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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: 2017
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).

Jun 29, 2017

In this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome David Mordzynski, Enterprise Marketing Strategist at Demandbase, an account-based marketing platform helping companies better allocate their digital marketing spend.

David is an up-and-coming sales professional in New York, quickly making a name for himself by developing a scalable-yet-personalized email prospecting method based on info gleaned from a prospect’s LinkedIn profile.

In this episode, Collin, Aaron and David talk about David’s early experience selling in a “shark tank” environment, the best spots on LinkedIn to mine for personal details, and David’s weekly prospecting schedule. Highlights include: quality vs. quantity of emails (5:00), David’s LinkedIn prospecting method (8:16) and the days / times David sends his emails (24:49).

 

Jun 29, 2017

In this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome David Mordzynski, Enterprise Marketing Strategist at Demandbase, an account-based marketing platform helping companies better allocate their digital marketing spend.

David is an up-and-coming sales professional in New York, quickly making a name for himself by developing a scalable-yet-personalized email prospecting method based on info gleaned from a prospect’s LinkedIn profile.

In this episode, Collin, Aaron and David talk about David’s early experience selling in a “shark tank” environment, the best spots on LinkedIn to mine for personal details, and David’s weekly prospecting schedule. Highlights include: quality vs. quantity of emails (5:00), David’s LinkedIn prospecting method (8:16) and the days / times David sends his emails (24:49).

 

Jun 22, 2017

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Ryan Wong, Sales Manager at Base CRM – a growing sales and data platform based in Mountain View, California with some ambitious near-term sales goals.

Ryan is an emerging sales leader in the Bay Area, having held leadership positions at previous companies before joining Base nearly two years ago. He was also once a ticket sales manager for the Portland Trail Blazers #ballislife.

In this episode, Collin, Aaron and Ryan discuss using LinkedIn to find new talent and why Ryan loves posting about the people he hires. Highlights include: how to use LinkedIn filters to look for the right candidate (6:25), Ryan’s template for potential hires (9:05), writing about Base’s new members (17:57), and why you should treat your LinkedIn profile as a landing page (24:32).   

 

Jun 22, 2017

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Ryan Wong, Sales Manager at Base CRM – a growing sales and data platform based in Mountain View, California with some ambitious near-term sales goals.

Ryan is an emerging sales leader in the Bay Area, having held leadership positions at previous companies before joining Base nearly two years ago. He was also once a ticket sales manager for the Portland Trail Blazers #ballislife.

In this episode, Collin, Aaron and Ryan discuss using LinkedIn to find new talent and why Ryan loves posting about the people he hires. Highlights include: how to use LinkedIn filters to look for the right candidate (6:25), Ryan’s template for potential hires (9:05), writing about Base’s new members (17:57), and why you should treat your LinkedIn profile as a landing page (24:32).   

 

Jun 15, 2017

In this edition of The Predictable Revenue podcast, hosts Aaron Ross and Collin Stewart welcome Jon Parisi, Senior Director of Enterprise Sales at GuideSpark, a San Francisco rewriting the rules on employee communication (think HR content delivered with engaging videos).

Jon’s been an integral member of the GuideSpark sales team – in four short years with the company he’s built a sales team spanning four offices, hired two directors, two sales managers and more than 50 reps. Oh, and the company has grown from 40 customers to nearly 1,000 in that time. 

Throughout the episode, Aaron, Collin and Jon talk quotas, adapting to seasonal business fluctuations, using SDRs on GuideSpark’s account management team, and why using your time wisely is critical for all sales reps. Highlights include: GuideSpark’s tactics / plans to hit new business quotas (25:53), the follow up / qualification process (34:58), overcoming “happy ears” and gauging call substance (41:18), and GuideSpark’s 3x3 model (50:08). 

Guidespark’s RDR Handbook: https://docs.google.com/document/d/1gE6psI-PwzChTYy72Hyop-vK8bezoEe5W8G8RICERmI

Jun 15, 2017

In this edition of The Predictable Revenue podcast, hosts Aaron Ross and Collin Stewart welcome Jon Parisi, Senior Director of Enterprise Sales at GuideSpark, a San Francisco rewriting the rules on employee communication (think HR content delivered with engaging videos).

Jon’s been an integral member of the GuideSpark sales team – in four short years with the company he’s built a sales team spanning four offices, hired two directors, two sales managers and more than 50 reps. Oh, and the company has grown from 40 customers to nearly 1,000 in that time. 

