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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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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).

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).



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