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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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Nov 9, 2017

On this edition of the Predictable Revenue podcast, host Collin Stewart welcomes veteran sales leader, BDR consultant, c-suite executive and Startup Sales Professor Rex Bibertson.

Rex has done it all in the world of sales development and lead generation, having held titles as varied as SDR, Alliance Manager, CRO and, most recently, company owner.

Throughout this episode, Collin, and Rex do a deep dive on a critical piece of every sales development professional’s job: executing the first 30 seconds of a cold call. Highlights include: how to avoid getting hung up (10:10), the pitfalls of doing too much pre-call research (12:06), a day in the life of a cold caller (14:35),  the steps to nailing the first 30 seconds of a call (20:40), and how to close the cold call (47:13).

 

Nov 2, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Pullman, SDR Manager ZUUS Dynamic Scheduling, a Denver-based company developing staff scheduling software for large-scale quick service restaurants. 

Michael has done everything at ZUUS – SDR, Account Executive, SDR Manager, as well as developed and led the company’s trade show strategy. Oh, and he also helped create $2.75 million in net new pipeline from outbound prospecting along the way.

Throughout the pod, Collin and Michael examine planning and tactics for the all-important trade show. From booth design to loud suits, ZUUS has left left no stone unturned when it comes to making trade show appearances worth it for the company. Highlights include: the foundation of  trade show planning (4:41), ZUUS’ attraction strategy (6:54), qualifying trade show leads (13:12), trade show results (18:52), the importance of a trade show pitch (28:42). 

Nov 2, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Pullman, SDR Manager ZUUS Dynamic Scheduling, a Denver-based company developing staff scheduling software for large-scale quick service restaurants. 

Michael has done everything at ZUUS – SDR, Account Executive, SDR Manager, as well as developed and led the company’s trade show strategy. Oh, and he also helped create $2.75 million in net new pipeline from outbound prospecting along the way.

Throughout the pod, Collin and Michael examine planning and tactics for the all-important trade show. From booth design to loud suits, ZUUS has left left no stone unturned when it comes to making trade show appearances worth it for the company. Highlights include: the foundation of  trade show planning (4:41), ZUUS’ attraction strategy (6:54), qualifying trade show leads (13:12), trade show results (18:52), the importance of a trade show pitch (28:42). 

Oct 26, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Steve Mayernick, Product Marketing Lead at Guru, a Philadelphia-based company re-inventing the way teams store and share internal knowledge / marketing assets. 

Steve is a veteran product marketer and sales enablement pro, having led fast rapidly growing sales and marketing teams, specifically in the data marketing and business intelligence fields.  

Throughout the pod, Collin and Steve take a step back from our regular in-the-trenches sales discussion to examine sales enablement – the process and function of arming salespeople with the tools they need to close. Highlights include: defining sales enablement (10:43), how to begin an effective sales enablement function (12:38), the various marketing assets sales enablement functions can produce (18:46), Steve’s battle cards (25:20), and how to operationalize a sales enablement function (34:18).

Oct 26, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Steve Mayernick, Product Marketing Lead at Guru, a Philadelphia-based company re-inventing the way teams store and share internal knowledge / marketing assets. 

Steve is a veteran product marketer and sales enablement pro, having led fast rapidly growing sales and marketing teams, specifically in the data marketing and business intelligence fields.  

Throughout the pod, Collin and Steve take a step back from our regular in-the-trenches sales discussion to examine sales enablement – the process and function of arming salespeople with the tools they need to close. Highlights include: defining sales enablement (10:43), how to begin an effective sales enablement function (12:38), the various marketing assets sales enablement functions can produce (18:46), Steve’s battle cards (25:20), and how to operationalize a sales enablement function (34:18).

Oct 19, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kim Brown, Sales Development and Marketing Manager at Catavolt, a enterprise mobile app development company.

To call Kim an account-based sales specialist is an understatement. Kim has helped lead her company’s sales development and marketing departments in routine process overhauls, all geared towards refining account based sales development.

Throughout the pod, Collin and Kim examine (in detail!) Catavolt’s continued account based evolution. Highlights include: Catavolt’s company / sales development alignment (6:28), Catavolt’s battle cards (25:28), what’s next for Catavolt’s sales process (45:03), and Catavolt’s SDR to AE handoff email (47:17).

