The Predictable Revenue Podcast
325 episodes - English - Latest episode: 2 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
244: Generating Inbound Leads With Outbound Sales Messaging
April 21, 2022 13:30 - 35 minutes - 32.4 MBEric Nowoslawski joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to create inbound leads using outbound sales messaging. As a growth marketer, Eric Nowoslawski has worked with over 120 startups. He teaches founders the systems, processes, and strategies that make outbound a dependable pipeline of growth. Highlights include: why not all offers are made for cold email (2:15), non-traditional places to find inbound leads (4:03), how to use Trojan horse co...
243: Best Practices for Outbound Sales Sequences
April 14, 2022 13:00 - 34 minutes - 31.9 MBDarryl Praill joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss best practices and common mistakes when implementing outbound sales sequences. Darryl is the Chief Revenue Officer at VanillaSoft, the industry's most established Sales Engagement Platform. Highlights include: how sales cadences can counteract our bad habits (2:56), how to build the best possible cadence for your audience (7:49), how to design an optimal sales sequence for multiple different cha...
242: How to Sell Without Selling Out
April 07, 2022 13:00 - 27 minutes - 25.6 MBAndy Paul joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell without selling out. Andy is the author of two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, and is one of the leading voices in the sales industry today. Highlights include: outdated sales behaviors that need to be replaced (2:56), why so many sales teams are selling out even when they know it’s ineffective (4:57), the difference between selling out and selling in ...
241: Why Outbound Sales Is Lagging Behind In Digital Transformation
March 31, 2022 14:09 - 38 minutes - 35.1 MBArt Harding joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why outbound sales are lagging in digital transformation and how to fix it. Art is a global speaker, sales leader, and Chief Operating Officer at People.ai, where he helps build high-performing sales, services, and operations teams. Highlights include: how B2B tech went from a leader in digital transformation to getting stuck in the past (1:42), why sales leaders have been slower to adopt new technolo...
240: Why Transparency Sells Better Than Perfection
March 24, 2022 13:00 - 32 minutes - 30.2 MBTodd Caponi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why transparency sells better than perfection. Todd is the Founder of Sales Melon and author of the award-winning book, The Transparency Sale. Highlights include: why a product with 4.2-star reviews will outsell its 5 star counterpart (4:08), how to be more transparent in your messaging (7:41), how to stand out with personalized prospecting (8:21), how to lead with transparency in sales conversation...
239: Leveraging ABM to Reach Prospects That Are Actually Worth Your Time
March 17, 2022 14:00 - 19 minutes - 17.9 MBSimeon Atkins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss leveraging account-based marketing (ABM) to reach prospects that are worth your time. Simeon is an Industry Consultant at Similarweb, specializing in eCommerce and marketing tech. He works closely with various commercial operations to help them find, win, and retain more business with Similarweb’s market intelligence data. Highlights include the three main characteristics of ABM (2:21), the benefi...
238: How Customer Success Generates Revenue
March 10, 2022 16:14 - 29 minutes - 27.3 MBLeah is a Founder of BetterGrowth, a consulting agency focused on helping companies scale their customer-focused teams to exceed revenue goals and turn their customers into lifelong fans. Highlights include: why customer success deserves a seat at the revenue table (1:50), the reason why so customer success often gets stuck in a reactive role (3:30), the two main roles with customer success (4:30), how to build your customer success team from the ground up (5:20), changing compensation mod...
237: Removing Hope From Outbound Sales To Increase Conversion
March 03, 2022 14:00 - 34 minutes - 31.4 MBShawn Rhodes joins the Predictable Revenue podcast to discuss how systematizing the outbound sales process can help improve your conversion rates. Highlights include: why so many salespeople rely on hope (1:45), the negative impacts of salespeople improvising their process (3:03), how sales leaders can enable their teams with strong systems (7:42), what three questions you need to ask in every debrief (13:35), how systems allow salespeople to be more present in meetings (17:25), the four k...
236: Go-To-Market Strategies to Reach Revenue Target
February 24, 2022 14:00 - 27 minutes - 25.4 MBChristina del Villar joins the Predictable Revenue podcast to discuss how a go-to-market strategy can help you boost outbound sales and hit your revenue target. Christina is a marketing strategy expert who helps companies define, develop and implement successful go-to-market strategies and boost their revenue. Highlights include: how Christina’s childhood dream to be a fighter pilot influenced her career in marketing (1:50), how to conduct an audit to evaluate your go-to-market strategy (3...