Throughout the episode, Aaron, Collin and Jon talk quotas, adapting to seasonal business fluctuations, using SDRs on GuideSpark’s account management team, and why using your time wisely is critical for all sales reps. Highlights include: GuideSpark’s tactics / plans to hit new business quotas (25:53), the follow up / qualification process (34:58), overcoming “happy ears” and gauging call substance (41:18), and GuideSpark’s 3x3 model (50:08). 

Guidespark’s RDR Handbook: https://docs.google.com/document/d/1gE6psI-PwzChTYy72Hyop-vK8bezoEe5W8G8RICERmI

Jun 8, 2017

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross chat with Kyle Richless, Chief Conversation Starter (aka Head of Inside Sales, East Coast U.S.), at Axiom Law. Axiom Law is a large-scale New York-based firm providing tech-enabled legal, contracts and compliance solutions for enterprise clients.

Kyle is a reformed lawyer who had his love of sales unlocked while working for a startup during law school. Kyle was the first BDR in Axiom’s flagship New York office. A few short years later, he now leads a 15-person (and growing!) sales team that supports all of Axiom’s east coast markets.

Throughout this episode, Collin, Aaron and Kyle delve into the intricacies of recruitment and how to handle underperforming reps. Highlights include: Axiom’s niche and SDR quota structure (12:35), why talent is so critical and how to attract the right candidates (19:30) and keeping reps engaged (44:06).

Jun 8, 2017

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross chat with Kyle Richless, Chief Conversation Starter (aka Head of Inside Sales, East Coast U.S.), at Axiom Law. Axiom Law is a large-scale New York-based firm providing tech-enabled legal, contracts and compliance solutions for enterprise clients.

Kyle is a reformed lawyer who had his love of sales unlocked while working for a startup during law school. Kyle was the first BDR in Axiom’s flagship New York office. A few short years later, he now leads a 15-person (and growing!) sales team that supports all of Axiom’s east coast markets.

Throughout this episode, Collin, Aaron and Kyle delve into the intricacies of recruitment and how to handle underperforming reps. Highlights include: Axiom’s niche and SDR quota structure (12:35), why talent is so critical and how to attract the right candidates (19:30) and keeping reps engaged (44:06).

Jun 1, 2017

Kevin Dorsey, SnackNation’s VP of Sales, joins host Collin Stewart for this edition of Predictable Revenue podcast. SnackNation, based in the Los Angeles area, is a healthy snack delivery company used by some of the world’s most well known companies – Oracle, Microsoft and Mazda, to name just a few.  

Kevin is true jack of all trades: charismatic sales leader, productivity coach and public speaker. 

In this episode, Kevin and Collin have an in-depth discussion on the need to elevate the critical role of the SDR – a wide-ranging theme Kevin also details in his thought-provoking posts, “The Sales Industry is Backwards 1 & 11.” Highlights include: SnackNation’s weekly, company-wide ‘sensei’ sessions and growing revenue 11x in ONE YEAR (6:39), Kevin’s journey from kinesiology student to sales leader (11:01), the need for sales training in schools (13:07), SnackNation SDR training (18:30), and why Kevin feels expectations of an SDR are unfair (29:45). 

Jun 1, 2017

Kevin Dorsey, SnackNation’s VP of Sales, joins host Collin Stewart for this edition of Predictable Revenue podcast. SnackNation, based in the Los Angeles area, is a healthy snack delivery company used by some of the world’s most well known companies – Oracle, Microsoft and Mazda, to name just a few.  

Kevin is true jack of all trades: charismatic sales leader, productivity coach and public speaker. 

In this episode, Kevin and Collin have an in-depth discussion on the need to elevate the critical role of the SDR – a wide-ranging theme Kevin also details in his thought-provoking posts, “The Sales Industry is Backwards 1 & 11.” Highlights include: SnackNation’s weekly, company-wide ‘sensei’ sessions and growing revenue 11x in ONE YEAR (6:39), Kevin’s journey from kinesiology student to sales leader (11:01), the need for sales training in schools (13:07), SnackNation SDR training (18:30), and why Kevin feels expectations of an SDR are unfair (29:45). 