Oct 19, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kim Brown, Sales Development and Marketing Manager at Catavolt, a enterprise mobile app development company.

To call Kim an account-based sales specialist is an understatement. Kim has helped lead her company’s sales development and marketing departments in routine process overhauls, all geared towards refining account based sales development.

Throughout the pod, Collin and Kim examine (in detail!) Catavolt’s continued account based evolution. Highlights include: Catavolt’s company / sales development alignment (6:28), Catavolt’s battle cards (25:28), what’s next for Catavolt’s sales process (45:03), and Catavolt’s SDR to AE handoff email (47:17).

Oct 12, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Evan Bartlett, Head of Inside Sales at New York City’s Zocdoc.

What isn’t there to say about Evan? He’s a veteran sales manager with international experience, mentor, coach and co-host of Building the Sales Machine, an event focused on bringing together sales managers from companies of all shapes and sizes. Evan truly is the consummate sales leader.

Throughout the pod, Evan shares his in-depth knowledge of effective sales management practices and how those practices help scale sales orgs. Highlights include: Key components to scaling a sales department (9:21), good sales management practices (19:54), traits and skills for effective managers (28:23), Communication mistakes (34:49), and establishing a culture of accountability (54:03).

Oct 12, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Evan Bartlett, Head of Inside Sales at New York City’s Zocdoc.

What isn’t there to say about Evan? He’s a veteran sales manager with international experience, mentor, coach and co-host of Building the Sales Machine, an event focused on bringing together sales managers from companies of all shapes and sizes. Evan truly is the consummate sales leader.

Throughout the pod, Evan shares his in-depth knowledge of effective sales management practices and how those practices help scale sales orgs. Highlights include: Key components to scaling a sales department (9:21), good sales management practices (19:54), traits and skills for effective managers (28:23), Communication mistakes (34:49), and establishing a culture of accountability (54:03).

Oct 5, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart is joined by Jake Biskar, Head of Sales Development at San Francisco’s Rainforest QA, a fast-growing firm building a market leading crowd testing software for agile development teams.

Jake is burgeoning sales leader in the Bay Area, having led large SDR teams in both the telecommunications and the software development worlds.

Throughout the pod, Collin and Jake examine a favorite (and critical) sales development conundrum: how to humanize your prospecting, while still hitting you activity numbers. Highlights include: why relying on email is “irresponsible” (7:25), Rainforest’s outbound success (25:15), Re-working leads (33:57), and tracking SDR activities and results (39:30).

Oct 5, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart is joined by Jake Biskar, Head of Sales Development at San Francisco’s Rainforest QA, a fast-growing firm building a market leading crowd testing software for agile development teams.

Jake is burgeoning sales leader in the Bay Area, having led large SDR teams in both the telecommunications and the software development worlds.

Throughout the pod, Collin and Jake examine a favorite (and critical) sales development conundrum: how to humanize your prospecting, while still hitting you activity numbers. Highlights include: why relying on email is “irresponsible” (7:25), Rainforest’s outbound success (25:15), Re-working leads (33:57), and tracking SDR activities and results (39:30)

Sep 28, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes back David Mordzynski, Enterprise Marketing Strategist at Demandbase and (more importantly!) the first return guest on The Predictable Revenue Podcast.

David is making waves in the SDR world for his personalized method of prospecting based on info listed on prospects’ LinkedIn profiles. 

Throughout this pod, however, Collin and David turn their gaze away from pure sales practices to focus on productivity. To maximize his work day, David has designed a series of simple systems to ensure he focuses on the important stuff, and ensure nothing falls through the cracks. Highlights include: Leveraging Trello and The Eisenhower Matrix (4:37), The 80/20 Rule (8:24), David’s Systems (11:49), and How Cadences Fuel Productivity (23:49).

Sep 28, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes back David Mordzynski, Enterprise Marketing Strategist at Demandbase and (more importantly!) the first return guest on The Predictable Revenue Podcast.

David is making waves in the SDR world for his personalized method of prospecting based on info listed on prospects’ LinkedIn profiles. 