236: Go-To-Market Strategies to Reach Revenue Targets
February 24, 2022 14:00 - 27 minutes - 25.4 MBChristina del Villar joins the Predictable Revenue podcast to discuss how a go-to-market strategy can help you boost outbound sales and hit your revenue targets. Christina is a marketing strategy expert who helps companies define, develop and implement successful go-to-market strategies and boost their revenue. Highlights include: how Christina’s childhood dream to be a fighter pilot influenced her career in marketing (1:50), how to conduct an audit to evaluate your go-to-market strategy (...
235: How to close the deal with sales presentations that map to your customer and funnel
February 17, 2022 14:00 - 20 minutes - 18.9 MBAlexAnndra Ontra joins the Predictable Revenue podcast to discuss the role of presentations in the outbound sales process and how to use them to close the deal. AlexAnndra is the President and Co-founder of Shufflrr, a presentation management platform that has shaped the presentation strategies of hundreds of Fortune-level companies. Highlights include: the three functions of a sales presentation (1:51), the problem with traditional sales presentations (4:54), how to build a flexible sli...
234: Using Sales Automation to Close Sales Deals Faster
February 10, 2022 14:00 - 32 minutes - 29.6 MBKevin Snow joins the Predictable Revenue podcast to discuss how automating your outbound sales strategy can help you close deals faster and more efficiently. Kevin is the Founder/CEO of Time On Target, a sales and marketing agency that helps businesses integrate digital technology in an authentic, professional way. Highlights include: Common mistakes when implementing automation (1:38), how to send automated content based on where a prospect is in the sales process (9:40), how to provid...
233: Helping Founders Establish The Right Sales Infrastructure For Growth
February 03, 2022 15:00 - 32 minutes - 30.4 MBMoeed Amin joins the Predictable Revenue podcast to discuss how founders can establish a customer-centric outbound sales infrastructure for profitable growth. With over 20 years of experience in sales and a background in neuroscience, Moeed founded Proverbial Door to help businesses improve their sales function for radical growth. Highlights include: the four most common mistakes founders make when scaling (3:40), how to understand your customers on a deeper level (8:44), a wider view of t...
232: How CEOs Should Improve the Buying Process To Scale Revenue
January 27, 2022 12:00 - 29 minutes - 27.1 MBMary Grothe joins the Predictable Revenue podcast to discuss how CEOs can remove friction from the outbound sales process in order to scale revenue holistically. Mary is a former #1 MidMarket B2B Sales Rep and CEO of House of Revenue, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 15 companies nationwide. Highlights include: the two stages of scaling for CEOs (1:55), the importance of narrowing down ...
231: Will Improv And Practice Make You a Top Performing Sales Representative?
January 24, 2022 15:26 - 27 minutes - 25.6 MBIn this episode of the Predictable Revenue Podcast, Sarah Hicks is joined by Dr. Stefanie Boyer to discuss why roleplaying practice makes the best sales development reps and how to incorporate improv exercises into your SDR training. Dr. Boyer is an award-winning sales educator and author of several books, including The Little Black Book of Social Media, Strategies to Ignite Your Business, Influencer, and Professional Brand. Highlights include: the importance of practice in sales develop...
331: Will Improv And Practice Make You a Top Performing Sales Representative?
January 20, 2022 12:00 - 27 minutes - 25.6 MBIn this episode of the Predictable Revenue Podcast, Sarah Hicks is joined by Dr. Stefanie Boyer to discuss why roleplaying practice makes the best sales development reps and how to incorporate improv exercises into your SDR training. Dr. Boyer is an award-winning sales educator and author of several books, including The Little Black Book of Social Media, Strategies to Ignite Your Business, Influencer, and Professional Brand. Highlights include: the importance of practice in sales develop...
230: Self-limiting Beliefs in Sales Development
January 13, 2022 12:00 - 48 minutes - 44.9 MBDarren Reinke joined the Predictable Revenue podcast to discuss self-limiting beliefs in sales development, including how to foster growth in your team, and reframe self-limiting beliefs into positive thoughts and actions. Darren is an executive coach, podcast host, and author of "The Savage Leader: 13 Principles to Become a Better Leader from the Inside Out." The book focuses on the inner journey of leadership, and how to overcome self-limiting beliefs to unlock our hidden potential. Hi...
