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Predictable Revenue Podcast

We interview outbound sales leaders so that you can learn directly from the people on the front lines.
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Now displaying: July, 2017
Jul 27, 2017

On this special edition of the Predictable Revenue podcast, host Collin Stewart invites GowthX co-founder Sean Sheppard into the Predictable Revenue office for a live, wide-ranging chat on sales fundamentals.

Sheppard is a San Francisco-based veteran sales leader, investor, writer, mentor...and former professional golfer (the man has done it all). Currently, Sheppard is co-founder and lead instructor at GrowthX and GrowthX Academy, an early-stage venture capital fund and training ground for tech sales, marketing and design professionals.

Throughout this episode, Collin and Sean discuss the importance of market development, being a human on sales calls and elevating the status of the sales professional. Highlights include: Sheppard’s definition of market development vs. customer development (6:35), different buyer types (21:14), and Sheppard’s investigative questioning framework (25:38).

Jul 27, 2017

On this special edition of the Predictable Revenue podcast, host Collin Stewart invites GowthX co-founder Sean Sheppard into the Predictable Revenue office for a live, wide-ranging chat on sales fundamentals.

Sheppard is a San Francisco-based veteran sales leader, investor, writer, mentor...and former professional golfer (the man has done it all). Currently, Sheppard is co-founder and lead instructor at GrowthX and GrowthX Academy, an early-stage venture capital fund and training ground for tech sales, marketing and design professionals.

Throughout this episode, Collin and Sean discuss the importance of market development, being a human on sales calls and elevating the status of the sales professional. Highlights include: Sheppard’s definition of market development vs. customer development (6:35), different buyer types (21:14), and Sheppard’s investigative questioning framework (25:38).

Jul 20, 2017

In this edition of the Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Phil Trapani, Director of Sales Development at PossibleNow. PossibleNow, and its subsidiary Compliance Point, are disrupting the marketing world with its suite of compliance and message-focused solutions for Fortune 1000 companies.

Phil was the the first SDR at PossibleNow only four years ago – the same year his CEO gave him a copy of Predictable Revenue. After consistent month-over-month and year-over-year growth, Phil now leads a team of SDRs focused on lead generation for the company’s enterprise sales teams.

Throughout this episode, Collin, Aaron and Phil investigate two pillars of PossibleNow’s sales culture: its 90-day training plan and its SDR-to-AE development structure. Highlights include: PossibleNow’s detailed “ramp plan” (5:50), PossibleNow’s quota structure (17:15), and its SDR-to-AE growth plan (21:15).

Jul 20, 2017

In this edition of the Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Phil Trapani, Director of Sales Development at PossibleNow. PossibleNow, and its subsidiary Compliance Point, are disrupting the marketing world with its suite of compliance and message-focused solutions for Fortune 1000 companies.

Phil was the the first SDR at PossibleNow only four years ago – the same year his CEO gave him a copy of Predictable Revenue. After consistent month-over-month and year-over-year growth, Phil now leads a team of SDRs focused on lead generation for the company’s enterprise sales teams.

Throughout this episode, Collin, Aaron and Phil investigate two pillars of PossibleNow’s sales culture: its 90-day training plan and its SDR-to-AE development structure. Highlights include: PossibleNow’s detailed “ramp plan” (5:50), PossibleNow’s quota structure (17:15), and its SDR-to-AE growth plan (21:15).

Jul 13, 2017

In this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome a very special guest: Mike Stankus, Senior Vice President of Special Projects at Boston’s Acquia software.

Mike, who leads Acquia’s global BDR team, is a veteran technology sales executive with 30 years’ experience growing large-scale sales and account management teams, as well as designing global go-to-market product strategies. Mike’s done it all.

In this episode, Collin, Aaron and Mike have a wide-ranging talk about how Mike’s team became early adopters of the Predictable Revenue methodology, having real conversations with prospects and the importance of establishing a solid sales foundation for BDRs. 

Highlights include: Mike’s belief in making phone calls for outbound sales teams (10:00), Acquia’s KPIs and doubling BDR pipeline output in a year (13:00), the career arc for an Acquia BDR (18:40), the four pillars of Acquia’s BDR program (24:26) and Mike’s passion project “Linking Sales Leaders” (42:08).

Jul 13, 2017

In this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome a very special guest: Mike Stankus, Senior Vice President of Special Projects at Boston’s Acquia software.

Mike, who leads Acquia’s global BDR team, is a veteran technology sales executive with 30 years’ experience growing large-scale sales and account management teams, as well as designing global go-to-market product strategies. Mike’s done it all.

In this episode, Collin, Aaron and Mike have a wide-ranging talk about how Mike’s team became early adopters of the Predictable Revenue methodology, having real conversations with prospects and the importance of establishing a solid sales foundation for BDRs. 

Highlights include: Mike’s belief in making phone calls for outbound sales teams (10:00), Acquia’s KPIs and doubling BDR pipeline output in a year (13:00), the career arc for an Acquia BDR (18:40), the four pillars of Acquia’s BDR program (24:26) and Mike’s passion project “Linking Sales Leaders” (42:08).

Jul 6, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo this week) welcomes Mike Brouwer, VP of Sales at FullContact, a rapidly growing contact management software firm in Denver, Colorado.

Mike is a veteran sales leader - he’s led sales teams for the past 20 years, with a keen focus on the discovery phase of the sales cycle. His current boss introduces him as the “Oracle,” so I guess you can say he knows his stuff.

Collin and Mike go deep on sales forecasting, the power of embarrassment, setting realistic expectations to the C-Suite and Mike’s specific methodology (“the Brouwer Methodology”). Highlights include: presenting to the board (12:00), confronting failures (12:50), and Mike’s detailed sales stages vs. sales forecast methodology (23:50).

Jul 6, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo this week) welcomes Mike Brouwer, VP of Sales at FullContact, a rapidly growing contact management software firm in Denver, Colorado.

Mike is a veteran sales leader - he’s led sales teams for the past 20 years, with a keen focus on the discovery phase of the sales cycle. His current boss introduces him as the “Oracle,” so I guess you can say he knows his stuff.

Collin and Mike go deep on sales forecasting, the power of embarrassment, setting realistic expectations to the C-Suite and Mike’s specific methodology (“the Brouwer Methodology”). Highlights include: presenting to the board (12:00), confronting failures (12:50), and Mike’s detailed sales stages vs. sales forecast methodology (23:50).

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