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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: December, 2017
Dec 28, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Tuak Das, CEO of Halifax’s LeadSift, a sales intelligence platform that generates qualified leads from public web.  

Tukan is a veteran developer, entrepreneur, and company founder, with experience leading development teams and numerous startups focused on social media monitoring and lead generation.

Throughout the pod, Collin and Tukan step away from building lists, making cold calls and drafting email drips to do a deep dive on Tukan’s innovative prospecting method based on  trigger events. Highlights include: Tukan’s positive response rates using trigger events (3:06), tracking your competitors (13:15), tracking job changes (19:56), tracking event attendees (21:24), tracking RFPs (24:05), tactical tips on finding triggers (27:08). 

Dec 28, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Tuak Das, CEO of Halifax’s LeadSift, a sales intelligence platform that generates qualified leads from public web.  

Tukan is a veteran developer, entrepreneur, and company founder, with experience leading development teams and numerous startups focused on social media monitoring and lead generation.

Throughout the pod, Collin and Tukan step away from building lists, making cold calls and drafting email drips to do a deep dive on Tukan’s innovative prospecting method based on  trigger events. Highlights include: Tukan’s positive response rates using trigger events (3:06), tracking your competitors (13:15), tracking job changes (19:56), tracking event attendees (21:24), tracking RFPs (24:05), tactical tips on finding triggers (27:08). 

Dec 21, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Sean Banks, Director of Sales Development at Atlanta’s QASymphony, a growing international firm providing enterprise-level agile development testing tools to some of the world’s most well-known companies.  

Sean is a seasoned sales development leader, with experience leading enterprise teams at public companies, as well remote SDRs at fast-growing startups.  

Throughout the pod, Collin and Sean focus on the ever-critical one on one interview. In particular, Collin and Sean chat about how to make these critical meetings more effective, for the both the rep and the manager. Highlights include: why every sales manager should do one-on-ones (16:35), how to make sure you’re always adding value to one-on-ones as a sales manager (24:50), how to bolster your one-on-ones during the rest of the week (29:41), and some advice for new sales managers (43:32).

 
Dec 21, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Sean Banks, Director of Sales Development at Atlanta’s QASymphony, a growing international firm providing enterprise-level agile development testing tools to some of the world’s most well-known companies.  

 

Sean is a seasoned sales development leader, with experience leading enterprise teams at public companies, as well remote SDRs at fast-growing startups.  

 

Throughout the pod, Collin and Sean focus on the ever-critical one on one interview. In particular, Collin and Sean chat about how to make these critical meetings more effective, for the both the rep and the manager. Highlights include: why every sales manager should do one-on-ones (16:35), how to make sure you’re always adding value to one-on-ones as a sales manager (24:50), how to bolster your one-on-ones during the rest of the week (29:41), and some advice for new sales managers (43:32).

 
Dec 14, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes San Francisco’s J. Ryan Williams, Founder and Sales Coach at mentorship group Sales Collider, and entrepreneur-in-residence at esteemed venture capital seed fund, 500 Startups.

Simply put, J. Ryan builds sales teams. In 5 short years, he’s hired more than 200 sales reps, which have, cumulatively, closed more than $150 million in sales. Impressive numbers, to be sure.

Throughout the pod, Collin and J. Ryan discuss the different experiments you can run with your sales team, in order to best understand your ICP and the most effective sales process. Highlights include: J. Ryan’s professional focus (14:21), his different sales experiments (15:50), how to track / record your experiments (37:17), the importance of ‘wild card’ experiments (47:20).

 
Dec 14, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes San Francisco’s J. Ryan Williams, Founder and Sales Coach at mentorship group Sales Collider, and entrepreneur-in-residence at esteemed venture capital seed fund, 500 Startups.

Simply put, J. Ryan builds sales teams. In 5 short years, he’s hired more than 200 sales reps, which have, cumulatively, closed more than $150 million in sales. Impressive numbers, to be sure.

Throughout the pod, Collin and J. Ryan discuss the different experiments you can run with your sales team, in order to best understand your ICP and the most effective sales process. Highlights include: J. Ryan’s professional focus (14:21), his different sales experiments (15:50), how to track / record your experiments (37:17), the importance of ‘wild card’ experiments (47:20).

 
Dec 7, 2017

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).

 
Dec 7, 2017

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).

 
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