229: How SDRs and AEs Should Build Successful Working Relationships
January 06, 2022 12:00 - 32 minutes - 30.2 MBIn this episode of the Predictable Revenue Podcast, Sarah Hicks is joined by Julian Muniz, Director of Global Sales Development at BlueVoyant. Julian Muniz is a sales development leader with experience assisting two GTM teams get acquired for a total of $430 million in the past year. Episode highlights include: the biggest mistakes made when it comes to SDR/AE working relationships (3:41), how a lack of collaboration hurts both sides (4:25), how to ensure a smooth customer transition from ...
228: How technical credibility and a knowledge of SaaS metrics will help you close more deals
December 16, 2021 11:00 - 21 minutes - 21.7 MBSara Archer is a former neuroscientist turned SaaS startup operator and has 8+ years building ambitious, international sales teams. She is absolutely determined to convince the skeptics that ‘sales’ is not a dirty word. In her current role as Head of Sales with ChartMogul, she helps top-tier subscription businesses around the globe grow faster using their revenue data — think recurring revenue, churn, customer lifetime value. Sara joined the Predictable Revenue Podcast to talk about how ...
The 8 ego-driven emotions that stop you from selling (and their antidotes)
December 09, 2021 11:00 - 25 minutes - 25.6 MBMichael Hanson joined us on this episode of the Predictable Revenue Podcast to discuss the 8 ego-driven emotions that stop salespeople from selling effectively and shared the antidotes to overcome them. Michael runs Growth Genie, a consultancy that empowers B2B sales teams to have better conversations through playbooks, sequences, coaching, and training. Highlights: why psychology is better than sales books (1:26), the 8 ego-driven emotions (4:31), desire (5:24), fear (7:45), anger and r...
227: The 8 ego-driven emotions that stop you from selling (and their antidotes)
December 09, 2021 11:00 - 25 minutes - 25.6 MBMichael Hanson joined us on this episode of the Predictable Revenue Podcast to discuss the 8 ego-driven emotions that stop salespeople from selling effectively and shared the antidotes to overcome them. Michael runs Growth Genie, a consultancy that empowers B2B sales teams to have better conversations through playbooks, sequences, coaching, and training. Highlights: why psychology is better than sales books (1:26), the 8 ego-driven emotions (4:31), desire (5:24), fear (7:45), anger and r...
226: How to build the right sales tech stack for your business
December 02, 2021 11:00 - 23 minutes - 23.6 MBAsa Hochhauser is the VP of Sales at McGaw.io. He’s been helping customers make magic with their marketing & sales tech for more than 13 years. As a previous Director of Sales at ion interactive, which was co-founded by Martech pioneer Scott Brinker, he was an instrumental part in their acquisition. Asa joined the Predictable Revenue Podcast to provide important insights on how to build the right sales tech stack for your business. Highlights: What to focus on before choosing your sales...
225: How to create the perfect pitch deck
November 25, 2021 04:55 - 27 minutes - 26.8 MBDonna Griffit is a Corporate Storyteller who has worked globally with Fortune 500 companies, start-ups, and investors in a wide variety of industries for over 16 years. She has consulted and trained clients in over 30 countries. Donna joined the Predictable Revenue Podcast to provide helpful guidance on how to create the perfect pitch deck. Highlights: why storytelling is so important when creating a pitch deck (1:33), the biggest mistake people make when creating pitch decks (2:32), the...
224: Founder-led sales for startups
November 18, 2021 16:02 - 26 minutes - 26 MBRyan Staley is the Founder & CEO of Whale Boss — consultancy that helps founders and revenue leaders implement seven and eight-figure sales operating systems. He joined us on this episode of the Predictable Revenue Podcast to break down the strategies founders and start-ups need to adopt to amplify revenue. Highlights include: What are the most important metrics for start-ups (2:00), three core operating systems for start-ups (3:30), creating exponential growth through PCP (4:29), the thre...
