Daniele Di Nunzio joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to hire SDRs and AEs and what to look for in your first sales hire.

Daniele is the VP of Sales at Storyly, a user engagement platform to embed Stories content in mobile apps and websites. Highlights include: what most VP of Sales get wrong (7:49), how the founding sales team can make or breaks the company (10:17), the underestimated cost of bad hiring (20:10), why your sales hiring process needs to be measurable (31:45), the importance of context questions in interviews (32:10), the #1 characteristic to look for when hiring salespeople (45:04), why you shouldn’t ask candidates to pitch your product during interviews (49:08), uncommon traits to look for in salespeople (1:00:34), what to look for as a VP of sales in choosing a company to work for (1:05:55), and who to hire first as you transition out of founder-led sales (1:13:57).

Jeff Koser joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell better in an economic downturn.

Jeff is the award-winning co-author of Selling to Zebras and founder and CEO of Zebrafi.

Highlights include: the impact of recent market changes on B2B sales (2:24), why startups are especially vulnerable to these changing conditions and three ways founders can prepare (4:20), how to dial in your ICP profile to close up to 90% of your deals (5:58), how to measure where prospects are in their buyer’s journey (9:00), common mistakes companies make with their ICP as they head into an economic downturn (10:53), tips for improving your value statement (13:20), how to effectively communicate your product’s ROI to prospects (17:32), and how to sell through your customers using VOC case studies (19:25).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

We're thrilled to explore the intriguing story of Sales Assembly and its founder, Matt Green. What sets Sales Assembly apart? 

As the Chief Revenue Officer (CRO), Matt continues to work as an Account Executive (AE) within his company. Let's uncover the motivations behind this unconventional choice and discover the insights it brings to Sales Assembly's sales motion.

Highlights include: Holding on to the AE role as a Founder and CRO (2:00), The Benefit of Having a Very Specific ICP (4:10), Why Not Use BDRs When You Train BDRs (8:20), AI's not about Replacement, It's About Augmentation (20:00), Specializing Sales Roles (25:12), and much more.

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

SHOW NOTES: 

https://www.linkedin.com/in/matthewcorneliusgreen/ 

Effective sales conversations are the cornerstone of business growth, especially for startups navigating early success and expansion challenges. 

A renowned sales expert, Mark Hunter, offers invaluable insights on transforming sales conversations to achieve better outcomes. Sales professionals can enhance engagement and conversion rates by profoundly understanding the prospect's business, identifying key challenges, and proposing tailored solutions. 

This guide distills Hunter's wisdom into actionable steps to help founders and sales teams improve their sales processes and drive sustainable growth.

Don't forget to check out Mark's book!

Highlights include: What is the Minimum Bar for Better? (08:09), Another Level of Complexity to Consider in Sales (17:15), And more…

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

Paul Ross joins Sarah Hicks on this episode of the Predictable Revenue Podcast.

Paul Ross is an author, speaker, trainer, and Master Practitioner of Neuro-Linguistic Programming. For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion. Highlights include: how Paul used neuro-linguistic programming to increase his social intelligence (4:45), his basic principles of objection handling (8:25), examples of the objection handling framework in practice (17:30), how to reframe the objection (20:15), and why these techniques work better in tandem with traditional sales methodologies than any of them do alone (28:40).

SHOW NOTES: 

More on objection handling:

Objection Deflection: Prospecting Enemy #1

Manage any sales objection successfully

13 Responses When a Prospect Says “We Don’t Have That Business Pain”

Starting from scratch in sales can be intimidating, especially for founders and new sales reps who may not have a traditional sales background. 

Collin Stewart and Andrew Barbuto dive into the importance of that critical first week in sales, highlighting practical steps that make the process less daunting and more structured.

Highlights include: What's the Mindset to Survive a Sales Role? (07:29), Immediate Gratification vs Creating a Habit (21:30), And more…

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://predictable.fm/get-growth

On 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 started? (16:54), Sharing great content (23:10), the importance of Sales Navigator (27:25), booking the meeting (47:58), the sales lightning round (1:04:01), and cold call with Collin (1:08:42).

Tom Glason joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how revenue leaders can own their seat at the board table.

Tom is the Co-founder & CEO of Scalewise, helping B2B tech scale-ups accelerate growth by providing access to world-class Scale Experts.

Highlights include: why funding numbers have quadrupled in recent years and what that means for revenue leaders (6:49), the five key questions that Series A and B investors are asking (10:27), the most important metrics for revenue leaders to know and understand (11:29), how to calculate your company’s quick ratio using growth accounting (15:52), the biggest mistakes revenue leaders make after securing Series A funding (19:08), and the cost of not knowing your numbers (21:50).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

On 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 how to build an effective career development program for early grads. From interviewing, to presenting, to whiteboarding – if you’re in charge of shepherding new reps and fostering their skills...this is the pod for you. 

Highlights include: Steve’s sales journey (2:11), Salesforce’s training program (5:43), where to look for new recruits from colleges (11:52), positive interview traits (19:16), post cohort acceptance work plans (35:42), building professional development skills (42:17), teaching discovery (52:30), presenting with purpose (1:05:05), teaching whiteboarding 1:11:28

Show notes:
• Nancy Duarte TED talk - https://www.youtube.com/watch?v=1nYFpuc2Umk
• Franklin Covey podcast with Book Steve recommended - Data Story - Nancy Duarte 
• Mega Cavern ziplining - https://www.youtube.com/watch?v=Ea6qU7H4enw
• Make it stick - Science of successful learning 
• Storybrand - Donald Miller - https://www.youtube.com/watch?v=GUAWqsJFWkg
• Mike Weinberg - Sales Truth 
• Jacco Van Der Kooij - Visual storytelling https://www.youtube.com/watch?v=eDGtVOFtVzY 
• Back of the Napkin by Dan Roam - https://www.youtube.com/watch?v=ri8E8cNf2Bw 

Steve Bullington on LinkedIn - https://www.linkedin.com/in/stevebullington/ 

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Shawn Sease, Director SDR Client Services at outbound sales consultancy Sales Developers.

Shawn is veteran sales leader and entrepreneur: he’s led sales teams at numerous tech companies, and founded multiple organizations, varying from a brewery to govtech startups.

Throughout the pod, Collin and Shawn discuss a unique, nuanced style of nailing cold calls: mirroring your pitch to match your prospect’s particular conversation style. Highlights include: Shawn’s introduction to his cold call methodology (11:18), distinct conversational styles (16:01), and the impact of this cold call methodology on Shawn’s day to day (38:50).

In this episode, we're joined by Joe Sullivan, co-founder of Gorilla 76, a seasoned expert in the B2B industrial sector. 

Joe sheds light on balancing educational outreach with sales tactics and how to position your brand as a thought leader in your industry.

Highlights include: Why get in front of your audience before they're ready to buy? (01:04), Do You Break it Down in Segments? Personas? How to Build the List? (07:04), How to Curate Your LinkedIn Feed? (16:07), Email Newsletters for Customer Development (24:19), And more…

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

On 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 include: why are metrics the root of all evil? (2:23), promoting bad sales behaviour (6:06), how do we humanize running our sales teams? (24:51), what does a company that isn’t metrics driven look like? (31:05), how do you balance time crunches with giving salespeople the space to research and go deep? (37:21), the sales lightning round (48:07), and cold call Collin (58:20).

Jesui Ayala joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss SDR mindset and habits. 