Throughout this pod, however, Collin and David turn their gaze away from pure sales practices to focus on productivity. To maximize his work day, David has designed a series of simple systems to ensure he focuses on the important stuff, and ensure nothing falls through the cracks. Highlights include: Leveraging Trello and The Eisenhower Matrix (4:37), The 80/20 Rule (8:24), David’s Systems (11:49), and How Cadences Fuel Productivity (23:49).

 

Sep 21, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Yousuf Khatib, Chief Business Officer at VanHack, a fast-growing staffing company placing senior tech talent in jobs around the world.

Yousuf, a fellow Canadian now based in Bucharest, has held C-Suite roles in consulting, sales and marketing teams in Canada and abroad.

Collin and Yousuf delve into a favourite topic amongst sales professionals – how to maximize ROI from attending conferences. Highlights include: How to choose a conference (2:55), getting attendee lists (6:03), pre-conference reachout (8:04), and some critical conference tips and tricks (24:40).

Sep 21, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Yousuf Khatib, Chief Business Officer at VanHack, a fast-growing staffing company placing senior tech talent in jobs around the world.

Yousuf, a fellow Canadian now based in Bucharest, has held C-Suite roles in consulting, sales and marketing teams in Canada and abroad.

Collin and Yousuf delve into a favourite topic amongst sales professionals – how to maximize ROI from attending conferences. Highlights include: How to choose a conference (2:55), getting attendee lists (6:03), pre-conference reachout (8:04), and some critical conference tips and tricks (24:40).

Sep 14, 2017

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Anthony Zhang, Head of Sales Development at Atlanta-based hull.

Anthony is a long-time business development professional and SDR leader – he was the first SDR at Pardot, the first hire at Salesloft (where he eventually went on to become the Director of Sales), and a veteran sales consultant and advisor. Anthony is a powerhouse.

Throughout the pod, Collin, Aaron and Anthony take a detailed look at Anthony’s tips and tricks on how to set up a successful sales development operation (also known as Anthony’s SDR pre-flight checklist). Highlights include: mapping out sales development and process (1:33), the dangers of tracking too much (11:41), executing your plan (23:00), and analysis vs. iteration (26:00).

Sep 14, 2017

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Anthony Zhang, Head of Sales Development at Atlanta-based hull.

Anthony is a long-time business development professional and SDR leader – he was the first SDR at Pardot, the first hire at Salesloft (where he eventually went on to become the Director of Sales), and a veteran sales consultant and advisor. Anthony is a powerhouse.

Throughout the pod, Collin, Aaron and Anthony take a detailed look at Anthony’s tips and tricks on how to set up a successful sales development operation (also known as Anthony’s SDR pre-flight checklist). Highlights include: mapping out sales development and process (1:33), the dangers of tracking too much (11:41), executing your plan (23:00), and analysis vs. iteration (26:00).

Sep 7, 2017

On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Phill Keene, the newly minted Director of Sales at Costello, a startup building an intelligent sales assistant, or “co-pilot” for sales reps.

Phill is making waves for his work helping sales teams hit quota and drive revenue ­– he’s been recognized as a “2017 Top 25 Most Influential Inside Sales Professional” by AA-ISP and a “Top 50 Sales Development Leaders You Should Know” by Engagio.

Throughout the pod, Collin, Aaron and Phill revisit something near and dear to Aaron’s heart: Predictable Revenue’s Mapping Calls methodology. Phill has been using, and evolving mapping calls with his team, and wanted to share his thoughts on the topic. Highlights include: the importance of calling high (2:51), asking for permission (6:13), getting the internal referral (15:30), and calling low (24:32).

 

Sep 7, 2017

On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Phill Keene, the newly minted Director of Sales at Costello, a startup building an intelligent sales assistant, or “co-pilot” for sales reps.

Phill is making waves for his work helping sales teams hit quota and drive revenue ­– he’s been recognized as a “2017 Top 25 Most Influential Inside Sales Professional” by AA-ISP and a “Top 50 Sales Development Leaders You Should Know” by Engagio. 

Throughout the pod, Collin, Aaron and Phill revisit something near and dear to Aaron’s heart: Predictable Revenue’s Mapping Calls methodology. Phill has been using, and evolving mapping calls with his team, and wanted to share his thoughts on the topic. Highlights include: the importance of calling high (2:51), asking for permission (6:13), getting the internal referral (15:30), and calling low (24:32).

