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
066: Clarity, Scalability, and Predictability: The Three Keys to Effective Sales Operations With Mesosphere’s David Hong
August 08, 2018 21:00 - 48 minutes - 44.7 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Hong, Vice President of Field Operations at San Francisco’s Mesosphere. David is an accomplished sales operations leader. Prior to leading the team at Mesosphere, he held high ranking sales ops positions at notable Bay Area companies such as Lookout, PagerDuty, OpenDNS, and Meraki. Throughout the pod, Collin and David discuss everything from David’s professional philosophy to effective qualificatio...
VIDEO - 065: Why Rigor Teaches New SDRs The Critical “Why” Behind The Role: In Conversation With Sarah Affleck
August 01, 2018 22:09 - 46 minutes - 317 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Affleck, Director of Sales Development at Atlanta’s Rigor. If there ever was a person that “bleeds Rigor blue,” it’s Sarah. Since starting with the company about 4 years ago, she’s held nearly every position in sales development – BDR, Team Lead, BDR Manager, and now Director. Throughout the pod, Collin and Sarah discuss Rigor’s in-depth onboarding process, and why the fast-growing company teaches ...
065: Why Rigor Teaches New SDRs The Critical “Why” Behind The Role: In Conversation With Sarah Affleck
August 01, 2018 22:03 - 46 minutes - 43 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Affleck, Director of Sales Development at Atlanta’s Rigor. If there ever was a person that “bleeds Rigor blue,” it’s Sarah. Since starting with the company about 4 years ago, she’s held nearly every position in sales development – BDR, Team Lead, BDR Manager, and now Director. Throughout the pod, Collin and Sarah discuss Rigor’s in-depth onboarding process, and why the fast-growing company teaches ...
064: Test, Iterate, and Scale: How to Evolve Your Sales Process as You Grow from 10 to 100 Customers
July 25, 2018 22:45 - 50 minutes - 46.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean Higgins, Entrepreneur In Residence at Techstars. When he isn’t helping Techstars find great founders and companies (and helping them succeed, of course) he’s mentoring and teaching budding entrepreneurs in his role as Adjunct Professor at The University of St. Thomas. #startuplife. Throughout the pod, Collin and Sean chat about how to evolve and scale your sales process when growing a company...
VIDEO - 064: Test, Iterate, and Scale: How to Evolve Your Sales Process as You Grow from 10 to 100 Customers
July 25, 2018 21:00 - 50 minutes - 315 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean Higgins, Entrepreneur In Residence at Techstars. When he isn’t helping Techstars find great founders and companies (and helping them succeed, of course) he’s mentoring and teaching budding entrepreneurs in his role as Adjunct Professor at The University of St. Thomas. #startuplife. Throughout the pod, Collin and Sean chat about how to evolve and scale your sales process when growing a company from 10...
063: Staying in The Game: How Cirrus Insights’ Co-Founder Brandon Bruce Still Finds New Ways to Support His Sales Team After 7 Years
July 18, 2018 21:00 - 45 minutes - 42.3 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brandon Bruce, Chief Operating Officer and Co-Founder of Cirrus Insight. Like all law school grads, Brandon decided to co-found a rapidly growing tech company. Since starting Cirrus Insight more than 7 years ago, Brandon has helped grow the company to more than 70 people...and, of course, improve the efficiency of sales teams around the world using their software. Throughout the pod, Collin and Brandon ta...
VIDEO - 063: Staying in The Game: How Cirrus Insights’ Co-Founder Brandon Bruce Still Finds New Ways to Support His Sales Team After 7 Years
July 18, 2018 21:00 - 45 minutes - 350 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brandon Bruce, Chief Operating Officer and Co-Founder of Cirrus Insight. Like all law school grads, Brandon decided to co-found a rapidly growing tech company. Since starting Cirrus Insight more than 7 years ago, Brandon has helped grow the company to more than 70 people...and, of course, improve the efficiency of sales teams around the world using their software. Throughout the pod, Collin and Brandon ta...
062: Professional Ice Breakers: How Outreach SDRs Execute 75 Cold Calls Per Day
July 11, 2018 21:00 - 45 minutes - 42.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Ross, Director of Sales Development at Seattle-based SaaS stalwart Outreach. Steve has enjoyed a high-profile, varied sales career: prior to leading Outreach’s SDR team, Steve was the helm of the sales team of internationally recognized personal development coach Tony Robbins, as well as San Diego’s Gurtin Municipal Bond Management. Throughout the pod, Collin and Steve do a deep in the world of col...
