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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: 2018
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).

 

Apr 26, 2018

On this edition of The Predictable Revenue Podcast, co-host host Collin Stewart welcomes Karly Neveu, Director of Inside Sales and Sales Operations at SMARTASSISTANT, an international SaaS company building digital recommendation engines.

Karly, a veteran sales leader, has done it all in the industry – SDR, AE, SDR Manager, Global Inside Sales Manager. Not too shabby. 

But in addition to holding such lofty positions, Karly’s early stage tenure at Hootsuite meant she got in on the ground floor of a revolutionary sales tactic: social selling. #trending.

Throughout the pod, Collin and Karly investigate that very topic – what social selling means, and some tips and tricks on how it’s best applied on a daily basis. Highlights include: growing teams and establishing social selling best practices at Hootsuite (11:41), defining social selling (17:43), the importance of standing out from the crowd (19:06), and illustrating effective social selling tactics (23:17). 

Apr 26, 2018

On this edition of The Predictable Revenue Podcast, co-host host Collin Stewart welcomes Karly Neveu, Director of Inside Sales and Sales Operations at SMARTASSISTANT, an international SaaS company building digital recommendation engines.

Karly, a veteran sales leader, has done it all in the industry – SDR, AE, SDR Manager, Global Inside Sales Manager. Not too shabby. 

But in addition to holding such lofty positions, Karly’s early stage tenure at Hootsuite meant she got in on the ground floor of a revolutionary sales tactic: social selling. #trending.

Throughout the pod, Collin and Karly investigate that very topic – what social selling means, and some tips and tricks on how it’s best applied on a daily basis. Highlights include: growing teams and establishing social selling best practices at Hootsuite (11:41), defining social selling (17:43), the importance of standing out from the crowd (19:06), and illustrating effective social selling tactics (23:17). 

Apr 12, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Cole Fox, Portfolio Operations Lead at Bregal Sagemount, a multi-billion private equity firm investing in high-growth SaaS companies (amongst many other market-leading firms). 

Cole is a veteran sales professional, leader, and now advisor and mentor. He’s been an SDR, AE, managed sales teams, been a CEO and co-founder, and written extensively on sales development and sales processes.

Throughout the pod, Collin and Cole hack their way around every salesperson’s favourite social media platform – LinkedIn – to discuss how to build your brand, prospect lists, and check out who the competition is connected with. Highlights include: how to start using LinkedIn as a brand-building platform (8:58), how to write engaging headlines and descriptions (11:02), perfecting your LinkedIn hustle (17:23), hacks for free LinkedIn users (35:15), and why content creation is key (45:07).

Apr 12, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Cole Fox, Portfolio Operations Lead at Bregal Sagemount, a multi-billion private equity firm investing in high-growth SaaS companies (amongst many other market-leading firms). 

Cole is a veteran sales professional, leader, and now advisor and mentor. He’s been an SDR, AE, managed sales teams, been a CEO and co-founder, and written extensively on sales development and sales processes.

Throughout the pod, Collin and Cole hack their way around every salesperson’s favourite social media platform – LinkedIn – to discuss how to build your brand, prospect lists, and check out who the competition is connected with. Highlights include: how to start using LinkedIn as a brand-building platform (8:58), how to write engaging headlines and descriptions (11:02), perfecting your LinkedIn hustle (17:23), hacks for free LinkedIn users (35:15), and why content creation is key (45:07).

Apr 5, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Venable, Sales Manager at Atlanta’s Terminus, fast growing (very fast growing!) B2B platform for account-based marketers.

Mike is a veteran sales professional (14+ years in the game) with a breadth of experience ranging from SaaS, MarTech, recruitment solutions, digital advertising, print advertising, television advertising and data analytics.

Throughout the pod, Collin and Mike do a deep dive on a dominant industry trend, and one of Mike’s favourite topics: account-based sales and marketing. If you’re working in, and thinking about, the current sales landscape, this topic has surely crossed your path. Highlights include: where to begin when considering account-based sales(4:56), why going account-based will help your business (7:31), Mike’s sales journey (9:45), Terminus’ SDR playbook (18:31), Terminus’ results (30:36).

Apr 5, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Venable, Sales Manager at Atlanta’s Terminus, fast growing (very fast growing!) B2B platform for account-based marketers.

Mike is a veteran sales professional (14+ years in the game) with a breadth of experience ranging from SaaS, MarTech, recruitment solutions, digital advertising, print advertising, television advertising and data analytics.

