The Predictable Revenue Podcast
325 episodes - English - Latest episode: 3 days ago - ★★★★★ - 33 ratingsWe 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.
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Episodes
294: Setting Up a Sales Career Development Process with Matthew Roberts
April 13, 2023 14:00 - 38 minutes - 53 MBMatthew 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 MBAndrew 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 MBTaylor 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 MBJoey 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 MBAJ 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...
289: The Importance of Clean Data When Prospecting with Jake Biskar
March 02, 2023 15:00 - 53 minutes - 49.2 MBJake Biskar joins Collin Stewart on this episode of the Monthly Meta Podcast to discuss the importance of clean data when prospecting. Jake is a consultant at Iconic Air and Marketing Manager at Yahoo for Business. Highlights include: how inaccurate contact data affects prospecting (3:45), why SDRs need to control who they’re contacting (6:19), how Clay.run streamlines the prospecting process (8:20), how Clay integrates with LinkedIn for better account scoring (13:02), tools for better t...
285: Leveraging Cold Call Dispositions as a Sales Leader with Gray Norman
February 24, 2023 15:52 - 22 minutes - 20.8 MBGray Norman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss leveraging cold call dispositions as a sales leader. Highlights include: how to leverage trends in sales development (3:01), what a cold call disposition is and why it matters (4:47), how to map cold call funnels into dispositions (8:24), the benefit of tracking dispositions for managers (10:45), why you should limit your number of call dispositions (12:51), why you should treat each cold call as...
288: SDR Mindset: What Does it Mean? With Jesui Ayala
February 23, 2023 15:33 - 51 minutes - 70.8 MBJesui Ayala joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss SDR mindset and habits. Jesui is an SDR and Implementation Manager at Predictable Revenue. Highlights include: why being an SDR is not a junior role (3:31), why you shouldn’t take rejection personally (7:50), tips for surviving your first week as an SDR (9:13), the importance of being open to feedback (17:30), bringing creativity into the SDR role (22:52), how to reframe your prospecting minds...
287: How to Book a Meeting Over Email with Josh Garrison
February 16, 2023 16:01 - 1 hour - 117 MBJosh Garrison joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to book a meeting over email. Josh is the Head of Content Marketing at Apollo, an all-in-one sales intelligence platform with tools to help you prospect, engage, and drive more revenue. Highlights include: why effective outreach starts with defining the right goal (1:55), how to establish a relationship over email (8:30), how to write short and sweet emails to C-suite executives (12:15),...
286: Michael Tuso's Guide for SDR Follow-up Emails
February 09, 2023 19:01 - 1 hour - 107 MBMichael Tuso joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss what great SDR follow-up looks like. Michael is the Founder and CEO of Callypso, a revenue expansion and retention software for account managers. Highlights include: what’s wrong with traditional cold emails and how to craft an email that stands out (5:45), the basics of a good follow-up process (8:22), why detailed notetaking is crucial to follow-up (15:14), why you shouldn’t always attach an...
284: B2B Growth Channels Available for Each CAC Level Part 3 with Michael Gaudet
January 26, 2023 15:00 - 1 hour - 87.3 MBMichael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for $50k+ CAC levels. Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams. Highlights include: Leading indicators of success for larger deal sizes (3:07), how to accurately forecast pipeline revenue for a longer sales cycle (8:18), the best B2B growth channels for $50k+CAC...
283: How to Become a Sales Leader
January 19, 2023 13:57 - 1 hour - 85.4 MBMichael Covre joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to become a sales leader. Michael is a sales leader at Shopify, one of the world’s leading multinational e-commerce companies. Highlights include: what the path to sales leadership looks like and how to determine if it’s right for you (2:22), why management isn’t always the best path for advancement (9:05), how to create an impact quickly as a new manager or sales leader (11:17), what...
282: Using HIRO Opportunities To Predict Pipeline ROI
January 12, 2023 11:00 - 55 minutes - 76.9 MBSidney Waterfall joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss pipeline sources and how to use them to accurately predict pipeline ROI. Sidney is the SVP of Growth at Refine Labs, the world’s first Revenue R&D laboratory. Highlights include: aligning your inbound and outbound strategies for a more holistic view of revenue (2:28), why Refine Labs takes an “all bound” approach to revenue (3:00), common B2B pipeline sources (5:38) how to accurately measure...
