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.
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Episodes
VIDEO - 045: Building Bridges and Maintaining Relationships: The Subtle Art of The Handoff With Cirrus Insights’ James Buckley
March 01, 2018 10:00 - 35 minutes - 322 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes James Buckley, an Account Executive with Cirrus Insight, a sales workflow tool increasing sales efficiency and acumen by integrating your inbox with your CRM. Although James is currently in an Account Executive role, he’s done it all at Cirrus Insight. During his tenure, James has grown from a Client Engagement Specialist, to both a Manager and Director of Business Development. His excellent onboarding manual,...
045: Building Bridges and Maintaining Relationships: The Subtle Art of The Handoff With Cirrus Insights’ James Buckley
March 01, 2018 10:00 - 35 minutes - 33.4 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes James Buckley, an Account Executive with Cirrus Insight, a sales workflow tool increasing sales efficiency and acumen by integrating your inbox with your CRM. Although James is currently in an Account Executive role, he’s done it all at Cirrus Insight. During his tenure, James has grown from a Client Engagement Specialist, to both a Manager and Director of Business Development. His excellent onboarding manual,...
VIDEO - 044: Building Your Storytelling Journey: Jamie Shanks on the Fundamentals of Account-Based Sales
February 15, 2018 10:00 - 41 minutes - 55 MB VideoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jamie Shanks, CEO of Toronto-based social selling management and consulting firm Sales For Life. Jamie – echoing the very name of his company – has been a lifelong sales professional. He’s led successful sales teams, started sales consultancies with international clients, and written a book on sales. Oh, and he’s also widely considered a leading expert on Social Selling. Throughout the pod, Collin and J...
044: Building Your Storytelling Journey: Jamie Shanks on the Fundamentals of Account-Based Sales
February 15, 2018 10:00 - 41 minutes - 39.2 MBOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jamie Shanks, CEO of Toronto-based social selling management and consulting firm Sales For Life. Jamie – echoing the very name of his company – has been a lifelong sales professional. He’s led successful sales teams, started sales consultancies with international clients, and written a book on sales. Oh, and he’s also widely considered a leading expert on Social Selling. Throughout the pod, Collin and J...
043: How Ryan Reisert’s SDRs Consistently Hit 100+ Activities Per Day
February 08, 2018 10:00 - 41 minutes - 38.5 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Ryan Reisert, Lead Instructor and Head of Partnership Development at San Francisco-based coaching firm Sales Bootcamp. After years leading sales teams in the Bay Area, Ryan now consults with companies, large and small, on how to accelerate their sales development functions. Oh, and he also wrote a really great (and super timely) book: Outbound Sales, No Fluff: Written by Two Millennials Who Have Actually Sold...
VIDEO - 043: How Ryan Reisert’s SDRs Consistently Hit 100+ Activities Per Day
February 08, 2018 10:00 - 41 minutes - 325 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Ryan Reisert, Lead Instructor and Head of Partnership Development at San Francisco-based coaching firm Sales Bootcamp. After years leading sales teams in the Bay Area, Ryan now consults with companies, large and small, on how to accelerate their sales development functions. Oh, and he also wrote a really great (and super timely) book: Outbound Sales, No Fluff: Written by Two Millennials Who Have Actually Sold...
042: Nailing Your Proposals: Octiv’s Kelsey Brigg’s On How To Improve Those Critical Documents
February 01, 2018 10:00 - 30 minutes - 28.9 MBOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Kelsey Briggs, Engagement Manager at Octiv, an Indianapolis-based company supporting sales teams by revolutionizing tired document workflows. Since joining Octiv more than three years ago, Kelsey has been helping companies from a host of different industries improve their sales proposals...and their bottom lines. Throughout the pod, Collin, Aaron and Kelsey discuss the oft-neglected world of...