223: The Sales Development Methodology
November 11, 2021 12:30 - 50 minutes - 47.9 MBOn this podcast episode our Co-founder & CEO Collin Stewart, Lead Coach Sarah Hicks, and Senior Vice President Carrie White, joined us to share everything about our new and improved sales development methodology. Predictable Revenue’s Sales Development Methodology has been a work in progress for the better part of a year and a half. Our new methodology defines the core ideas and principles that go into building a revenue team but as a point of emphasis separates them from the tactics requi...
222: How to figure out if your GTM process is broken (and how to fix it)
November 04, 2021 11:30 - 25 minutes - 25.4 MBSangram Vajre joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Sangram is a bestselling author who co-founded Terminus in 2014 and ever since has been teaching the business of marketing with his signature frameworks. He’s an international keynote speaker, was named one of the top twenty-one B2B marketing influencers in the world, and is the host of a top-fifty business podcast called FlipMyFunnel. Highlights include: crossing the valley of death from $10MM onward (3...
221: Why hiring a sales trainer instead of a sales manager will help you scale your sales org faster
October 28, 2021 11:30 - 22 minutes - 22.3 MBDr. Nadja Brown joins Sarah Hicks on this episode of the Predictable Revenue Podcast. She is a sales strategist, consultant, trainer, and founder of The Doyenne Agency. A sales agency that works with business owners, companies, and corporations to multiply revenue and awaken the consistent closer within your sales team using the Consistent Sales Method™. She helps women learn to play the career game in business to advance their careers and professions. Highlights include: how to know whet...
220: How to use Jobs-to-be-Done to understand your customers better
October 21, 2021 11:30 - 34 minutes - 33.2 MBDan Balcauski joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Dan is the founder of Product Tranquility, a consulting firm based in Austin Texas. He is considered an expert on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. Highlights include: defining Jobs-to-be-Done (1:50), the 3 types of jobs (3:30), why one of the often forgotten jobs is key to sales (6:29), an example of a prominent b2b company that uses Jobs-to-be-Done effective...
219: How to attract high-quality clients without wasting money on Advertising and Techy Funnels
October 14, 2021 11:30 - 39 minutes - 38.1 MBSteve Brossman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. He is a multi-Amazon Best Selling Author on Marketing and Sales and with 38 years of experience in these areas. Highlights include: the definition of buying energy and how to increase it in your customers (1:45), getting out of the “brown box” of commoditization as a service provider (5:20), the neuroscience behind these tactics (11:23), Steve’s DNGC formula (25:45), the 3 investments customers are ...
218: How to write proposals that sell
October 07, 2021 15:25 - 34 minutes - 33.2 MBAllan Langer joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Allan is the Founder/CEO of The 7 Secrets Center of Sales and Marketing, and his book, “The 7 Secrets to Selling More by Selling Less”, is an award-winning best-seller on Amazon. Highlights include: The biggest mistake you can make in a proposal (1:30), how a good proposal should be structured (7:25), how and when to use images (14:24), positioning pricing as an investment (20:42), and the impact of these c...
217: How leading B2B companies are structuring their sales led GTM teams
September 30, 2021 11:30 - 46 minutes - 44.3 MBPaul Fifield joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Paul is the CEO of Sales Impact Academy and over the last 7 years, he has grown two international technology businesses from $0 to $70M in combined sales as CRO and $100s of millions in value. He leads a talented team, revolutionizing the way B2B tech companies approach skills development making it an integral part of their go-to-market (GTM) stack. Highlights include: building your GTM org from $0-10M (3:4...
216: How to sell using LinkedIn
September 23, 2021 18:37 - 41 minutes - 39.8 MBBrynne Tillman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Brynne is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. Highlights include: the 3 things most people get wrong on LinkedIn (1:23), the step by step to getting it right (7:24), Brynne’s advice to people who don’t have time for LinkedIn (24:08), how to makeover your pr...
215:How to build your salesforce for the first time
September 16, 2021 11:30 - 37 minutes - 36 MBDoug C Brown joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Doug has served as an independent President of Sales and Training for companies run by Tony Robbins, Chet Holmes, and Russ Whitney. He is the CEO of Business Success Factors, where he helps businesses grow and accelerate their sales revenue as well as to expand and optimize it. Highlights include: the top mistake companies make when attempting to hire a top performer (1:33), how to get it right from the hir...
