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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: October, 2019
Oct 31, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeron Paul, Founder and CEO of Spiff.com. 

Jeron is a veteran and accomplished entrepreneur: he’s a four-time founder (with three exits), a board member, and former VC. 

Throughout the pod, Collin and Jeron discuss the often-repeated, but not always true, myths around building comp plans. Highlights include: why are compensation plans critical? (5:50), myth 1 – commissions don’t matter much (15:53), myth 2 – straight line commission are better than complex commissions (27:04), myths 3 and 4 – quota bonuses aren’t always effective and accelerators aren’t worth the complexity (39:29), and myth 5 – more frequent or less frequent bonuses...which is more effective? (51:39).

 

Shownotes:

https://hbr.org/2015/04/how-to-really-motivate-salespeople

https://hbswk.hbs.edu/item/do-bonuses-enhance-sales-productivity-a-dynamic-structural-analysis-of-bonus-based-compensation-plans

https://hbr.org/webinar/2018/02/rethinking-sales-compensation

https://www.hbs.edu/faculty/Publication%20Files/12-055_13c23c02-e57f-4aea-9630-316aa4b772ce.pdf

https://www.hbs.edu/faculty/Publication%20Files/13-073_cbb24c28-9e84-47d9-8a32-f01b73cfda13.pdf

 

Oct 24, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Castillo, Founder of Empowered Achievers.

Chris is an experienced ad exec, people and culture expert, and, now, renowned career coach and consultant specializing in helping people more fulfilling careers (or new side hustle).

Throughout the pod, Collin and Chris get philosophical and discuss the nature of limiting beliefs, where they come from, and how to overcome them. Highlights include: the power of the mind (7:05), why do we develop limiting beliefs in the first place? (19:39), coaching your reps about beliefs (32:18), and re-wiring beliefs (37:47), 

Show notes

What every body is saying -

https://www.amazon.com/What-Every-BODY-Saying-Speed-Reading/dp/B006ZNFEKW 

Carol Dweck - mindset -

https://www.youtube.com/watch?v=hiiEeMN7vbQ

Thinking fast and slow - housekeeper exercise - https://www.npr.org/templates/story/story.php?storyId=17792517

+ link to full study

https://dash.harvard.edu/bitstream/handle/1/3196007/Langer_ExcersisePlaceboEffect.pdf?sequence=1 

Video of neuroplasticity -

https://www.youtube.com/watch?v=ELpfYCZa87g

Oct 16, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Racki, noted author and CEO of Halifax’s Proposify.

In addition to leading Proposify’s growing team through fundraising rounds, the ups and downs of startup life, and a company-wide evolution to sell bigger deals, Kyle is a trained designer, former agency head, and noted author. 


Throughout the pod, Collin and Kyle discuss Proposify’s move up market from servicing just small businesses to selling enterprise deals. Highlights include: Proposify...before moving up market (4:37), where did Proposify start price-wise to go up market? (7:49), Proposify’s initial sales team (11:29), the big changes (17:41), key realizations (24:24), re-training sales (33:24), the changes to customer success (40:38), and Proposify’s wins and mistakes (44:14).

 

Show notes

https://aprildunford.com/obviously-awesome/
https://www.youtube.com/watch?v=sfGtw2C95Ms&t=14s
https://www.amazon.com/Jobs-be-Done-Theory-Practice/dp/0990576744

https://www.proposify.com/blog/saas-moving-upmarket

Oct 9, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Nick Rathjen, Vice President of Account Development at Samsara.

Nick is a veteran sales professional – through and through. He has led sales teams at some of the biggest organizations in the world (Oracle) and fast-growing companies like Samsara.

Throughout the pod, Collin and Nick talk about hiring reps, maintaining cultures, and the importance of mentors. Highlights include: how to hire 200 reps in a year (17:50), establishing weekly goals for the company's different offices (21:24), team composition (28:35), Samsara’s onboarding (32:51), Post onboarding structure (39:57), Samsara’s sales playbook (52:46), the importance of Mentors (1:05:25), and proud moments (1:13:21)

 

Show Notes: Nick’s onboarding workbook 

Oct 2, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Meganne Brezina, Senior Manager of Sales Enablement at Emarsys.

With a wealth of experience at some of tech’s largest companies, Meganne is a veteran sales enablement manager...and expert sales kickoff planner.

Throughout the pod, Collin and Meganne discuss how to plan an exciting, educational and, let’s face it, fun sales kickoff event. 

Highlights include: why do a sales kickoff? (5:12), how big does your company have to be to host a sales kickoff? (7:12), who gets invited? (10:18), what aspects do you absolutely need to nail at these events? (11:39), how to avoid making it a “drinking event” (18:42), designing an agenda (21:56), impact (25:10), keeping focus throughout the year after your event (27:46), the sales lightning round (33:47), and cold call Collin (37:50).

 

Links & show notes 

https://www.linkedin.com/in/meganne-brezina-2764716/

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