VIDEO - 042: Nailing Your Proposals: Octiv’s Kelsey Brigg’s On How To Improve Those Critical Documents
February 01, 2018 10:00 - 30 minutes - 88.6 MB VideoOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Kelsey Briggs, Engagement Manager at Octiv, an Indianapolis-based company supporting sales teams by revolutionizing tired document workflows. Since joining Octiv more than three years ago, Kelsey has been helping companies from a host of different industries improve their sales proposals...and their bottom lines. Throughout the pod, Collin, Aaron and Kelsey discuss the oft-neglected world of...
041: More Than Just a Cadence: Why Collibra’s Joe Bisagna Stresses Developing Business Acumen for SDRs
January 25, 2018 10:00 - 38 minutes - 35.5 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Joe Bisagna, the New York City-based Regional Sales Manager at Collibra, a leader in the field of data governance. To say Joe is an active member of the New York sales community is an understatement. In addition to his leadership role at Collibra, Joe is the Founder and President of consultancy firm Brass Ring Sales, and the co-general manager of NYC’s Enterprise Sales Meetup group. Throughout the pod, Collin ...
VIDEO - 041: More Than Just a Cadence: Why Collibra’s Joe Bisagna Stresses Developing Business Acumen for SDRs
January 25, 2018 10:00 - 38 minutes - 317 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Joe Bisagna, the New York City-based Regional Sales Manager at Collibra, a leader in the field of data governance. To say Joe is an active member of the New York sales community is an understatement. In addition to his leadership role at Collibra, Joe is the Founder and President of consultancy firm Brass Ring Sales, and the co-general manager of NYC’s Enterprise Sales Meetup group. Throughout the pod, Collin ...
040: To Make Great Salespeople and Advance the Craft: Why Sales Leadership at SmartRecruiters Invests Heavily in Training and Developing its SDRs
January 18, 2018 10:00 - 38 minutes - 36.1 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Chris Bryson, the San Francisco-based Head of North American Sales Development at SmartRecruiters. Chris is a growing leader in the field of sales development, having held various leadership positions at SmartRecruiters, and PandaDoc before that. He also sits on an advisory board at LinkedIn, where he provides feedback on the company’s sales products (I mean, who hasn’t used Sales Navigator?). Throughout th...
VIDEO - 040: To Make Great Salespeople and Advance the Craft: Why Sales Leadership at SmartRecruiters Invests Heavily in Training and Developing its SDRs
January 18, 2018 10:00 - 38 minutes - 271 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Chris Bryson, the San Francisco-based Head of North American Sales Development at SmartRecruiters. Chris is a growing leader in the field of sales development, having held various leadership positions at SmartRecruiters, and PandaDoc before that. He also sits on an advisory board at LinkedIn, where he provides feedback on the company’s sales products (I mean, who hasn’t used Sales Navigator?). Throughout th...
039: The Ins and Outs of SalesLoft’s Account-Based Playbook: A Conversation With Sales Leader Derek Grant
January 11, 2018 10:00 - 51 minutes - 47.5 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Derek Grant, VP of Commercial Sales at Atlanta-based sales development juggernaut SalesLoft. Derek knows his way around a sales team. Before joining SalesLoft, Derek held high-profile leadership positions at industry-leading firms like Pardot, as well as customer experience focused startup FullStory. Throughout the pod, Collin and Derek discuss SalesLoft’s evolution towards account-based sales, as well as ...
VIDEO - 039: The Ins and Outs of SalesLoft’s Account-Based Playbook: A Conversation With Sales Leader Derek Grant
January 11, 2018 10:00 - 51 minutes - 311 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Derek Grant, VP of Commercial Sales at Atlanta-based sales development juggernaut SalesLoft. Derek knows his way around a sales team. Before joining SalesLoft, Derek held high-profile leadership positions at industry-leading firms like Pardot, as well as customer experience focused startup FullStory. Throughout the pod, Collin and Derek discuss SalesLoft’s evolution towards account-based sales, as well as ...
