The Predictable Revenue Podcast
434 episodes - English - Latest episode: 16 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.
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
VIDEO - 070: Predictable Revenue cold email Q&A featuring Mailshake’s Sujan Patel
September 05, 2018 21:00 - 1 hour - 246 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sujan Patel, co-founder of email outreach platform Mailshake. Entrepreneurship is in Sujan’s DNA: he’s founded digital agencies, run marketing departments in established companies, and is currently leading five different startups in the sales and marketing space. You read that right – five companies. Throughout the pod, Collin and Sujan host a masterclass on the art of sending cold emails. If you’re a pr...
070: Predictable Revenue cold email Q&A featuring Mailshake’s Sujan Patel
September 05, 2018 21:00 - 1 hour - 62.9 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sujan Patel, co-founder of email outreach platform Mailshake. Entrepreneurship is in Sujan’s DNA: he’s founded digital agencies, run marketing departments in established companies, and is currently leading five different startups in the sales and marketing space. You read that right – five companies. Throughout the pod, Collin and Sujan host a masterclass on the art of sending cold emails. If you’re a pr...
069: The more things change, the more they stay the same: Aaron Ross and Drift’s David Cancel on the future of sales
August 29, 2018 21:00 - 1 hour - 57.6 MBOn this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Drift CEO David Cancel. What hasn’t David done in the tech world? He’s founded five companies, executed numerous successful exits, and held a C-level position at one of best-known tech startups in history. #resumegoals Throughout the pod, Collin, Aaron, and David take turns reading the tea leaves and offer their thoughts on the future of sales (and take a trip down memory lane, too!). Hi...
VIDEO - 069: The more things change, the more they stay the same: Aaron Ross and Drift’s David Cancel on the future of sales
August 29, 2018 21:00 - 1 hour - 338 MB VideoOn this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Drift CEO David Cancel. What hasn’t David done in the tech world? He’s founded five companies, executed numerous successful exits, and held a C-level position at one of best known tech startups in history. #resumegoals Throughout the pod, Collin, Aaron, and David take turns reading the tea leaves and offer their thoughts on the future of sales (and take a trip down memory lane, too!). Hi...
068: From Telemarketing to a Seat at The Executive Table: The Evolution of the SDR With SalesSource’s Lars Nilsson
August 22, 2018 21:59 - 1 hour - 58.8 MBOn this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Lars Nilsson, CEO of renowned Bay Area sales consultancy SalesSource. Lars has been involved in the world of sales development for more than 20 years. He’s held senior leadership positions at enterprise organization such as Cloudera, as well as numerous other San Francisco startups. Throughout the pod, Collin, Aaron, and Lars chart the history, and discuss the future, of prospecting. T...
VIDEO - 068: From Telemarketing to a Seat at The Executive Table: The Evolution of the SDR With SalesSource’s Lars Nilsson
August 22, 2018 21:00 - 1 hour - 298 MB VideoOn this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Lars Nilsson, CEO of renowned Bay Area sales consultancy SalesSource. Lars has been involved in the world of sales development for more than 20 years. He’s held senior leadership positions at enterprise organization such as Cloudera, as well as numerous other San Francisco startups. Throughout the pod, Collin, Aaron, and Lars chart the history, and discuss the future, of prospecting. This ...
VIDEO -067: The many lives of sales: why Rambl’s Mitch Coopet believes sales and product teams are two sides of the same coin
August 15, 2018 22:59 - 40 minutes - 206 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mitch Coopet, CEO and Co-Founder of Minneapolis’ Rambl. Mitch is an entrepreneur, through and through. Instead settling in under an umbrella at the beach after lead a high-profile company from inception to exit, he founded Rambl and got right back to work. #startuplife Throughout the pod, Collin and Mitch discuss how the importance of aligning product and sales teams, in particular in early-stage startup...
067: The many lives of sales: why Rambl’s Mitch Coopet believes sales and product teams are two sides of the same coin
August 15, 2018 22:41 - 40 minutes - 36.7 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mitch Coopet, CEO and Co-Founder of Minneapolis’ Rambl. Mitch is an entrepreneur, through and through. Instead settling in under an umbrella at the beach after lead a high-profile company from inception to exit, he founded Rambl and got right back to work. #startuplife Throughout the pod, Collin and Mitch discuss how the importance of aligning product and sales teams, in particular in early-stage startup...
VIDEO - 066: Clarity, Scalability, and Predictability: The Three Keys to Effective Sales Operations With Mesosphere’s David Hong
August 08, 2018 21:00 - 48 minutes - 274 MB VideoOn 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...
