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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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May 9, 2019

On this edition of the Predictable Revenue Podcast, co-host Collin Stewart welcomes Nishank Khanna, Co-Founder and CEO of Demand Roll, a full service marketing agency.

After starting six startups – two of which that were acquired – Nishank is a seasoned entrepreneur and marketer.

Throughout the pod, Collin and Nishank discuss an always fascinating problem: how to harmoniously integrate outbound sales and marketing. Highlights include: Nishank’s background...and how he got into a bit of outbound on the side (10:22), different ways sales and marketing teams can work together (12:58), producing content that converts (15:46), bottom of funnel vs. top of funnel leads (22:22), getting people to respond to emails (25:49), ad spending (43:51), and cold call Collin (1:00:11).

May 8, 2019

To celebrate the 100th edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes a familiar face back to the pod, co-host and co-CEO of Predictable Revenue Aaron Ross.

Who better to reflect on this awesome milestone with?

Throughout the pod, Collin and Aaron take a trip down memory lane and chat about the most valuable lessons and nuggets of wisdom shared on the podcast thus far. With the impressive roster of guests the show has had, boiling the down the best tips and tricks into one episode was no easy task.

Highlights include: Jeff Davis’ thoughts on organizational alignment and the importance of a revenue team (1:27), Jamie Buss’ mind-blowing forecasting process (12:42), the always important task of nailing a niche (26:00), Bill Binch’s consistent hiring process (38:28), Mark Kosoglow’s revolutionary discovery method (44:00), and Aaron’s thoughts on how to prioritize a never-ending list of tasks (49:55).

May 2, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Keith Cordeiro, Account Executive at Crosstex International and Host of the Philosophy Of Sales podcast.

On this episode, Keith shares the impact that meditation and mindfulness has had on his sales career. Keith detailed 3 different meditation styles any salesperson can use to cultivate a positive attitude:

  • Introductory breathing meditation (1-10 minutes)
  • Intermediate walking meditation (10-20 minutes)
  • Advanced Tonglen meditation (30+ minutes)

Highlights include: finding meditation (7:33), the impact meditation has had on Keith’s career (10:14), cultivating a more present mind (16:37), getting started with meditation (25:53), sales tactics lightning round (48:13), and cold call Collin (56:08).

Apr 10, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Roach, Sales Development Manager at Lessonly.

 

After a career teaching high school Spanish and coaching competitive soccer, Kyle fell in love With Lessonly in 2016 and joined the sales development ranks immediately. He’s been there ever since.

 

Throughout the pod, Collin and Kyle talk about testing the pillars of sales development outreach, and why selling the dream is more important than selling software. Highlights include: Kyle’s journey (10:51), changing Lessonly’s sales org structure (12:23), establishing Lessonly’s “sell the dream” process (22:08), executing “selling the dream” (27:34), overhauling the Lessonly cadence (38:09), Lessonly’s cold call script (51:42),measuring the impact on Lessonly’s business (1:06:21), and cold call Collin (1:14:02).

 

Links we mention in the show:

https://www.amazon.com/Thin-Book-Appreciative-Inquiry-3rd-ebook/dp/B00GUVZ30K

https://docs.google.com/presentation/d/1E2AfbhQhMThst0-uLiBz32FG5I_v5hePL4AxZwgDaIk/edit#slide=id.g486ff25bd3_0_173

https://www.linkedin.com/in/kyleroach90/



Apr 3, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Scott Barker, Head Of Partnerships at Sales Hacker.

Scott lives and breathes sales – not only does he help lead Sales Hacker, he is a Sales Engagement Evangelist at Outreach, and that GM of the Vancouver Enterprise sales meetup.  


Throughout the pod, Collin and Scott take a detailed tour through prospecting fundamentals – trust us, this is a masterclass on how to be an effective SDR. Highlights include: how to handle the “brush off” (14:54), how to increase your response rates (22:30), how to handle the inevitable end-of-quarter push (30:10), how to stay on a prospect’s radar (36:10), how to keep objection handling fresh (51:05), and cold call Collin (1:04:00).

Mar 27, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Liam Martin, co-founder of productivity monitoring software, Time Doctor.

Liam is a veteran founder and entrepreneur – in addition to co-founding Time Doctor, he’s also co-founded Staff.com, and organizes Running Remote, the world's largest conference on building and scaling remote teams.

