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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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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).

 

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).

Jun 27, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Anton Sepetov, San Francisco-based VP of Sales at Sumo.com.

Prior to leading Sumo’s fast growing sales team, Anton honed his skills in various marketing departments around the Bay Area.

Throughout the pod, Collin and Anton take a trip down Somu memory lane, and look at how the company evolved from an inbound to an outbound-heavy sales organization. Highlights include: building the initial sales team at Sumo (3:30), Sumo’s current inbound funnel (7:21), building an outbound machine (12:42), Sumo’s outbound sales cycle (22:06), and facing remaining outbound challenges (30:54).

 

Jun 26, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Anton Sepetov, San Francisco-based VP of Sales at Sumo.com.

Prior to leading Sumo’s fast growing sales team, Anton honed his skills in various marketing departments around the Bay Area.

Throughout the pod, Collin and Anton take a trip down Somu memory lane, and look at how the company evolved from an inbound to an outbound-heavy sales organization. Highlights include: building the initial sales team at Sumo (3:30), Sumo’s current inbound funnel (7:21), building an outbound machine (12:42), Sumo’s outbound sales cycle (22:06), and facing remaining outbound challenges (30:54).

 

Jun 22, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jaimie Buss, VP of North American Sales at Zendesk.

Jaimie has held high-profile sales leadership positions in the Bay Area for years – from Zendesk to CORAID to Meraki (now Cisco Meraki). Oh, and she was a partner at a little known Venture Capital firm, Andreesen Horowitz. You may have heard of it.

Throughout the pod, Collin and Jaimie discuss Zendesk’s in-depth qualification process, and how it enables her to forecast with razor sharp accuracy. Highlights include: Jaimie’s early “realization” at Zendesk (27:26), Zendesk’s detailed sales funnel (32:59), the MEDDPICC qualification process (51:00), and forecasting accuracy (1:32:08).

Jun 22, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jaimie Buss, VP of North American Sales at Zendesk.

Jaimie has held high-profile sales leadership positions in the Bay Area for years – from Zendesk to CORAID to Meraki (now Cisco Meraki). Oh, and she was a partner at a little known Venture Capital firm, Andreesen Horowitz. You may have heard of it.

Throughout the pod, Collin and Jaimie discuss Zendesk’s in-depth qualification process, and how it enables her to forecast with razor sharp accuracy. Highlights include: Jaimie’s early “realization” at Zendesk (27:26), Zendesk’s detailed sales funnel (32:59), the MEDDPICC qualification process (51:00), and forecasting accuracy (1:32:08).

Jun 14, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Andres Muguira, Managing Director of QuestionPro Latin America. 

Andres has quickly shot up the ranks in the world sales, having held leadership positions in SaaS companies in both the US and Mexico. Oh, and prior to joining the world of fast paced world of SaaS sales, Andres founded an entertainment company and worked with internationally renowned artists such as Shakira, Pitbull and Sean Kingston. 

Throughout the pod, Collin and Andres discuss how Andres implemented the lessons of Predictable Revenue across his company, included marketing and Customer Success. Predictable Revenue for CS – who would have thought? 

Highlights include: Andres’ introduction to Predictable Revenue (18:21), how his marketing team uses Predictable Revenue methodologies (21:35), how his Customer Success team uses Predictable Revenue methodologies (26:11), and why chasing smaller deals helped him prove the need for outbound sales team (38:04).

Jun 14, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Andres Muguira, Managing Director of QuestionPro Latin America. 

Andres has quickly shot up the ranks in the world sales, having held leadership positions in SaaS companies in both the US and Mexico. Oh, and prior to joining the world of fast paced world of SaaS sales, Andres founded an entertainment company and worked with internationally renowned artists such as Shakira, Pitbull and Sean Kingston. 

Throughout the pod, Collin and Andres discuss how Andres implemented the lessons of Predictable Revenue across his company, included marketing and Customer Success. Predictable Revenue for CS – who would have thought? 

Highlights include: Andres’ introduction to Predictable Revenue (18:21), how his marketing team uses Predictable Revenue methodologies (21:35), how his Customer Success team uses Predictable Revenue methodologies (26:11), and why chasing smaller deals helped him prove the need for outbound sales team (38:04).

Jun 7, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jon Selig, a sales speaker, trainer, coach, consultant...and stand up comedian. 

Needless to say, Jon has an interesting and varied resume – years in business development at Oracle, sales leadership at numerous startups, and founder of a comedy non-profit.

Throughout the pod, Collin and Jon hack their way through the various practical ways we can infuse our prospecting with humour. Highlights include: why using humour encourages prospects to let their guards down (10:34), why things are funny (15:28), Predictable Revenue jokes (22:34), using the comedic rule of three in your emails (27:54), and getting in the right frame of mind for cold calling (44:48).

Jun 7, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jon Selig, a sales speaker, trainer, coach, consultant...and stand up comedian. 

Needless to say, Jon has an interesting and varied resume – years in business development at Oracle, sales leadership at numerous startups, and founder of a comedy non-profit.

Throughout the pod, Collin and Jon hack their way through the various practical ways we can infuse our prospecting with humour. Highlights include: why using humour encourages prospects to let their guards down (10:34), why things are funny (15:28), Predictable Revenue jokes (22:34), using the comedic rule of three in your emails (27:54), and getting in the right frame of mind for cold calling (44:48).

Jun 1, 2018

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcomes Daniel Barber, Co-Founder and CEO San Francisco-based software compliance firm, DataGrail.

Brian is a veteran Bay Area startup executive, consultant, and board member. Daniel has led companies big and small, in verticals as far flung as go-to-market consulting, sales development, and data subscription services.

Throughout the pod, Collin, Aaron, and Daniel do a deep dive on the hot-button regulatory issue on everyone’s mind these days: GDPR (General Data Protection Regulation). Highlights include: What is GDPR? What does it mean for people’s day to day? (7:14), how GDPR is changing list building (11:09), what is legitimate business interest? (22:44), how to handle social selling to prospects in the EU (31:27).

Jun 1, 2018

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcomes Daniel Barber, Co-Founder and CEO San Francisco-based software compliance firm, DataGrail.

Brian is a veteran Bay Area startup executive, consultant, and board member. Daniel has led companies big and small, in verticals as far flung as go-to-market consulting, sales development, and data subscription services.

Throughout the pod, Collin, Aaron, and Daniel do a deep dive on the hot-button regulatory issue on everyone’s mind these days: GDPR (General Data Protection Regulation). Highlights include: What is GDPR? What does it mean for people’s day to day? (7:14), how GDPR is changing list building (11:09), what is legitimate business interest? (22:44), how to handle social selling to prospects in the EU (31:27).

May 31, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Christopher Fago, Cloud Security Specialist at RedLock, a fast-growing, you guessed it, cloud security company based in Menlo Park.

In his burgeoning sales career, Christopher has held just about every sales role there is. But it’s his precision at booking meetings that’s caught our attention.

Throughout the pod, Collin and Christopher discuss a critical aspect of every SDRs day-to-day: ensuring prospects show up to meetings. Highlights include: Chris’ wide-ranging sales experience (4:17), some impressive sales stats (10:02), getting prospects to show up to meetings (17:30), Chris’s cadence for booking meetings (25:12).

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