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
197: Slowing Down to Speed Up
May 06, 2021 15:33 - 45 minutes - 64 MBDr. Todd Snyder joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Dr. Snyder is a psychologist and productivity coach who helps business owners discover the motivation, systems, and strategies to get more done in less time. Highlights include: what it means to slow down (4:55), why many entrepreneurs struggle to see the big picture (7:20), how slowing down actually makes you more intelligent (11:36), justifying slowing down to your investors & boards (19:25), how to do ...
196: Culture is king
April 29, 2021 15:09 - 41 minutes - 40 MBEric Reed, CEO & Founder of at reed5group, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. Reed5group is a boutique marketing agency specializing in custom-tailored sophisticated solutions, organizational coaching, and fractional leadership services. Highlights include: Culture in the sales context (5:00), creating a culture (7:45), the fundamentals of a sales culture (10:20), and hiring for Culture (16:40). SHOW NOTES: How to build a culture ...
195: Selling into Ever-Changing, Highly Regulated Industries - Part 3: Healthcare 2.0
April 21, 2021 15:49 - 24 minutes - 24.7 MBSean Yuan, Business and Product Operations Specialist at MDTech, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. He earned a dual degree in Computer Science and Business Administration from the University of Southern California where he gained a passion for process improvement and bridging the gap between business and technology. He’s a producer of the 30 Minutes to President’s Club Podcast and an expert in the medical technology field. Highlights inclu...
194: Unlocking the Right Data for Growth
April 15, 2021 11:30 - 37 minutes - 36.1 MBAlice Chandrasekaran and Jennifer Aplin, co-founders of Digital Magenta Inc, join Sarah Hicks on this episode of the Predictable Revenue Podcast. Digital Magenta Inc is a specialized consulting firm that helps companies harness data to grow revenue and drive operational efficiencies. Together, co-founders Alice Chandrasekaran and Jennifer Aplin have combined their years of experience in data intelligence, sales, marketing, and revenue operations to build the Growth Data™ platform and help ...
193: Selling into Ever-Changing, Highly Regulated Industries - Part 2: Healthcare
April 08, 2021 11:30 - 30 minutes - 30.1 MBMac McKellar, National Sales Director at Nona Scientific, joins Sarah Hicks on the second episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. Mac is a national award-winning sales professional with over a decade of healthcare and laboratory experience in both sales and executive leadership. Highlights include: the regulations salespeople in this space have to worry about (1:57), how Mac and his team stay up to date (3:48), keepi...
192: Cold calling is back, baby!
April 01, 2021 11:30 - 41 minutes - 40.5 MBKevin Gilman, Head of East Coast Sales at American Public Media, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Kevin has been with APM for four years. Previously he worked at CBS selling national and local radio, and digital products. Highlights include: organization before a cold call session (1:26), research and personalization (3:39), why Kevin thinks the phone is the best channel (10:49), the structure of a cold call (15:13), how the phone fits in with the other c...
191: Selling into Ever-Changing, Highly Regulated Industries - Part 1: Technology & Cyber
March 25, 2021 11:30 - 20 minutes - 21.5 MBDerek May, an Account Executive with the Commercial Insurance Department of HUB International Insurance Brokers, joins Sarah Hicks for the first episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. Derek specializes in Technology and Cyber products and is responsible for providing insurance and risk management solutions to public and private companies. He was the first person in Western Canada to receive the Cyber COPE Insurance ...
190: How to Manage a Sales Org Spanning Two Continents and Two Cultures
March 18, 2021 11:30 - 52 minutes - 50.8 MBBilly Sheng, Head of Sales at Esper, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Billy has a long history of working in sales, operations, and starting companies - he’s a Founder of Minyans. He still works closely with the University of Washington’s entrepreneur community - specifically the Birks center of entrepreneurship. He also did a stint at Apshi last year before it was acquired by Google. Highlights include: how Billy’s sales team subverts the ingrained...
189: How to keep your sales team from killing your brand & your bottom line
March 11, 2021 15:08 - 37 minutes - 36.7 MBChad Sanderson, Managing Partner at ValueSelling Associates, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Chad cuts through the outdated, theory-based “fluff” so often attributed to sales training, and gets down to the nitty-gritty with a raw, no-BS perspective to look at what is working, what’s not working, and where there may be opportunities to drive predictable revenue growth through sales optimization. Highlights include: how current popular sales methodologie...
188: The 5 Reasons Why You’re Not Closing Deals
March 04, 2021 12:30 - 1 hour - 61.4 MBDave Kennett, CEO of Replayz, joins Collin Stewart on this episode of the Predictable Revenue Podcast. Dave is a veteran sales leader if there ever was one. In the past 21 years, he has been Director and VP of Sales and Business Development at 8 companies, including Payfirma and Hootsuite. He is now CEO at Replayz, a company that offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps. Highlights include: things most reps get wrong early in the...
