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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: June, 2018
Jun 27, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Anton Sepetov, San Francisco-based VP of Sales at Sumo.com.

Prior to leading Sumo’s fast growing sales team, Anton honed his skills in various marketing departments around the Bay Area.

Throughout the pod, Collin and Anton take a trip down Somu memory lane, and look at how the company evolved from an inbound to an outbound-heavy sales organization. Highlights include: building the initial sales team at Sumo (3:30), Sumo’s current inbound funnel (7:21), building an outbound machine (12:42), Sumo’s outbound sales cycle (22:06), and facing remaining outbound challenges (30:54).

 

Jun 26, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Anton Sepetov, San Francisco-based VP of Sales at Sumo.com.

Prior to leading Sumo’s fast growing sales team, Anton honed his skills in various marketing departments around the Bay Area.

Throughout the pod, Collin and Anton take a trip down Somu memory lane, and look at how the company evolved from an inbound to an outbound-heavy sales organization. Highlights include: building the initial sales team at Sumo (3:30), Sumo’s current inbound funnel (7:21), building an outbound machine (12:42), Sumo’s outbound sales cycle (22:06), and facing remaining outbound challenges (30:54).

 

Jun 22, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jaimie Buss, VP of North American Sales at Zendesk.

Jaimie has held high-profile sales leadership positions in the Bay Area for years – from Zendesk to CORAID to Meraki (now Cisco Meraki). Oh, and she was a partner at a little known Venture Capital firm, Andreesen Horowitz. You may have heard of it.

Throughout the pod, Collin and Jaimie discuss Zendesk’s in-depth qualification process, and how it enables her to forecast with razor sharp accuracy. Highlights include: Jaimie’s early “realization” at Zendesk (27:26), Zendesk’s detailed sales funnel (32:59), the MEDDPICC qualification process (51:00), and forecasting accuracy (1:32:08).

Jun 22, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jaimie Buss, VP of North American Sales at Zendesk.

Jaimie has held high-profile sales leadership positions in the Bay Area for years – from Zendesk to CORAID to Meraki (now Cisco Meraki). Oh, and she was a partner at a little known Venture Capital firm, Andreesen Horowitz. You may have heard of it.

Throughout the pod, Collin and Jaimie discuss Zendesk’s in-depth qualification process, and how it enables her to forecast with razor sharp accuracy. Highlights include: Jaimie’s early “realization” at Zendesk (27:26), Zendesk’s detailed sales funnel (32:59), the MEDDPICC qualification process (51:00), and forecasting accuracy (1:32:08).

Jun 14, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Andres Muguira, Managing Director of QuestionPro Latin America. 

Andres has quickly shot up the ranks in the world sales, having held leadership positions in SaaS companies in both the US and Mexico. Oh, and prior to joining the world of fast paced world of SaaS sales, Andres founded an entertainment company and worked with internationally renowned artists such as Shakira, Pitbull and Sean Kingston. 

Throughout the pod, Collin and Andres discuss how Andres implemented the lessons of Predictable Revenue across his company, included marketing and Customer Success. Predictable Revenue for CS – who would have thought? 

Highlights include: Andres’ introduction to Predictable Revenue (18:21), how his marketing team uses Predictable Revenue methodologies (21:35), how his Customer Success team uses Predictable Revenue methodologies (26:11), and why chasing smaller deals helped him prove the need for outbound sales team (38:04).

Jun 14, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Andres Muguira, Managing Director of QuestionPro Latin America. 

Andres has quickly shot up the ranks in the world sales, having held leadership positions in SaaS companies in both the US and Mexico. Oh, and prior to joining the world of fast paced world of SaaS sales, Andres founded an entertainment company and worked with internationally renowned artists such as Shakira, Pitbull and Sean Kingston. 

Throughout the pod, Collin and Andres discuss how Andres implemented the lessons of Predictable Revenue across his company, included marketing and Customer Success. Predictable Revenue for CS – who would have thought? 

Highlights include: Andres’ introduction to Predictable Revenue (18:21), how his marketing team uses Predictable Revenue methodologies (21:35), how his Customer Success team uses Predictable Revenue methodologies (26:11), and why chasing smaller deals helped him prove the need for outbound sales team (38:04).

Jun 7, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jon Selig, a sales speaker, trainer, coach, consultant...and stand up comedian. 

Needless to say, Jon has an interesting and varied resume – years in business development at Oracle, sales leadership at numerous startups, and founder of a comedy non-profit.

Throughout the pod, Collin and Jon hack their way through the various practical ways we can infuse our prospecting with humour. Highlights include: why using humour encourages prospects to let their guards down (10:34), why things are funny (15:28), Predictable Revenue jokes (22:34), using the comedic rule of three in your emails (27:54), and getting in the right frame of mind for cold calling (44:48).

Jun 7, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jon Selig, a sales speaker, trainer, coach, consultant...and stand up comedian. 

Needless to say, Jon has an interesting and varied resume – years in business development at Oracle, sales leadership at numerous startups, and founder of a comedy non-profit.

Throughout the pod, Collin and Jon hack their way through the various practical ways we can infuse our prospecting with humour. Highlights include: why using humour encourages prospects to let their guards down (10:34), why things are funny (15:28), Predictable Revenue jokes (22:34), using the comedic rule of three in your emails (27:54), and getting in the right frame of mind for cold calling (44:48).

Jun 1, 2018

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcomes Daniel Barber, Co-Founder and CEO San Francisco-based software compliance firm, DataGrail.

Brian is a veteran Bay Area startup executive, consultant, and board member. Daniel has led companies big and small, in verticals as far flung as go-to-market consulting, sales development, and data subscription services.

Throughout the pod, Collin, Aaron, and Daniel do a deep dive on the hot-button regulatory issue on everyone’s mind these days: GDPR (General Data Protection Regulation). Highlights include: What is GDPR? What does it mean for people’s day to day? (7:14), how GDPR is changing list building (11:09), what is legitimate business interest? (22:44), how to handle social selling to prospects in the EU (31:27).

Jun 1, 2018

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcomes Daniel Barber, Co-Founder and CEO San Francisco-based software compliance firm, DataGrail.

Brian is a veteran Bay Area startup executive, consultant, and board member. Daniel has led companies big and small, in verticals as far flung as go-to-market consulting, sales development, and data subscription services.

Throughout the pod, Collin, Aaron, and Daniel do a deep dive on the hot-button regulatory issue on everyone’s mind these days: GDPR (General Data Protection Regulation). Highlights include: What is GDPR? What does it mean for people’s day to day? (7:14), how GDPR is changing list building (11:09), what is legitimate business interest? (22:44), how to handle social selling to prospects in the EU (31:27).

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