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Collin Cadmus PodcastIs Predictable Revenue Dead w/ Collin Stewart, CEO at Predictable RevenueHello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Collin Stewart.
Collin started his career in 2008 in equipment sales and marketing for 4 years before co-founding his first company VoltageCRM, followed by co-founding his second company Carburetor, where they helped companies build their outbound sales teams based on the Cold Calling 2.0 framework from Aaron Ross’ Predictable Revenue book. In 2014 Carburator merged with Predictable Revenue, leading Collin to his most recent and current venture where he serves today and for the last decade as CEO of Predictable Revenue.
Five years ago I had...2025-04-231h 38
The Predictable Revenue Podcast384: Podcasts as a Growth Channel with Dr. Jeremy WeiszCollin Stewart almost canceled this episode. Not because the guest wasn’t great, he was. Dr. Jeremy Weisz, co-founder of Rise 25, helped Collin get his podcast off the ground years ago. No, Collin hesitated because the strategy they were about to talk about… was working too well. “I don’t want everyone else to start doing this,” Collin admitted. “It’s working so well right now, I almost didn’t want to share it.” So, what is this strategy? Podcasting. But not in the way you think. Highlights include...2025-04-1049 minThe Predictable Revenue Podcast384: Podcasts as a Growth Channel with Dr. Jeremy WeiszCollin Stewart almost canceled this episode. Not because the guest wasn’t great, he was. Dr. Jeremy Weisz, co-founder of Rise 25, helped Collin get his podcast off the ground years ago. No, Collin hesitated because the strategy they were about to talk about… was working too well. “I don’t want everyone else to start doing this,” Collin admitted. “It’s working so well right now, I almost didn’t want to share it.” So, what is this strategy? Podcasting. But not in the way you think. Highlights include...2025-04-1049 min
The Predictable Revenue Podcast333: Collin Stewart’s Favorite Things From 2023This time, Collin's venturing solo brings you a special episode where he dives into his top tool picks from 2023. The year was a remarkable journey, filled with experimentation and embracing new methodologies that significantly impacted our sales and marketing approach. Let's explore the essential tools that made a mark: Apollo, Clay, ChatGPT, and Orum. Highlights include: The Biggest Risk Predictable Revenue Took in 2023 (01:45), What is Clay? (9:40), Do I Need to Explain Why I Love GPT? (16:55), What We Love about Orum! (18:50), and more... Are you looking to create repeatable, scalable, and predictable revenue? W...2024-02-0821 minThe Predictable Revenue Podcast333: Collin Stewart’s Favorite Things From 2023This time, Collin's venturing solo brings you a special episode where he dives into his top tool picks from 2023. The year was a remarkable journey, filled with experimentation and embracing new methodologies that significantly impacted our sales and marketing approach. Let's explore the essential tools that made a mark: Apollo, Clay, ChatGPT, and Orum. Highlights include: The Biggest Risk Predictable Revenue Took in 2023 (01:45), What is Clay? (9:40), Do I Need to Explain Why I Love GPT? (16:55), What We Love about Orum! (18:50), and more... Are you looking to create repeatable, scalable, and predictable revenue? W...2024-02-0821 min
The Predictable Revenue Podcast321: Creating Content and Finding Leads Using AI with Dave AlbanoIn this episode, our host, Collin Stewart, sits down with Dave Albano, a fractional CMO with a knack for leveraging AI in the sales and marketing landscape. Collin was particularly impressed by Dave's "super prompt," a specialized AI prompt that has significantly improved the quality of Collin's own AI-generated content. If you've ever wondered about the real-world applications of AI in sales and marketing, this episode is your go-to resource. Highlights include: Why and When to Use AI? (6:06), AI for Business and Personal Productivity (13:19), Dave's Highlights of Using AI (26:25), How to Find Leads Using AI (35:39), a...2023-11-0249 minThe Predictable Revenue Podcast321: Creating Content and Finding Leads Using AI with Dave AlbanoIn this episode, our host, Collin Stewart, sits down with Dave Albano, a fractional CMO with a knack for leveraging AI in the sales and marketing landscape. Collin was particularly impressed by Dave's "super prompt," a specialized AI prompt that has significantly improved the quality of Collin's own AI-generated content. If you've ever wondered about the real-world applications of AI in sales and marketing, this episode is your go-to resource. Highlights include: Why and When to Use AI? (6:06), AI for Business and Personal Productivity (13:19), Dave's Highlights of Using AI (26:25), How to Find Leads Using AI (35:39), a...2023-11-0249 min