038: The Tie That Binds: Why Revenue Operations is a Critical Piece to Your Growing Sales Org
January 04, 2018 10:00 - 36 minutes - 34.2 MBOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome veteran sales leader and growth strategist Brian Wilson. Simply put, Brian helps sales team grow. From sales and revenue operations, to prospecting, handoffs and Salesforce design, Brian examines sales orgs and establishes the processes to make your team a success. Throughout the pod, Collin, Aaron and Brian take a look at the role of revenue operations on a growing sales team (hint: it’s im...
VIDEO - 038: The Tie That Binds: Why Revenue Operations is a Critical Piece to Your Growing Sales Org
January 04, 2018 10:00 - 36 minutes - 248 MB VideoOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome veteran sales leader and growth strategist Brian Wilson. Simply put, Brian helps sales team grow. From sales and revenue operations, to prospecting, handoffs and Salesforce design, Brian examines sales orgs and establishes the processes to make your team a success. Throughout the pod, Collin, Aaron and Brian take a look at the role of revenue operations on a growing sales team (hint: it’s im...
037: Tracking Trigger Events: How LeadSift Tracks Leads and Books Meetings Without Using ‘Static’ Prospecting
December 28, 2017 10:00 - 43 minutes - 40.3 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Tuak Das, CEO of Halifax’s LeadSift, a sales intelligence platform that generates qualified leads from public web. Tukan is a veteran developer, entrepreneur, and company founder, with experience leading development teams and numerous startups focused on social media monitoring and lead generation. Throughout the pod, Collin and Tukan step away from building lists, making cold calls and drafting email drip...
VIDEO - 037: Tracking Trigger Events: How LeadSift Tracks Leads and Books Meetings Without Using ‘Static’ Prospecting
December 28, 2017 10:00 - 43 minutes - 235 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Tuak Das, CEO of Halifax’s LeadSift, a sales intelligence platform that generates qualified leads from public web. Tukan is a veteran developer, entrepreneur, and company founder, with experience leading development teams and numerous startups focused on social media monitoring and lead generation. Throughout the pod, Collin and Tukan step away from building lists, making cold calls and drafting email drip...
VIDEO - 036: How to get the most out of your one on ones with Sean Banks
December 21, 2017 10:00 - 1 hour - 198 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Sean Banks, Director of Sales Development at Atlanta’s QASymphony, a growing international firm providing enterprise-level agile development testing tools to some of the world’s most well-known companies. Sean is a seasoned sales development leader, with experience leading enterprise teams at public companies, as well remote SDRs at fast-growing startups. Throughout the pod, Collin and Sean focus...
036: How to get the most out of your one on ones with Sean Banks
December 21, 2017 10:00 - 1 hour - 54.8 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Sean Banks, Director of Sales Development at Atlanta’s QASymphony, a growing international firm providing enterprise-level agile development testing tools to some of the world’s most well-known companies. Sean is a seasoned sales development leader, with experience leading enterprise teams at public companies, as well remote SDRs at fast-growing startups. Throughout the pod, Collin and Sean focus on the ...
035: Tests, Tests, and More Tests with J. Ryan Williams: How To Effectively Experiment with Your Early-Stage Sales Process
December 14, 2017 10:00 - 45 minutes - 42.8 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes San Francisco’s J. Ryan Williams, Founder and Sales Coach at mentorship group Sales Collider, and entrepreneur-in-residence at esteemed venture capital seed fund, 500 Startups. Simply put, J. Ryan builds sales teams. In 5 short years, he’s hired more than 200 sales reps, which have, cumulatively, closed more than $150 million in sales. Impressive numbers, to be sure. Throughout the pod, Collin and J. Ryan di...
VIDEO - 035: Tests, Tests, and More Tests with J. Ryan Williams: How To Effectively Experiment with Your Early-Stage Sales Process
December 14, 2017 10:00 - 45 minutes - 372 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes San Francisco’s J. Ryan Williams, Founder and Sales Coach at mentorship group Sales Collider, and entrepreneur-in-residence at esteemed venture capital seed fund, 500 Startups. Simply put, J. Ryan builds sales teams. In 5 short years, he’s hired more than 200 sales reps, which have, cumulatively, closed more than $150 million in sales. Impressive numbers, to be sure. Throughout the pod, Collin and J. Ryan di...