281: The #1 priority for a VP Sales that most people get wrong (hiring)
January 05, 2023 13:00 - 1 hour - 112 MBDaniele Di Nunzio joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to hire SDRs and AEs and what to look for in your first sales hire. Daniele is the VP of Sales at Storyly, a user engagement platform to embed Stories content in mobile apps and websites. Highlights include: what most VP of Sales get wrong (7:49), how the founding sales team can make or breaks the company (10:17), the underestimated cost of bad hiring (20:10), why your sales hiring ...
280: Go To Market Fit vs. Product Market Fit
December 29, 2022 13:00 - 58 minutes - 80 MBTed Blosser joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the difference between go to market fit (GTM) and product market fit. Ted is the Chief Enablement Officer (CEO) at WorkRamp, an all-in-one learning management system. Highlights include: the difference between go to market and product market fit and why the two are commonly confused (3:36), WorkRamp’s unique journey to achieve GTM fit (5:30), how Ted generated $100-200k a day in pipeline on L...
279: Stealing B2C Black Friday tactics in the sales development world
December 22, 2022 15:23 - 1 hour - 99.2 MBJenell Riesner joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss applying B2C Black Friday tactics to the sales development world. Jenell is the CMO at iLoveKickboxing, a fitness franchise specializing in HIIT workouts and kickboxing. Highlights include: why Jennell’s company started their Black Friday campaign in October (3:45), how to think about planning your promotional campaigns and sequences from a marketer’s perspective (21:44), their top three mar...
278: Re-envisioning the SDR role through the lens of a Demand Gen Marketer
December 15, 2022 15:08 - 47 minutes - 66.1 MBSam Kuehnle joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss re-envisioning the SDR role through a demand generation lens. Sam is the VP of Demand Gen at Refine Labs, a marketing strategy and research firm for B2B SaaS companies. Highlights include: the problem with the current B2B sales model (3:20), why sales leaders get stuck worrying about the volume of leads over the quality (8:00), how to navigate the transition from a volume-based approach...
277: How to Book a Meeting With a Senior Executive in Any Industry ( Replay)
December 08, 2022 07:21 - 42 minutes - 58.1 MB(Replay)Troy Angrignon shares his account management wisdom on this episode of the Predictable Revenue podcast. Troy has more than 25 years of experience as a sales leader and management consultant for companies selling into large accounts in multiple industries. Highlights include: what you need to know about someone before going for the meeting (4:19), capturing and sharing this knowledge (7:56), mapping a large account your company has sold into before (12:17), how to book a cold outbou...
276: B2B Growth Channels Available for Each CAC Level Part 2
December 01, 2022 13:00 - 1 hour - 129 MBMichael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for $10-50k CAC levels. Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams. Highlights include: Recap of the best demand generation channels for $1-10k CAC levels (2:15), what metrics are most important at a $10-50k CAC level (10:10), why it’s important to underst...
275: How to Add Personality to Your Prospecting to Attract Ideal Customers
November 24, 2022 18:44 - 40 minutes - 56.3 MBRuben Dua joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to lean into your personality to attract ideal customers. Ruben is a podcast host, video enthusiast, and the Founder and CEO of Dubb.com. Highlights include: how to practice creativity as an SDR (3:48), advice for new SDRs to overcome the fear of veering off script (7:02), how to add your personality to a call script (7:32), why repetition is key to perfecting your cold call skills (8:40), w...
274: Hard Skills Needed to Succeed at SDR Management
November 17, 2022 13:00 - 1 hour - 105 MBJosh Garrison joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the hard skills needed to succeed at SDR Management. Josh is the Head of Revenue at Teamflow, a remote office software for sales teams. Highlights include: what skills to look for in a good SDR Manager (2:09), advice for SDRs who want to grow into a management role (5:03), what day-to-day life looks like as a sales manager (7:00), how to prioritize your tasks as a manager (11:17), four imp...
273: B2B Growth Channels for Different CAC Levels
November 10, 2022 13:00 - 1 hour - 95.8 MBMichael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for different CAC levels. Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams. Highlights include: what you need to have in place before thinking about marketing and growth channels (3:35), how to decide which channels to invest in (9:29), how to effectively test new channel...