Throughout the pod, Collin and Mike do a deep dive on a dominant industry trend, and one of Mike’s favourite topics: account-based sales and marketing. If you’re working in, and thinking about, the current sales landscape, this topic has surely crossed your path. Highlights include: where to begin when considering account-based sales(4:56), why going account-based will help your business (7:31), Mike’s sales journey (9:45), Terminus’ SDR playbook (18:31), Terminus’ results (30:36).

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).

Feb 15, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jamie Shanks, CEO of Toronto-based social selling management and consulting firm Sales For Life.  

Jamie – echoing the very name of his company – has been a lifelong sales professional. He’s led successful sales teams, started sales consultancies with international clients, and written a book on sales. Oh, and he’s also widely considered a leading expert on Social Selling.

Throughout the pod, Collin and Jamie discuss the building blocks of account-based sales: designing an ICP, compiling an account list, and (of course) turning those accounts into meaningful meetings. Highlights include: building an effective sales roadmap (1:35), attacking your account list (6:56), using microsites to connect with, and educate, clients (9:10), building the storytelling journey (13:47), account-based mistakes (25:48).

 

Feb 15, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jamie Shanks, CEO of Toronto-based social selling management and consulting firm Sales For Life.  

Jamie – echoing the very name of his company – has been a lifelong sales professional. He’s led successful sales teams, started sales consultancies with international clients, and written a book on sales. Oh, and he’s also widely considered a leading expert on Social Selling.

Throughout the pod, Collin and Jamie discuss the building blocks of account-based sales: designing an ICP, compiling an account list, and (of course) turning those accounts into meaningful meetings. Highlights include: building an effective sales roadmap (1:35), attacking your account list (6:56), using microsites to connect with, and educate, clients (9:10), building the storytelling journey (13:47), account-based mistakes (25:48).

 

Feb 8, 2018

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Ryan Reisert, Lead Instructor and Head of Partnership Development at San Francisco-based coaching firm Sales Bootcamp.

After years leading sales teams in the Bay Area, Ryan now consults with companies, large and small, on how to accelerate their sales development functions. Oh, and he also wrote a really great (and super timely) book: Outbound Sales, No Fluff: Written by Two Millennials Who Have Actually Sold Something This Decade.

Throughout the pod, Collin and Ryan discuss Ryan’s prospecting process – from it’s ambitious volume goals (that’s right, 100+ daily touchpoints!) to it’s simple, yet brilliant lead bucketing method. Highlights include: how Ryan answers those who question his volume targets (4:52), why companies should adopt his prospecting method (6:49), focusing on the right activities at the right time (8:20), implementing Ryan’s process into the day-to-day of a prospecting team (25:23), a few common mistakes to avoid (42:07).

Feb 8, 2018

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Ryan Reisert, Lead Instructor and Head of Partnership Development at San Francisco-based coaching firm Sales Bootcamp.

After years leading sales teams in the Bay Area, Ryan now consults with companies, large and small, on how to accelerate their sales development functions. Oh, and he also wrote a really great (and super timely) book: Outbound Sales, No Fluff: Written by Two Millennials Who Have Actually Sold Something This Decade.

Throughout the pod, Collin and Ryan discuss Ryan’s prospecting process – from it’s ambitious volume goals (that’s right, 100+ daily touchpoints!) to it’s simple, yet brilliant lead bucketing method. Highlights include: how Ryan answers those who question his volume targets (4:52), why companies should adopt his prospecting method (6:49), focusing on the right activities at the right time (8:20), implementing Ryan’s process into the day-to-day of a prospecting team (25:23), a few common mistakes to avoid (42:07).

Feb 1, 2018

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Kelsey Briggs, Engagement Manager at Octiv, an Indianapolis-based company supporting sales teams by revolutionizing tired document workflows.

Since joining Octiv more than three years ago, Kelsey has been helping companies from a host of different industries improve their sales proposals...and their bottom lines.

Throughout the pod, Collin, Aaron and Kelsey discuss the oft-neglected world of sales proposals. It’s a critical piece of every sales process – but what are we doing to improve our proposals? How much time are we giving to this important function? Highlights include: why should we care about improving our proposals (5:06), how prospect’s consume proposals (11:08), what to include in a sales proposal (12:38), best day to send proposals (25:37), some common proposal mistakes (29:10)

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