Throughout the pod, Collin and Liam discuss how to build a remote sales development team: how to hire, how to train, and, of course, what not to do. Highlights include: managing remote teams (22:01), remote workers’ dedication (26:22), lessons learned from building a remote SDR team (42:57), the power of in-person training (1:01:16), building culture, and keeping the sales team connected (1:18:00), and cold call Collin (1:30:45).



Mar 20, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeffrey Serlin, Head of Global Sales Operations at Intercom.

Jeffrey is an experienced global sales operations leader. Chances are you’ve used (or are using!) products built by company’s Jeffrey has worked with – I mean, what marketing and customer success department hasn’t used Marketo or Intercom?
Throughout the pod, Collin and Jeffrey do a deep dive – make that a very deep dive – into the world of effective, global sales operations. Highlights include: Jeff’s experience at Marketo  (3:07), scaling Marketo vs. Intercom (7:15), what is sales operations at a global company like? (10:06), how sales operations should approach a new team (14:02), organizing sales operations (20:46), Jeff’s six steps to building an effective sales ops roadmap (30:26), and the importance of effective “solutioning” (46:16).

Mar 13, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes James Bawden, Senior Business Development Representative at Cognetik.

James has been a frontline sales professional for years – he’s held full-cycle sales gigs, managed teams, and helped launch sales development programs. If it’s a sales role, James has crushed it.

Oh, and he has his own podcast called ‘the Lunch Break Podcast.” You can read more about that on James’ LinkedIn page.

Throughout the pod, Collin and James discuss a critical element of any successful sales development team: how sales leaders can build close, dynamic relationships with their SDRs. Highlights include: why caring about building close relationship with SDRs is critical (11:16), the signs of a happy and engaged SDR (13:43), the importance of extracurricular activities (24:19), effective one-on-ones (27:09), and cold call Collin (49:52).



Mar 6, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Margaret Weniger, executive director of #GirlsClub, a growing mentoring and training organization focused on expanding the presence of women in sales.

Margaret is a veteran sales leader, mentor, and coach – now working full-time to empower women in their sales careers.

Throughout the pod, Collin and Margaret discuss how to attract, retian, and inspire a diverse sales workforce. Highlights include: Margaret’s journey (3:50), why paying more attention to diversity is important (7:20), attracting high-performing and diverse candidates (10:58), how to retain top female talent (17:04), and cold call Collin (38:45).



Feb 27, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jack Veronin, Senior Sales Development Manager at EverString.

In his years at EverString, Jack’s risen through the ranks from an SDR to team lead, to managing the company’s Enterprise development department. If it’s a sales development gig at EverString – then Jack’s done it.

Throughout the pod, Collin and Jack discuss a growing data-driven trend in sales development: the use of intent data to produce relevant prospecting and, ultimately, create significant opportunities. Highlights include: EverString’s sales development results (13:48), the power of intent data (30:45), adopting a scaled vs. personalized approach (36:12), cold call Collin (54:42).



Feb 20, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Shawn Sease, Director SDR Client Services at outbound sales consultancy Sales Developers.

Shawn is veteran sales leader and entrepreneur: he’s led sales teams at numerous tech companies, and founded multiple organizations, varying from a brewery to govtech startups.

Throughout the pod, Collin and Shawn discuss a unique, nuanced style of nailing cold calls: mirroring your pitch to match your prospect’s particular conversation style. Highlights include: Shawn’s introduction to his cold call methodology (11:18), distinct conversational styles (16:01), and the impact of this cold call methodology on Shawn’s day to day (38:50).



Feb 13, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Alexandra Palomino, Sales Development Representative at San Francisco-based customer support provider UJET.

Alexandra is a young professional quickly making a name for herself in the sales development world. After starting her career in marketing, Alexandra joined Everstring, where she learned the tricks of the trade, before joining UJET, where she has taken on a leadership role on the sales development team. She is crushing it.

Throughout the pod, Collin and Alexandra get tactical and discuss Alexandra’s impressive day-to-day routine. If you’re a fan of the trenches, this is the pod for you. Highlights include: Alexandra’s career experience thus far (16:04), Alexandra’s SDR process (18:23), her impressive early success (34:06), getting pumped to hit the phones (49:57), the power of sending small gifts (56:46), and cold call Collin (1:03:00).