Jesui is an SDR and Implementation Manager at Predictable Revenue.

Highlights include: why being an SDR is not a junior role (3:31), why you shouldn’t take rejection personally (7:50), tips for surviving your first week as an SDR (9:13), the importance of being open to feedback (17:30), bringing creativity into the SDR role (22:52), how to reframe your prospecting mindset to lead with empathy (27:30), adding your input to the prospecting process (34:59), taking ownership of your role in the sales development process (40:24), traits of a successful SDR (43:40), and advice for new SDRs just starting out (47:17).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

Nick Cegelski, Account Executive at SurePoint Technologies, joins Sarah Hicks on the Predictable Revenue podcast.

As a top-performing software sales executive, Nick not only executes on perfect discovery during meetings, but his strategies on what to do in the white space in between meetings allow him to carry more pipeline and close more deals. Nicks shares his thoughts on deal mechanics (1:38), using video to engage multiple stakeholders during follow up (2:54), leveraging collateral (5:35), picking up the phone at a stage when most salespeople don’t (7:20), giving the prospect and out (16:42), and setting next steps (17:09).

SHOW NOTES: 

More resources for closers:

How to unlock the growth potential in your account executives with Lessonly’s Justin Clifford

Manage a large sales team virtually and build a kick-ass discovery process

This Is What You Should Be Asking On Your Discovery Calls

7 Keys to Discovery Meetings That Close More Deals

To celebrate the 100th edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes a familiar face back to the pod, co-host and co-CEO of Predictable Revenue Aaron Ross.

Who better to reflect on this awesome milestone with?

Throughout the pod, Collin and Aaron take a trip down memory lane and chat about the most valuable lessons and nuggets of wisdom shared on the podcast thus far. With the impressive roster of guests the show has had, boiling the down the best tips and tricks into one episode was no easy task.

Highlights include: Jeff Davis’ thoughts on organizational alignment and the importance of a revenue team (1:27), Jamie Buss’ mind-blowing forecasting process (12:42), the always important task of nailing a niche (26:00), Bill Binch’s consistent hiring process (38:28), Mark Kosoglow’s revolutionary discovery method (44:00), and Aaron’s thoughts on how to prioritize a never-ending list of tasks (49:55).

Veronika Riederle joins Sarah Hicks on this episode of the Predictable Revenue Podcast. 

Veronika is the co-founder and CEO of Demodesk, the #1 customer meeting platform for sales and success. Highlights include: what to do before joining a company (2:48), how to set yourself up for success once you’re on the job (7:25), knowing your numbers (9:00), doing your homework (11:00), nailing discovery and the demo (15:53), tailoring your pitch (22:13), and Veronika’s most surprising learnings from her time so far at Demodesk (35:25).

SHOW NOTES: 

More on discovery: Manage a large sales team virtually and build a kick-ass discovery process

And demos: Nailing the Technical Demo With Chartio’s Matt Cassel

Pods - The fastest way to build an Outbound SDR Team

http://bit/ly/predictablerevenuecoaching

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 results around what does work and what doesn’t.

To do this, we set up Outbound Labs at the beginning of the year. Since then. We’ve run well over 50 experiments and have found some pretty convincing, surprising, and often cool results.

As such, we wanted to share these findings with you and also equip you to be able to take more of an objective approach to testing how you can get the best results in your outbound.

We'll be publishing 1 experiment per week: 

https://predictablerevenue.com/outbound-labs-increasing-response-rates?nabe=5426850346827776:1

In sales and entrepreneurship, crafting compelling narratives can be a game-changer. One of the most challenging yet influential skills in this domain is storytelling. 

Collin Stewart sat down with Philipp Humm, a seasoned expert in the field and the author of The Story Selling Method, to delve into the significance of storytelling in the sales realm.

He shared invaluable insights on choosing the correct stories, narrating them effectively, and connecting with the audience on a deeper level.

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

Ruben Dua joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to lean into your personality to attract ideal customers.

Ruben is a podcast host, video enthusiast, and the Founder and CEO of Dubb.com.

Highlights include: how to practice creativity as an SDR (3:48), advice for new SDRs to overcome the fear of veering off script (7:02), how to add your personality to a call script (7:32), why repetition is key to perfecting your cold call skills (8:40), what salespeople can learn from Ben and Jerry’s ice cream (12:29), the most underrated skill salespeople need to develop (15:20), how to make yourself relevant to prospects (18:50), how to uncover your unique strengths and weaknesses (27:41), tips to overcome resistance to cold calling (28:10), how a sales background can set you up for success in the rest of your career (29:31), and why all salespeople should become content creators (35:50).

Sendoso's early success didn’t come from chance. It resulted from solving a real, overlooked pain point in the market.

By blending founder-led outbound sales with a sharp understanding of buyer challenges, Co-founder Kris Rudeegraap and his team secured their first customers and laid the groundwork for scaling.

Highlights include: Startup Sales and Marketing Strategies (12:46), Pricing Strategies and Early Customers (29:04), And more…

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://predictable.fm/get-growth

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Patrick Campbell, CEO of Boston-based business intelligence firm ProfitWell.

Like every technology entrepreneur Patrick, has a background in econometrics and math (we kid, we kid). Before establishing ProfitWell, Patrick worked in the intelligence community in Washington D.C., and did economic modelling for Google. You know, just a couple of obscure organizations. No big deal. 

Throughout the pod, Collin and Patrick do a deep dive into the complex, fluid, and, ultimately, critical world of price determination. Highlights include: Patrick’s background (4:10), the impact of pricing (9:54), persona pricing fit (15:30), key pricing information for salespeople (18:00), the difference between good and bad salespeople (22:46), value metrics (35:25), why salespeople aren’t more involved in pricing (38:39), and cold call Collin (50:18).

Jane Portman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss why segmentation is key for SaaS email marketing.

Jane Portman is the Co-Founder and CEO of Userlist, an email automation platform specializing in understanding customer data.

Highlights include:

how to choose the right segmentation criteria for your email campaigns (4:21), matching your email outreach to the context (7:32), how to apply the lifecycle marketing model can apply to email (8:49), tips for writing a high-converting email sequence (12:15), why you need to integrate customer behavior data with your email marketing (16:34), tips for managing seasonality in your campaigns (22:40), using non-customer interviews to improve the product-market fit (25:01), how to niche down and find the right words to describe what you do (27:35), and tips for email deliverability (32:55).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

Tyler Barron joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the financial impact of breaking down silos in your revenue organization.

Tyler is a high-performing go-to-market leader with 10+ years of experience in SaaS and enterprise technology.

Highlights include: challenges and lessons learned from Tyler’s transition from a sales leader to CRO (2:31), why the modern customer journey requires breaking down the silos between sales, marketing, and customer success (4:52), how to deal with the issue of attribution (7:18), why you should consider removing some labels from your organization (8:14), how to design effective compensation plans for every function (13:45), how to grow revenue faster and more efficiently (17:24), how revenue leaders can improve efficiency in their go to market plan (24:03), the biggest mistake revenue leaders make with hiring and scaling their team (24:50), and how the growth at all costs model can damage your business (27:40).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes James Bawden, Senior Business Development Representative at Cognetik.

James has been a frontline sales professional for years – he’s held full-cycle sales gigs, managed teams, and helped launch sales development programs. If it’s a sales role, James has crushed it.

Oh, and he has his own podcast called ‘the Lunch Break Podcast.” You can read more about that on James’ LinkedIn page.