272: Lessons Learned From 20 Years Running a Sales Outsourcing in Europe
November 03, 2022 12:00 - 1 hour - 88.9 MBRick Pizzoli joins Collin Stewart on this episode of the Predictable Revenue podcast to share his top lessons from sales outsourcing in Europe. Rick is the Founder and CEO of Sales Force Europe, the largest and most established technology business development team in Europe. Highlights include: How Rick got started in sales outsourcing (3:19), how Sales Force Europe helps companies replicate their success in new markets (4:22), how to translate success in one area to a new market or indust...
271: How to Turn 100 LinkedIn Profiles Into 10 Meetings (Replay)
October 27, 2022 12:00 - 1 hour - 85.3 MBOn this edition of The Predictable Revenue Podcast we are doing a replay from our podcast episode 144, 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 journ...
270: Why Segmentation is Key for SaaS Email Marketing
October 20, 2022 12:00 - 37 minutes - 51.3 MBJane Portman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss why segmentation is key for SaaS email marketing. Jane Portman is the Co-Founder and CEO of Userlist, an email automation platform specializing in understanding customer data. Highlights include: how to choose the right segmentation criteria for your email campaigns (4:21), matching your email outreach to the context (7:32), how to apply the lifecycle marketing model can apply to email (8:49...
269: How to Gain a Deep Understanding of Your Audience
October 13, 2022 12:00 - 46 minutes - 64 MBRand Fishkin joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to gain a deeper understanding of your audience. Rand is the Co-founder and CEO of SparkToro, makers of fine audience research software. Highlights include: Rand’s journey from Moz to SparkToro (1:15), why sales relies on understanding your audience (13:06), an example of how SparkToro pulls data on specific customers (15:27), why Rand and his co-founder decided not to rely on a subscrip...
268: Why You Should be Doing Data-Driven Sales Management
October 06, 2022 14:00 - 38 minutes - 53.8 MBPeter Kazanjy joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why you should use data to drive your sales management decisions. Peter is a serial founder and seasoned early-stage SaaS executive, advisor, and investor. Highlights include: why data is so foundational to sales management (4:32), how to get started with data management for your sales development team (8:34), the biggest mistake sales managers make when implementing data systems (9:04), how...
267: How to Convert High-Ticket Clients through Content and Community
September 29, 2022 14:00 - 37 minutes - 52 MBRachel Howourth joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to convert high-ticket clients through content and community. Having worked in sales for her entire career and built a successful training and consultancy business, Rachel felt empowered to demonstrate that sales can be easy, not sleazy. Highlights include: what makes a high-ticket client different (1:34), the problem with educational content (4:05), examples of content to attract high-tic...
266: How to Sell Using LinkedIn and Video
September 22, 2022 16:26 - 43 minutes - 60.3 MBDonald Kelly joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell using LinkedIn and video. Donald is the founder of The Sales Evangelist, where he evangelizes effective ways salespeople and entrepreneurs can find more qualified prospects, close more deals, and make more money. Highlights include: what salespeople get wrong on LinkedIn (2:01), the three parts to an effective LinkedIn strategy (2:39), how to be strategic about your connection request...
265: How To Sell Better In An Economic Downturn
September 15, 2022 13:30 - 28 minutes - 39.2 MBJeff Koser joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell better in an economic downturn. Jeff is the award-winning co-author of Selling to Zebras and founder and CEO of Zebrafi. Highlights include: the impact of recent market changes on B2B sales (2:24), why startups are especially vulnerable to these changing conditions and three ways founders can prepare (4:20), how to dial in your ICP profile to close up to 90% of your deals (5:58), how to...
264: How Contracts Can Put The Wind In Everyone's Sales
September 08, 2022 13:30 - 24 minutes - 34 MBYoav Susz joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss contracts can put the wind in your sales. Yoav is the VP of Global Revenue at Contractbook, an all-in-one contract management platform. He joined the Predictable Revenue podcast to discuss how contracts can put the wind in everyone’s sales. Highlights include: How sales contracts have become stuck in the past (1:57), the two most important aspects of a great contract system (4:37), how to ensure ev...
263: Jason Bay’s Cold Calling Coaching Framework
September 01, 2022 13:30 - 49 minutes - 68.4 MBJason Bay joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss cold calling and how to coach cold calling. Jason is the Chief Prospecting Officer at Blissful Prospecting, and he’s on a mission to help reps and sales teams turn strangers into paying customers. Highlights include: Jason’s framework for cold calling (3:01), a step-by-step walkthrough of a successful cold call (5:25), the importance of tonality and establishing yourself as a peer (6:30), permission...
