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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: August, 2018
Aug 29, 2018

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Drift CEO David Cancel.

What hasn’t David done in the tech world? He’s founded five companies, executed numerous successful exits, and held a C-level position at one of best-known tech startups in history. #resumegoals   

Throughout the pod, Collin, Aaron, and David take turns reading the tea leaves and offer their thoughts on the future of sales (and take a trip down memory lane, too!). Highlights include: David and Aaron’s history in sales (1:32), the product qualified lead (7:07), the evolving compositions of sales teams (10:34), creating a personal connection (15:04), the importance of the SDR (21:54), Drift’s use of bots (28:48), and the aspects of sales that won’t change (49:58).

Aug 29, 2018

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Drift CEO David Cancel.

What hasn’t David done in the tech world? He’s founded five companies, executed numerous successful exits, and held a C-level position at one of best known tech startups in history. #resumegoals   

Throughout the pod, Collin, Aaron, and David take turns reading the tea leaves and offer their thoughts on the future of sales (and take a trip down memory lane, too!). Highlights include: David and Aaron’s history in sales (1:32), the product qualified lead (7:07), the evolving compositions of sales teams (10:34), creating a personal connection (15:04), the importance of the SDR (21:54), Drift’s use of bots (28:48), and the aspects of sales that won’t change (49:58).

Aug 22, 2018

 

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Lars Nilsson, CEO of renowned Bay Area sales consultancy SalesSource.

Lars has been involved in the world of sales development for more than 20 years. He’s held senior leadership positions at enterprise organization such as Cloudera, as well as numerous other San Francisco startups. 

Throughout the pod, Collin, Aaron, and Lars chart the history, and discuss the future, of prospecting. This is Sales Development 101. Highlights include: how Lars got the middle name SDR (27:04), whether account-based sales has change the definitions of inbound vs. outbound (33:29), the role of Artificial Intelligence in sales development (40:29), whether moving from inbound to outbound requires a culture shift (106:53), and the importance of getting a seat at the table (1:11:02).

 

Aug 22, 2018

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Lars Nilsson, CEO of renowned Bay Area sales consultancy SalesSource.

Lars has been involved in the world of sales development for more than 20 years. He’s held senior leadership positions at enterprise organization such as Cloudera, as well as numerous other San Francisco startups. 

Throughout the pod, Collin, Aaron, and Lars chart the history, and discuss the future, of prospecting. This is Sales Development 101. Highlights include: how Lars got the middle name SDR (27:04), whether account-based sales has change the definitions of inbound vs. outbound (33:29), the role of Artificial Intelligence in sales development (40:29), whether moving from inbound to outbound requires a culture shift (106:53), and the importance of getting a seat at the table (1:11:02).

Aug 15, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mitch Coopet, CEO and Co-Founder of Minneapolis’ Rambl.

Mitch is an entrepreneur, through and through. Instead settling in under an umbrella at the beach after lead a high-profile company from inception to exit, he founded Rambl and got right back to work. #startuplife 

Throughout the pod, Collin and Mitch discuss how the importance of aligning product and sales teams, in particular in early-stage startups. Highlights include: why founders need sales skills (3:33), how to best receive feedback from the market (11:56), the goal of a product manager (15:52), and cold call Collin (38:24).

Aug 15, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mitch Coopet, CEO and Co-Founder of Minneapolis’ Rambl.

Mitch is an entrepreneur, through and through. Instead settling in under an umbrella at the beach after lead a high-profile company from inception to exit, he founded Rambl and got right back to work. #startuplife 

Throughout the pod, Collin and Mitch discuss how the importance of aligning product and sales teams, in particular in early-stage startups. Highlights include: why founders need sales skills (3:33), how to best receive feedback from the market (11:56), the goal of a product manager (15:52), and cold call Collin (38:24).

Aug 8, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Hong, Vice President of Field Operations at San Francisco’s Mesosphere.

David is an accomplished sales operations leader. Prior to leading the team at Mesosphere, he held high ranking sales ops positions at notable Bay Area companies such as Lookout, PagerDuty, OpenDNS, and Meraki. 

Throughout the pod, Collin and David discuss everything from David’s professional philosophy to effective qualification methods to detailed Salesforce processes. Highlights include: David’s definition of sales operations (10:54), the varied projects David has worked on (21:15), Mesosphere’s MEDDPICC process (35:04), sales operations advice (49:18), and cold call Collin (54:13).

Aug 8, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Hong, Vice President of Field Operations at San Francisco’s Mesosphere.

David is an accomplished sales operations leader. Prior to leading the team at Mesosphere, he held high ranking sales ops positions at notable Bay Area companies such as Lookout, PagerDuty, OpenDNS, and Meraki. 

Throughout the pod, Collin and David discuss everything from David’s professional philosophy to effective qualification methods to detailed Salesforce processes. Highlights include: David’s definition of sales operations (10:54), the varied projects David has worked on (21:15), Mesosphere’s MEDDPICC process (35:04), sales operations advice (49:18), and cold call Collin (54:13).

Aug 1, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Affleck, Director of Sales Development at Atlanta’s Rigor.

If there ever was a person that “bleeds Rigor blue,” it’s Sarah. Since starting with the company about 4 years ago, she’s held nearly every position in sales development – BDR, Team Lead, BDR Manager, and now Director. 

Throughout the pod, Collin and Sarah discuss Rigor’s in-depth onboarding process, and why the fast-growing company teaches each new SDR both the tactical skills needed for the job, as well as how sales development contributes to the success of the company as a whole. Highlights include: why Sarah teaches the “why” behind the SDR job (15:07), how Sarah teaches the “why” (17:45), Rigor’s sweeping onboarding document (30:27), managing 50 activities per day (49:41), the impact of Rigor’s onboarding process (54:04), and cold call Collin (57:40).

Aug 1, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Affleck, Director of Sales Development at Atlanta’s Rigor.

If there ever was a person that “bleeds Rigor blue,” it’s Sarah. Since starting with the company about 4 years ago, she’s held nearly every position in sales development – BDR, Team Lead, BDR Manager, and now Director. 

Throughout the pod, Collin and Sarah discuss Rigor’s in-depth onboarding process, and why the fast-growing company teaches each new SDR both the tactical skills needed for the job, as well as how sales development contributes to the success of the company as a whole. Highlights include: why Sarah teaches the “why” behind the SDR job (15:07), how Sarah teaches the “why” (17:45), Rigor’s sweeping onboarding document (30:27), managing 50 activities per day (49:41), the impact of Rigor’s onboarding process (54:04), and cold call Collin (57:40).

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