Throughout the pod, Collin and James discuss a critical element of any successful sales development team: how sales leaders can build close, dynamic relationships with their SDRs. Highlights include: why caring about building close relationship with SDRs is critical (11:16), the signs of a happy and engaged SDR (13:43), the importance of extracurricular activities (24:19), effective one-on-ones (27:09), and cold call Collin (49:52).

On 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 reverse-engineered it to fit her own method. Highlights include: finding thought leaders on LinkedIn, using high engagement activity to get prospects, list building,  personalization based on comments, the sales lighting round, and cold call with Collin.

SHOWNOTES:

Becc Holland - https://www.linkedin.com/in/becc-holland-8950943a/

How to Personalize at Scale with Becca Holland: https://youtu.be/po26RWh5MQ4

On 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 enterprise deals. Highlights include: Proposify...before moving up market (4:37), where did Proposify start price-wise to go up market? (7:49), Proposify’s initial sales team (11:29), the big changes (17:41), key realizations (24:24), re-training sales (33:24), the changes to customer success (40:38), and Proposify’s wins and mistakes (44:14).

Show notes

https://aprildunford.com/obviously-awesome/
https://www.youtube.com/watch?v=sfGtw2C95Ms&t=14s
https://www.amazon.com/Jobs-be-Done-Theory-Practice/dp/0990576744

https://www.proposify.com/blog/saas-moving-upmarket

AJ Cassata joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss establishing authority and generating leads on Facebook.

Highlights include: how AJ got into sales development consulting (1:15), how community drove early growth at RevenueBoost (11:10), how your Facebook group can act as a lead magnet (17:55), how to choose the right platform for your community (20:05), two factors to consider before starting a community (26:00),  the step-by-step process of building a community (30:53), how to get people to join your community in the early stages (36:50), tips to keep your community engaged long-term (43:36), striking a balance between providing value and generating leads (46:54), and the prospecting process inside a Facebook group (52:03).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

Cristina Esposto and Gray Norman join Collin Stewart on this episode of the Predictable Revenue podcast to discuss new changes to the brand, service offerings, and the new methodology. Highlights include: how sales has evolved over the years (8:03), a new era for Predictable Revenue (13:14), the art of closing (17:08), sales messaging and the rise of targeting (21:01), and human talent is more important than ever (25:04).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

On 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 of the mind (7:05), why do we develop limiting beliefs in the first place? (19:39), coaching your reps about beliefs (32:18), and re-wiring beliefs (37:47), 

Show notes

What every body is saying -

https://www.amazon.com/What-Every-BODY-Saying-Speed-Reading/dp/B006ZNFEKW 

Carol Dweck - mindset -

https://www.youtube.com/watch?v=hiiEeMN7vbQ

Thinking fast and slow - housekeeper exercise - https://www.npr.org/templates/story/story.php?storyId=17792517

+ link to full study

https://dash.harvard.edu/bitstream/handle/1/3196007/Langer_ExcersisePlaceboEffect.pdf?sequence=1 

Video of neuroplasticity -

https://www.youtube.com/watch?v=ELpfYCZa87g

Darren Reinke joined the Predictable Revenue podcast to discuss self-limiting beliefs in sales development, including how to foster growth in your team, and reframe self-limiting beliefs into positive thoughts and actions.

Darren is an executive coach, podcast host, and author of "The Savage Leader: 13 Principles to Become a Better Leader from the Inside Out." The book focuses on the inner journey of leadership, and how to overcome self-limiting beliefs to unlock our hidden potential.

Highlights include: how Darren overcame his own self-limiting beliefs about writing a book (3:15), the importance of soft skills in leadership (6:26), how to determine where your limiting beliefs come from and reframe them in a positive light (12:10), how to adapt your leadership style to your recipients (20:48), why you need to have regular development check-ins with your team (26:11), and the importance of self-reflection (39:15).

--------------------

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

Dave McKeown joins Sarah Hicks on this episode of the Predictable Revenue Podcast. 

Dave works with leadership teams to help them set and achieve their strategic growth goals with ease. He’s the Founder of Outfield Leadership, author of The Self-Evolved Leader, and a sought-after keynote speaker, leadership trainer, and growth advisor. Highlights include: the 3 steps leaders can implement to get out of the weeds and scale their organization (3:37), what mindset they need to stay on track (8:23), learning to delegate 80% of tasks that come up (16:21), using the extra time to grow and develop your people (18:43), and the business impact when leaders do this (22:15).

SHOW NOTES: 

More on scaling a business while retaining the essence of the founder: How to Scale Your Business So It Sells Like a Fortune 500, With The Culture And Agility of a Startup

And on setting goals with your people, instead of for them, so they are bought-in: Why SDRs should set their own targets with Mark Garrett Hayes

Pods - The fastest way to build an Outbound SDR Team

http://bit/ly/predictablerevenuecoaching

Donna Griffit is a Corporate Storyteller who has worked globally with Fortune 500 companies, start-ups, and investors in a wide variety of industries for over 16 years. She has consulted and trained clients in over 30 countries.

Donna joined the Predictable Revenue Podcast to provide helpful guidance on how to create the perfect pitch deck.

Highlights: why storytelling is so important when creating a pitch deck (1:33), the biggest mistake people make when creating pitch decks (2:32), the best approach to creating an impactful pitch deck (5:46), the problem (6:33), the hero — your product/ solution (8:23), the hero’s plan — the business (9:13), what will the future look like (9:36), the best type of data to include in the story (12:43).

--------------------

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

On 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 your company have to be to host a sales kickoff? (7:12), who gets invited? (10:18), what aspects do you absolutely need to nail at these events? (11:39), how to avoid making it a “drinking event” (18:42), designing an agenda (21:56), impact (25:10), keeping focus throughout the year after your event (27:46), the sales lightning round (33:47), and cold call Collin (37:50).

Links & show notes 

https://www.linkedin.com/in/meganne-brezina-2764716/

The difference between success and stagnation often boils down to one key element: trust. 

This isn't just any trust but a deeply rooted belief in the value and integrity of the salesperson standing before you. On a particularly insightful episode of the Predictable Revenue Podcast, host Collin Stewart is joined by Larry Levine, a veteran sales guru and the visionary author behind "Selling from the Heart." 

Together, they embark on a deep dive into the mechanics of building trust with prospects, customers, and accounts, a journey that promises to redefine how sales professionals approach their craft.

Highlights include: Trust and How it Relates to the Sales Process (0:33), Why do Salespeople Struggle to get References from their Clients? (3:32), What Brought Us to this Point of Distrust? (10:40), The 4 Big Pillars of Building Trust (15:12), And more...

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Lloyed Lobo, veteran entrepreneur and conference facilitator.

Lloyed’s a busy guy: in addition to co-founding and running Boast Capital, a San Francisco-based tax specialist firm, he is the co-founder of the Traction Conference, and an advisor with the expanding Growth Marketing Conference.  

Throughout the pod, Collin and Lloyed highlight the tactics – the good and the bad! – they’ve used at conferences such as SaaStr over the years. Highlights include: Lloyed’s conference experience (6:51), effective tactics to stand out at events (10:15), how to drive traffic to your booth (29:55), and what kind of commitment you should expect at the conference (45:48).

Allan Langer joins Sarah Hicks on this episode of the Predictable Revenue Podcast. 

