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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: May, 2018
May 31, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Christopher Fago, Cloud Security Specialist at RedLock, a fast-growing, you guessed it, cloud security company based in Menlo Park.

In his burgeoning sales career, Christopher has held just about every sales role there is. But it’s his precision at booking meetings that’s caught our attention.

Throughout the pod, Collin and Christopher discuss a critical aspect of every SDRs day-to-day: ensuring prospects show up to meetings. Highlights include: Chris’ wide-ranging sales experience (4:17), some impressive sales stats (10:02), getting prospects to show up to meetings (17:30), Chris’s cadence for booking meetings (25:12).

May 31, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Christopher Fago, Cloud Security Specialist at RedLock, a fast-growing, you guessed it, cloud security company based in Menlo Park.

In his burgeoning sales career, Christopher has held just about every sales role there is. But it’s his precision at booking meetings that’s caught our attention.

Throughout the pod, Collin and Christopher discuss a critical aspect of every SDRs day-to-day: ensuring prospects show up to meetings. Highlights include: Chris’ wide-ranging sales experience (4:17), some impressive sales stats (10:02), getting prospects to show up to meetings (17:30), Chris’s cadence for booking meetings (25:12).

May 24, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Fiascone, Senior Director of Sales Productivity at a renowned international business software firm, DocuSign.

Mike is an accomplished salesman and experienced sales mentor and trainer. We could recite his very impressive resume (Presidents’ Club winner 5 out of the past 6 years), but it’s his focus on mindfulness that takes centre stage in this chat.

Throughout the pod, Collin and Mike discuss tips and tricks to reduce stress in the always-busy, routinely stressful, and consistently surprising world of sales. Highlights include: Mike’s formula for creating superhuman sales reps (3:20), choosing your mindset (6:37), how to train ambition (17:28), mindfulness training with an international sales workforce (40:56).

May 24, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Fiascone, Senior Director of Sales Productivity at a renowned international business software firm, DocuSign.

Mike is an accomplished salesman and experienced sales mentor and trainer. We could recite his very impressive resume (Presidents’ Club winner 5 out of the past 6 years), but it’s his focus on mindfulness that takes centre stage in this chat.

Throughout the pod, Collin and Mike discuss tips and tricks to reduce stress in the always-busy, routinely stressful, and consistently surprising world of sales. Highlights include: Mike’s formula for creating superhuman sales reps (3:20), choosing your mindset (6:37), how to train ambition (17:28), mindfulness training with an international sales workforce (40:56).

May 17, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Gabriel Moncayo, Chief Executive Officer and Co-Founder of Always Hired, a San Francisco-based firm offering immersive sales training for those looking to break into tech sales.

Senior Sales Executive, Advisor, Head of Sales, Founder, CEO – Gabriel has seen, and led, a few growth teams in his day. Oh, and now he mentors those looking to break into the business. 

Throughout the pod, Collin and Gabriel take a tour through the world of sales tactics; specifically how to tailor your playbook to each market you sell to. Highlights include: defining different markets (5:19), tailoring tactics (12:03), understanding different decision makers (25:10), and tackling the enterprise (26:28).

May 17, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Gabriel Moncayo, Chief Executive Officer and Co-Founder of Always Hired, a San Francisco-based firm offering immersive sales training for those looking to break into tech sales.

Senior Sales Executive, Advisor, Head of Sales, Founder, CEO – Gabriel has seen, and led, a few growth teams in his day. Oh, and now he mentors those looking to break into the business. 

Throughout the pod, Collin and Gabriel take a tour through the world of sales tactics; specifically how to tailor your playbook to each market you sell to. Highlights include: defining different markets (5:19), tailoring tactics (12:03), understanding different decision makers (25:10), and tackling the enterprise (26:28).

May 10, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Gerrard, Director of Sales at fast-growing, Seattle-based sales engagement platform Outreach.

Throughout his career, Brian’s sold everything (and we mean everything) – mortgages, magazines, social media tools, and sales software. And navigating that varied career landscape has taught him a thing or two about how to pick a job.

Throughout the pod, Collin and Brain do a deep dive on that very topic: how to properly evaluate a sales job before you take, or reject, it. Highlights include: Brian’s journey into sales (7:04), assessing new sales opportunities (11:57), evaluating product (16:44), evaluating a boss (21:03), evaluating market potential (30:28), and evaluating company vision (38:02). 

May 10, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Gerrard, Director of Sales at fast-growing, Seattle-based sales engagement platform Outreach.

Throughout his career, Brian’s sold everything (and we mean everything) – mortgages, magazines, social media tools, and sales software. And navigating that varied career landscape has taught him a thing or two about how to pick a job.

Throughout the pod, Collin and Brain do a deep dive on that very topic: how to properly evaluate a sales job before you take, or reject, it. Highlights include: Brian’s journey into sales (7:04), assessing new sales opportunities (11:57), evaluating product (16:44), evaluating a boss (21:03), evaluating market potential (30:28), and evaluating company vision (38:02). 

May 3, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Morgan J. Ingram, Atlanta-based Director of Sales Execution and Evolution at JBarrows Sales Training. 

In addition to his work prospecting to (and, ultimately, training) sales team across North America, Morgan also hosts popular YouTube show The SDR Chronicles, and mentors aspiring entrepreneurs as part of the Growth X Academy. 

Last we checked, there’s only 24 hours in a day. Maybe Morgan doesn’t need to sleep?

Throughout the pod, Collin and Morgan discuss designing – and building – the foundation for a scalable, persona-based prospecting system. This is Prospecting 101, folks. Highlights include: why building the foundational structure for persona-based prospecting is critical (2:21), incorporating input and innovations from other departments and C-level execs into sales messaging (6:51), how to build effective personas (8:21), writing persona-based scripts (16:58), and how to open an effective phone call (21:58).

 

May 3, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Morgan J. Ingram, Atlanta-based Director of Sales Execution and Evolution at JBarrows Sales Training. 

In addition to his work prospecting to (and, ultimately, training) sales team across North America, Morgan also hosts popular YouTube show The SDR Chronicles, and mentors aspiring entrepreneurs as part of the Growth X Academy. 

Last we checked, there’s only 24 hours in a day. Maybe Morgan doesn’t need to sleep?

Throughout the pod, Collin and Morgan discuss designing – and building – the foundation for a scalable, persona-based prospecting system. This is Prospecting 101, folks. Highlights include: why building the foundational structure for persona-based prospecting is critical (2:21), incorporating input and innovations from other departments and C-level execs into sales messaging (6:51), how to build effective personas (8:21), writing persona-based scripts (16:58), and how to open an effective phone call (21:58).

 

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