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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: 2018
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).

Oct 31, 2018

On this edition of a live Predictable Revenue Podcast, co-host Collin Stewart welcomes Max Altschuler, CEO, and Founder of Sales Hacker and Vice President of Marketing at Outreach.

If you’ve been working sales over the past few years, you’ve come across Max and his work. In addition to leading marketing at Outreach, Max is the founder and CEO of Sales Hacker, Author and podcast host of Career Hacking, and co-founder and chief evangelist of SUTRA, a healthy coffee alternative. 

We told you – Max is everywhere.

Throughout the pod, Collin and Max dive deep into sales process, and the intricacies of buyer psychology. Highlights include: bringing order to sales chaos (6:10), layering in sales technology (11:05), incorporating buyer psychology in your sales process (14:25), the ins and outs of customer development interviews (19:15), and building effective relationships with prospects (39:18).

Oct 24, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Radoccia, Marketing and Business Development Lead at Big Health.

For the past 3 years, Mike has been leading the growth team at Big Health, where he raises awareness around the importance and challenges of improving employee mental health with some of North America’s largest companies.  

Throughout the pod, Collin and Mike examine how Big Health leverages the complimentary skills of marketing and sales development to break into Fortune 500 companies and further their mission of helping millions get back to good mental health.

Highlights include: how much sleep Mike gets every night (8:52), Mike’s role at Big Health (14:16), how Big Health focuses on the right accounts (21:05), Big Health’s account segmentation (33:50), the direct mail renaissance (37:27), and Big Health’s micro-events (57:56).



Oct 17, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Joey Maller, Google Cloud Sales Manager at UpCurve Cloud.

Joey is a self-proclaimed G-Suite expert, and a veteran of leading remote sales teams.

Throughout the pod, Collin and Joey traverse the nuanced world of remote work: why it works, where it can go wrong, and how to keep it interesting. Highlights include: why a company should consider adopting a remote sales model (7:09), when remote work doesn’t make sense (10:30), how to stay in touch and organized (12:10), keeping it fun (32:22), potential pitfalls (39:27), and cold call Collin (49:29).



Oct 17, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Joey Maller, Google Cloud Sales Manager at UpCurve Cloud.

Joey is a self-proclaimed G-Suite expert, and a veteran of leading remote sales teams.

Throughout the pod, Collin and Joey traverse the nuanced world of remote work: why it works, where it can go wrong, and how to keep it interesting. Highlights include: why a company should consider adopting a remote sales model (7:09), when remote work doesn’t make sense (10:30), how to stay in touch and organized (12:10), keeping it fun (32:22), potential pitfalls (39:27), and cold call Collin (49:29).



Oct 10, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Bill Binch, Chief Revenue Officer at fast-growing product cloud provider Pendo.

Over the course of his career, Bill has led global sales teams at vertical defining companies such as Marketo, and advised a host of startups across the United States.

Throughout the pod, Collin and Bill examine a critical component of every successful sales team: how to hire high-performing reps. Highlights include: The perils of a ‘phoned-in’ hiring process (1:52), profiling your candidates (6:08), developing a thorough interview process (14:42), making objective decisions on your candidates (18:54), closing the interview process (33:07), and cold call Collin (54:15).

 

Oct 10, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Bill Binch, Chief Revenue Officer at fast-growing product cloud provider Pendo.

Over the course of his career, Bill has led global sales teams at vertical defining companies such as Marketo, and advised a host of startups across the United States.

Throughout the pod, Collin and Bill examine a critical component of every successful sales team: how to hire high-performing reps. Highlights include: The perils of a ‘phoned-in’ hiring process (1:52), profiling your candidates (6:08), developing a thorough interview process (14:42), making objective decisions on your candidates (18:54), closing the interview process (33:07), and cold call Collin (54:15).



Oct 3, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Patrick Campbell, CEO of Boston-based business intelligence firm ProfitWell.

Like every technology entrepreneur Patrick, has a background in econometrics and math (we kid, we kid). Before establishing ProfitWell, Patrick worked in the intelligence community in Washington D.C., and did economic modelling for Google. You know, just a couple of obscure organizations. No big deal. 

Throughout the pod, Collin and Patrick do a deep dive into the complex, fluid, and, ultimately, critical world of price determination. Highlights include: Patrick’s background (4:10), the impact of pricing (9:54), persona pricing fit (15:30), key pricing information for salespeople (18:00), the difference between good and bad salespeople (22:46), value metrics (35:25), why salespeople aren’t more involved in pricing (38:39), and cold call Collin (50:18).

Sep 26, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Matt Millen, Senior Vice President of Revenue at Outreach.

If it’s possible to sales in your DNA, than Matt has it. He’s led sales team for some of the world’s most well-known corporations – including T-Mobile and world famous life coach Tony Robbins. Oh, and he’s also raced cars. Professionally.   

Throughout the pod, Collin and Matt talk about leadership philosophy and how to hire positive, determined, and high-producing salespeople. Highlights include: Matt’s leadership philosophy (3:59), the SAM model (8:29), finding people with a winning mindset (22:52), maintaining positive mindset (34:06), cultivating youthful energy (37:00), and cold call Collin (41:30).

Sep 26, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Matt Millen, Senior Vice President of Revenue at Outreach.

If it’s possible to sales in your DNA, than Matt has it. He’s led sales team for some of the world’s most well-known corporations – including T-Mobile and world famous life coach Tony Robbins. Oh, and he’s also raced cars. Professionally.   