The Predictable Revenue Podcast271: How to Turn 100 LinkedIn Profiles Into 10 Meetings (Replay)On this edition of The Predictable Revenue Podcast we are doing a replay from our podcast episode 144, co-host Collin Stewart welcomes Tom Abbott, Founder of SOCO Sales Training. Tom is a veteran sales trainer, working with a host of renowned, international clients. If you need to step your sales game up, Tom is your man. Throughout the pod, Collin and Tom discuss how Tom sources and closes leads on every salesperson’s favorite social media site, LinkedIn. Highlights include: Tom’s journey (14:09), Why LinkedIn? And how do you get started? (16:54), Sharing great content (23:10), the importance of S...2022-10-271h 01The Predictable Revenue Podcast271: How to Turn 100 LinkedIn Profiles Into 10 Meetings (Replay)On this edition of The Predictable Revenue Podcast we are doing a replay from our podcast episode 144, co-host Collin Stewart welcomes Tom Abbott, Founder of SOCO Sales Training. Tom is a veteran sales trainer, working with a host of renowned, international clients. If you need to step your sales game up, Tom is your man. Throughout the pod, Collin and Tom discuss how Tom sources and closes leads on every salesperson’s favorite social media site, LinkedIn. Highlights include: Tom’s journey (14:09), Why LinkedIn? And how do you get started? (16:54), Sharing great content (23:10), the importance of S...2022-10-271h 01
The Predictable Revenue Podcast200: We’re 200 Episodes Old!Collin Stewart and Sarah Hicks look back on 200 episodes of the Predictable Revenue podcast in this special bicentennial episode. Collin and Sarah retrace the journey from the very first episode Collin recorded on May 4, 2017, with guest Zach Barney, to Sarah taking over as primary host and ghostwriter, to today. They share clips from and recount their memories of the top 3 most viewed episodes (hosted by Collin with guests David Mordzynski, Tom Abbott, and a very green Sarah Hicks) and the 2 episodes that had the biggest impact on each of the hosts respectively (with guests Jaimie Buss and C...2021-05-271h 23The Predictable Revenue Podcast200: We’re 200 Episodes Old!Collin Stewart and Sarah Hicks look back on 200 episodes of the Predictable Revenue podcast in this special bicentennial episode. Collin and Sarah retrace the journey from the very first episode Collin recorded on May 4, 2017, with guest Zach Barney, to Sarah taking over as primary host and ghostwriter, to today. They share clips from and recount their memories of the top 3 most viewed episodes (hosted by Collin with guests David Mordzynski, Tom Abbott, and a very green Sarah Hicks) and the 2 episodes that had the biggest impact on each of the hosts respectively (with guests Jaimie Buss and C...2021-05-271h 23
The Predictable Revenue Podcast158: Deliverability 101: Make sure your sales emails don’t end up in the Spam folder with Michael MaximoffOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Maximoff, Co-Founder of Folderly. Michael is an entrepreneur, as well as a sales and marketing consultant, with expertise in email deliverability. Throughout the pod, Collin and Michael discuss the always-critical topic of email deliverability. For those of you that rely on emails as, at least one part of your outreach strategy, you don’t want to miss this discussion. Highlights include: deliverability basics (2:54), the importance of email ‘warming-up’ (11:31), email providers (16:35), email content (21:26), what happens when you send an email? (28:41), common mistake...2020-07-1641 minThe Predictable Revenue Podcast158: Deliverability 101: Make sure your sales emails don’t end up in the Spam folder with Michael MaximoffOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Maximoff, Co-Founder of Folderly. Michael is an entrepreneur, as well as a sales and marketing consultant, with expertise in email deliverability. Throughout the pod, Collin and Michael discuss the always-critical topic of email deliverability. For those of you that rely on emails as, at least one part of your outreach strategy, you don’t want to miss this discussion. Highlights include: deliverability basics (2:54), the importance of email ‘warming-up’ (11:31), email providers (16:35), email content (21:26), what happens when you send an email? (28:41), common mistake...2020-07-1641 min
