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
The Team 001: Adjusting To Home Office, New Prospecting Approach, and Staying Sane
April 03, 2020 22:52 - 23 minutes - 25.5 MBFirst episode of The Predictable Revenue Podcast: The Team. (Special Edition). Joining us Sarah Jane Hicks, Senior SDR, and Sebastian Arciniega, Inbound SDR at Predictable Revenue. Founded by Aaron Ross, of the award-winning, bestselling book Predictable Revenue, we teach companies how to double or triple (or more) new sales. Our framework was conceived at one of the most successful startup companies – Salesforce.com. In a few short years, use of our “Cold Calling 2.0″ framework helped inc...
146: How to avoid building a big sales infrastructure and still grow your company with Jennifer Peek
April 03, 2020 20:05 - 35 minutes - 34.6 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jennifer Peek, Founder and CEO of Peek Advisory Group. Jennifer is a veteran business leader, consultant, and finance professional, specializing in financial M&A advisory, due diligence, business valuation, and concierge CFO services. Throughout the pod, Collin and Jennifer discuss how to grow a company without growing a massive sales team (hint: it can be done!). Highlights include: Jennifer’s sales ...
145: Behind the scenes of Outbound Labs with Predictable Revenue’s Lavinia Hicks
March 27, 2020 00:54 - 38 minutes - 35.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Lavinia Hicks, Head of Service Design at Predictable Revenue. Lavinia is veteran Consultant, Account Manager, and Project Manager, and leads our experimental Outbound Labs practice. Throughout the pod, Collin and Lavinia discuss the evolution of Outbound Labs, as well as give a few pointers on how to implement a similar program in their organizations. Highlights include: What is Outbound Labs? (1:57), ex...
144: How to turn 100 LinkedIn profiles into 10 meetings with SOCO Sales Training’s Tom Abbott
March 19, 2020 20:34 - 59 minutes - 56.3 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Tom Abbott, Founder of SOCO Sales Training. Tom is a veteran sales trainer, working with a host of renowned, international clients. If you need to step your sales game up, Tom is your man. Throughout the pod, Collin and Tom discuss how Tom sources and closes leads on every salesperson’s favorite social media site, LinkedIn. Highlights include: Tom’s journey (14:09), Why LinkedIn? And how do you get starte...
143: Building and evolving a successful sales team with Oliver Williamson
March 12, 2020 14:53 - 42 minutes - 41.3 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Oliver Williamson, Head of Sales at CircutHub. Oliver is an experienced sales leader specializing across a broad range of sectors including financial services, technology, aviation, SaaS, engineering, logistics, e-commerce, retail, and restaurants. CircuitHub is a Printed Circuit Board (PCB) assembler revolutionizing scalable electronics manufacturing. As Head of Sales, his role is to lead the business' acq...
142: The rise of the anti-metrics sales leader with Joshua Desha
March 05, 2020 17:19 - 58 minutes - 55.9 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Joshua Desha, veteran sales leader, consultant, coach, mentor, and entrepreneur. Joshua has done it all in sales: he grew his own insurance company for 10 years, lead large-scale sales teams, and has spoken extensively about his thoughts on sales best practices. Throughout the pod, Collin and Joshua the perils – and downright negatives – of having a metrics-driven sales organization. Highlights inclu...
141: Webinar- Leading from the front: How Zendesk’s Jamie Buss trains and transforms leaders
February 27, 2020 18:18 - 1 hour - 79.8 MBCollin Stewart and Jamie Buss, VP of North American Sales at Zendesk. On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes back Jamie Buss, VP of North American Sales at Zendesk. Jaimie is a veteran sales leader. She has held high-profile leadership roles at Zendesk to CORAID to Meraki to Andreesen Horowitz. Throughout the pod, Collin and Jamie discuss leadership: how to inspire leaders, transition reps into managers, and what mistakes to avoid. Highli...
140: Them importance of connecting training and enablement to professional development with GitLab’s David Somers
February 20, 2020 04:47 - 1 hour - 65.9 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Somers, Director of Sales and Customer Enablement at GitLab. David is a veteran sales enablement leader – before taking over sales and enablement at GitLab, he spent more than a decade leading enablement teams at Red Hat. Before that, he cut his teeth at Dell, growing from internet to a manager in just a few short years. Throughout the pod, Collin and David discuss a critical, yet overlooked synergy...
139_Webinar: Is the SDR model broken?
