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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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Predictable Revenue Podcast
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Now displaying: March, 2018
Mar 29, 2018

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).

Mar 29, 2018

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).

Mar 15, 2018

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).

Mar 15, 2018

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).

 

Mar 1, 2018

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes James Buckley, an Account Executive with Cirrus Insight, a sales workflow tool increasing sales efficiency and acumen by integrating your inbox with your CRM.

Although James is currently in an Account Executive role, he’s done it all at Cirrus Insight. During his tenure, James has grown from a Client Engagement Specialist, to both a Manager and Director of Business Development. His excellent onboarding manual, written for new Sales Development Reps at Cirrus Insight, was eventually published as a book titled: Tip of The Spear: Blood Sweat and Sales. The man has insight.

Throughout the pod, Collin and James discuss, and attempt to improve, a critical piece of the sales cycle - the handoff from SDR to Account Executive. Highlights include: James’ book: Tip of The Spear: Blood Sweat and Sales (3:28), the transition point of a discovery call (4:21), roleplaying calls (11:32), the hand off (21:34), and being nimble as an SDR (34:01).

Mar 1, 2018

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes James Buckley, an Account Executive with Cirrus Insight, a sales workflow tool increasing sales efficiency and acumen by integrating your inbox with your CRM.

Although James is currently in an Account Executive role, he’s done it all at Cirrus Insight. During his tenure, James has grown from a Client Engagement Specialist, to both a Manager and Director of Business Development. His excellent onboarding manual, written for new Sales Development Reps at Cirrus Insight, was eventually published as a book titled: Tip of The Spear: Blood Sweat and Sales. The man has insight.

Throughout the pod, Collin and James discuss, and attempt to improve, a critical piece of the sales cycle - the handoff from SDR to Account Executive. Highlights include: James’ book: Tip of The Spear: Blood Sweat and Sales (3:28), the transition point of a discovery call (4:21), roleplaying calls (11:32), the hand off (21:34), and being nimble as an SDR (34:01).

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