The Predictable Revenue Podcast157: How to create an enablement team and prove its return on investment with Irina SorianoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Irina Soriano, Head of Enablement at Seismic. Irina is a veteran sales and enablement leader: she’s been a quote-carrying rep, sales manager, and led sales operations teams at large organizations. She’s juggled the tactical and procedural, and knows how to make a sales org run. Throughout the pod, Collin and Irina discuss the ins and outs of building a sales enablement team – from building an enablement org from scratch, to refining processes, to expanding enablement when the time is right. Highlights includ...2020-07-0939 minThe Predictable Revenue Podcast157: How to create an enablement team and prove its return on investment with Irina SorianoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Irina Soriano, Head of Enablement at Seismic. Irina is a veteran sales and enablement leader: she’s been a quote-carrying rep, sales manager, and led sales operations teams at large organizations. She’s juggled the tactical and procedural, and knows how to make a sales org run. Throughout the pod, Collin and Irina discuss the ins and outs of building a sales enablement team – from building an enablement org from scratch, to refining processes, to expanding enablement when the time is right. Highlights includ...2020-07-0939 min
The Predictable Revenue Podcast155: Managing up as an individual contributor on a remote teamOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Renee Safrata, CEO of Vivo Team. Renee is a renowned keynote speaker, leadership expert, and entrepreneur with decades of experience leading high-performing teams. Throughout the pod, Collin and Renee discuss how to empower teams – both individual contributors and managers – to navigate a remote work environment. Highlights include: Why should we be thinking of managing up? (7:04), managing up effectively (12:03), what doesn’t work in a remote landscape (16:34), the importance of not getting lazy (18:40), staying cohesive as a team (25:15), emotional intelligence (35:02), results and accountability in a remot...2020-06-2656 minThe Predictable Revenue Podcast155: Managing up as an individual contributor on a remote teamOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Renee Safrata, CEO of Vivo Team. Renee is a renowned keynote speaker, leadership expert, and entrepreneur with decades of experience leading high-performing teams. Throughout the pod, Collin and Renee discuss how to empower teams – both individual contributors and managers – to navigate a remote work environment. Highlights include: Why should we be thinking of managing up? (7:04), managing up effectively (12:03), what doesn’t work in a remote landscape (16:34), the importance of not getting lazy (18:40), staying cohesive as a team (25:15), emotional intelligence (35:02), results and accountability in a remot...2020-06-2656 min
The Predictable Revenue Podcast153: How Dooly executes a product-led sales framework with CEO Kris HartvigsenOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kris Hartvigsen, CEO and Founder of Dooly. Kris is a veteran sales professional and company leader: before founding Dooly 5 years ago, he provided strategic leadership and consulting to a host of top-tier tech firms, as well as held numerous leadership positions at Vision Critical. Throughout the pod, Collin and Kris discuss an important evolution in sales – how to execute a product-led sales framework. Highlights include: What is product-led sales? (6:23), how Dooly became a product-led organization (8:23), Dooly as a lead magnet (12:16), evolving traditional sales (14:22), the pr...2020-05-2839 minThe Predictable Revenue Podcast153: How Dooly executes a product-led sales framework with CEO Kris HartvigsenOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kris Hartvigsen, CEO and Founder of Dooly. Kris is a veteran sales professional and company leader: before founding Dooly 5 years ago, he provided strategic leadership and consulting to a host of top-tier tech firms, as well as held numerous leadership positions at Vision Critical. Throughout the pod, Collin and Kris discuss an important evolution in sales – how to execute a product-led sales framework. Highlights include: What is product-led sales? (6:23), how Dooly became a product-led organization (8:23), Dooly as a lead magnet (12:16), evolving traditional sales (14:22), the pr...2020-05-2839 min
