isn't just a bonus; it's the key to lasting success. Sales folks are facing more demanding challenges than ever, especially post-pandemic. In the latest Predictable Revenue podcast, Colin Stewart chats with Keli Frazier-Cox, diving deep into what's up with sales today. Navigating modern sales feels like a maze, especially with the economy's ups and downs. But here's the good news: a strong mindset and flexibility can be game-changers. High...

314: Collaborating Our Way to a Higher Close Rate with Tom Williams

September 14, 2023 12:00 - 1 hour - 58.1 MB

In today's rapidly evolving sales landscape, one buzzword you'll often hear is "collaboration." But do we understand what it means, especially regarding closing sales?  To demystify this crucial aspect of the sales process, we tuned into a recent episode of the Predictable Revenue podcast where Colin Stewart sat down with Tom Williams, the Head of Clari Align. Highlights include: The Fine Points of Collaboration and Closing Deals (00:25), What are Mutual Action Plans? (06:30), The Steps ...

313: Airing of Marketing and Sales Grievances with Austin LaRoche

September 07, 2023 12:00 - 52 minutes - 47.9 MB

In this episode, we're diving deep into a topic we're all too familiar with—the friction between Marketing and Sales. Collin Stewart sat down with Austin LaRoche, CEO of ATAK Interactive, to explore this complex relationship.  Austin, like Collin, runs an agency, and his hands-on experience in B2C and B2B marketing brings a new dimension to this age-old debate. Highlights include: The Natural Evolution of Many Companies (3:20), Brand Marketing vs. Demand-Gen Marketing (8:13), Accountabil...

312: Beyond the Deal: The Importance of Post-Sale with Debra Senra

August 31, 2023 12:00 - 54 minutes - 50.5 MB

Debra Senra, VP of Sales and Client Experience at ThreeFlow, joined Collin Stewart on the Predictable Revenue podcast. With a background in post-sale experience, Debra has identified significant changes in sales leadership over the last 18 months and shared her insights in this exciting episode. They dive into the changing landscape of sales, the necessity of post-sale experience for revenue leaders, and the multifaceted role of customer success organizations at various stages of business....

311: Inside the Sales Call with Chris Brewer

August 24, 2023 12:00 - 1 hour - 73 MB

In any sales engagement, the groundwork before the call can be decisive.  Chris Brewer, Co-founder at OMG Commerce, shares his pre-call preparation strategy, primarily for inbound lead generation, with insights adaptable to outbound leads. Highlights include: Things to do before a Call to set yourself up for success (5:22), What to do On the Call to ensure success (22:07), On-The-Call Language (27:25), Expectation Setting and Time Management for Sales Calls (39:23), And more... Are you ...

310: Hiring the Right Way with Jess Klek.

August 17, 2023 12:00 - 50 minutes - 46.2 MB

Jess Klek, CRO at Brighthire, has mastered building high-performing teams with solid cultural bonds. With experience managing large corporations and fast-growing startups, Jess joins Collin Stewart on the Predictable Revenue Podcast to explore her superpower: shaping a culture that fuels success. Highlights include: Hiring and Building Your Sales Team (1:20), What It Feels like to be in a "High Performance/Shitty Culture" Role (4:16),  Everything Starts With Hiring! (11:00), The Role of ...

309: Conscious Leadership and Collaborative Culture with Michelle Vu

August 10, 2023 12:00 - 58 minutes - 53.7 MB

Michelle Vu's leadership style, encapsulated by her six pillars, highlights the importance of empathy, inclusivity, and adaptability in fostering a robust team culture.  She emphasizes understanding individual motivations, ensuring every voice is heard, celebrating victories, and balancing responsibilities in unique, resonant ways. It's about achieving goals and cultivating an environment where each member can thrive.  Highlights include: Michelle's Journey and The Importance of a Positi...

308: The Power of Storytelling in Sales with Philipp Humm

August 03, 2023 12:00 - 52 minutes - 48.2 MB

In sales and entrepreneurship, crafting compelling narratives can be a game-changer. One of the most challenging yet influential skills in this domain is storytelling.  Collin Stewart sat down with Philipp Humm, a seasoned expert in the field and the author of The Story Selling Method, to delve into the significance of storytelling in the sales realm. He shared invaluable insights on choosing the correct stories, narrating them effectively, and connecting with the audience on a deeper le...

307: AI-Driven Sales Transformation with Daniel Faggella

July 27, 2023 12:00 - 48 minutes - 44.6 MB

In this episode of the Predictable Revenue Podcast, Collin Stewart meets Dan Fagella, CEO and head of research at Emerj Artificial Intelligence Research, to discuss the implementation of AI for sales in large enterprises.  Dan joins us to explore how large enterprises implement AI beyond sales enablement.  From his extensive experience and podcasting prowess in the field, they uncovered the high-level factors driving AI adoption and the most impactful use cases in sales. We even got a gl...