February 20, 2020 04:44 - 1 hour - 55.2 MBCo-CEO Aaron Ross and Collin Cadmus recently joined forces to discuss a very interesting theory on a live webinar: Is the SDR model broken? Collin has years under his belt. After mastering retail management, he entered the world of software sales and quickly went from being a top salesperson to building and leading large sales organizations. Throughout the webinar, Aaron and Collin discuss what needs to happen industry-wide to get things back on track, and to change the industry in 2020 to...
138: An outsider’s perspective on how to build a great training program for your sales team: in conversation with SimpleBills’ Kyle Van Pelt
February 06, 2020 14:22 - 49 minutes - 47.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Van Pelt, VP of Operations at SimpleBills. Kyle has had a fascinating journey into tech leadership. Before joining SimpleBills, he was a human resources director, aircraft maintenance director, and mobility manager over the course of a 15 year career with the U.S. Air Force. Throughout the pod, Collin and Kyle discuss training – in particular how to build a world class training program for your compa...
137: How do you turn coffee meetings into dollars? Sales expert Fabien Pataud shares his secrets
January 30, 2020 13:45 - 1 hour - 63.8 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Fabien Pataud, Sales and Profit Coach at Pataud Consulting – Million Dollar Converter. Fabien is a tried-and-true salesperson and entrepreneur – before running his own company and consultancy he was a leader in the real estate and construction industries in Australia. Throughout the pod, Collin and Fabien discuss how to turn those always popular coffee requests into pipeline. Highlights include: Fabien...
136: Measuring performance the right way and working smart to peak productivity with Belal Betrawy
January 23, 2020 14:22 - 40 minutes - 39 MBOn this edition of The Predictable Revenue Podcast, Collin and Co-Host Sarah Hicks, welcome Belal Betrawy, Community Founder at Bravado. Throughout the pod, Sarah and Belal talk about some things that don’t make sense within sales that Belal is still seeing today, and how to solve them. Highlights include: best practice is just common practice, call and email metrics don’t outweigh pipeline and wins, grinding 24/7 will not get you closer to your numbers, the sales lighting round, and cold ca...
135: How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks
January 16, 2020 15:16 - 34 minutes - 33.8 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Hicks, Senior Sales Development Representative at Predictable Revenue. Sarah is a top saleswoman who relies on her creativity and knowledge to establish new norms that quickly become the new standard. She has hit 130% of her quota for the last couple of months and is absolutely crushing it. Throughout the pod, Collin and Sarah discuss Becc Holland’s personalization at scale approach, and how Sarah...
134: How to cultivate presence and show up on every sales call with Zentap’s Kyle James
January 09, 2020 16:04 - 46 minutes - 44.8 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle James, VP of Sales at Zentap. Kyle is an up-and-coming sales leader – currently leading a fast growing team of AEs and SDRs – Kundalini yogi, and student of all things mindfulness. Throughout the pod, Collin and Kyle discuss how to build and harness presence, a critical life skill, in order to help bring more joy and success to your sales career (and, of course, your life). Highlights include: Kyle’...
133: Getting your first 100 customers with SalesFlare Co-Founder Jeroen Corthout
December 19, 2019 14:34 - 1 hour - 69.6 MBOn this edition of The Predictable Revenue Podcast (a joint webinar with SalesFlare), co-host Collin Stewart welcomes Jeroen Corthout, Co-Founder of fast growing CRM company SalesFlare. Jeroen is a veteran entrepreneur and noted consultant – he’s founded numerous companies, led marketing teams, and spoken at international conferences and events. Throughout the pod, Collin and Jeroen discuss the tips and tricks SalesFlare used to get its first 100 customers. Highlights include: how it al...
132: Using the phone to penetrate your target account list with BHY Consulting president Catherine Brinkman
December 11, 2019 20:54 - 1 hour - 60.4 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Catherine Brinkman, sales leader and President of BHY Consulting. From selling ad space in high school and university, to working with Dale Carnegie Training, to leading her own sales consultancy – Catherine has done it all in sales. Throughout the pod, Collin and Catherine get executional and discuss how to work an account list on the phone, via email, and social channels. Highlights include: Catherine’s ...
131: How to show up confidently anywhere (including sales calls!) with Alex Perry
December 05, 2019 13:00 - 1 hour - 68.7 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Alexandra Perry, CEO of Indianapolis-based consulting firm Practically Speaking. Alexandra is a speech pathologist turned entrepreneur, and currently works with clients of all stripes in the business world: leaders looking to improve their speaking, renowned keynote speakers that need a tune up, and young professionals looking to start honing the craft of public speaking. Throughout the pod, Collin and A...