187: The Importance of Account Planning
February 25, 2021 12:30 - 1 hour - 65 MBGreg Callahan, a Partner at Bain & Company, joins Collin Stewart on this episode of the Predictable Revenue Podcast. Greg is a member of Bain's Customer Strategy & Marketing practices, with a focus on B2B commercial excellence and growth strategy, and leads Bain's Account Planning and Sales Operations practices globally. Highlights include: why account planning is so important in the first place (1:30), how Greg does it differently (3:36), how to nail the fundamentals (15:40), how to prior...
186: Sales Coaching: Mapping, Scoring, and Coaching Key Competencies in The SDR and AE Roles
February 18, 2021 12:30 - 28 minutes - 28.7 MBAaron Evans joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Aaron has 13 years of sales enablement, coaching, and hands-on training experience in multinational, corporate and start-up business environments around the globe. He’s a qualified coach and practitioner of Neuro-linguistic programming and Neuro-Semantics, and a passionate SaaS sales enablement leader. Highlights include: sales process vs sales enablement (2:38), mapping competencies necessary in sales roles ...
185: Rev Ops: The Missing Link That Will Increase Your Revenue by 26%
February 11, 2021 15:57 - 35 minutes - 34.6 MBJason Reichl, co-Founder of Go Nimbly, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Go Nimbly is the first revenue operations consultancy with the goal of allowing high-growth companies to increase the revenue of each of their customers through eliminating operational silos. Jason dives into revenue operations (5:00), the impact of a good rev ops team on the org as a whole (6:48), the infrastructure this rev ops team should operate within (12:30), the importanc...
184: How to Create a Value Proposition
February 04, 2021 15:57 - 33 minutes - 63.8 MBErik Huberman, Founder, and CEO of Hawke Media joins Sarah Hicks on the Predictable Revenue Podcast. Hawke Media is the fastest growing marketing consultancy in the United States. The company has serviced over 2000 brands of all sizes, ranging from startups to household names. As a serial entrepreneur and marketing expert, Erik is a highly sought-after thought leader in the world of digital marketing, entrepreneurship, sales, and business. In this episode, he teaches us how to write a conc...
183: How to Build a Top-Performing Inside Sales Team From Scratch
January 28, 2021 12:30 - 55 minutes - 51.2 MBDirk Van Reenen is the founder of BERGflow, a company that specializes in Human Systems Development and Organizational Design in the workplace. He works with business owners and entrepreneurs that own service-based companies and get them ready for next-level growth. Highlights include: the importance of finding the right people for each role (7:21), the importance of a team with diverse behaviors and capabilities (11:04), the ideal prospector (12:30), relationship builder (19:05), closer ...
182: Actions Sales Leaders Need to Take in a Recession
January 21, 2021 12:30 - 47 minutes - 43.7 MBSteven Benson, Founder and CEO of Badger Maps, joins Sarah Hicks on the Predictable Revenue podcast to talk about what sales leaders should be doing to empower their reps and their business during a down economy. Highlights include: The challenges sales leaders need to overcome in a bad economy that they probably aren’t thinking about already (5:55), protecting your margins (8:23), to discount or not to discount (11:14), necessary changes to sales leader behavior (12:34), changes to KPIs ...
181: Hunting your Zebra: How to Profile Your Perfect Prospect
January 14, 2021 14:34 - 41 minutes - 40.3 MBJeff Koser, Founder, and CEO of Zebrafi, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Zebrafi is the Guided Selling Cloud for the Enterprise that helps sellers find great-fit prospects with the help of AI. Highlights include: the Zebra (1:24), what happens if you get this wrong and why so many companies do (3:25), the 7 attributes of a Zebra (5:54), a detailed example of a company defined by the Zebra attributes (8:45), opportunity scoring against the 7 attributes ...
180: Strategic Alignment: Driving Communication, Cohesion, and Adoption across Sales and Marketing
January 07, 2021 12:30 - 45 minutes - 44.5 MBKim Brown, Director of Sales and Business Development at Quick Base, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. After doing stints in sales, sales operations, sales development, demand generation, go-to-market strategy, marketing, team building, cold call training, and client prospecting, Kim has learned a thing or two about working cross-functionally within a large revenue org, and how to wrangle rogue sdrs. Highlights include: the difference between sales ecos...
179: How to scale your business so it sells like a Fortune 500 with the culture and agility of a startup
December 17, 2020 12:30 - 1 hour - 58.1 MBClaire Chandler, President and Founder of Talent Boost, is this week’s guest on the Predictable Revenue podcast. Having worked with many diverse startups and corporations over the last 25 years, she has experienced that most companies fall apart once they start to scale. As a solution to this, she created a revolutionary way to align your leaders and teams around a unifying vision that attracts, retains, and motivates the right talent to achieve your mission. Sarah Hickschats with Claire ...
178: How to get the attention of any decision-maker to expand your sales within an enterprise account
December 10, 2020 12:30 - 38 minutes - 37.7 MBTroy Angrignon shares his account management wisdom on this episode of the Predictable Revenue podcast. Troy has more than 25 years of experience as a sales leader and management consultant for companies selling into large accounts in multiple industries. Highlights include: what you need to know about someone before going for the meeting (4:19), capturing and sharing this knowledge (7:56), mapping a large account your company has sold into before (12:17), how to book a cold outbound meeti...