306: The Art of Global Hiring with Amir Reiter

July 20, 2023 13:00 - 44 minutes - 40.8 MB

In today's rapidly evolving business landscape, hiring remotely and globally has gained significant traction. The traditional model of recruiting and maintaining an exclusively local workforce is being redefined, thanks to technological advancements and the realization of the numerous benefits of a global talent pool.  To shed light on this topic and provide valuable insights, we had the pleasure of sitting down with Amir Reiter, the founder and CEO of the CloudTask marketplace. With his w...

305: Fueling Sales Enablement with Case Studies with Joel Klettke

July 13, 2023 12:00 - 56 minutes - 52.3 MB

Joel Klettke, Founder of CaseStudyBuddy, knows a thing or two about the power of case studies.  He joined Collin Stewart for an episode of the Predictable Revenue Podcast, and in this blog post, we'll dive into the world of case studies, exploring why most companies underinvest in them and how you can build and repurpose them effectively to ensure your sales team actually uses them. Highlights include: Why don't companies invest more in case studies? (4:00), The different types of Case S...

304: Adapting to Market Dynamics with Matt Green

July 06, 2023 12:00 - 51 minutes - 47.1 MB

We're thrilled to explore the intriguing story of Sales Assembly and its founder, Matt Green. What sets Sales Assembly apart?  As the Chief Revenue Officer (CRO), Matt continues to work as an Account Executive (AE) within his company. Let's uncover the motivations behind this unconventional choice and discover the insights it brings to Sales Assembly's sales motion. Highlights include: Holding on to the AE role as a Founder and CRO (2:00), The Benefit of Having a Very Specific ICP (4:10)...

303: Optimizing Email Deliverability for Cold Outreach with Jesse Ouellette and Vaibhav Namburi

June 29, 2023 13:00 - 52 minutes - 48.2 MB

Is cold email dead? This age-old question has sparked debates and divided opinions. Jesse Ouellete, Founder of LeadMagic, and Vaibhav Namburi, Founder of SmartWriter, shed light on the truth behind cold email's future.  Highlights Include: Is cold email really dead (1:20), What does “good” look like from a deliverability perspective (4:20), Google, Apple and other Email Security features to keep in mind (10:00), What can kill deliverability? (19:40), How many emails should you be sending p...

302: Sales Experiments & Customer Development Insights with Dean Yim

June 22, 2023 13:00 - 50 minutes - 46.4 MB

Exploring the Intersection of Sales Leadership and Founder Dynamics: Join us in this captivating podcast episode as Collin Stewart and Dean Yim delve into the fascinating realm where sales leadership, salespeople, and founders converge. Gain valuable insights into outbound strategies, customer development, and innovative HR tools like Loop.  Don't miss out on unlocking the secrets of sales leadership and the challenges salespeople and founders face. Are you looking to create repeatable, s...

301: Mastering Outbound Sales: Strategies, Triggers, and Campaigns with Gray Norman

June 15, 2023 12:00 - 53 minutes - 49 MB

Gray Norman joins Collin Stewart on The Monthly Meta Podcast to discuss the ins and outs of building an effective outbound sales strategy, including triggers, crafting messages, and more.  Gray Norman is the VP of Pods at Predictable Revenue. Highlights include: Building an effective sales campaign sequence strategy (0:40),  targeting and identifying triggers (6:04), refining your sales development process (14:14), prioritizing vs. personalizing (17:30), crafting the right messaging for c...

300: Conversation Framework for Founder-Led Sales with Christopher Filipiak

June 09, 2023 18:13 - 56 minutes - 52.1 MB

Christopher Filipiak joins Collin Stewart on The Predictable Revenue Podcast to discuss the framework to build meaningful conversations in founder-led sales.  Christopher Filipiak is the Founder and  Executive Seller at Christopher Filipiak LLC, a company dedicated to helping Founders, CEOs, and Sales Leaders to develop Sales Ready mindsets, robust systems and processes, authentic sales conversations, and Sales Ready teams that make sales daily. Highlights include: the first million dollar...

299: The New and Improved Predictable Revenue

June 01, 2023 13:00 - 28 minutes - 26.6 MB

Cristina Esposto and Gray Norman join Collin Stewart on this episode of the Predictable Revenue podcast to discuss new changes to the brand, service offerings, and the new methodology. Highlights include: how sales has evolved over the years (8:03), a new era for Predictable Revenue (13:14), the art of closing (17:08), sales messaging and the rise of targeting (21:01), and human talent is more important than ever (25:04). Are you looking to create repeatable, scalable, and predictable reven...