214: Why taking a consultative approach to sales works best
September 09, 2021 11:30 - 31 minutes - 30.8 MBSimeon Atkins joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Simeon is an Industry Consultant at Similarweb, specializing in eCommerce and marketing tech. He works closely with a variety of commercial operations to help them find, win, and retain more business by utilizing Similarweb’s market intelligence data. Highlights include: what being consultative looks like (1:25), the damage caused when salespeople get this wrong (4:15), the types of sales that benefit ...
213: How to ask for the sale without feeling sleazy
September 02, 2021 14:17 - 42 minutes - 40.6 MBDonnie Boivin joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Donnie Boivin is a motivational speaker, author, podcaster, businessman, and coach. His book “How to be a success champion: Business Strategy for Badasses” is a story of his own life that has inspired thousands to get out of their own way and go for it. Highlights include: what do salespeople do right now that is sleazy (1:30), what changed in the sales world that made these traditional tactics obsolete (2...
212: B2B Revenue Attribution: Build vs Buy
August 26, 2021 14:04 - 37 minutes - 36 MBOle Dallerup joins Sarah Hicks on this episode of the Predictable Revenue Podcast. In his time leading technology at Trustpilot, one of the world's biggest review sites, Ole grew the technology team from 3 to more than 100 full-time tech people across 2 locations. In 2018, he founded Dreamdata, a B2B Revenue Attribution Platform. Highlights include: why revenue attribution is so important (1:25), how marketing can do more with data (3:52), what data to track (8:18), indirect revenue attri...
211:The three ways salespeople are getting messaging wrong
August 19, 2021 10:30 - 40 minutes - 39.2 MBTim Pollard joins Sarah Hicks on this episode of the Predictable Revenue Podcast. As CEO and Founder of Oratium, Tim leads the ongoing development of the company’s intellectual property, as well as leading all major client relationships. Over a long career in sales at many companies, including Unilever, Barclays, and the Corporate Executive Board—and now a decade into building Oratium— he has developed remarkable insights into the science of designing and delivering extraordinary sales mes...
210: Lessons from scaling 0-1M, 1-10M, and 10-20M+
August 12, 2021 10:30 - 41 minutes - 39.9 MBNick Casale joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Nick Casale is the Director of Commercial Sales at Sendoso, the leading Sending Platform. As the third employee and first sales hire, Nick helped build Sendoso's initial sales process before stepping into management to focus on scaling the sales organization. Highlights include: what to look for in your first sales hire and what they should be doing (2:46), the sweet spot Nick found that allowed Sendoso to s...
209: How to get out of the weeds
August 05, 2021 11:30 - 28 minutes - 28.2 MBDave McKeown joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Dave works with leadership teams to help them set and achieve their strategic growth goals with ease. He’s the Founder of Outfield Leadership, author of The Self-Evolved Leader, and a sought-after keynote speaker, leadership trainer, and growth advisor. Highlights include: the 3 steps leaders can implement to get out of the weeds and scale their organization (3:37), what mindset they need to stay on tra...
208: How to consistently hit quota
July 29, 2021 14:18 - 38 minutes - 36.9 MBVeronika Riederle joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Veronika is the co-founder and CEO of Demodesk, the #1 customer meeting platform for sales and success. Highlights include: what to do before joining a company (2:48), how to set yourself up for success once you’re on the job (7:25), knowing your numbers (9:00), doing your homework (11:00), nailing discovery and the demo (15:53), tailoring your pitch (22:13), and Veronika’s most surprising learnings fr...
207: How to build a RevOps structure to increase revenue and customer LTV
July 22, 2021 11:30 - 49 minutes - 47.6 MBErol Toker and Rachel Haley join Sarah Hicks on this episode of the Predictable Revenue Podcast. Erol is the founder of Truly.co - the automation platform that makes manual data entry for your reps a thing of the past. He's spent the last 8 years working with ops teams at hyperscale companies like Square, Wix, and Zocdoc, learning how data can lead to better (or worse) outcomes. Rachel is the co-Founder of Clarus Designs. She started her career in portfolio management, market analysis a...
206: How to win the referral
July 15, 2021 11:30 - 36 minutes - 35.6 MBSamantha McKenna joins Sarah Hicks on this episode of the Predictable Revenue Podcast. She’s the founder of #samsales Consulting where she supports BDRs in their professional development, advises a portfolio of Series A-C SaaS companies, coaches executives, sales teams and marketing teams, speaks at events held by the biggest names in business, and trains organizations on how to use modern tech to drive revenue. Highlights include: how to handle the peer referral (2:28) and the existin...