Allan is the Founder/CEO of The 7 Secrets Center of Sales and Marketing, and his book, “The 7 Secrets to Selling More by Selling Less”, is an award-winning best-seller on Amazon. Highlights include: The biggest mistake you can make in a proposal (1:30), how a good proposal should be structured (7:25), how and when to use images (14:24), positioning pricing as an investment (20:42), and the impact of these changes (29:25).

SHOW NOTES: 

 More on writing great proposals:

Octiv’s Kelsey Briggs On How To Improve Those Critical Documents

How to nail your proposals with Mimiran’s Reuben Swartz

______________________

Are you looking to create repeatable, scalable and predictable revenue? We can help! ► 

https://bit.ly/predictablerevenuecoaching

Erol Toker and Rachel Haley join Sarah Hicks on this episode of the Predictable Revenue Podcast.

Erol is the founder of Truly.co - the automation platform that makes manual data entry for your reps a thing of the past. He's spent the last 8 years working with ops teams at hyperscale companies like Square, Wix, and Zocdoc, learning how data can lead to better (or worse) outcomes. 

Rachel is the co-Founder of Clarus Designs. She started her career in portfolio management, market analysis and financial modeling, and more recently she was the Senior Director of Sales Operations and Strategy at Snowflake, where she helped the company grow from 300 people to over 2,000 and more than 10X-ing in annual revenue. 

Highlights include: why RevOps is important (2:25), how the evolution of RevOps is reminiscent of the dot com boom (5:20), common mistakes leaders make when building out the RevOps function (9:57) and their impact (15:55), how to build RevOps right and when (28:35), what tools you need (31:20), 2 easy RevOps frameworks you can take away and implement right now (35:50), and how RevOps improves customer LTV (42:34).

SHOW NOTES: 

Rev Ops: The Missing Link That Will Increase Your Revenue by 26%

Why Revenue Operations is a Critical Piece to Your Growing Sales Org

Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl

Marc Gassó joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why SDRs should be part of your marketing team instead of sales.

Marc is the CMO of Bloobirds and currently leads the company's growth strategy in the United States.

Highlights include: how involving SDRs in marketing affects team dynamics (3:06), how marketing can benefit from an SDR’s feedback (4:05), how SDRs can benefit from a closer tie to marketing (6:32), why marketing should have a greater link to revenue generation (12:50), how working with SDRs affects marketing goals (14:13), managing compensation across the marketing team (16:40), how marketing can move a deal forward faster (19:30), the overlooked role marketing plays in closing deals (22:30), how to ensure a smoother handoff between marketing and sales (23:52), potential pitfalls of having SDRs roll up into marketing and how to avoid them (26:28), and how to navigate moving SDRs into marketing (31:55).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

In this episode, Collin Stewart interviews Zach Golden, Director of Client Management at Anova Consulting Group, to uncover the value and intricacies of win-loss analysis in sales. 

Although not widely adopted, win-loss analysis can significantly impact business growth by providing deep insights into why deals are won or lost.

Highlights include: Let's Jump Straight to the Demo (08:56), The 3 Phases of a Win/Loss Analysis (32:02), And more…

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

In the latest episode of the Predictable Revenue Podcast, host Collin Stewart sits down with Kevin Gilman, National Sales Director at Carvertise, to delve into the habits that have driven Kevin's two-decade-long sales career. 

This conversation highlights how structured routines and prioritizing personal and professional goals can significantly enhance sales performance.

Highlights include: How to Create a New Habit? (03:41), Balancing Work and Personal Life (14:53), And more…

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

In the world of startups, achieving product-market fit is akin to navigating a complex maze with endless possibilities and just as many dead ends. 

The journey of Trellus, as shared by its founders Dom and Ajinkya on the Predictable Revenue podcast, hosted by Collin Stewart, offers a candid exploration of this intricate process, shedding light on the trials, errors, and eventual insights that pave the way to success.

Highlights include: The Original Idea Behind Trellus.ai (01:00), Pain (Points) Questions to Calibrate Cold Call Metrics (12:53), Large User Base Vs Revenue (20:07), "Let's Just See the Empirical Results" (31:12), and more…

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

Welcome back to the Predictable Revenue Podcast! In today's episode, Collin Stewart is joined by Benjamin Dennehy, famously known as the UK's most hated sales trainer.

Benjamin brings his unfiltered, brutally honest approach to sales training, sharing insights on why salespeople often struggle and how they can turn things around.

Highlights include: Get Your Salespeople to Stop Slacking (01:24), The Sherpa Mentality in Sales (12:53), And more...

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Reuben Swartz, Founder of Mimiran Sales Acceleration Software.

Reuben is a veteran sales operations professional and proposal specialist, with experience working in international enterprise companies, founding startups, and hosting his own podcast. Throughout the pod, Collin and Reuben discuss how to plan, execute, and, ultimately, win proposals.

Highlights include: why people need help with proposals (3:34), Reuben’s proposal mistakes (8:28), Reuben’s proposal turning point (12:38), Reuben’s proposal process (18:41), Cold call Collin (46:25).

On 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 qualifications process. Highlights include: Lighter Capital’s levels of selling (11:47), how Lighter Capital built its sales process (18:17), the art of guiding a conversation (21:33), how Allen provides advice to his team (23:11), and managing the handoff (30:50).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Matt Millen, Senior Vice President of Revenue at Outreach.

If it’s possible to sales in your DNA, than Matt has it. He’s led sales team for some of the world’s most well-known corporations – including T-Mobile and world famous life coach Tony Robbins. Oh, and he’s also raced cars. Professionally.   

Throughout the pod, Collin and Matt talk about leadership philosophy and how to hire positive, determined, and high-producing salespeople. Highlights include: Matt’s leadership philosophy (3:59), the SAM model (8:29), finding people with a winning mindset (22:52), maintaining positive mindset (34:06), cultivating youthful energy (37:00), and cold call Collin (41:30).

On this edition of The Predictable Revenue Podcast, we’re flipping the script a bit and bringing you a star-studded webinar our co-CEO Collin Stewart took part in with Steli Efti, CEO of Close.io, Don Erwin, Head of Revenue at Mixmax, and Dustin Crawford, Sales Manager at Intercom.

Throughout this webinar, these four veteran sales leaders talk all things cold email: how to craft, deliver, and follow up with prospects to fill your pipeline and, of course, close more deals.

Highlights include: common mistakes in outbound emails (7:08), designing an effective email strategy (10:47), how to personalize your messaging (16:00), how to craft a effective an email (18:22), using humour in your emails (35:40), and does the referral email still work? (50:10).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff Davis, Founder, Keynote Speaker, and Coach at the JD2 Consulting Group.

In addition to his roles at the consultancy he founded, Jeff is the executive producer and host of The Alignment Podcast, the creator and host of the Sales + Marketing Alignment Summit, and an entrepreneur in residence at VentureSCALE.

Throughout the pod, Collin and Jeff discuss the critical pillar of revenue growth: the strategic alignment of marketing and sales. Highlights include: should sales and marketing teams roll up to one revenue leader? (21:04), the benefits of sales and marketing alignment (23:12), experiencing the full buyer experience (34:15), Jeff’s three-pillar framework for aligning sales and marketing (41:05), and cold call Collin (1:10:51).

Aaron Evans joins Sarah Hicks on this episode of the Predictable Revenue Podcast.