May 25, 2017

In this edition of the Predictable Revenue podcast, host Collin Stewart (flying solo) welcomes Kent Venook, Senior Director of Sales Development at Talkdesk, a rapidly-growing call centre software company based in San Francisco.

Kent is a Bay Area sales veteran with significant team-building experience. Prior to leading business development at Talkdesk, Kent helped scale the SDR sales team at Apttus from 4 to 100 members.

In this episode, Collin and Kent do a deep dive into the ever-important world of Salesforce (a company Aaron may have heard of :) ). Collin and Kent chat about how Salesforce consistency is critical to both scaling a sales team as well as diagnosing and fixing issues in the sales funnel. Highlights include: designing and teaching SDRs how to manage the key planks of Salesforce (14:00), the balancing act and benefits of implementing sales processes (26:52), how Talkdesk tiers its accounts (33:03), and Talkdesk’s lofty quotas (41:10).  

 

May 18, 2017

In this edition of the Predictable Revenue podcast, hosts Aaron Ross and Collin Stewart welcome Kyle Norton, Sales Coach at League, a growing Toronto-based company redefining the traditional realm of employee healthcare insurance.

 In addition to being an all-around sales enthusiast (with years of management experience and plenty of tips and trick to share), Kyle is an avid mixed martial artist and the second Canadian we’ve had on the show this week.

Throughout this episode, Aaron, Collin and Kyle delve into the intricate world of cadence building, communicating with prospects and establishing a productive sales culture. Highlights include: the importance of constant learning when building and refining outbound sales teams (1:38), League’s detailed outbound cadences and how the team build its funnel (8:02), defining (and working) different targets (18:14), establishing vertical segmentation amid League’s rapid growth (25:31), the nuances of prospecting to Canada vs. the US (28:08), and some of the mistakes Kyle’s made along the way (30:30).

May 11, 2017

This week, Aaron Ross and Collin Stewart chat with Ryan Donohue, SDR Manager at Venminder, a leading fintech company tackling the complex vendor management function faced by large-scale financial institutions.

Ryan’s an experienced – and prolific! – sales leader, having built six SDR teams over the past six years. Ryan’s also a dedicated sales mentor and active community member as the GM of Denver’s Enterprise Sales Meetup. 

Aaron, Collin and Ryan talk networking, the importance of being detail oriented and why having “too many” touchpoints isn’t such a bad thing. Highlights include: reaching out to people whose work you admire (51 seconds), looking holistically at your entire sales function (3:21), Venminder’s funnel (7:47), tailoring demos (17:53), building an SDR playbook (29:14), why organization is a critical trait for any succesful SDR (37:26).

May 4, 2017

In this instalment of the Predictable Revenue podcast, Aaron Ross and Collin Stewart dive deep into the emerging world of video sales development with Terrance Kwok. Terrance is the Sales Development Manager at Vidyard, a Toronto-area company working to revolutionize outbound prospecting via its video platform.

In addition to his role as a sales team leader, Terrance is also a former startup founder, senior accountant and fellow Canadian.

Aaron, Collin and Terrance examine the development of Vidyard’s funnel, the ups and downs of selling video prospecting, humanizing the sales process and ditching email templates entirely. Highlights include: defining qualified meetings (13:15), Vidyard’s evolution from an inbound to an outbound-focused shop (19:15), putting a “face” to the touchpoints (25:48), the challenges of using video (27:33), hyper-personalizing emails (32:40), prospecting Canadian companies (38:17) and staying close to the grind (43:10).

May 3, 2017

This week, Aaron Ross and Collin Stewart talk with Matt Amundson, VP of Sales Development and Field Marketing at Everstring, an innovative Bay Area company strengthening marketing and sales teams through an AI- and machine learning-focused platform.

Matt’s an award-winning sales leader, with previous management posts at high-profile organizations like TIBCO Software and Marketo. He’s also a recovering inbound lead addict…and a self-proclaimed cupcake connoisseur.

In this episode, Aaron, Collin and Matt chat about understanding the Millennial brain, cultivating creativity, the growing importance of social selling, breaking away from high-velocity prospecting and the renaissance of account-based sales. Highlights include: managing young reps and getting over “phone fear” (6:00), embracing social selling (15:27), inspiring thoughtful SDRs and focusing on account-based sales (17:45), drafting persona-based cadences (28:00), hiring the best candidates (43:25), building an SDR team from the ground up (48:13).

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