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...
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...
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...
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 ...
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...
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 - 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...
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...
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...
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...
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...
053: Tailoring your tactics: why understanding the motivations of your different markets is critical to sales success
May 17, 2018 09:00 - 35 minutes - 33.3 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Gabriel Moncayo, Chief Executive Officer and Co-Founder of Always Hired, a San Francisco-based firm offering immersive sales training for those looking to break into tech sales. Senior Sales Executive, Advisor, Head of Sales, Founder, CEO – Gabriel has seen, and led, a few growth teams in his day. Oh, and now he mentors those looking to break into the business. Throughout the pod, Collin and Gabriel take...
VIDEO- 053: Tailoring your tactics: why understanding the motivations of your different markets is critical to sales success
May 17, 2018 09:00 - 35 minutes - 336 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Gabriel Moncayo, Chief Executive Officer and Co-Founder of Always Hired, a San Francisco-based firm offering immersive sales training for those looking to break into tech sales. Senior Sales Executive, Advisor, Head of Sales, Founder, CEO – Gabriel has seen, and led, a few growth teams in his day. Oh, and now he mentors those looking to break into the business. Throughout the pod, Collin and Gabriel take...
052: Playing the field: how to evaluate your next sales job with Outreach’s Brian Gerrard
May 10, 2018 09:00 - 48 minutes - 44.7 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Gerrard, Director of Sales at fast-growing, Seattle-based sales engagement platform Outreach. Throughout his career, Brian’s sold everything (and we mean everything) – mortgages, magazines, social media tools, and sales software. And navigating that varied career landscape has taught him a thing or two about how to pick a job. Throughout the pod, Collin and Brain do a deep dive on that very topic: h...
VIDEO - 052: Playing the field: how to evaluate your next sales job with Outreach’s Brian Gerrard
May 10, 2018 09:00 - 48 minutes - 243 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Gerrard, Director of Sales at fast-growing, Seattle-based sales engagement platform Outreach. Throughout his career, Brian’s sold everything (and we mean everything) – mortgages, magazines, social media tools, and sales software. And navigating that varied career landscape has taught him a thing or two about how to pick a job. Throughout the pod, Collin and Brain do a deep dive on that very topic: h...
VIDEO - 051: Pinpointing Particular Personas: How Morgan J Ingram Helps Companies Build a Scalable Foundation for Persona-Based Prospecting
May 03, 2018 09:00 - 32 minutes - 299 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Morgan J. Ingram, Atlanta-based Director of Sales Execution and Evolution at JBarrows Sales Training. In addition to his work prospecting to (and, ultimately, training) sales team across North America, Morgan also hosts popular YouTube show The SDR Chronicles, and mentors aspiring entrepreneurs as part of the Growth X Academy. Last we checked, there’s only 24 hours in a day. Maybe Morgan doesn’t need to...
051: Pinpointing Particular Personas: How Morgan J Ingram Helps Companies Build a Scalable Foundation for Persona-Based Prospecting
May 03, 2018 09:00 - 32 minutes - 30.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Morgan J. Ingram, Atlanta-based Director of Sales Execution and Evolution at JBarrows Sales Training. In addition to his work prospecting to (and, ultimately, training) sales team across North America, Morgan also hosts popular YouTube show The SDR Chronicles, and mentors aspiring entrepreneurs as part of the Growth X Academy. Last we checked, there’s only 24 hours in a day. Maybe Morgan doesn’t need to...
050: Social Selling 101 With SMARTASSISTANT’s Karly Neveu
April 26, 2018 09:00 - 45 minutes - 42.2 MBOn this edition of The Predictable Revenue Podcast, co-host host Collin Stewart welcomes Karly Neveu, Director of Inside Sales and Sales Operations at SMARTASSISTANT, an international SaaS company building digital recommendation engines. Karly, a veteran sales leader, has done it all in the industry – SDR, AE, SDR Manager, Global Inside Sales Manager. Not too shabby. But in addition to holding such lofty positions, Karly’s early stage tenure at Hootsuite meant she got in on the ground f...
VIDEO - 050: Social Selling 101 With SMARTASSISTANT’s Karly Neveu
April 26, 2018 09:00 - 45 minutes - 216 MB VideoOn this edition of The Predictable Revenue Podcast, co-host host Collin Stewart welcomes Karly Neveu, Director of Inside Sales and Sales Operations at SMARTASSISTANT, an international SaaS company building digital recommendation engines. Karly, a veteran sales leader, has done it all in the industry – SDR, AE, SDR Manager, Global Inside Sales Manager. Not too shabby. But in addition to holding such lofty positions, Karly’s early stage tenure at Hootsuite meant she got in on the ground f...