262: The Financial Impact of Breaking Down Your Revenue Organization Silos
August 25, 2022 13:30 - 36 minutes - 50.3 MBTyler Barron joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the financial impact of breaking down silos in your revenue organization. Tyler is a high-performing go-to-market leader with 10+ years of experience in SaaS and enterprise technology. Highlights include: challenges and lessons learned from Tyler’s transition from a sales leader to CRO (2:31), why the modern customer journey requires breaking down the silos between sales, marketing, and customer ...
261: Setting Up Compensation Plans for SDRs Effectively
August 18, 2022 11:47 - 31 minutes - 43.4 MBGraham Collins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to set up effective compensation plans for SDRs. As the Director of Sales Development at QuotaPath, Graham Collins built out the SDR function, led a team of 40 reps, and conducted more than 300 compensation plan strategy calls. Highlights include: how to balance rep control with benefit to the company (2:15), different SDR compensation models and how to determine which is right for your co...
260: How To Optimize Your Sales Booking Process
August 11, 2022 11:06 - 30 minutes - 41.5 MBTanya MFK joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how optimizing your booking process will increase your show rate. Tanya is the Founder of Success By Design and host of the My Designed Life Show, featured on FM radio, UI Media Network, online platforms, and BingeNetworks TV. Highlights include: the biggest mistakes salespeople make when booking meetings (2:13), the impact of a sloppy booking process (3:22), why sending a scheduler link is not eno...
259: How To Find Companies At Scale The Exact Moment They Need You
August 04, 2022 11:00 - 34 minutes - 48 MBJordan Crawford joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to find companies at scale at the exact moment they need you. Jordan has built growth systems for Mainstreet, Ironclad, Vouch, and more. Now he runs BlueprintGTM.com to help companies dial in their prospecting by key painful moments. Highlights include: how to better target your outreach with the CATCAT system (2:45), how to systematize your prospecting process (7:15), how to achieve per...
258: How To Become a Motivational Sales Leader
July 28, 2022 11:24 - 19 minutes - 26.8 MBRene Zamora joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to become a motivational sales leader. Rene is the founder of Sales Manager Now, a Fractional Sales Management consulting firm, and the author of Part-Time Sales Management. Highlights include: why motivation differs for sales reps and leaders (2:38), two ways to keep your team on track to hit revenue goals (3:47), how to remove obstacles from the sales process (4:30), common obstacles that g...
257: Why SDR Talent Management Is So Important
July 21, 2022 12:40 - 30 minutes - 41.9 MBJulian Marcuzzi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why SDR talent management is so important. Julian is the VP of Revenue at Predictable Revenue. He has spent 10+ years in sales and has a passion for seeing his direct reports reach their full potential. Highlights include: how to build a career path for the SDR role starting during recruitment (2:06), how to set your direct reports up for long-term success (4:53), how to determine when to promot...
256: Why SDRs Should Be Part of Your Marketing Team Instead of Your Sales Team
July 14, 2022 13:30 - 37 minutes - 51.7 MBMarc Gassó joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why SDRs should be part of your marketing team instead of sales. Marc is the CMO of Bloobirds and currently leads the company's growth strategy in the United States. Highlights include: how involving SDRs in marketing affects team dynamics (3:06), how marketing can benefit from an SDR’s feedback (4:05), how SDRs can benefit from a closer tie to marketing (6:32), why marketing should have a greater...
255: 6 Vital Skills to Stand Out and Sell More
July 07, 2022 14:00 - 33 minutes - 31.2 MBDale Merrill joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to stand out and sell more. Dale is a highly sought-after international speaker, sales thought leader, and co-author of Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More. Highlights include: how this philosophy came about (1:52), the experiment that led to the strikingly different framework (2:50), the most surprising thing Dale learned from watching 1700 client meetings...
254: How to Use Comedy To Drive Brand Awareness
June 30, 2022 14:00 - 26 minutes - 24.2 MBShelby Dash and Kristina Clifford join Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to use comedic content to drive brand awareness. Shelby and Kristina are professional actresses turned comedic content marketers and the creators of Take2Content. Highlights include: How the duo went from professional actresses to content marketers (3:01), which comedic tropes lend themselves best to B2B marketing (4:58), how to harness the power of surprise in your conten...