VIDEO - 034: A Conversation, Not an Interview: Thoughts on Effective Qualification From Lighter Capital’s Allen Johnson
December 07, 2017 10:00 - 50 minutes - 142 MB VideoOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Allen Johnson, Senior Managing Director of Seattle’s Lighter Capital, for another live edition of The Predictable Revenue Podcast. Allen is a longtime sales and finance executive, having led large scale sales teams, as well as financial services firms. Throughout the pod, Collin, Aaron and Allen discuss how to best structure a key piece of every well-functioning sales organization: the qualifi...
034: A Conversation, Not an Interview: Thoughts on Effective Qualification From Lighter Capital’s Allen Johnson
December 07, 2017 10:00 - 50 minutes - 46.5 MBOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Allen Johnson, Senior Managing Director of Seattle’s Lighter Capital, for another live edition of The Predictable Revenue Podcast. Allen is a longtime sales and finance executive, having led large scale sales teams, as well as financial services firms. Throughout the pod, Collin, Aaron and Allen discuss how to best structure a key piece of every well-functioning sales organization: the qualifi...
VIDEO - 033: Writing Emails That Work: In Conversation With Copywriting Specialist Laura Lopuch
November 30, 2017 10:00 - 46 minutes - 177 MB VideoOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Denver-based wordsmith and freelance marketing specialist, Laura Lopuch for Predictable Revenue’s first live recorded podcast. Laura is veteran copywriter, turned Email Conversion Engineer specializing in helping SaaS companies and startups grow with persuasive cold emails. Throughout the pod, Collin, Aaron and Laura discuss every sales development practitioner’s favourite topic: the art and i...
033: Writing Emails That Work: In Conversation With Copywriting Specialist Laura Lopuch
November 30, 2017 10:00 - 46 minutes - 43.6 MBOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Denver-based wordsmith and freelance marketing specialist, Laura Lopuch for Predictable Revenue’s first live recorded podcast. Laura is veteran copywriter, turned Email Conversion Engineer specializing in helping SaaS companies and startups grow with persuasive cold emails. Throughout the pod, Collin, Aaron and Laura discuss every sales development practitioner’s favourite topic: the art and i...
VIDEO - 032: Today is Going to be a Great Day: Thoughts on Mindfulness and Emotional Intelligence with Handshake’s Director of Sales Meg Hewitt
November 23, 2017 10:00 - 47 minutes - 419 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Meg Hewitt, Director of Sales at New York’s Handshake, a B2B eCommerce platform geared to manufacturers and distribution companies. Meg’s done it all in sales: Account Executive, Manager, Director of Sales, to name just three. And she’s worked in companies ranging from startups to international enterprise organizations. But it’s her practice as a sales coach and mentor that’s the subject of her interview for ...
032: Today is Going to be a Great Day: Thoughts on Mindfulness and Emotional Intelligence with Handshake’s Director of Sales Meg Hewitt
November 23, 2017 10:00 - 47 minutes - 44.1 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Meg Hewitt, Director of Sales at New York’s Handshake, a B2B eCommerce platform geared to manufacturers and distribution companies. Meg’s done it all in sales: Account Executive, Manager, Director of Sales, to name just three. And she’s worked in companies ranging from startups to international enterprise organizations. But it’s her practice as a sales coach and mentor that’s the subject of her interview for ...
VIDEO - 031: Stripping Away Manual Tasks: How Taft love is Helping his SDRs Focus Only on Selling
November 16, 2017 10:00 - 41 minutes - 148 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Taft Love, Global Director of Sales Development at SmartRecruiters, a fast-growing international firm re-defining the hiring process. To say Taft is an experienced sales professional would be an understatement - he’s been an SDR, account executive, and director of sales development. Oh, and he’s also taught English in Korea and been a detective as well. A colourful resume, to be sure. Throughout the pod, Co...