049: LinkedIn Prospecting Like a Pro With Bregal Sagemount’s Cole Fox
April 12, 2018 09:00 - 43 minutes - 40.7 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Cole Fox, Portfolio Operations Lead at Bregal Sagemount, a multi-billion private equity firm investing in high-growth SaaS companies (amongst many other market-leading firms). Cole is a veteran sales professional, leader, and now advisor and mentor. He’s been an SDR, AE, managed sales teams, been a CEO and co-founder, and written extensively on sales development and sales processes. Throughout the pod, C...
VIDEO - 049: LinkedIn Prospecting Like a Pro With Bregal Sagemount’s Cole Fox
April 12, 2018 09:00 - 43 minutes - 103 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Cole Fox, Portfolio Operations Lead at Bregal Sagemount, a multi-billion private equity firm investing in high-growth SaaS companies (amongst many other market-leading firms). Cole is a veteran sales professional, leader, and now advisor and mentor. He’s been an SDR, AE, managed sales teams, been a CEO and co-founder, and written extensively on sales development and sales processes. Throughout the pod, C...
VIDEO - 48: A Shift in Perspective...And an Increase in Results: Moving from Lead-Based to Account-Based Thinking With Terminus’ Mike Venable
April 05, 2018 09:00 - 35 minutes - 143 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Venable, Sales Manager at Atlanta’s Terminus, fast growing (very fast growing!) B2B platform for account-based marketers. Mike is a veteran sales professional (14+ years in the game) with a breadth of experience ranging from SaaS, MarTech, recruitment solutions, digital advertising, print advertising, television advertising and data analytics. Throughout the pod, Collin and Mike do a deep dive on a d...
048: A Shift in Perspective...And an Increase in Results: Moving from Lead-Based to Account-Based Thinking With Terminus’ Mike Venable
April 05, 2018 09:00 - 35 minutes - 33.3 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Venable, Sales Manager at Atlanta’s Terminus, fast growing (very fast growing!) B2B platform for account-based marketers. Mike is a veteran sales professional (14+ years in the game) with a breadth of experience ranging from SaaS, MarTech, recruitment solutions, digital advertising, print advertising, television advertising and data analytics. Throughout the pod, Collin and Mike do a deep dive on a d...
VIDEO - 047: Imparting Business Value and Clarifying Technical Specifics: Nailing the Technical Demo With Chartio’s Matt Cassel
March 29, 2018 09:00 - 36 minutes - 277 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Matt Cassel, Account Executive at Chartio, a business intelligence software firm in San Francisco specializing in providing dashboards and analytics. Matt’s held various sales roles at Chartio over the years – everything from prospecting to specialized quota-carrying closer. Throughout the pod, Collin and Matt discuss a new topic for The Predictable Revenue Podcast: the technical demo, and how to effecti...
047: Imparting Business Value and Clarifying Technical Specifics: Nailing the Technical Demo With Chartio’s Matt Cassel
March 29, 2018 09:00 - 36 minutes - 34.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Matt Cassel, Account Executive at Chartio, a business intelligence software firm in San Francisco specializing in providing dashboards and analytics. Matt’s held various sales roles at Chartio over the years – everything from prospecting to specialized quota-carrying closer. Throughout the pod, Collin and Matt discuss a new topic for The Predictable Revenue Podcast: the technical demo, and how to effecti...
046: Close.io CEO Steli Efti on why your competitors’ follow-ups aren’t working and how you can stand out
March 15, 2018 09:00 - 55 minutes - 51.6 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steli Efti, CEO of rapidly growing Silicon Valley-based CRM company, Close.io To call Steli both a serial entrepreneur and sales leader is to do him a disservice on both counts. Steli has founded and led numerous companies, as well published 10 e-books (amongst other resources) on sales. Steli lives and breathes startups and business development. Throughout the pod, Collin and Steli delve deeply into eve...
VIDEO - 046: Close.io CEO Steli Efti on why your competitors’ follow-ups aren’t working and how you can stand out
March 15, 2018 09:00 - 55 minutes - 365 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steli Efti, CEO of rapidly growing Silicon Valley-based CRM company, Close.io To call Steli both a serial entrepreneur and sales leader is to do him a disservice on both counts. Steli has founded and led numerous companies, as well published 10 e-books (amongst other resources) on sales. Steli lives and breathes startups and business development. Throughout the pod, Collin and Steli delve deeply into eve...