The Predictable Revenue Podcast152: Effective tips for people in non-traditional sales roles with Chris SpurveyOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Spurvey, entrepreneur, author, speaker, and founder of Chris Spurvey Sales Growth Consulting. Chris has been leading sales, in one for or another, his entire career: from a burgeoning design startup in college, to a sizable IT consulting firm, and, finally, at KPMG. Throughout the pod, Collin and Chris discuss how to build and evolve critical sales skills for those who never thought they’d be salespeople. Highlights include: Chris’ journey (5:55), the importance of a positive mindset in sales (13:55), re-framing sales (18:38), The Ladde...2020-05-1448 minThe Predictable Revenue Podcast152: Effective tips for people in non-traditional sales roles with Chris SpurveyOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Spurvey, entrepreneur, author, speaker, and founder of Chris Spurvey Sales Growth Consulting. Chris has been leading sales, in one for or another, his entire career: from a burgeoning design startup in college, to a sizable IT consulting firm, and, finally, at KPMG. Throughout the pod, Collin and Chris discuss how to build and evolve critical sales skills for those who never thought they’d be salespeople. Highlights include: Chris’ journey (5:55), the importance of a positive mindset in sales (13:55), re-framing sales (18:38), The Ladde...2020-05-1448 min
The Predictable Revenue Podcast151: Updating the hunter-farmer sales model for today’s nuanced sales landscape with Sean O’ShaughnesseyOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean O’Shaughnessey, Chief Revenue Officer and VP of Sales at Agile Stacks. Sean is an accomplished veteran sales leader – more than three decades worth of experience – and published author of Eliminate Your Competition: A Trapper’s Guide to Increasing Your Commission. Throughout the pod, Collin and Sean discuss how to update the traditional hunter-farmer sales model to better reflect the responsibilities of today’s sales professional. Highlights include: the problem with the hunter-farmer sales model (3:18), specializing sales roles (20:11), what does a good trapper do...2020-05-0749 minThe Predictable Revenue Podcast151: Updating the hunter-farmer sales model for today’s nuanced sales landscape with Sean O’ShaughnesseyOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean O’Shaughnessey, Chief Revenue Officer and VP of Sales at Agile Stacks. Sean is an accomplished veteran sales leader – more than three decades worth of experience – and published author of Eliminate Your Competition: A Trapper’s Guide to Increasing Your Commission. Throughout the pod, Collin and Sean discuss how to update the traditional hunter-farmer sales model to better reflect the responsibilities of today’s sales professional. Highlights include: the problem with the hunter-farmer sales model (3:18), specializing sales roles (20:11), what does a good trapper do...2020-05-0749 min
The Predictable Revenue Podcast148: How to adjust outbound sales to this challenging professional climate with Jason BayOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jason Bay, Co-Founder and Chief Revenue Officer of Blissful Prospecting. Jason is an outbound sales and messaging expert – with a keen focus on how to infuse empathy and genuine care in your messaging. Throughout the pod, Collin and Jason discuss how outbound fits (and can work!) in the current social and professional climate. Highlights include: Jason’s story (11:59), what does outbound look like today? (13:46), identify, engage, and convert (23:13), The REPLY method (37:55), using the right channels (52:04), and cold call Collin (56:51). Showno...2020-04-2452 minThe Predictable Revenue Podcast148: How to adjust outbound sales to this challenging professional climate with Jason BayOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jason Bay, Co-Founder and Chief Revenue Officer of Blissful Prospecting. Jason is an outbound sales and messaging expert – with a keen focus on how to infuse empathy and genuine care in your messaging. Throughout the pod, Collin and Jason discuss how outbound fits (and can work!) in the current social and professional climate. Highlights include: Jason’s story (11:59), what does outbound look like today? (13:46), identify, engage, and convert (23:13), The REPLY method (37:55), using the right channels (52:04), and cold call Collin (56:51). Showno...2020-04-2452 min