130: How to deliver empathy as a prospector and increase sales in the process with Brian Carroll
November 28, 2019 17:11 - 1 hour - 69.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Carroll, Founder and CEO of empathy-based sales and marketing consultancy Markempa. Matt’s done it all over the course of his career – entrepreneur, writer, noted speaker, podcast host, and sales leader. Throughout the pod, Collin and Brian discuss how to build empathy into your prospecting and, ultimately, into the very fabric of your company. Highlights include: Brian’s background (6:46), how to b...
Outbound Labs: Theme 3-Newest Experiments - Experiment: Confirming meeting time vs. sending placeholder
November 26, 2019 17:54 - 8 minutes - 8.75 MBAt Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable results ...
129: Diagnosing bottlenecks and finding hidden revenue in your demand generation pipeline with Johann Nogueira
November 21, 2019 14:12 - 47 minutes - 45.9 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Johann Nogueira, Director of Business Authorities (among other things!). Johann has quite the resume: former scientist, almost-PhD recipient, serial entrepreneur, and noted speaker. Throughout the pod, Collin and Johann discuss how Johann and his companies work to unlock revenue, build brands, and, ultimately, empires for their clients. Highlights include: the art of juggling 3 companies (7:14), the Busin...
Outbound Labs: Theme 3-Newest Experiments - Experiment: LinkedIn - Blank invite vs. Content in connection request
November 19, 2019 16:22 - 6 minutes - 6.72 MBAt Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable results ...
128: How Predictable Revenue built its innovative new Outbound Validation program with Chief Product Officer Kenny MacKenzie
November 14, 2019 12:00 - 1 hour - 67.6 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes our very own Chief Product Officer, Kenny MacKenzie. Kenny is a pillar of innovation at Predictable Revenue, helping lead the development of our products and services. He is also a sought after speaker, making appearances at international sales and technology conferences. Throughout the pod, we do a deep dive into our new Outbound Validation program. If you’ve got a flair for outbound experimentation, y...
Outbound Labs: Theme 3-Newest Experiments - Experiment: Improving results on Linkedin - List Building
November 12, 2019 16:22 - 9 minutes - 9.35 MBAt Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable results ...
127: Effective early career development for recent grads with Salesforce’s Steve Bullington
November 07, 2019 13:00 - 1 hour - 76.6 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Bullington, Senior Manager of Solutions Engineering Talent Development at Salesforce. Steve’s done it all in the world of sales – quota carrying rep, frontline manager, and organizational leader. But now he’s focused on developing the next wave of sales gurus via the internship programs and new sales development cohorts in the Salesforce training academy. Throughout the pod, Collin and Steve discuss...
126: The 5 myths of building comp plans with Spiff’s Jeron Paul
October 31, 2019 20:32 - 1 hour - 64.7 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeron Paul, Founder and CEO of Spiff.com. Jeron is a veteran and accomplished entrepreneur: he’s a four-time founder (with three exits), a board member, and former VC. Throughout the pod, Collin and Jeron discuss the often-repeated, but not always true, myths around building comp plans. Highlights include: why are compensation plans critical? (5:50), myth 1 – commissions don’t matter much (15:53), myth ...
Outbound Labs: Theme 2-Increasing Response Rates - Experiment 3: Reducing the number of follow-ups
October 28, 2019 16:56 - 5 minutes - 6.01 MBAt Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable result...
125: The power of thought: why we carry around limiting beliefs with Empowered Achiever’s Chris Castillo
October 24, 2019 11:00 - 48 minutes - 46.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Castillo, Founder of Empowered Achievers. Chris is an experienced ad exec, people and culture expert, and, now, renowned career coach and consultant specializing in helping people more fulfilling careers (or new side hustle). Throughout the pod, Collin and Chris get philosophical and discuss the nature of limiting beliefs, where they come from, and how to overcome them. Highlights include: the power...
Outbound Labs: Theme 2-Increasing Response Rates - Experiment 2: Positive Follow-up campaigns
October 23, 2019 16:34 - 8 minutes - 8.46 MBAt Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable result...
124: How Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki
October 16, 2019 17:46 - 46 minutes - 44.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Racki, noted author and CEO of Halifax’s Proposify. In addition to leading Proposify’s growing team through fundraising rounds, the ups and downs of startup life, and a company-wide evolution to sell bigger deals, Kyle is a trained designer, former agency head, and noted author. Throughout the pod, Collin and Kyle discuss Proposify’s move up market from servicing just small businesses to selling ent...