177: The 4 Pillar Sales Process That Generated £10M in Revenue
December 03, 2020 14:36 - 47 minutes - 45.7 MBThis 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 ...
176: How to sell in a new country
November 26, 2020 16:13 - 47 minutes - 45.8 MBIn 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 ...
175: What’s Next? How to Predict What’s Around The Corner in The Fast-Paced, Ever-Changing, Tech Industry
November 23, 2020 15:05 - 19 minutes - 20.4 MBMichael 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 ana...
174: The framework for creating a product - and a brand-new category
November 12, 2020 12:30 - 1 hour - 81.2 MBMichel 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 ...
173: Deal Mechanics: How to work (and close) 3x the deals
November 05, 2020 12:30 - 32 minutes - 32.5 MBNick 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:...
172: The Goldilocks Rule: making your first sales hire
October 29, 2020 11:30 - 42 minutes - 41.4 MBINTRO 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 (2:3...
171: How to diversify your top of funnel (and add a figure in revenue)
October 22, 2020 11:30 - 41 minutes - 40.9 MBKevin 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 ...
170: Social selling and reversing the hatred of salespeople
October 15, 2020 13:11 - 55 minutes - 53.5 MBAri 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 (...
169: How to Manage a Small Sales Team Virtually with Rene Zamora
October 08, 2020 14:40 - 39 minutes - 38.6 MBRene 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 afr...
168: How George McGehrin gets his clients to pay HIM to market to them
October 01, 2020 11:30 - 34 minutes - 34.6 MBGeorge 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...
167: How fear of uncertainty is holding us back (and why it shouldn’t)
September 24, 2020 15:00 - 28 minutes - 29 MBBill 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...
166: Nailing your team’s talk-track, doubling numbers and finding their purpose
September 10, 2020 15:55 - 47 minutes - 46 MBLisa 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 ...
165: How to build a content strategy to replace trade shows and travel with Joe Sullivan
September 03, 2020 15:43 - 30 minutes - 30.5 MBHost 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...
164: The 2 personalized touches that generate 80% of Chili Piper’s opportunities
August 27, 2020 14:11 - 1 hour - 58.8 MBCollin 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 the...
163: Why SDRs should set their own targets with Mark Garrett Hayes
August 20, 2020 14:25 - 35 minutes - 35.1 MBInside 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 S...
162: Why sales teams should WFH, permanently with Gabriel Moncayo
August 13, 2020 12:00 - 39 minutes - 38.9 MBSales 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 ...
161: Manage a large sales team virtually and build a kick-ass discovery process
August 06, 2020 14:59 - 34 minutes - 34.2 MBSales 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 zo...
160: Building a sales team: what you need to get right early with Zach Barney
July 30, 2020 14:17 - 48 minutes - 47 MBOn 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 m...
159: Communicating effectively in a virtual environment with Dr. Ethan Becker
July 23, 2020 14:19 - 43 minutes - 42.1 MBOn 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 environment...
158: Deliverability 101: Make sure your sales emails don’t end up in the Spam folder with Michael Maximoff
July 16, 2020 13:10 - 41 minutes - 40.5 MBOn 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: deliverab...
157: How to create an enablement team and prove its return on investment with Irina Soriano
July 09, 2020 14:53 - 39 minutes - 38.5 MBOn 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 o...
156: How to build a culture that attracts top performers with Justin Welsh
July 06, 2020 18:22 - 46 minutes - 44.6 MBOn 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...
155: Managing up as an individual contributor on a remote team
June 26, 2020 19:49 - 56 minutes - 54 MBOn 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 (...
153: How Dooly executes a product-led sales framework with CEO Kris Hartvigsen
May 28, 2020 16:59 - 39 minutes - 38 MBOn 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. ...
152: Effective tips for people in non-traditional sales roles with Chris Spurvey
May 14, 2020 18:56 - 48 minutes - 46.4 MBOn 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 salesp...
151: Updating the hunter-farmer sales model for today’s nuanced sales landscape with Sean O’Shaughnessey
May 07, 2020 19:05 - 49 minutes - 47.8 MBOn 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 responsibiliti...
150: The ins and outs of sales recruiting with Jamie Scarborough of The Sales Talent Agency
April 30, 2020 19:16 - 46 minutes - 44.7 MBOn 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, ...
149: How you take your critical internal sales knowledge and turn it into an effective training program with Christi Wall
April 23, 2020 22:29 - 41 minutes - 40.3 MBOn 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 t...
148: How to adjust outbound sales to this challenging professional climate with Jason Bay
April 23, 2020 22:02 - 52 minutes - 50.5 MBOn 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? ...
147: Unpacking the Why Behind Who You Should Hire Next
April 09, 2020 20:41 - 1 hour - 67.4 MBOn 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 wro...