Aaron has 13 years of sales enablement, coaching, and hands-on training experience in multinational, corporate and start-up business environments around the globe. He’s a qualified coach and practitioner of Neuro-linguistic programming and Neuro-Semantics, and a passionate SaaS sales enablement leader. Highlights include: sales process vs sales enablement (2:38), mapping competencies necessary in sales roles (4:01), pinpointing incompetencies (6:50), scoring SDRs on those competencies (9:15), scoring AEs (13:08), coaching to improve these competencies (17:49), and the business impact of having a robust coaching program in place (22:40).

SHOW NOTES: 

The scoring system for profiling your ideal customer: Hunting your Zebra: How to Profile Your Perfect Prospect

More on sales enablement: Why Marketers Suck at Sales Enablement…And How to Fix It

Turn your critical internal sales knowledge into an effective training program with Christi Wall

On 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 outreach (16:20), Kula’s suite of content (24:12), the executive roundtable (39:02), the sales lightning round (47:46), and cold call Collin (56:03).

On 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 is a must-listen. 

Highlights include: Andrew’s sales journey (7:44), the benefits of a documented sales playbook (11:50), the pieces of the playbook (19:07), the ICP and buyer persona (22:30), channels and messaging (32:44), arming your team (47:12), maintaining quarterly playbook reviews (59:31), sales lightning round (1:03:44), cold call Collin (1:10:03).

Dr. Todd Snyder joins Sarah Hicks on this episode of the Predictable Revenue Podcast.

Dr. Snyder is a psychologist and productivity coach who helps business owners discover the motivation, systems, and strategies to get more done in less time. Highlights include: what it means to slow down (4:55), why many entrepreneurs struggle to see the big picture (7:20), how slowing down actually makes you more intelligent (11:36), justifying slowing down to your investors & boards (19:25), how to do it (23:30), making sure you don’t overthink (31:12), famous entrepreneurs who have unlocked this mindset and reaped the benefits (38:45).

SHOW NOTES: 

More on psychology & business: How fear of uncertainty is holding us back (and why it shouldn’t)

And on long-term goal-setting: The power of coaching and long-term goal setting with Lever’s Kelly Del Curto

Shelby Dash and Kristina Clifford join Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to use comedic content to drive brand awareness.

Shelby and Kristina are professional actresses turned comedic content marketers and the creators of Take2Content.

Highlights include: How the duo went from professional actresses to content marketers (3:01), which comedic tropes lend themselves best to B2B marketing (4:58), how to harness the power of surprise in your content (8:12), how to brainstorm your comedic content (10:22), overcoming the fear of creating out-of-the-box content (13:52), tips for honing your comedic skills (15:15), how to start building comedy into your content (18:25), the importance of production quality (19:30), and how B2B brands can start incorporating more comedy into their advertising (22:45). 

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

Sean Yuan, Business and Product Operations Specialist at MDTech, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast.

He earned a dual degree in Computer Science and Business Administration from the University of Southern California where he gained a passion for process improvement and bridging the gap between business and technology. He’s a producer of the 30 Minutes to President’s Club Podcast and an expert in the medical technology field. Highlights include: how Sean and the team do their research (3:50), keeping up with changes (8:05), using research to start new conversations (9:25) and inspire confidence in your prospects (11:38), the importance of reputation in a highly regulated space (14:00), and knowing your audience (18:29).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Andrew Gazdecki, CEO and Founder of San Diego’s Bizness Apps, an award-winning company creating mobile solutions for small and medium-sized businesses.

Andrew is lifelong entrepreneur, and a noted authority / speaker on the world of mobile apps. He has been featured in prominent publications such as The New York Times and the Wall Street Journal, as well as prominent industry blogs such as Mashable, TechCrunch and VentureBeat.

Throughout the pod, Collin, Aaron and Andrew take another tour of the emerging world of video prospecting, albeit with a particular focus – GIFs. Bizness Apps has jumped head first into using GIFs in their email outreach, to some amazing results. Highlights include: Bizness Apps’ pivot from video emails to using GIFs (2:05), bad emails vs. good emails (6:53), the power of a GIF (17:05), the Bizness Apps GIF process (19:35), and some outstanding metrics (31:06).

On this edition of a live Predictable Revenue Podcast, co-host Collin Stewart welcomes two members of Workfront’s sales leadership team: Justin Hiatt, Vice President of Digital Sales, and Eddy Morris, Enablement Manager.

Before joining Workfront, Justin held leadership positions at some of the most well-known tech companies – Insidesales.com, HubSpot, and Oracle, to name just a few.

Eddy bring years of multidisciplinary leadership experience to his role at Workfront, having led cross-functional marketing and sales teams in various industries.  

Throughout the pod, Collin, Justin, and Eddy discuss why Workfront invests in hyper-personalized email touches. Highlights include: why personalizing matters (5:30), Workfront’s cadences and compensation (9:18), how Workfront reps tailor their messaging (16:51), crafting emails (26:23), how long is too long for an intro email? (53:38).

On 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 discovery (5:08), how the Outreach team navigates discovery everyday (8:46), “diagnose and confirm” (19:27), and the difference between knowledge, understanding, and wisdom (36:36).

Collin Stewart and Sarah Hicks look back on 200 episodes of the Predictable Revenue podcast in this special bicentennial episode. 

Collin and Sarah retrace the journey from the very first episode Collin recorded on May 4, 2017, with guest Zach Barney, to Sarah taking over as primary host and ghostwriter, to today. They share clips from and recount their memories of the top 3 most viewed episodes (hosted by Collin with guests David Mordzynski, Tom Abbott, and a very green Sarah Hicks) and the 2 episodes that had the biggest impact on each of the hosts respectively (with guests Jaimie Buss and Chad Sanderson). 

SHOW NOTES: 

The blog posts on the episodes mentioned above:

More cash doesn’t always = more calls

How David Mordzynski Uses LinkedIn Profiles For Tailored Prospecting

How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks

How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott

$500m MEDDPICC secrets revealed: How Zendesk is able to forecast revenue within 1%

How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line with Chad Sanderson

Matt Melymuka joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss what’s wrong with the revenue growth at all costs model.

Matt is the Founder/Partner of PeakSpan Capital, a growth equity firm that takes a “contra-silicon valley” approach to scaling.

Highlights include: the origins of PeakSpan’s focus and specialization model (1:56), what the capital loss ratio is and what it means for your company (6:15), the overlooked issue of liquidity (8:55), the problem of prioritizing growth at any cost (12:25), what leaders should focus on instead (15:09), how sales fits into a sustainable growth model (17:55), and how to raise funding the right way (22:40).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

On 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 30 seconds of a cold call. Highlights include: how to avoid getting hung up (10:10), the pitfalls of doing too much pre-call research (12:06), a day in the life of a cold caller (14:35),  the steps to nailing the first 30 seconds of a call (20:40), and how to close the cold call (47:13).

INTRO

Joseph Trodden joins host Collin Stewart on the Predictable Revenue podcast. 

Joseph is an experienced consultant providing structure and clarity for visionary entrepreneurs who want to focus on reaching their next level. He focuses specifically on what he calls “the Inflection Point” - the pivotal moment when a founder relinquishes control and takes the first step towards turning the business into an organization. Joseph shares why founders never get this right the first time (2:36), who to hire first and why (8:39), the pros and cons of the player/coach (22:13), who to bring on as the second key hire (28:59), and how entrepreneurs should psychologically prepare for letting go (30:07).