Outbound Labs: Theme 2-Increasing Response Rates - Experiment 1: LinkedIn - Knowledge Share
October 15, 2019 17:36 - 11 minutes - 11.1 MBAt Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable result...
123: Lessons learned from hiring 200 reps in a year with Samsara’s Nick Rathjen
October 09, 2019 20:21 - 1 hour - 58.6 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Nick Rathjen, Vice President of Account Development at Samsara. Nick is a veteran sales professional – through and through. He has led sales teams at some of the biggest organizations in the world (Oracle) and fast-growing companies like Samsara. Throughout the pod, Collin and Nick talk about hiring reps, maintaining cultures, and the importance of mentors. Highlights include: how to hire 200 reps in a ye...
122: The ins and out of hosting a sales kickoff event: when to do them, why to do them, and how to do them great with Emarsys’ Meganne Brezina
October 02, 2019 19:57 - 37 minutes - 36 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Meganne Brezina, Senior Manager of Sales Enablement at Emarsys. With a wealth of experience at some of tech’s largest companies, Meganne is a veteran sales enablement manager...and expert sales kickoff planner. Throughout the pod, Collin and Meganne discuss how to plan an exciting, educational and, let’s face it, fun sales kickoff event. Highlights include: why do a sales kickoff? (5:12), how big does y...
Outbound Labs: Theme 1-Deliverability - Experiment 4: Relevance/Factors that can be controlled Vs. factors that can’t be.
October 02, 2019 19:34 - 11 minutes - 11.6 MBAt Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same.
121: Climbing the ladder: How early sales managers can grow, stand out, and take on senior roles with Intercom’s Laurabeth Harvey
September 26, 2019 16:03 - 51 minutes - 49.1 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Laurabeth Harvey, Senior Vice President of Sales, Success, Support at Intercom. Laurabeth has held nearly every leadership position there is to have in sales: manager, director, VP, SVP...Laurabeth has seen a thing or two. And she’s on the show to discuss her journey, and impart some wisdom she’s learned along the way. Throughout the pod, Collin and Laurabeth discuss how to stand out as an early frontline...
Outbound Labs: Theme 1-Deliverability - Experiment 3: Send Volume
September 23, 2019 18:35 - 7 minutes - 7.5 MBAt Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same.
Outbound Labs: Theme 1-Deliverability - Experiment 2: Message Scramble
September 20, 2019 19:44 - 9 minutes - 9.9 MBAt Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same.
120: The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting
September 18, 2019 21:44 - 1 hour - 57.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes troy Conquer, Chief Revenue Officer at fast growing revenue operations consultancy Go Nimbly. Troy has a somewhat different background from the dyed-in-the-wool sales professionals we typically have on the show. Trained as an engineer, Troy has extensive experience as a consultant and a developer, before taking on the task of leading sales at Go Nimbly. Throughout the pod, Collin and Troy discuss the flu...
119: Special episode - Outbound Labs
September 12, 2019 17:47 - 19 minutes - 19.5 MBDiscover one new episode every week! At Predictable Revenue, we live and breathe outbound sales. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We decided to use the scientific method to test the latest trends in outbound sales. We’ve run over 50 outbound experiments, and plan to continue running 10 to 20 experiments a month. We’ll be sharing the results of our experiments and the conclusions through our Outbound Labs video series. Throughou...
Outbound Labs: Theme 1-Deliverability - Experiment 1: Indirect Ask
September 11, 2019 20:04 - 13 minutes - 13.3 MBWhether you’re on the fence about investing in outbound, or a seasoned sales veteran looking to add some new skills to your prospecting bag of tricks, these videos will highlight what works and what doesn’t in Outbound Sales, keep you up-to-date on all the latest trends, and help you increase your sales.
Outbound Labs Intro
September 10, 2019 19:08 - 2 minutes - 3.21 MB“At Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable result...
118: How to scale a sales team: the three stages every startup sales team goes through.
September 06, 2019 13:31 - 1 hour - 76.1 MBWe just wrapped with Robbie Allen, Founder at Buena Vista Ventures. You might also recognize him from his time at MixMax, Flexport, or that time he helped hire 250 sales reps at Zenefits. We dug deep into scaling sales teams and discussed the three stages that every startup sales team goes through: Product Market Fit (finding a mismatch), Repeatability and Scale (how to run a play repeatedly and see consistent results); and Hypergrowth (where you have a full playbook).We also talked about wh...
