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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: August, 2017
Aug 31, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Franco Caporale, Head of Enterprise Marketing at Branch, a fast-growing San Francisco-based company revolutionizing linking infrastructure on mobile apps.

Franco is a veteran marketer and jack of all trades: he’s led large-scale demand generation programs, marketing automation departments, as well as account-based marketing and sales development teams in the Bay Area for years.

Collin and Franco traverse the overlapping worlds of sales and marketing throughout this wide-ranging pod – with a focus on how to align these intimately related, but often siloed departments. Highlights include: an extensive chat about Branch’s growing Thought Leadership dinner series (15:35), conference attendance and sponsorship (27:05), and resurrecting direct mail reach-outs (32:25).

Aug 31, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Franco Caporale, Head of Enterprise Marketing at Branch, a fast-growing San Francisco-based company revolutionizing linking infrastructure on mobile apps.

Franco is a veteran marketer and jack of all trades: he’s led large-scale demand generation programs, marketing automation departments, as well as account-based marketing and sales development teams in the Bay Area for years.

Collin and Franco traverse the overlapping worlds of sales and marketing throughout this wide-ranging pod – with a focus on how to align these intimately related, but often siloed departments. Highlights include: an extensive chat about Branch’s growing Thought Leadership dinner series (15:35), conference attendance and sponsorship (27:05), and resurrecting direct mail reach-outs (32:25).

Aug 24, 2017

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).

Aug 24, 2017

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).

Aug 17, 2017

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Darcie Da Silva, Manager of Sales and Business Development at eCompliance.com, a growing Toronto area software company improving on-the-job safety for some of the world’s largest companies.

Darcie is a veteran sales leader with a penchant for mentoring and challenging his reps – in  interesting ways.

Throughout the pod, Collin, Aaron and Darcie discuss eCompliance’s Blitz Days: the company’s monthly themed call days, where friendly teams of sales reps hit the phones all day to sign up prospects for their webinar series. Highlights include: themes of eCompliance’s Blitz Days (2:41), mini-competitions and the penalty box (9:18), Blitz Days’ impressive results (15:12), getting C-Suite buy-in for the events (26:00).

Aug 17, 2017

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Darcie Da Silva, Manager of Sales and Business Development at eCompliance.com, a growing Toronto area software company improving on-the-job safety for some of the world’s largest companies.

Darcie is a veteran sales leader with a penchant for mentoring and challenging his reps – in  interesting ways.

Throughout the pod, Collin, Aaron and Darcie discuss eCompliance’s Blitz Days: the company’s monthly themed call days, where friendly teams of sales reps hit the phones all day to sign up prospects for their webinar series. Highlights include: themes of eCompliance’s Blitz Days (2:41), mini-competitions and the penalty box (9:18), Blitz Days’ impressive results (15:12), getting C-Suite buy-in for the events (26:00).

Aug 10, 2017

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Ryan O’Hara, VP of Growth and Marketing at LeadIQ, a prospecting tool re-writing the sales teams’ build their critical, yet tedious, contact lists.

Ryan is a seasoned sales and marketing professional whose unique views on prospecting have been covered by Mashable, CNN Money and The Next Web. He’s also a popular keynote speaker and experiences startup mentor. Needless to say, Ryan is making some noise.

Throughout the pod, Collin, Aaron and Ryan dig deep into Ryan’s (and his team’s) creative prospecting style and how it results in a 30% (that’s right, 30%) response rate. Highlights include: Ryan’s thoughts on account-based marketing (4:36), the benefits of working a small number of accounts (7:38), LeadIQ’s hiring process (19:14), and some of  the ‘crazy stuff’ Ryan has done (33:27).

Aug 10, 2017

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Ryan O’Hara, VP of Growth and Marketing at LeadIQ, a prospecting tool re-writing the sales teams’ build their critical, yet tedious, contact lists.

Ryan is a seasoned sales and marketing professional whose unique views on prospecting have been covered by Mashable, CNN Money and The Next Web. He’s also a popular keynote speaker and experiences startup mentor. Needless to say, Ryan is making some noise.

Throughout the pod, Collin, Aaron and Ryan dig deep into Ryan’s (and his team’s) creative prospecting style and how it results in a 30% (that’s right, 30%) response rate. Highlights include: Ryan’s thoughts on account-based marketing (4:36), the benefits of working a small number of accounts (7:38), LeadIQ’s hiring process (19:14), and some of  the ‘crazy stuff’ Ryan has done (33:27).

Aug 3, 2017

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).

Aug 3, 2017

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).

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