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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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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).

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).

May 24, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Fiascone, Senior Director of Sales Productivity at a renowned international business software firm, DocuSign.

Mike is an accomplished salesman and experienced sales mentor and trainer. We could recite his very impressive resume (Presidents’ Club winner 5 out of the past 6 years), but it’s his focus on mindfulness that takes centre stage in this chat.

Throughout the pod, Collin and Mike discuss tips and tricks to reduce stress in the always-busy, routinely stressful, and consistently surprising world of sales. Highlights include: Mike’s formula for creating superhuman sales reps (3:20), choosing your mindset (6:37), how to train ambition (17:28), mindfulness training with an international sales workforce (40:56).

May 24, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Fiascone, Senior Director of Sales Productivity at a renowned international business software firm, DocuSign.

Mike is an accomplished salesman and experienced sales mentor and trainer. We could recite his very impressive resume (Presidents’ Club winner 5 out of the past 6 years), but it’s his focus on mindfulness that takes centre stage in this chat.

Throughout the pod, Collin and Mike discuss tips and tricks to reduce stress in the always-busy, routinely stressful, and consistently surprising world of sales. Highlights include: Mike’s formula for creating superhuman sales reps (3:20), choosing your mindset (6:37), how to train ambition (17:28), mindfulness training with an international sales workforce (40:56).

May 17, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Gabriel Moncayo, Chief Executive Officer and Co-Founder of Always Hired, a San Francisco-based firm offering immersive sales training for those looking to break into tech sales.

Senior Sales Executive, Advisor, Head of Sales, Founder, CEO – Gabriel has seen, and led, a few growth teams in his day. Oh, and now he mentors those looking to break into the business. 

Throughout the pod, Collin and Gabriel take a tour through the world of sales tactics; specifically how to tailor your playbook to each market you sell to. Highlights include: defining different markets (5:19), tailoring tactics (12:03), understanding different decision makers (25:10), and tackling the enterprise (26:28).

May 17, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Gabriel Moncayo, Chief Executive Officer and Co-Founder of Always Hired, a San Francisco-based firm offering immersive sales training for those looking to break into tech sales.

Senior Sales Executive, Advisor, Head of Sales, Founder, CEO – Gabriel has seen, and led, a few growth teams in his day. Oh, and now he mentors those looking to break into the business. 

Throughout the pod, Collin and Gabriel take a tour through the world of sales tactics; specifically how to tailor your playbook to each market you sell to. Highlights include: defining different markets (5:19), tailoring tactics (12:03), understanding different decision makers (25:10), and tackling the enterprise (26:28).

May 10, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Gerrard, Director of Sales at fast-growing, Seattle-based sales engagement platform Outreach.

Throughout his career, Brian’s sold everything (and we mean everything) – mortgages, magazines, social media tools, and sales software. And navigating that varied career landscape has taught him a thing or two about how to pick a job.

Throughout the pod, Collin and Brain do a deep dive on that very topic: how to properly evaluate a sales job before you take, or reject, it. Highlights include: Brian’s journey into sales (7:04), assessing new sales opportunities (11:57), evaluating product (16:44), evaluating a boss (21:03), evaluating market potential (30:28), and evaluating company vision (38:02). 

May 10, 2018

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Gerrard, Director of Sales at fast-growing, Seattle-based sales engagement platform Outreach.

Throughout his career, Brian’s sold everything (and we mean everything) – mortgages, magazines, social media tools, and sales software. And navigating that varied career landscape has taught him a thing or two about how to pick a job.

Throughout the pod, Collin and Brain do a deep dive on that very topic: how to properly evaluate a sales job before you take, or reject, it. Highlights include: Brian’s journey into sales (7:04), assessing new sales opportunities (11:57), evaluating product (16:44), evaluating a boss (21:03), evaluating market potential (30:28), and evaluating company vision (38:02). 

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).

 

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).

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