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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: Page 5
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)

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)

Jan 25, 2018

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Joe Bisagna, the New York City-based Regional Sales Manager at Collibra, a leader in the field of data governance.

To say Joe is an active member of the New York sales community is an understatement. In addition to his leadership role at Collibra, Joe is the Founder and President of consultancy firm Brass Ring Sales, and the co-general manager of NYC’s Enterprise Sales Meetup group.

Throughout the pod, Collin and Joe focus on a particular skill set Joe stresses all SDRs should cultivate: business acumen (aka getting to know how your prospects’ business operates). Highlights include: Joe’s hiring best practices (11:59), how to train SDRS to develop business acumen (15:12), how to evolve business acumen when selling to SMBs (27:26), training mistakes (35:44), and some advice for those looking to add this skill to their SDRs’ toolbox (38:58).

Jan 25, 2018

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Joe Bisagna, the New York City-based Regional Sales Manager at Collibra, a leader in the field of data governance.

To say Joe is an active member of the New York sales community is an understatement. In addition to his leadership role at Collibra, Joe is the Founder and President of consultancy firm Brass Ring Sales, and the co-general manager of NYC’s Enterprise Sales Meetup group.

Throughout the pod, Collin and Joe focus on a particular skill set Joe stresses all SDRs should cultivate: business acumen (aka getting to know how your prospects’ business operates). Highlights include: Joe’s hiring best practices (11:59), how to train SDRS to develop business acumen (15:12), how to evolve business acumen when selling to SMBs (27:26), training mistakes (35:44), and some advice for those looking to add this skill to their SDRs’ toolbox (38:58).

Jan 18, 2018

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Chris Bryson, the San Francisco-based Head of North American Sales Development at SmartRecruiters. 

Chris is a growing leader in the field of sales development, having held various leadership positions at SmartRecruiters, and PandaDoc before that. He also sits on an advisory board at LinkedIn, where he provides feedback on the company’s sales products (I mean, who hasn’t used Sales Navigator?).

Throughout the pod, Collin and Chris discuss SmartRecruiters wickedly detailed SDR training process. From onboarding to call coaching to specialized training sessions – this company leaves no stone unturned when developing its SDRs. It’s truly inspiring stuff. Highlights include: early challenges at SmartRecruiters (4:22), SmartRecruiters training journey (5:40), topics covered in SmartRecruiters training (13:12), why the company invests so much time in coaching (17:09), and a week in the life of a SmartRecruiters SDR (25:52).

Jan 18, 2018

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Chris Bryson, the San Francisco-based Head of North American Sales Development at SmartRecruiters. 

Chris is a growing leader in the field of sales development, having held various leadership positions at SmartRecruiters, and PandaDoc before that. He also sits on an advisory board at LinkedIn, where he provides feedback on the company’s sales products (I mean, who hasn’t used Sales Navigator?).

Throughout the pod, Collin and Chris discuss SmartRecruiters wickedly detailed SDR training process. From onboarding to call coaching to specialized training sessions – this company leaves no stone unturned when developing its SDRs. It’s truly inspiring stuff. Highlights include: early challenges at SmartRecruiters (4:22), SmartRecruiters training journey (5:40), topics covered in SmartRecruiters training (13:12), why the company invests so much time in coaching (17:09), and a week in the life of a SmartRecruiters SDR (25:52).

Jan 11, 2018

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Derek Grant, VP of Commercial Sales at Atlanta-based sales development juggernaut SalesLoft.

Derek knows his way around a sales team. Before joining SalesLoft, Derek held high-profile leadership positions at industry-leading firms like Pardot, as well as customer experience focused startup FullStory.  

Throughout the pod, Collin and Derek discuss SalesLoft’s evolution towards account-based sales, as well as how it’s marketing and sales teams collaborate to execute on a detailed account-based playbook. Highlights include: a minimum threshold for account-based sales (8:12), why SalesLoft run an account-based playbook (9:26), SalesLoft’s account-based segmentation (17:29), a “Hypothesis of Need” (20:57), executing an account-based playbook (27:06), Derek’s best and worst plays (33:11). 

Jan 11, 2018

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Derek Grant, VP of Commercial Sales at Atlanta-based sales development juggernaut SalesLoft.

Derek knows his way around a sales team. Before joining SalesLoft, Derek held high-profile leadership positions at industry-leading firms like Pardot, as well as customer experience focused startup FullStory.  

Throughout the pod, Collin and Derek discuss SalesLoft’s evolution towards account-based sales, as well as how it’s marketing and sales teams collaborate to execute on a detailed account-based playbook. Highlights include: a minimum threshold for account-based sales (8:12), why SalesLoft run an account-based playbook (9:26), SalesLoft’s account-based segmentation (17:29), a “Hypothesis of Need” (20:57), executing an account-based playbook (27:06), Derek’s best and worst plays (33:11). 

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