You remember Goldilocks and the Three Bears. A flaxen-haired and doe-eyed ingenue stumbles into the furry quadrupeds' family home and samples each of their porridge, chairs, and beds. In each instance, after some grumbling at the inadequacy of the first two she tries, she settles on one bowl, one seat, and one mattress as “just right”. 

SHOW NOTES: 

More blog posts for early stage founders/sales leaders:

The key to getting your first 10 customers isn’t sales – it’s product

Getting your first 100 customers with Salesflare Co-Founder Jeroen Corthout

How to build and evolve your first sales playbook with Bowery Capital’s Andrew Oddo

In the rapidly changing landscape of sales, it's crucial to keep up-to-date with the best techniques for success. 

On this episode, Collin Stewart sat down with Drew Kluender, Senior Inside Sales Rep at Orum, to discuss the nuanced art of sales, specifically over the phone. From building a foolproof cold-calling script to mastering the art of objection handling, this in-depth conversation offers a treasure trove of insights for SDRs at every stage of their career.

Highlights include: How do you break down a cold-call script? (0:40), What if they say no? (9:53), How to add value after the accusation audit (11:33), “We’re currently using [competition], and it’s working fine” (22:18), and more…

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

In the last 20+ years, Billy has worked in 86 countries, learned to fluently speak 5 languages, and has called Europe his place of residence for the better part of 15 years. With this personal growth experience, he has developed professionally by leading teams of up to 16 people and managing multi-disciplined businesses of +€70M in the application software sector.And he is here to tell you why you should consider moving to a different country to sell.TIMESTAMPS:
(0:00) Intro
(2:18) Moving to a different country to sell
(8:29) What living/working abroad teaches you
(10:10) What’s harder than expected
(12:17) How to get out of your head
(14:47) Working abroad as a single person vs a family person
(17:42) What to do to immerse yourself in the new culture
(20:44) How to land a role that will let you go global

SHOW NOTES: 

More on virtual or inside sales teams: 

Why sales teams should WFH, permanently with Gabriel Moncayo

And being a top-performing salesperson: 

Why SDRs should set their own targets with Mark Garrett Hayes

In this episode, we explore Jacob Bank's entrepreneurial journey as the founder of Relay.App. 

Join us as we explore his extensive search for product-market fit and detail the intricate process of evolving an idea into a viable business. This episode unpacks the trials and triumphs of bringing a product to life in the competitive tech landscape.

Highlights include: The First Year in The Desert (00:34), The Iteration Process to Create the Right Product (10:43), Leveraging Your Network as a Founder (23:37), "You're Right" vs. "That's Right" (30:28), and more…

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

On 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, element of sales: cultivating confidence in reps.

Highlights include: how Lauren defines confidence (14:32), confidence killers (19:26), building confidence (24:30), the role of personality in confidence (41:15), how frontline managers can inspire confidence (47:46), the sales lightning round (56:12), and cold call Collin (1:00:50) 

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jamie 

Scarborough, Co-Founder of The Sales Tales Agency

Jamie has been on the forefront of sales recruitment for more than a decade: in addition to founding The Sales Talent Agency, he also co-founded The Great Canadian Sales Competition, the biggest national student competition in Canada.

Throughout the pod, Collin and Jamie discuss how a recruiter analyzes candidates, conducts its own sales process, and hires adaptable recruiters. 

Highlights include: hiring across the sales spectrum (5:43), making the wrong hire (9:17), The Sales Talent Agency’s hiring strategy (13:53), the agency’s internal hiring process (27:49), the assignment (31:19), positive and negative signals from the assignment (40:14), and the evolution of sales recruitment (45:04).

Rachel Howourth joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to convert high-ticket clients through content and community.

Having worked in sales for her entire career and built a successful training and consultancy business, Rachel felt empowered to demonstrate that sales can be easy, not sleazy.

Highlights include: what makes a high-ticket client different (1:34), the problem with educational content (4:05), examples of content to attract high-ticket clients (6:38), the secret to making content creation easier (8:48), why your sales strategy needs to come before content strategy (11:20), why perfectionism can do more harm than good to your content (13:00), how to start building a community online (16:01), the best platforms for content and community building (23:27), the power of repurposing content (25:29), and when to start outsourcing your content (31:09). 

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

On 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: defining and hiring for Mindset (4:17), Lever’s hiring process (21:40), “Aha” moments (31:55), coaching reps for mindset (44:52), living those new beliefs (1:00:47), sales lightning round (1:10:00), and cold call Collin (1:14:39’).

Show notes:

Interview question you can use to discover a candidates mindset: Tell me about a time the odds were stacked against you?
Tell me about one of your failures?
Tell me about the last time you went through a significant change in your current organization?
Explore further with follow up questions: Walk me through that.
Who helped with that?
Where did you come to that idea?
How did you feel about that?
How they talk about the process, and how they talk about the challenge will be a significant indication of if this person has the right mindset.

Links mentioned in the podcast:

https://www.goodreads.com/work/quotes/26493723-the-obstacle-is-the-way-the-timeless-art-of-turning-adversity-to-advant
https://www.goodreads.com/book/show/40745.Mindset
https://www.goodreads.com/book/show/6461352-training-camp
https://www.goodreads.com/book/show/4069.Man_s_Search_for_Meaning
https://www.goodreads.com/book/show/27213329-grit
https://www.goodreads.com/book/show/13588356-daring-greatly

On 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 include: Why investing in long term coaching is the right move (1:51), team goal setting (5:06), individual goal setting (27:38), strengths and saboteurs (39:19), putting it all into action (52:05), sales lightning round (1:02:55), and cold call Collin (1:05:43)

On 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 dominant industry trend, and one of Mike’s favourite topics: account-based sales and marketing. If you’re working in, and thinking about, the current sales landscape, this topic has surely crossed your path. Highlights include: where to begin when considering account-based sales(4:56), why going account-based will help your business (7:31), Mike’s sales journey (9:45), Terminus’ SDR playbook (18:31), Terminus’ results (30:36).

In this episode, Collin Stewart explores the fascinating intersection of genomics and human performance with Dr. Jeremy Koenig.

With experience in athletics and a passion for genetics, Dr. Koenig takes us on a journey to understanding how our DNA can influence our daily performance, personally and professionally. This isn't just about physical capability; it's about holistically overcoming life's stresses. Emotional and mental well-being also come into play as critical factors in human performance.

Is It Possible to Have a Good Day, Everyday? (11:36), How to Start to REALLY Getting to Know Yourself (19:52), Dr. Koenig's Five Everyday Rituals (26:00), Ideal Components of the Setting Stage (41:01), And more...

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

Bill Wooditch joins host Sarah Hicks to talk about fear on this episode of the Predictable Revenue podcast.  

Bill’s roundabout path to sales leadership coupled with his extensive research of the human brain has taught him a thing or two about the motivations behind fear, and how to overcome it. Listen on to hear him dive into the essence of fear (2:01), whether or not we should be fearful of the uncertainty we’re experiencing right now (2:42), how salespeople can fight the fear of missing quota (10:54), how sales leaders can erase the fear in their teams (19:03), and the reason why, if you don’t do all this, your competition will replace you in no time (21:57).

SHOW NOTES: 

From Aaron, on combating fear: learn from my 10-year painful lesson

More on psychology: Understanding buyer psychology and how it fits into the sales process with Outreach’s Max Altschuler

Selling Through Crisis: 4 Ways Your Cancelled Events Can Still Generate You B2B Leads and Sales

Joey Williams joins the Predictable Revenue podcast to discuss prospecting with purpose: navigating challenges and building relationships.