117: The power of positivity: how to inspire your team to leave their limiting beliefs behind
August 28, 2019 14:51 - 1 hour - 71.9 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kaitlyn Buckheit, Sales Development Manager at Lever. Kaitlyn is a veteran startup sales leader and compassionate manager working to empower her teams to not only crush their numbers, but cultivate a mindset that will empower them in all areas of their life. Throughout the pod, Collin and Kaitlyn do deep dive on creating and living that positive mindset. This is powerful stuff. Highlights include: definin...
116: The critical role of sales development in your conference and event strategy with Tenbound’s David Dulany
August 19, 2019 18:40 - 1 hour - 57.5 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Dulany, Founder and CEO of outbound sales consultancy Tenbound. If you look up “salesperson” in the dictionary, there may as well be a picture of David. He’s led sales development teams of all sizes, created prospecting teams from scratch, and hosts a terrific (and aptly-titled) Sales Development Podcast. Throughout the pod, Collin and David discuss how to empower your SDR team to nail your event ou...
115: How to build and evolve your first sales playbook with Bowery Capital’s Andrew Oddo
August 14, 2019 11:30 - 1 hour - 62 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Andrew Oddo, Director of Growth at Bowery Capital. Andrew is a veteran sales professional who turned VC. He’d helped countless growing companies build their outbound sales machine, as well as crushed a quota or two in his time. Throughout the pod, Collin and Andrew do deep dive into early-stage sales planning. If you’re a budding company looking to solidify your sales process and grow your team – this pod...
113: The power of aligning brand and outbound sales with Sigstr’s Sarah Harbison Tosh
August 07, 2019 21:10 - 1 hour - 60.1 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Harbison Tosh, Senior Director Market Development at marketing platform Sigstr. Sarah is a veteran sales leader – she’s grown and managed teams at startups, fast-growing mid-market companies, and international tech unicorns. Throughout the pod, Collin and Sarah discuss the growing trend and power of mixing brand marketing with outbound sales development. Highlights include: why brand is getting...
114: Content is king: how Kula’s Jeff White uses content to drive his company’s prospecting
August 07, 2019 21:00 - 54 minutes - 52.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff White, Founder and Principal of Kula Partners. Jeff is a veteran entrepreneur, marketer, and content creator – most notably known for creating the popular Kula Ring Podcast. Throughout the pod, Collin and Jeff discuss how to leverage content to drive prospecting and, of course, pipeline. Highlights include: Jeff’s content philosophy (3:56), the power of podcasting (9:43), Kula’s post-podcast...
112: Cultivating confidence: how to coach, develop, and inspire your reps with Factor 8 and #GirlsClub founder Lauren Bailey.
July 25, 2019 17:42 - 53 minutes - 51.5 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Lauren Bailey, founder of sales training and leadership consultancies Factor 8 and #GirlsClub Lauren is a renowned sales trainer and entrepreneur: before founding her own companies and working as a freelance training consultant, she led global sales teams and training divisions at international software goliaths like SAP. Throughout the pod, Collin and Lauren talk about a critical, yet often neglected, el...
111: A window into the future: how Bevy Labs’ Steven Broudy sees sales evolving...and what we should do about it
July 17, 2019 21:30 - 45 minutes - 43.9 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steven Broudy, Vice President and Head of Sales at San Francisco-based customer to customer community management platform Bevy. From Army ranger sniper to SDR to renowned sales leader at some of the Bay Area’s most well-known companies, Steven has had one interesting journey into sales. Throughout the pod, Collin and Steven take a look at the next skills, trends, and tactics that will define the next deca...
110: The power of coaching and long-term goal setting with Lever’s Kelly Del Curto
July 11, 2019 15:55 - 1 hour - 66.1 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kelly Del Curto, Director of Small Business and Corporate Sales at lever. From starting as a quota-carrying rep, to running multiple sales teams, to hiring for a rapidly growing sales org – Kelly’s done it all during her tenure at Lever. Throughout the pod, Collin and kelly do a deep dive on a critical yet underserved aspect of sales (and team building as a whole): effective goal setting. Highlights in...
109: How to unlock the growth potential in your account executives with Lessonly’s Justin Clifford
July 03, 2019 21:00 - 1 hour - 63.5 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Justin Clifford, Director of Sales at Lessonly. Justin, by his own admission, grew up in sales: before leading the team at Lessonly, Justin held both leadership and quota-carrying roles in a host of different industries. Throughout their discussion, Collin and Justin tackle a philosophical, nuanced, and undeniably important aspect of sales: inspiring your team to be themselves and excel at their jobs. The...