253: How to Successfully Run a Remote Business
June 23, 2022 14:00 - 36 minutes - 34.1 MBMichael Zipursky joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to successfully run a remote business. Michael is the CEO and Co-Founder of Consulting Success, with over 20 years of experience helping consultants add 6- and 7-figures to their annual revenue. Highlights include: how Michael built his remote business and why he and his co-founder made that decision (2:29), early-stage challenges they encountered running a remote business (3:58), how to ...
252: How to Increase Your Return On Luck as a Business Leader
June 16, 2022 15:46 - 40 minutes - 37.2 MBSimon Severino joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to increase your return on luck as a business leader. Simon is a TEDx speaker, Contributor to Forbes and Entrepreneur Magazine, and creator of the Strategy Sprints™ Method that doubles revenue in 90 days by getting business leaders out of the weeds. Highlights include: Simon’s framework for dealing with factors outside of your control (1:40), two powerful questions business leaders should ...
251: The Importance of Data Hygiene in Sales Orgs
June 09, 2022 14:00 - 28 minutes - 26.2 MBPouyan Salehi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the importance of data hygiene in sales organizations. Pouyan is the Co-Founder and former CEO of PersistIQ, CycleIO and now Scratchpad, which recently raised $33M in Series B funding. Highlights include: the goal of RevOps in today’s sales org (2:13), what to consider before you start tracking data (4:13), how over-collecting data is hurting reps’ productivity (8:50), why a simple approach to dat...
250: Transform Your Prospects Into A High Performing Sales Team
June 02, 2022 14:00 - 26 minutes - 24.2 MBTom Burton joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to transform prospects into your own top performing sales team. Tom is an investor and co-founder of LeadSmart Technologies, a unique CRM platform that enables businesses to help their prospects and customers reach the Revenue Zone. Highlights include: the conflict between salespeople and modern B2B buyers (2:35), how to lead your prospects down “the yellow brick road” towards a sale (6:03), th...
249: How to Excel at Product-Led Growth
May 26, 2022 14:00 - 48 minutes - 44.4 MBJoel Smith and Vanessa Roberts Product join Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to excel at product-led growth. Joel and Vanessa are both strategic coaches at Dan Martell’s SaaS Academy, a B2B SaaS coaching program and community. Highlights include: the definition of product-led growth and common misconceptions (3:18), what most companies get wrong with product-led growth (4:21), why choose a product-led sales approach (9:20), how to build a produc...
248: The Importance of Founder-Led Sales to Scaling
May 19, 2022 13:30 - 24 minutes - 23 MBHarpaul Sambhi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the importance of founder-led sales to scale a startup predictably. Harpaul is the Founder and CEO of productivity software Magical, as well as the Founder and former CEO of Careerify recruiting software, which sold to LinkedIn in 2015. Highlights include: how Harpaul’s own success started with founder-led sales (1:39), three ways founders can better prepare before bringing on their first sale...
247: What’s Wrong with the Revenue Growth At All Costs Model
May 12, 2022 14:00 - 26 minutes - 24.8 MBMatt Melymuka joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss what’s wrong with the revenue growth at all costs model. Matt is the Founder/Partner of PeakSpan Capital, a growth equity firm that takes a “contra-silicon valley” approach to scaling. Highlights include: the origins of PeakSpan’s focus and specialization model (1:56), what the capital loss ratio is and what it means for your company (6:15), the overlooked issue of liquidity (8:55), the problem ...
246: How Revenue Leaders Can Own Their Seat at the Table
May 05, 2022 13:30 - 29 minutes - 27.2 MBTom Glason joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how revenue leaders can own their seat at the board table. Tom is the Co-founder & CEO of Scalewise, helping B2B tech scale-ups accelerate growth by providing access to world-class Scale Experts. Highlights include: why funding numbers have quadrupled in recent years and what that means for revenue leaders (6:49), the five key questions that Series A and B investors are asking (10:27), the most imp...
245: Increase Revenue by Selling to Investors
April 28, 2022 14:00 - 27 minutes - 25.7 MBPontus Noren joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to map the investor’s journey to the seller’s journey. Pontus is the Founder and former Vice-Chairman of Cloudreach, as well as Executive Chairman and Founder of savvi.co. Highlights include: how to translate your outbound sales process to the investor’s journey (3:48), where most founders make mistakes in the investment seeking process (9:27), how to deal with false positives in the investor p...