031: Stripping Away Manual Tasks: How Taft love is Helping his SDRs Focus Only on Selling
November 16, 2017 10:00 - 41 minutes - 38.6 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Taft Love, Global Director of Sales Development at SmartRecruiters, a fast-growing international firm re-defining the hiring process. To say Taft is an experienced sales professional would be an understatement - he’s been an SDR, account executive, and director of sales development. Oh, and he’s also taught English in Korea and been a detective as well. A colourful resume, to be sure. Throughout the pod, Co...
VIDEO - 030: How to Nail The First 30 Seconds of The Cold Call: In Conversation With Rex Bibertson
November 09, 2017 10:00 - 51 minutes - 365 MB VideoOn this edition of the Predictable Revenue podcast, host Collin Stewart welcomes veteran sales leader, BDR consultant, c-suite executive and Startup Sales Professor Rex Bibertson. Rex has done it all in the world of sales development and lead generation, having held titles as varied as SDR, Alliance Manager, CRO and, most recently, company owner. Throughout this episode, Collin, and Rex do a deep dive on a critical piece of every sales development professional’s job: executing the first ...
030: How to Nail The First 30 Seconds of The Cold Call: In Conversation With Rex Bibertson
November 09, 2017 10:00 - 51 minutes - 47.6 MBOn this edition of the Predictable Revenue podcast, host Collin Stewart welcomes veteran sales leader, BDR consultant, c-suite executive and Startup Sales Professor Rex Bibertson. Rex has done it all in the world of sales development and lead generation, having held titles as varied as SDR, Alliance Manager, CRO and, most recently, company owner. Throughout this episode, Collin, and Rex do a deep dive on a critical piece of every sales development professional’s job: executing the first ...
VIDEO - 029: Not Just Another Face in The Crowd: How ZUUS Dynamic Scheduling Gets the Most of Their Trade Show Appearances
November 02, 2017 09:00 - 36 minutes - 110 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Pullman, SDR Manager ZUUS Dynamic Scheduling, a Denver-based company developing staff scheduling software for large-scale quick service restaurants. Michael has done everything at ZUUS – SDR, Account Executive, SDR Manager, as well as developed and led the company’s trade show strategy. Oh, and he also helped create $2.75 million in net new pipeline from outbound prospecting along the way. Throughou...
029: Not Just Another Face in The Crowd: How ZUUS Dynamic Scheduling Gets the Most of Their Trade Show Appearances
November 02, 2017 09:00 - 36 minutes - 34.4 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Pullman, SDR Manager ZUUS Dynamic Scheduling, a Denver-based company developing staff scheduling software for large-scale quick service restaurants. Michael has done everything at ZUUS – SDR, Account Executive, SDR Manager, as well as developed and led the company’s trade show strategy. Oh, and he also helped create $2.75 million in net new pipeline from outbound prospecting along the way. Throughou...
028: “Why Marketers Suck At Sales Enablement...And How To Fix It”
October 26, 2017 09:00 - 36 minutes - 34.6 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Steve Mayernick, Product Marketing Lead at Guru, a Philadelphia-based company re-inventing the way teams store and share internal knowledge / marketing assets. Steve is a veteran product marketer and sales enablement pro, having led fast rapidly growing sales and marketing teams, specifically in the data marketing and business intelligence fields. Throughout the pod, Collin and Steve take a step back from...
VIDEO - 028: “Why Marketers Suck At Sales Enablement...And How To Fix It”
October 26, 2017 09:00 - 36 minutes - 218 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Steve Mayernick, Product Marketing Lead at Guru, a Philadelphia-based company re-inventing the way teams store and share internal knowledge / marketing assets. Steve is a veteran product marketer and sales enablement pro, having led fast rapidly growing sales and marketing teams, specifically in the data marketing and business intelligence fields. Throughout the pod, Collin and Steve take a step back from...