 

Aug 31, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Franco Caporale, Head of Enterprise Marketing at Branch, a fast-growing San Francisco-based company revolutionizing linking infrastructure on mobile apps.

Franco is a veteran marketer and jack of all trades: he’s led large-scale demand generation programs, marketing automation departments, as well as account-based marketing and sales development teams in the Bay Area for years.

Collin and Franco traverse the overlapping worlds of sales and marketing throughout this wide-ranging pod – with a focus on how to align these intimately related, but often siloed departments. Highlights include: an extensive chat about Branch’s growing Thought Leadership dinner series (15:35), conference attendance and sponsorship (27:05), and resurrecting direct mail reach-outs (32:25).

Aug 31, 2017

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Franco Caporale, Head of Enterprise Marketing at Branch, a fast-growing San Francisco-based company revolutionizing linking infrastructure on mobile apps.

Franco is a veteran marketer and jack of all trades: he’s led large-scale demand generation programs, marketing automation departments, as well as account-based marketing and sales development teams in the Bay Area for years.

Collin and Franco traverse the overlapping worlds of sales and marketing throughout this wide-ranging pod – with a focus on how to align these intimately related, but often siloed departments. Highlights include: an extensive chat about Branch’s growing Thought Leadership dinner series (15:35), conference attendance and sponsorship (27:05), and resurrecting direct mail reach-outs (32:25).

Aug 24, 2017

On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome San Francisco-based product expert, sales guy, mentor, investor and analyst Pete Kazanjy.

Pete is a veteran entrepreneur and early stage go-to-market expert, with experience leading small and large sales teams, heading up product marketing teams and, of course, founding companies. Pete has done, and continues to do, it all.

Throughout the pod, Collin, Aaron and Pete take a detailed look at the importance of product management, and its critical influence on early stage sales growth. Highlights include: the importance of of knowing your ideal customer profile and selling value (8:23), developing a sales narrative (12:46), doing customer research (18:44), and understanding the stages along the way to sales maturity (22:00).

Aug 24, 2017

On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome San Francisco-based product expert, sales guy, mentor, investor and analyst Pete Kazanjy.

Pete is a veteran entrepreneur and early stage go-to-market expert, with experience leading small and large sales teams, heading up product marketing teams and, of course, founding companies. Pete has done, and continues to do, it all.

Throughout the pod, Collin, Aaron and Pete take a detailed look at the importance of product management, and its critical influence on early stage sales growth. Highlights include: the importance of of knowing your ideal customer profile and selling value (8:23), developing a sales narrative (12:46), doing customer research (18:44), and understanding the stages along the way to sales maturity (22:00).

Aug 17, 2017

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Darcie Da Silva, Manager of Sales and Business Development at eCompliance.com, a growing Toronto area software company improving on-the-job safety for some of the world’s largest companies.

Darcie is a veteran sales leader with a penchant for mentoring and challenging his reps – in  interesting ways.

Throughout the pod, Collin, Aaron and Darcie discuss eCompliance’s Blitz Days: the company’s monthly themed call days, where friendly teams of sales reps hit the phones all day to sign up prospects for their webinar series. Highlights include: themes of eCompliance’s Blitz Days (2:41), mini-competitions and the penalty box (9:18), Blitz Days’ impressive results (15:12), getting C-Suite buy-in for the events (26:00).

Aug 17, 2017

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Darcie Da Silva, Manager of Sales and Business Development at eCompliance.com, a growing Toronto area software company improving on-the-job safety for some of the world’s largest companies.

Darcie is a veteran sales leader with a penchant for mentoring and challenging his reps – in  interesting ways.

Throughout the pod, Collin, Aaron and Darcie discuss eCompliance’s Blitz Days: the company’s monthly themed call days, where friendly teams of sales reps hit the phones all day to sign up prospects for their webinar series. Highlights include: themes of eCompliance’s Blitz Days (2:41), mini-competitions and the penalty box (9:18), Blitz Days’ impressive results (15:12), getting C-Suite buy-in for the events (26:00).

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