298: Navigating the Shifting Landscape of Sales Development with Jake Bernstein

May 18, 2023 14:20 - 43 minutes - 60 MB

Jake Bernstein joins Collin Stewart on the Predictable Revenue Podcast to discuss navigating the ever-changing landscape of sales development and harnessing artificial intelligence.  Jake Bernstein is the Director of Business Development at SPINS, a leading wellness-focused data technology company that transforms trillions of retailer data into performance solutions to accelerate growth and deepen loyalty with shoppers. Highlights include: how sales development has changed (2:17), how th...

297: How AI-Generated Outbound Campaigns Can Boost Your Sales with Eric Nowoslawski and Varun Anand

May 04, 2023 17:00 - 1 hour - 98.5 MB

Eric Nowoslawski and Varun Anand join Collin Stewart on the Predictable Revenue Podcast to discuss exciting ways of prospecting using AI for writing messaging and targeting.   Eric Nowoslawski is the Founder of Growth Engine X, an outbound agency leveraging over 20+ data sources to send relevant and personalized cold emails to ideal prospects. Varun Anand is the Head of Operations of Clay, a data provider that simplifies prospecting by bringing together 50+ data sources to build highly tar...

296: Communicating Your Value in a Challenging Economy with Gavin Page

April 27, 2023 14:00 - 42 minutes - 58.6 MB

Gavin Page joins Collin Stewart on the Predictable Revenue Podcast to discuss the changes that have occurred in sales development and how to communicate your value in a challenging economy.  Gavin Page is the Founder and Director of Excelerate360, an end-to-end sales service, that provides support and resources to clients at each stage of their sales cycle. Highlights include: how sales development has changed (0:55), dynamics of sales with tightened budgets (4:46), what we can do differ...

295: Social Selling Tactics to Stand Out with Josh Schwartz

April 20, 2023 12:04 - 53 minutes - 73.3 MB

Josh Schwartz joins Collin Stewart on the Predictable Revenue Podcast to discuss the importance of building rapport with prospects and different social selling tactics to stand out.  Josh Schwartz is the Head of Sales Acceleration Practice at Bregal Sagemount, a team of 20+ professionals who've helped take Valley startups and global enterprises to the next level, available to help you grow and succeed. Highlights include: the importance of building a relationship (15:45), how to stand ou...

294: Setting Up a Sales Career Development Process with Matthew Roberts

April 13, 2023 14:00 - 38 minutes - 53 MB

Matthew Roberts joins Collin Stewart on the Predictable Revenue podcast to discuss his expertise in the sales career development process.  Matthew Roberts is Leading Sales Development at Mosaic, a strategic finance platform that empowers finance leaders to make more profitable decisions. Highlights include: what Matthew loves most about sales leadership (2:30), sales career development process (11:02), employee incentives & implementing gamification (14:01), good targeting vs. good messa...

293: The Importance of Practice in Sales with Andrew Sykes

April 06, 2023 14:00 - 57 minutes - 79.2 MB

Andrew Sykes joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the importance of practice in sales.  Andrew Sykes is the CEO and Founder of Habits at Work, a sales training company  designed to help teams practice and embody the mindsets, skills, and habits that build customer trust. Highlights include: developing embodied skills and the importance of practice in sales (1:59), the critical embodied skills that we need to be practicing (8:38), how and wher...

292: How to Improve Your Sales Process Consistently with Taylor Jones

March 30, 2023 15:00 - 39 minutes - 54.4 MB

Taylor Jones joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the different ways of improving your sales process and how to take that improvement into your own hands.  Taylor Jones is the Director of Sales at Zip, an intake-to-procure solution to bring a consumer-grade user experience to B2B purchasing. Highlights include: the importance of diagnosing and focusing (1:33), figuring out what to focus on as a sales leader (2:46), taking improvement into our o...

291: Prospecting with Purpose: Navigating Challenges and Building Relationships with Joey Williams

March 16, 2023 15:08 - 56 minutes - 78.2 MB

Joey Williams joins the Predictable Revenue podcast to discuss prospecting with purpose: navigating challenges and building relationships. Joey is the Director of Sales Development at Chili Piper, an inbound lead conversion and scheduling app. Highlights include: the value of persistence in an SDR (2:55), sales development tactics every rep needs to know (8:54), why SDRs need to have control over who they’re targeting (12:15), how Rules of Engagement affect the prospecting process (14:40...

290: How to Establish Authority and Generate Limitless Leads on Facebook with AJ Cassata

March 09, 2023 16:11 - 58 minutes - 81.2 MB

AJ Cassata joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss establishing authority and generating leads on Facebook. Highlights include: how AJ got into sales development consulting (1:15), how community drove early growth at RevenueBoost (11:10), how your Facebook group can act as a lead magnet (17:55), how to choose the right platform for your community (20:05), two factors to consider before starting a community (26:00),  the step-by-step process of bui...