Joey is the Director of Sales Development at Chili Piper, an inbound lead conversion and scheduling app.

Highlights include: the value of persistence in an SDR (2:55), sales development tactics every rep needs to know (8:54), why SDRs need to have control over who they’re targeting (12:15), how Rules of Engagement affect the prospecting process (14:40), tips for more effective research (17:58), how to turn your research into personalized outreach (30:34), common prospecting mistakes (35:10), how to follow up effectively (49:01), and the importance of weekly SDR training (53:00).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

Brynne Tillman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. 

Brynne is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. Highlights include: the 3 things most people get wrong on LinkedIn (1:23), the step by step to getting it right (7:24), Brynne’s advice to people who don’t have time for LinkedIn (24:08), how to makeover your profile (28:33), and how to leverage your 1st-degree connections for referrals.

SHOW NOTES

More on LinkedIn strategies that convert: How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks

How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott 

Cynthia Barnes webinars

And on social selling in general:

How to Find New Customers on LinkedIn: 3 Easy Steps

Building a Network and a Personal Brand that You Can Keep with You for Life

Social Selling and Reversing The Hatred of Salespeople

__________

Are you looking to create repeatable, scalable and predictable revenue? We can help! ► 

https://bit.ly/predictablerevenuecoaching

On 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 cold calling: how to prepare, how to build rapport, and, of course, how to handle all of the contacts that just don’t want to talk. Highlights include: tips for new salespeople (5:42), identifying top prospects (9:26), how to have an exceptional conversation (15:37), knowing when to ‘strike’ (20:46), kicking meetings back to SDRs (28:00), common objections (33:57), and cold calling Collin (50:21).

On 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 effectively sell a technical product. Highlights include: keeping the technical demo focused (6:48), avoiding feature-heavy demos (9:32), topics of discovery (15:16), Matt’s mistakes (20:24), the all-important Account Executive and Sales Engineer balancing act during the sales cycle (27:41).

In this episode of the Predictable Revenue Podcast, Collin Stewart interviews Chris Riklin, Co-founder and Head of Revenue at Topline. 

Chris shares his unique journey as a founder, highlighting the importance of being deeply involved in the sales process and how his team’s collaborative dynamics contribute to their success.

Highlights include: Enterprise Rep vs. First AE (05:07), Pirate Funnel and First 10 Clients (24:03), And more…

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On this episode of Predictable Revenue Podcast, Collin Stewart and Lou Petrossi, founder and CEO of Inside Scale, have a compelling conversation. 

They discussed the complexities and challenges that modern sales development teams face. From the saturation of outreach efforts to the intricacies of managing remote teams, the discussion was a treasure trove of insights. 

Highlights include: The Current State of Sales Development (1:00), Changes in Terms of SDR Management (7:13), Where Do We Go From Here? (13:00), Current Roadblocks Around Cold-Calling (19:27), and more...

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On 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 sales proposals. It’s a critical piece of every sales process – but what are we doing to improve our proposals? How much time are we giving to this important function? Highlights include: why should we care about improving our proposals (5:06), how prospect’s consume proposals (11:08), what to include in a sales proposal (12:38), best day to send proposals (25:37), some common proposal mistakes (29:10)

When prospecting, most sales teams rely on the same primary filters, titles, industries, or employee size.

The problem? Everyone else is doing the same. By exploring Apollo’s advanced features, you can build smarter, more unique prospect lists that stand out.

Highlights include: Filters You Didn't Know About in Apollo (02:08), Learn About Keyword Selection For Apollo (08:29), And more…

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In this episode, Collin Stewart is joined by Belal Batrawy, founder of Learn to Sell and Death to Fluff. 

They discussed the critical importance of core messaging in sales and how it can make or break your success.

Highlights include: Death to Fluff vs. Learn to Sell (1:30), Examples of Polarizing Messaging (14:50), And more…

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Simon Severino joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to increase your return on luck as a business leader.

Simon is a TEDx speaker, Contributor to Forbes and Entrepreneur Magazine, and creator of the Strategy Sprints™ Method that doubles revenue in 90 days by getting business leaders out of the weeds. Highlights include: 

Simon’s framework for dealing with factors outside of your control (1:40), two powerful questions business leaders should ask themselves daily (2:53), how to know when to pivot by testing with prototypes (11:52), how to identify and eliminate bottlenecks in your business (15:05), how larger companies can break down their functions into smaller team units (19:35), the three areas to focus on for accelerated sales growth (21:42), how to increase your conversion rate by 25% (24:08), five things you need to build a high-performance team (26:51), the ideal makeup of a sprint team (31:00), and how to get started with Simon’s Strategy Sprints™ Method (37:50).

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In the dynamic world of outbound marketing, understanding the delicate balance between art and science is critical to crafting messages that truly resonate. 

Collin Stewart hosts Joel Graber, CEO at Modern Outbound, for a conversation that sheds light on this delicate balance, offering actionable insights for marketers looking to refine their approach.

Highlights include: Rules of Writing Outbound Copy (01:08), Say No to the "Prince of Nigeria" Email Vibe (06:49), "It's Like Sailing a Boat, Right?" (13:22), Focus on Contacts, Targeting and Triggers (18:19), And more…

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Michael Tuso joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss what great SDR follow-up looks like.

Michael is the Founder and CEO of Callypso, a revenue expansion and retention software for account managers.

Highlights include: what’s wrong with traditional cold emails and how to craft an email that stands out (5:45), the basics of a good follow-up process (8:22), why detailed notetaking is crucial to follow-up (15:14), why you shouldn’t always attach an ask to your follow-up (19:15), the importance of qualification and different types of follow-up (34:38), tips for multi-threaded follow-up (35:45), how SDRs can take advantage of multichannel prospecting (45:37), an underrated tip for booking more calls (55:42), the importance of callbacks throughout the follow-up process (1:05:32), and how to take advantage of closed lost opportunities (1:06:40).

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Collin Stewart hosted the entrepreneurial mind of Sri Ganesan, the visionary behind Rocketlane.

Our conversation revealed not just the thrilling early growth journey of Rocketlane but also Sri's masterful play in category creation and sales strategy, reshaping how startups scale. 

Highlights include: Category Creation: Why is It Important in Sales? (01:07),  Marketing Efforts for Founders that Keep Paying Out! (33:42), Customer Development and Product Launches (14:38), Leveraging Content for Start-Ups (26:56), And more…

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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.

On 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 sleep?

Throughout the pod, Collin and Morgan discuss designing – and building – the foundation for a scalable, persona-based prospecting system. This is Prospecting 101, folks. Highlights include: why building the foundational structure for persona-based prospecting is critical (2:21), incorporating input and innovations from other departments and C-level execs into sales messaging (6:51), how to build effective personas (8:21), writing persona-based scripts (16:58), and how to open an effective phone call (21:58).

"Aaron Ross recently sat down with Dimitar Stanimiroff – founder and CEO of workflow and analytics platform Heresy – to discuss all about outbound sales on Dimitar’s Heresy podcast."

On this episode Dimitar speaks to best-selling author and internationally-recognised sales leader, Aaron Ross .

Stay tuned to find out:

- What motivated Aaron to write his first book, Predictable Revenue;

- How he manages to run two businesses, look after his 9 children and still find time to work on new projects;

- Plus lots of tactical advice on how to cut through the noise and ensure your outbound strategy stays highly-effective in a day and age where everyone is singing from the same hymn sheet.