Throughout the pod, Collin and Matt talk about leadership philosophy and how to hire positive, determined, and high-producing salespeople. Highlights include: Matt’s leadership philosophy (3:59), the SAM model (8:29), finding people with a winning mindset (22:52), maintaining positive mindset (34:06), cultivating youthful energy (37:00), and cold call Collin (41:30).

Sep 19, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes author, consultant, sales guru, co-CEO, father of 9, and...co-host of The Predictable Revenue Podcast, Aaron Ross.

You may have heard of him.

Throughout the pod, Collin and discuss the realities of building an outbound sales team. Highlights include: how long it takes to build an SDR team (5:10), avoiding a “reactive” sales culture (15:45), the perils of mixing inbound and outbound (17:05), setting realistic timelines for outbound results (26:10),  the importance of auditing your opportunities (39:16).

Sep 19, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes author, consultant, sales guru, co-CEO, father of 9, and...co-host of The Predictable Revenue Podcast, Aaron Ross.

You may have heard of him.

Throughout the pod, Collin and discuss the realities of building an outbound sales team. Highlights include: how long it takes to build an SDR team (5:10), avoiding a “reactive” sales culture (15:45), the perils of mixing inbound and outbound (17:05), setting realistic timelines for outbound results (26:10),  the importance of auditing your opportunities (39:16).

Sep 5, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sujan Patel, co-founder of email outreach platform Mailshake.

Entrepreneurship is in Sujan’s DNA: he’s founded digital agencies, run marketing departments in established companies, and is currently leading five different startups in the sales and marketing space. You read that right – five companies. 

Throughout the pod, Collin and Sujan host a masterclass on the art of sending cold emails. If you’re a prospector, or lead a team of prospectors, this one is definitely for you. Highlights include: the right strategy for cold outreach (7:10), including the right amount of personalization (16:18), the importance of deliverability (30:05), the effectiveness of LinkedIn Sales Navigator (38:20), and how to craft a great subject line (48:05).

Sep 5, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sujan Patel, co-founder of email outreach platform Mailshake.

Entrepreneurship is in Sujan’s DNA: he’s founded digital agencies, run marketing departments in established companies, and is currently leading five different startups in the sales and marketing space. You read that right – five companies. 

Throughout the pod, Collin and Sujan host a masterclass on the art of sending cold emails. If you’re a prospector, or lead a team of prospectors, this one is definitely for you. Highlights include: the right strategy for cold outreach (7:10), including the right amount of personalization (16:18), the importance of deliverability (30:05), the effectiveness of LinkedIn Sales Navigator (38:20), and how to craft a great subject line (48:05).

Aug 29, 2018

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Drift CEO David Cancel.

What hasn’t David done in the tech world? He’s founded five companies, executed numerous successful exits, and held a C-level position at one of best known tech startups in history. #resumegoals   

Throughout the pod, Collin, Aaron, and David take turns reading the tea leaves and offer their thoughts on the future of sales (and take a trip down memory lane, too!). Highlights include: David and Aaron’s history in sales (1:32), the product qualified lead (7:07), the evolving compositions of sales teams (10:34), creating a personal connection (15:04), the importance of the SDR (21:54), Drift’s use of bots (28:48), and the aspects of sales that won’t change (49:58).

Aug 29, 2018

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Drift CEO David Cancel.

What hasn’t David done in the tech world? He’s founded five companies, executed numerous successful exits, and held a C-level position at one of best-known tech startups in history. #resumegoals   

Throughout the pod, Collin, Aaron, and David take turns reading the tea leaves and offer their thoughts on the future of sales (and take a trip down memory lane, too!). Highlights include: David and Aaron’s history in sales (1:32), the product qualified lead (7:07), the evolving compositions of sales teams (10:34), creating a personal connection (15:04), the importance of the SDR (21:54), Drift’s use of bots (28:48), and the aspects of sales that won’t change (49:58).

Aug 22, 2018

 

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Lars Nilsson, CEO of renowned Bay Area sales consultancy SalesSource.

Lars has been involved in the world of sales development for more than 20 years. He’s held senior leadership positions at enterprise organization such as Cloudera, as well as numerous other San Francisco startups. 

Throughout the pod, Collin, Aaron, and Lars chart the history, and discuss the future, of prospecting. This is Sales Development 101. Highlights include: how Lars got the middle name SDR (27:04), whether account-based sales has change the definitions of inbound vs. outbound (33:29), the role of Artificial Intelligence in sales development (40:29), whether moving from inbound to outbound requires a culture shift (106:53), and the importance of getting a seat at the table (1:11:02).

 

Aug 22, 2018

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Lars Nilsson, CEO of renowned Bay Area sales consultancy SalesSource.

Lars has been involved in the world of sales development for more than 20 years. He’s held senior leadership positions at enterprise organization such as Cloudera, as well as numerous other San Francisco startups. 

Throughout the pod, Collin, Aaron, and Lars chart the history, and discuss the future, of prospecting. This is Sales Development 101. Highlights include: how Lars got the middle name SDR (27:04), whether account-based sales has change the definitions of inbound vs. outbound (33:29), the role of Artificial Intelligence in sales development (40:29), whether moving from inbound to outbound requires a culture shift (106:53), and the importance of getting a seat at the table (1:11:02).

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).

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