Feb 6, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Lloyed Lobo, veteran entrepreneur and conference facilitator.

Lloyed’s a busy guy: in addition to co-founding and running Boast Capital, a San Francisco-based tax specialist firm, he is the co-founder of the Traction Conference, and an advisor with the expanding Growth Marketing Conference.  

Throughout the pod, Collin and Lloyed highlight the tactics – the good and the bad! – they’ve used at conferences such as SaaStr over the years. Highlights include: Lloyed’s conference experience (6:51), effective tactics to stand out at events (10:15), how to drive traffic to your booth (29:55), and what kind of commitment you should expect at the conference (45:48).



Jan 30, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Karan Singh, co-founder at acclaimed consultancy SalesSource.

Karan is a seasoned sales operations leader. He’s managed sales teams, all the way from early growth periods to going public, and consulted for many companies around the Bay Area.
Throughout the pod, Collin and Karan talk about Karan’s thorough, meticulous, and data-driven approach to go to market planning. Highlights include: Karan’s experience leading sales teams at Cloudera (12:10), the struggle to define a target market (16:29), how to define a target market (26:24), Karan’s ICP framework (39:38), and Cold call Collin (53:20).

Jan 23, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes the pod’s first online singing sensation: Kate Turchin, the “Cloud Security Singer.”

Kate is a marketing leader at a well-known cloud security firm who set the internet on fire over that couple years with her educational (and hilarious!) songs about cloud security. If you somehow missed her tunes, check out her YouTube channel and commence rocking out.

Throughout the pod, Collin and Kate talk about how to turn your unique talents and particular genius into a recognizable online brand to help drive leads (for a few more tips, download Kate’s latest whitepaper).

Highlights include: why Kate decided to pick up her guitar and use it for work (14:11), Kate’s inspiration (20:42), combining social media entertainment with serious business information (23:42), how to implement disruptive strategies...and be yourself (28:55), and cold call Collin (51:42).



Jan 16, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Will Fraser, Chief Executive Officer of referral platform SaaSquatch.

Will is a lifelong entrepreneur – he started his first business as a teenager and hasn't stopped since. In addition to leading SaaSquatch for the past six years, Will also serves at the Chair of GrowthAutomation.org, the official community for news, education, and thought leadership on Growth Automation.

Throughout the pod, Collin and Will discuss every sales team’s favourite topic – the intricacies of raising the price (or prices) of your product. Highlights include: the ins and outs of SaaSquatch’s recent price change (11:00), the importance of working closely with your sales team when changing your prices (20:09), how to alleviate your team’s fears (27:48), the impact of SaaSquatch’s price change (34:30), and cold-call Collin (41:03).



Jan 9, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff Davis, Founder, Keynote Speaker, and Coach at the JD2 Consulting Group.

In addition to his roles at the consultancy he founded, Jeff is the executive producer and host of The Alignment Podcast, the creator and host of the Sales + Marketing Alignment Summit, and an entrepreneur in residence at VentureSCALE.

Throughout the pod, Collin and Jeff discuss the critical pillar of revenue growth: the strategic alignment of marketing and sales. Highlights include: should sales and marketing teams roll up to one revenue leader? (21:04), the benefits of sales and marketing alignment (23:12), experiencing the full buyer experience (34:15), Jeff’s three-pillar framework for aligning sales and marketing (41:05), and cold call Collin (1:10:51).



Jan 2, 2019

On this edition of The Predictable Revenue Podcast, co-host Aaron Ross welcomes Patrick E. McLean, communicator and President and Editor-in-Chief of the good words (right order) consultancy.

Patrick is a veteran writer, creative, and advertising professional. He’s worked in national agencies, consulted for some of the world’s largest companies (Amazon, for instance), and run his own shops as well.

Throughout the pod, Aaron and Patrick discuss an unflinching pillar of business: clear and effective communication. Highlights include: why Patrick teaches companies to kill words (4:30), how much editing content actually needs (7:58), establishing a regular draft process (10:48), and the importance of case studies (19:31).

Dec 26, 2018

On this edition of a live Predictable Revenue Podcast, co-host Collin Stewart welcomes two members of Workfront’s sales leadership team: Justin Hiatt, Vice President of Digital Sales, and Eddy Morris, Enablement Manager.