VIDEO - 062: Professional Ice Breakers: How Outreach SDRs Execute 75 Cold Calls Per Day
July 11, 2018 21:00 - 45 minutes - 369 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Ross, Director of Sales Development at Seattle-based SaaS stalwart Outreach. Steve has enjoyed a high-profile, varied sales career: prior to leading Outreach’s SDR team, Steve was the helm of the sales team of internationally recognized personal development coach Tony Robbins, as well as San Diego’s Gurtin Municipal Bond Management. Throughout the pod, Collin and Steve do a deep in the world of col...
VIDEO - 061: X Marks the Spot: How Mark Kosoglow’s Sales Team at Outreach Uncovers the Pain Points and Needs of Their Customers
July 04, 2018 21:00 - 40 minutes - 242 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mark Kosoglow, VP of Sales at customer engagement juggernaut Outreach. Mark is a veteran sales leader, former founder, and bag carrying rep with a simple mission: coaching sales professionals on how to kill it everyday. Throughout the pod, Collin and Mark discuss Outreach’s probing discovery process, and get philosophical on what makes good salespeople. Highlights include: Mark’s foundation for good disc...
061: X Marks the Spot: How Mark Kosoglow’s Sales Team at Outreach Uncovers the Pain Points and Needs of Their Customers
July 04, 2018 21:00 - 40 minutes - 38 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mark Kosoglow, VP of Sales at customer engagement juggernaut Outreach. Mark is a veteran sales leader, former founder, and bag carrying rep with a simple mission: coaching sales professionals on how to kill it everyday. Throughout the pod, Collin and Mark discuss Outreach’s probing discovery process, and get philosophical on what makes good salespeople. Highlights include: Mark’s foundation for good disc...
060: The Sky’s the Limit: How, and Why, Sumo Finally Embraced Outbound Sales
June 27, 2018 21:00 - 37 minutes - 34.7 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Anton Sepetov, San Francisco-based VP of Sales at Sumo.com. Prior to leading Sumo’s fast growing sales team, Anton honed his skills in various marketing departments around the Bay Area. Throughout the pod, Collin and Anton take a trip down Somu memory lane, and look at how the company evolved from an inbound to an outbound-heavy sales organization. Highlights include: building the initial sales team at Su...
VIDEO - 060:The Sky’s the Limit: How, and Why, Sumo Finally Embraced Outbound Sales
June 26, 2018 17:54 - 37 minutes - 332 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Anton Sepetov, San Francisco-based VP of Sales at Sumo.com. Prior to leading Sumo’s fast growing sales team, Anton honed his skills in various marketing departments around the Bay Area. Throughout the pod, Collin and Anton take a trip down Somu memory lane, and look at how the company evolved from an inbound to an outbound-heavy sales organization. Highlights include: building the initial sales team at Su...
"Video - 059: The devil’s in the details: how Zendesk’s Jaimie Buss is able to forecast revenue within 1% (at a $500 million company)"
June 22, 2018 16:46 - 1 hour - 240 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jaimie Buss, VP of North American Sales at Zendesk. Jaimie has held high-profile sales leadership positions in the Bay Area for years – from Zendesk to CORAID to Meraki (now Cisco Meraki). Oh, and she was a partner at a little known Venture Capital firm, Andreesen Horowitz. You may have heard of it. Throughout the pod, Collin and Jaimie discuss Zendesk’s in-depth qualification process, and how it enables ...
"059: The devil’s in the details: how Zendesk’s Jaimie Buss is able to forecast revenue within 1% (at a $500 million company)"
June 22, 2018 16:22 - 1 hour - 68.9 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jaimie Buss, VP of North American Sales at Zendesk. Jaimie has held high-profile sales leadership positions in the Bay Area for years – from Zendesk to CORAID to Meraki (now Cisco Meraki). Oh, and she was a partner at a little known Venture Capital firm, Andreesen Horowitz. You may have heard of it. Throughout the pod, Collin and Jaimie discuss Zendesk’s in-depth qualification process, and how it enables ...
058: The many lives of Predictable Revenue: How Andres Muguira uses Predictable Revenue methodologies to improve the performance of his Marketing and Customer Success departments (...and his sales team)
June 14, 2018 09:00 - 35 minutes - 33.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Andres Muguira, Managing Director of QuestionPro Latin America. Andres has quickly shot up the ranks in the world sales, having held leadership positions in SaaS companies in both the US and Mexico. Oh, and prior to joining the world of fast paced world of SaaS sales, Andres founded an entertainment company and worked with internationally renowned artists such as Shakira, Pitbull and Sean Kingston. Thro...