For more Outbound Sales advice from Aaron, be sure to check out www.predictablerevenue.com

Jake Bernstein joins Collin Stewart on the Predictable Revenue Podcast to discuss navigating the ever-changing landscape of sales development and harnessing artificial intelligence. 

Jake Bernstein is the Director of Business Development at SPINS, a leading wellness-focused data technology company that transforms trillions of retailer data into performance solutions to accelerate growth and deepen loyalty with shoppers.

Highlights include: how sales development has changed (2:17), how the tech industry has been affected (4:29), will artificial intelligence replace the SDR role? (10:11), navigating sales coaching in times of change (14:55), harnessing AI data intent (16:59), keeping up with the pace of change (29:10), and much more. 

Show Notes:

Demoing the most innovative new ChatGPT features with Sunny Madra and Vinny Lingham

Example Inference based prospecting 

Jake Bernstein >  LinkedIn 

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Joel Klettke, Founder of CaseStudyBuddy, knows a thing or two about the power of case studies. 

He joined Collin Stewart for an episode of the Predictable Revenue Podcast, and in this blog post, we'll dive into the world of case studies, exploring why most companies underinvest in them and how you can build and repurpose them effectively to ensure your sales team actually uses them.

Highlights include: Why don't companies invest more in case studies? (4:00), The different types of Case Studies (9:04), The process of crafting compelling case studies (14:20), Customer Interviews play a vital role in gathering valuable insights for case studies (32:00), It's essential to ask the right questions (35:10), and more.

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Show notes

https://www.linkedin.com/in/joelklettke/ 

https://casestudybuddy.com/customers/ 

https://www.mutinyhq.com/use-cases/increase-website-conversion 

As Brendan Short explains, the future of GTM isn’t about lists of thousands but targeting the right 50 accounts this week.

This evolving approach replaces traditional ICPs with a live, data-driven strategy that prioritizes adaptability, relevance, and speed, creating real Alpha in outbound efforts.

Highlights include: How A Competitive Market Might Evolve (09:35), Outbound Sales Strategies and GTM Evolution (32:02), And more…

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On 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' acquisition strategy.

Throughout the pod, Collin and Oliver discuss the use of software, robotics and automation to offer impeccable quality, affordable pricing and lightning speed. Highlights include: Oliver's journey to CircuitHub; how he became a leader in sales [3:44]; building a team and why their strategy worked [12:12] and how they reached their target audience [28:28].

Rene Zamora joins Sarah Hicks on this episode of the Predictable Revenue Podcast.

Rene was ahead of his time. He’s been leading and managing small business sales teams virtually since he founded Sales Manager Now in 2006. After leading 2500 remote sales meetings and managing 20-30 salespeople per month, he has perfected the art of Virtual Sales Management. Listen on as Rene shares: why remote sales management has always been a great model, even pre-COVID (4:20), what sales reps are afraid to lose and how sales managers can solve that (16:22), enabling salespeople to learn from their peers in a virtual environment (19:35), ideal team meetings and 1 on 1s (22:02), what sales managers can do with the time they free up managing this way (29:40), and how owners/founders of small companies can lead and grow sales in just 10-20 hours a month (34:04).

SHOW NOTES

More on sales teams working from home: Why sales teams should WFH, permanently with Gabriel Moncayo

How to get things done as a sales leader when your team is a little bigger than Rene’s might be: Manage a large sales team virtually with Armand Farrokh

How the way you communicate impacts everything: Communicating effectively in a virtual environment with Dr. Ethan Becker

On 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 every salesperson’s favourite topic: the dreaded, but all-important, follow up. Highlights include: standing out from the noise with your follow ups (3:44), getting over “emotional blockages” (4:54), tweaking your frequency and timing (18:58), the importance of staying funny (26:34), leveraging different communication channels (47:04), and what to do when you hear “no” (47:04).

On 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 Business Authorities Formula (8:05), the atomic marketing framework (23:07), the best fitting solutions (28:59), the customer audit (34:05), where do people get stuck in the process? (45:28), the sales lightning round (49:36), and cold call Collin (52:58).

Breaking into a new market is no small feat. It's a labyrinth of challenges, uncertainties, and endless decision-making. But as with any maze, there's always a path to the center if you navigate it. 

In this podcast episode, we had the privilege of navigating this complex terrain with John Eitel, former Head of Sales at Canva. This company grew exponentially from 500 to 4,000 employees in just a few short years. 

Highlights include: The Journey to a New Market (1:30), Local Knowledge: A Must When Opening a New Market (6:07), Selling to American Companies vs. European Companies (8:51), What was the Initial Sales/Marketing/PLG Mix for Canva (13:57), and more…

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Sales practitioner turned leader, Armand Farrokh, shares his insights with host Sarah Hicks on this episode of the Predictable Revenue Podcast. In just 18 months at Carta, Armand went from top performing Account Executive to Director of Sales overseeing 30 SDRs and SMB AEs.

Throughout the episode, Armand expands on exactly how to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training (3:51), keeping the sea of faces on your team zoom calls engaged (7:19), how reps can learn from one another when they’re not in the same room (9:33), and how to balance it all with your other obligations as a sales leader (11:11). And after all that - as an extra serving of actionable tactics for the closers out there - Armand walks us through his tried and true discovery process (18:20).

On 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 talk about all of the different ways C-level executives can support their sales teams. Highlights include: Brandon’s relationship with his sales team (15:06), Brandon’s support methods (20:03), navigating the procurement process (38:53), advice to other sales teams (42:57), and cold call Collin (42:57).

In this episode of the Predictable Revenue Podcast, Sarah Hicks is joined by Julian Muniz, Director of Global Sales Development at BlueVoyant.

Julian Muniz is a sales development leader with experience assisting two GTM teams get acquired for a total of $430 million in the past year. Episode highlights include: the biggest mistakes made when it comes to SDR/AE working relationships (3:41), how a lack of collaboration hurts both sides (4:25), how to ensure a smooth customer transition from SDR to AE (12:27), how to handle scheduling conflicts (15:24), navigating the grey zone of handoffs (20:09), the importance of pre-qualification in outbound sales (24:21), and what SDRs and AEs can do to improve their relationships (27:55). 

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On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome San Francisco-based product expert, sales guy, mentor, investor and analyst Pete Kazanjy.

Pete is a veteran entrepreneur and early stage go-to-market expert, with experience leading small and large sales teams, heading up product marketing teams and, of course, founding companies. Pete has done, and continues to do, it all.

Throughout the pod, Collin, Aaron and Pete take a detailed look at the importance of product management, and its critical influence on early stage sales growth. Highlights include: the importance of of knowing your ideal customer profile and selling value (8:23), developing a sales narrative (12:46), doing customer research (18:44), and understanding the stages along the way to sales maturity (22:00).

In this episode, our host, Collin Stewart, sits down with Dave Albano, a fractional CMO with a knack for leveraging AI in the sales and marketing landscape. Collin was particularly impressed by Dave's "super prompt," a specialized AI prompt that has significantly improved the quality of Collin's own AI-generated content. 

If you've ever wondered about the real-world applications of AI in sales and marketing, this episode is your go-to resource.

Highlights include: Why and When to Use AI? (6:06), AI for Business and Personal Productivity (13:19), Dave's Highlights of Using AI (26:25), How to Find Leads Using AI (35:39), and more…

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