Before joining Workfront, Justin held leadership positions at some of the most well-known tech companies – Insidesales.com, HubSpot, and Oracle, to name just a few.

Eddy bring years of multidisciplinary leadership experience to his role at Workfront, having led cross-functional marketing and sales teams in various industries.  

Throughout the pod, Collin, Justin, and Eddy discuss why Workfront invests in hyper-personalized email touches. Highlights include: why personalizing matters (5:30), Workfront’s cadences and compensation (9:18), how Workfront reps tailor their messaging (16:51), crafting emails (26:23), how long is too long for an intro email? (53:38).



Dec 19, 2018

On this edition of The Predictable Revenue Podcast, we’re flipping the script a bit and bringing you a star-studded webinar our co-CEO Collin Stewart took part in with Steli Efti, CEO of Close.io, Don Erwin, Head of Revenue at Mixmax, and Dustin Crawford, Sales Manager at Intercom.

Throughout this webinar, these four veteran sales leaders talk all things cold email: how to craft, deliver, and follow up with prospects to fill your pipeline and, of course, close more deals.

Highlights include: common mistakes in outbound emails (7:08), designing an effective email strategy (10:47), how to personalize your messaging (16:00), how to craft a effective an email (18:22), using humour in your emails (35:40), and does the referral email still work? (50:10).



Dec 12, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Ali Tajsekandar, Founder and CEO at Wishpond for a live webinar on a mission-critical topic for every entrepreneur and sales leader: how to build a scalable growth engine

Ali is a veteran technology entrepreneur and advisor – he’s led Wishpond for the past 9 years, and guided the company through substantial growth.

Throughout their discussion, Collin and Ali outline the foundational components needed to turn any burgeoning marketing and sales outfit into a well-oiled, predictable machine. Highlights include: a startups stages of growth (8:09), the basics of an inbound lead flow (14:21), growth tactics (17:34), the nuances of outbound (23:32), a basic outbound sales process (30:42), elements of a perfect meeting (33:58), and common growth mistakes (43:14).



Dec 5, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Reuben Swartz, Founder of Mimiran Sales Acceleration Software.

Reuben is a veteran sales operations professional and proposal specialist, with experience working in international enterprise companies, founding startups, and hosting his own podcast. Throughout the pod, Collin and Reuben discuss how to plan, execute, and, ultimately, win proposals.

Highlights include: why people need help with proposals (3:34), Reuben’s proposal mistakes (8:28), Reuben’s proposal turning point (12:38), Reuben’s proposal process (18:41), Cold call Collin (46:25).



Nov 22, 2018

"This interview was part of StartupCircle.co's live Q&As where entrepreneurs can connect with successful founders and experts, ask questions and gets answers that they can apply to move their businesses forward. Access previous sessions and join future ones at StartupCircle.co."

Nov 15, 2018

"Aaron Ross recently sat down with Dimitar Stanimiroff – founder and CEO of workflow and analytics platform Heresy – to discuss all about outbound sales on Dimitar’s Heresy podcast."

On this episode Dimitar speaks to best-selling author and internationally-recognised sales leader, Aaron Ross .

Stay tuned to find out:

- What motivated Aaron to write his first book, Predictable Revenue;

- How he manages to run two businesses, look after his 9 children and still find time to work on new projects;

- Plus lots of tactical advice on how to cut through the noise and ensure your outbound strategy stays highly-effective in a day and age where everyone is singing from the same hymn sheet.

For more Outbound Sales advice from Aaron, be sure to check out www.predictablerevenue.com

Nov 7, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dominic Atkatz, Sale Development Manager at Seattle-based FLEXE.

Dominic has navigated every sales development position at FLEXE – he was the company’s first SDR, rose to SDR Team Lead, and now oversees all sales development at the fast-growing warehousing and logistics tech company.

Throughout the pod, Collin and Dominic discuss onboarding, and how FLEXE gets its new SDRs ready to tackle the phones quickly. Highlights include: FLEXE’S secret to getting new SDRs ramped an phone-ready (18:37), Expecting good engagement from an SDR candidate (27:02), FLEXE’S onboarding (33:00), FLEXE’S note taking docs (39:01), Cold call Collin (1:18:19).

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