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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: July, 2018
Jul 25, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean Higgins, Entrepreneur In Residence at Techstars.

 

When he isn’t helping Techstars find great founders and companies (and helping them succeed, of course) he’s mentoring and teaching budding entrepreneurs in his role as Adjunct Professor at The University of St. Thomas. #startuplife.

 

Throughout the pod, Collin and Sean chat about how to evolve and scale your sales process when growing a company from 10 to 100 customers. Highlights include: Sean’s entrepreneurial background (2:59), life after your first 10 customers (5:48), the difference between a killer salesperson and a killer product (29:26), knowing when to hire (33:12), and cold call Collin (46:08).

Jul 25, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean Higgins, Entrepreneur In Residence at Techstars.

When he isn’t helping Techstars find great founders and companies (and helping them succeed, of course) he’s mentoring and teaching budding entrepreneurs in his role as Adjunct Professor at The University of St. Thomas. #startuplife.

Throughout the pod, Collin and Sean chat about how to evolve and scale your sales process when growing a company from 10 to 100 customers. Highlights include: Sean’s entrepreneurial background (2:59), life after your first 10 customers (5:48), the difference between a killer salesperson and a killer product (29:26), knowing when to hire (33:12), and cold call Collin (46:08).

Jul 18, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brandon Bruce, Chief Operating Officer and Co-Founder of Cirrus Insight.

Like all law school grads, Brandon decided to co-found a rapidly growing tech company. Since starting Cirrus Insight more than 7 years ago, Brandon has helped grow the company to more than 70 people...and, of course, improve the efficiency of sales teams around the world using their software.

Throughout the pod, Collin and Brandon talk about all of the different ways C-level executives can support their sales teams. Highlights include: Brandon’s relationship with his sales team (15:06), Brandon’s support methods (20:03), navigating the procurement process (38:53), advice to other sales teams (42:57), and cold call Collin (42:57).

Jul 18, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brandon Bruce, Chief Operating Officer and Co-Founder of Cirrus Insight.

Like all law school grads, Brandon decided to co-found a rapidly growing tech company. Since starting Cirrus Insight more than 7 years ago, Brandon has helped grow the company to more than 70 people...and, of course, improve the efficiency of sales teams around the world using their software.

Throughout the pod, Collin and Brandon talk about all of the different ways C-level executives can support their sales teams. Highlights include: Brandon’s relationship with his sales team (15:06), Brandon’s support methods (20:03), navigating the procurement process (38:53), advice to other sales teams (42:57), and cold call Collin (42:57).

Jul 11, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Ross, Director of Sales Development at Seattle-based SaaS stalwart Outreach.

Steve has enjoyed a high-profile, varied sales career: prior to leading Outreach’s SDR team, Steve was the helm of the sales team of internationally recognized personal development coach Tony Robbins, as well as San Diego’s Gurtin Municipal Bond Management. 

Throughout the pod, Collin and Steve do a deep in the world of cold calling: how to prepare, how to build rapport, and, of course, how to handle all of the contacts that just don’t want to talk. Highlights include: tips for new salespeople (5:42), identifying top prospects (9:26), how to have an exceptional conversation (15:37), knowing when to ‘strike’ (20:46), kicking meetings back to SDRs (28:00), common objections (33:57), and cold calling Collin (50:21).

Jul 11, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Ross, Director of Sales Development at Seattle-based SaaS stalwart Outreach.

Steve has enjoyed a high-profile, varied sales career: prior to leading Outreach’s SDR team, Steve was the helm of the sales team of internationally recognized personal development coach Tony Robbins, as well as San Diego’s Gurtin Municipal Bond Management. 

Throughout the pod, Collin and Steve do a deep in the world of cold calling: how to prepare, how to build rapport, and, of course, how to handle all of the contacts that just don’t want to talk. Highlights include: tips for new salespeople (5:42), identifying top prospects (9:26), how to have an exceptional conversation (15:37), knowing when to ‘strike’ (20:46), kicking meetings back to SDRs (28:00), common objections (33:57), and cold calling Collin (50:21).

Jul 4, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mark Kosoglow, VP of Sales at customer engagement juggernaut Outreach.

Mark is a veteran sales leader, former founder, and bag carrying rep with a simple mission: coaching sales professionals on how to kill it everyday. 

Throughout the pod, Collin and Mark discuss Outreach’s probing discovery process, and get philosophical on what makes good salespeople. Highlights include: Mark’s foundation for good discovery (5:08), how the Outreach team navigates discovery everyday (8:46), “diagnose and confirm” (19:27), and the difference between knowledge, understanding, and wisdom (36:36).

Jul 4, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mark Kosoglow, VP of Sales at customer engagement juggernaut Outreach.

Mark is a veteran sales leader, former founder, and bag carrying rep with a simple mission: coaching sales professionals on how to kill it everyday. 

Throughout the pod, Collin and Mark discuss Outreach’s probing discovery process, and get philosophical on what makes good salespeople. Highlights include: Mark’s foundation for good discovery (5:08), how the Outreach team navigates discovery everyday (8:46), “diagnose and confirm” (19:27), and the difference between knowledge, understanding, and wisdom (36:36).

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