027: Practice Makes Perfect: How Catavolt Evolves its Sales Development Process to Perfect Account Based Sales
October 19, 2017 09:00 - 57 minutes - 53.3 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kim Brown, Sales Development and Marketing Manager at Catavolt, a enterprise mobile app development company. To call Kim an account-based sales specialist is an understatement. Kim has helped lead her company’s sales development and marketing departments in routine process overhauls, all geared towards refining account based sales development. Throughout the pod, Collin and Kim examine (in detail!) Catavolt’...
VIDEO - 027: Practice Makes Perfect: How Catavolt Evolves its Sales Development Process to Perfect Account Based Sales
October 19, 2017 09:00 - 57 minutes - 105 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kim Brown, Sales Development and Marketing Manager at Catavolt, a enterprise mobile app development company. To call Kim an account-based sales specialist is an understatement. Kim has helped lead her company’s sales development and marketing departments in routine process overhauls, all geared towards refining account based sales development. Throughout the pod, Collin and Kim examine (in detail!) Catavolt’...
VIDEO - 026: If You Build It, They Will Come: Evan Bartlett on the Nuances of Inspiring Sales Leaders and Scaling the Critical Sales Org
October 12, 2017 09:00 - 1 hour - 313 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Evan Bartlett, Head of Inside Sales at New York City’s Zocdoc. What isn’t there to say about Evan? He’s a veteran sales manager with international experience, mentor, coach and co-host of Building the Sales Machine, an event focused on bringing together sales managers from companies of all shapes and sizes. Evan truly is the consummate sales leader. Throughout the pod, Evan shares his in-depth knowledge of e...
026: If You Build It, They Will Come: Evan Bartlett on the Nuances of Inspiring Sales Leaders and Scaling the Critical Sales Org
October 12, 2017 09:00 - 1 hour - 60.2 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Evan Bartlett, Head of Inside Sales at New York City’s Zocdoc. What isn’t there to say about Evan? He’s a veteran sales manager with international experience, mentor, coach and co-host of Building the Sales Machine, an event focused on bringing together sales managers from companies of all shapes and sizes. Evan truly is the consummate sales leader. Throughout the pod, Evan shares his in-depth knowledge of e...
VIDEO - 025: More Than Just Emails: Why Rainforest QA’s Jake Biskar Says Relying Solely On Emails is ‘Irresponsible’ Prospecting
October 05, 2017 09:00 - 44 minutes - 139 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart is joined by Jake Biskar, Head of Sales Development at San Francisco’s Rainforest QA, a fast-growing firm building a market leading crowd testing software for agile development teams. Jake is burgeoning sales leader in the Bay Area, having led large SDR teams in both the telecommunications and the software development worlds. Throughout the pod, Collin and Jake examine a favorite (and critical) sales development conu...
025: More Than Just Emails: Why Rainforest QA’s Jake Biskar Says Relying Solely On Emails is ‘Irresponsible’ Prospecting
October 05, 2017 09:00 - 44 minutes - 41.7 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart is joined by Jake Biskar, Head of Sales Development at San Francisco’s Rainforest QA, a fast-growing firm building a market leading crowd testing software for agile development teams. Jake is burgeoning sales leader in the Bay Area, having led large SDR teams in both the telecommunications and the software development worlds. Throughout the pod, Collin and Jake examine a favorite (and critical) sales development conu...
024: Time Is Money: How Demandbase’s David Mordzynski Structures His Workday To Get The Most Out Of His Time...And His Quota
September 28, 2017 09:00 - 29 minutes - 27.5 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes back David Mordzynski, Enterprise Marketing Strategist at Demandbase and (more importantly!) the first return guest on The Predictable Revenue Podcast. David is making waves in the SDR world for his personalized method of prospecting based on info listed on prospects’ LinkedIn profiles. Throughout this pod, however, Collin and David turn their gaze away from pure sales practices to focus on productivity. To...