VIDEO - 058: The many lives of Predictable Revenue: How Andres Muguira uses Predictable Revenue methodologies to improve the performance of his Marketing and Customer Success departments (...and his sales team)
June 14, 2018 09:00 - 35 minutes - 356 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Andres Muguira, Managing Director of QuestionPro Latin America. Andres has quickly shot up the ranks in the world sales, having held leadership positions in SaaS companies in both the US and Mexico. Oh, and prior to joining the world of fast paced world of SaaS sales, Andres founded an entertainment company and worked with internationally renowned artists such as Shakira, Pitbull and Sean Kingston. Thro...
057: What happens when you let a standup comedian write your cold call script? In conversation with Jon Selig
June 07, 2018 09:00 - 41 minutes - 38.3 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jon Selig, a sales speaker, trainer, coach, consultant...and stand up comedian. Needless to say, Jon has an interesting and varied resume – years in business development at Oracle, sales leadership at numerous startups, and founder of a comedy non-profit. Throughout the pod, Collin and Jon hack their way through the various practical ways we can infuse our prospecting with humour. Highlights include: why...
VIDEO - 057: What happens when you let a standup comedian write your cold call script? In conversation with Jon Selig
June 07, 2018 09:00 - 41 minutes - 287 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jon Selig, a sales speaker, trainer, coach, consultant...and stand up comedian. Needless to say, Jon has an interesting and varied resume – years in business development at Oracle, sales leadership at numerous startups, and founder of a comedy non-profit. Throughout the pod, Collin and Jon hack their way through the various practical ways we can infuse our prospecting with humour. Highlights include: why...
VIDEO - 056: All things GDPR with DataGrail’s Daniel Barber: what it is, why you should care, and what you’re life will look like with the new regulations in place
June 01, 2018 09:00 - 46 minutes - 375 MB VideoOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcomes Daniel Barber, Co-Founder and CEO San Francisco-based software compliance firm, DataGrail. Brian is a veteran Bay Area startup executive, consultant, and board member. Daniel has led companies big and small, in verticals as far flung as go-to-market consulting, sales development, and data subscription services. Throughout the pod, Collin, Aaron, and Daniel do a deep dive on the hot-button reg...
056: All things GDPR with DataGrail’s Daniel Barber: what it is, why you should care, and what you’re life will look like with the new regulations in place
June 01, 2018 09:00 - 46 minutes - 43.3 MBOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcomes Daniel Barber, Co-Founder and CEO San Francisco-based software compliance firm, DataGrail. Brian is a veteran Bay Area startup executive, consultant, and board member. Daniel has led companies big and small, in verticals as far flung as go-to-market consulting, sales development, and data subscription services. Throughout the pod, Collin, Aaron, and Daniel do a deep dive on the hot-button reg...
055: The Subtle Art of Confirming Meetings: How RedLock’s Christopher Fago Gets Prospects to Show Up, On Time, Every Time
May 31, 2018 09:00 - 28 minutes - 23.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Christopher Fago, Cloud Security Specialist at RedLock, a fast-growing, you guessed it, cloud security company based in Menlo Park. In his burgeoning sales career, Christopher has held just about every sales role there is. But it’s his precision at booking meetings that’s caught our attention. Throughout the pod, Collin and Christopher discuss a critical aspect of every SDRs day-to-day: ensuring prospects...
VIDEO - 055: The Subtle Art of Confirming Meetings: How RedLock’s Christopher Fago Gets Prospects to Show Up, On Time, Every Time
May 31, 2018 09:00 - 28 minutes - 165 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Christopher Fago, Cloud Security Specialist at RedLock, a fast-growing, you guessed it, cloud security company based in Menlo Park. In his burgeoning sales career, Christopher has held just about every sales role there is. But it’s his precision at booking meetings that’s caught our attention. Throughout the pod, Collin and Christopher discuss a critical aspect of every SDRs day-to-day: ensuring prospects...
054: DocuSign's Director of Sales Productivity, Mike Fiascone, teaches his formula for creating superhuman sales reps
May 24, 2018 09:00 - 50 minutes - 46.7 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Fiascone, Senior Director of Sales Productivity at a renowned international business software firm, DocuSign. Mike is an accomplished salesman and experienced sales mentor and trainer. We could recite his very impressive resume (Presidents’ Club winner 5 out of the past 6 years), but it’s his focus on mindfulness that takes centre stage in this chat. Throughout the pod, Collin and Mike discuss tips a...
VIDEO - 054: DocuSign's Director of Sales Productivity, Mike Fiascone, teaches his formula for creating superhuman sales reps
May 24, 2018 09:00 - 50 minutes - 267 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Fiascone, Senior Director of Sales Productivity at a renowned international business software firm, DocuSign. Mike is an accomplished salesman and experienced sales mentor and trainer. We could recite his very impressive resume (Presidents’ Club winner 5 out of the past 6 years), but it’s his focus on mindfulness that takes centre stage in this chat. Throughout the pod, Collin and Mike discuss tips a...