205: Who BDRs report to and where growth comes from at Lessonly
July 08, 2021 11:30 - 48 minutes - 44.3 MBKyle Lacy joins Collin Stewart on this episode of the Predictable Revenue Podcast. Kyle Lacy is the Chief Marketing Officer at Lessonly, where he applies the lessons learned while working at a venture capital firm, during an IPO, and through an acquisition by one of the largest software companies in the world to drive revenue. Highlights include: why BDRs at Lessonly roll up to marketing, not sales (1:29), compensating marketing employees on overall revenue (12:10) and how they attribute ...
204: Experience Asymmetry - why your young reps struggle selling to older, more experienced buyers
July 01, 2021 11:30 - 32 minutes - 32.1 MBDavid Priemer joins Sarah Hicks on this episode of the Predictable Revenue Podcast. David Priemer is founder and Chief Sales Scientist of Cerebral Selling, author, award-winning research scientist, and 4-time tech entrepreneur. Highlights include: the conception of the term experience asymmetry (0:50), top challenges a younger salesperson faces when selling to older, more experienced buyers (11:29) and the advantages (13:30), 3 key strategies young sellers can employ to overcome experienc...
203: Asymmetric Selling
June 24, 2021 14:01 - 42 minutes - 79.7 MBJoe Parateau joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Joe Paranteau is a leading expert on sales and author of Billion Dollar Sales Secrets. In his book, he shares fifteen secrets to help inspire salespeople to rise to meet today’s challenges. He has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses, and once generated $1B in a span of just 5 years. Highlights include: how Joe’s Native American ancestry & time in...
202: Building a Network and a Personal Brand that You Can Keep with You for Life
June 15, 2021 18:32 - 38 minutes - 37.6 MBJon is a pioneer in the customer management category. He was the creator and co-founder of the award-winning customer management product GoldMine, acquired by FrontRange in 1999. After many years observing the CRM market, he created Nimble, an award-winning social sales and marketing CRM for individuals and teams that is Ranked #1 in Overall Satisfaction by G2 Crowd. Highlights include: Why the human is so important (1:50), misconceptions about good networks (3:40), going beyond the busi...
201: How to Price your SaaS Product
June 10, 2021 11:30 - 33 minutes - 64 MBAjit Ghuman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Ajit is the author of Price To Scale and is a SaaS Product Marketing veteran who has helped firms such as Narvar, Medallia, Helpshift, and Feedzai differentiate their products, grow revenue, and win. Highlights include: the common misconceptions leaders have about pricing a saas product (2:18), the most common questions leaders ask Ajit about pricing (4:59), setting pricing from the ground up (9:38), building...
200: We’re 200 Episodes Old!
May 27, 2021 11:30 - 1 hour - 78.1 MBCollin Stewart and Sarah Hicks look back on 200 episodes of the Predictable Revenue podcast in this special bicentennial episode. Collin and Sarah retrace the journey from the very first episode Collin recorded on May 4, 2017, with guest Zach Barney, to Sarah taking over as primary host and ghostwriter, to today. They share clips from and recount their memories of the top 3 most viewed episodes (hosted by Collin with guests David Mordzynski, Tom Abbott, and a very green Sarah Hicks) and t...
199: Destroying Objections like a Neuro-Linguistic Programming Expert
May 20, 2021 11:30 - 44 minutes - 43.1 MBPaul Ross joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Paul Ross is an author, speaker, trainer, and Master Practitioner of Neuro-Linguistic Programming. For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion. Highlights include: how Paul used neuro-linguistic programming to increase his social intelligence (4:45), his basic principles of objecti...
198: The Anatomy of a Cold Call
May 13, 2021 11:30 - 47 minutes - 45.8 MBGabrielle Blackwell joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Gabrielle is a sales dev leader who believes in empowerment, advocacy, and enlightenment. She’s a sales dev manager on the SMB/commercial team at Gong with expertise in sales leadership, sales training, sales management, change management, sales coaching, personal coaching, sales enablement, and cold calling. Highlights include: why the phone is the most powerful channel (1:45), the mentality nece...