VIDEO - 024: Time Is Money: How Demandbase’s David Mordzynski Structures His Workday To Get The Most Out Of His Time...And His Quota
September 28, 2017 09:00 - 29 minutes - 44.6 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes back David Mordzynski, Enterprise Marketing Strategist at Demandbase and (more importantly!) the first return guest on The Predictable Revenue Podcast. David is making waves in the SDR world for his personalized method of prospecting based on info listed on prospects’ LinkedIn profiles. Throughout this pod, however, Collin and David turn their gaze away from pure sales practices to focus on productivity. To...
VIDEO - 23: Conference Success on a Shoestring Budget: How VanHack Booked 60 Meetings at a Recent Conference Without Springing for a Booth or Sponsorship
September 21, 2017 09:00 - 26 minutes - 139 MB VideoOn this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Yousuf Khatib, Chief Business Officer at VanHack, a fast-growing staffing company placing senior tech talent in jobs around the world. Yousuf, a fellow Canadian now based in Bucharest, has held C-Suite roles in consulting, sales and marketing teams in Canada and abroad. Collin and Yousuf delve into a favourite topic amongst sales professionals – how to maximize ROI from attending conferences. H...
023: Conference Success on a Shoestring Budget: How VanHack Booked 60 Meetings at a Recent Conference Without Springing for a Booth or Sponsorship
September 21, 2017 09:00 - 26 minutes - 25 MBOn this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Yousuf Khatib, Chief Business Officer at VanHack, a fast-growing staffing company placing senior tech talent in jobs around the world. Yousuf, a fellow Canadian now based in Bucharest, has held C-Suite roles in consulting, sales and marketing teams in Canada and abroad. Collin and Yousuf delve into a favourite topic amongst sales professionals – how to maximize ROI from attending conferences. H...
022: If You Build it They Will Come: Anthony Zhang On How To Set Set Your Team and Your Company Up For Sales Development Success
September 14, 2017 09:00 - 36 minutes - 34.5 MBOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Anthony Zhang, Head of Sales Development at Atlanta-based hull. Anthony is a long-time business development professional and SDR leader – he was the first SDR at Pardot, the first hire at Salesloft (where he eventually went on to become the Director of Sales), and a veteran sales consultant and advisor. Anthony is a powerhouse. Throughout the pod, Collin, Aaron and Anthony take a detailed look...
VIDEO - 022: If You Build it They Will Come: Anthony Zhang On How To Set Set Your Team and Your Company Up For Sales Development Success
September 14, 2017 09:00 - 36 minutes - 59.5 MB VideoOn this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Anthony Zhang, Head of Sales Development at Atlanta-based hull. Anthony is a long-time business development professional and SDR leader – he was the first SDR at Pardot, the first hire at Salesloft (where he eventually went on to become the Director of Sales), and a veteran sales consultant and advisor. Anthony is a powerhouse. Throughout the pod, Collin, Aaron and Anthony take a detailed look...
VIDEO - 021: Mapping Calls 101: How Costello’s Phill Keene Uses, and Advances, Predictable Revenue Methodologies to Map Complex Organizations
September 07, 2017 09:00 - 36 minutes - 55.3 MB VideoOn this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Phill Keene, the newly minted Director of Sales at Costello, a startup building an intelligent sales assistant, or “co-pilot” for sales reps. Phill is making waves for his work helping sales teams hit quota and drive revenue – he’s been recognized as a “2017 Top 25 Most Influential Inside Sales Professional” by AA-ISP and a “Top 50 Sales Development Leaders You Should Know” by Engagio. Throu...
021: Mapping Calls 101: How Costello’s Phill Keene Uses, and Advances, Predictable Revenue Methodologies to Map Complex Organizations
September 07, 2017 09:00 - 36 minutes - 34.1 MBOn this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Phill Keene, the newly minted Director of Sales at Costello, a startup building an intelligent sales assistant, or “co-pilot” for sales reps. Phill is making waves for his work helping sales teams hit quota and drive revenue – he’s been recognized as a “2017 Top 25 Most Influential Inside Sales Professional” by AA-ISP and a “Top 50 Sales Development Leaders You Should Know” by Engagio. Throug...