The Predictable Revenue Podcast146: How to avoid building a big sales infrastructure and still grow your company with Jennifer PeekOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jennifer Peek, Founder and CEO of Peek Advisory Group. Jennifer is a veteran business leader, consultant, and finance professional, specializing in financial M&A advisory, due diligence, business valuation, and concierge CFO services. Throughout the pod, Collin and Jennifer discuss how to grow a company without growing a massive sales team (hint: it can be done!). Highlights include: Jennifer’s sales process (2:13), finding partners (6:49), the importance of nurturing leads (12:05), earning the sale (18:46), does building a relationship improve the speed of the sal...2020-04-0335 minThe Predictable Revenue Podcast146: How to avoid building a big sales infrastructure and still grow your company with Jennifer PeekOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jennifer Peek, Founder and CEO of Peek Advisory Group. Jennifer is a veteran business leader, consultant, and finance professional, specializing in financial M&A advisory, due diligence, business valuation, and concierge CFO services. Throughout the pod, Collin and Jennifer discuss how to grow a company without growing a massive sales team (hint: it can be done!). Highlights include: Jennifer’s sales process (2:13), finding partners (6:49), the importance of nurturing leads (12:05), earning the sale (18:46), does building a relationship improve the speed of the sal...2020-04-0335 min
The Predictable Revenue Podcast144: How to turn 100 LinkedIn profiles into 10 meetings with SOCO Sales Training’s Tom AbbottOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Tom Abbott, Founder of SOCO Sales Training. Tom is a veteran sales trainer, working with a host of renowned, international clients. If you need to step your sales game up, Tom is your man. Throughout the pod, Collin and Tom discuss how Tom sources and closes leads on every salesperson’s favorite social media site, LinkedIn. Highlights include: Tom’s journey (14:09), Why LinkedIn? And how do you get started? (16:54), Sharing great content (23:10), the importance of Sales Navigator (27:25), booking the meeting (47:58), the sales lightning roun...2020-03-1959 minThe Predictable Revenue Podcast144: How to turn 100 LinkedIn profiles into 10 meetings with SOCO Sales Training’s Tom AbbottOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Tom Abbott, Founder of SOCO Sales Training. Tom is a veteran sales trainer, working with a host of renowned, international clients. If you need to step your sales game up, Tom is your man. Throughout the pod, Collin and Tom discuss how Tom sources and closes leads on every salesperson’s favorite social media site, LinkedIn. Highlights include: Tom’s journey (14:09), Why LinkedIn? And how do you get started? (16:54), Sharing great content (23:10), the importance of Sales Navigator (27:25), booking the meeting (47:58), the sales lightning roun...2020-03-1959 min
The Predictable Revenue Podcast142: The rise of the anti-metrics sales leader with Joshua DeshaOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Joshua Desha, veteran sales leader, consultant, coach, mentor, and entrepreneur. Joshua has done it all in sales: he grew his own insurance company for 10 years, lead large-scale sales teams, and has spoken extensively about his thoughts on sales best practices. Throughout the pod, Collin and Joshua the perils – and downright negatives – of having a metrics-driven sales organization. Highlights include: why are metrics the root of all evil? (2:23), promoting bad sales behaviour (6:06), how do we humanize running our sales teams? (24:51), what does a compa...2020-03-0558 minThe Predictable Revenue Podcast142: The rise of the anti-metrics sales leader with Joshua DeshaOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Joshua Desha, veteran sales leader, consultant, coach, mentor, and entrepreneur. Joshua has done it all in sales: he grew his own insurance company for 10 years, lead large-scale sales teams, and has spoken extensively about his thoughts on sales best practices. Throughout the pod, Collin and Joshua the perils – and downright negatives – of having a metrics-driven sales organization. Highlights include: why are metrics the root of all evil? (2:23), promoting bad sales behaviour (6:06), how do we humanize running our sales teams? (24:51), what does a compa...2020-03-0558 min
The Predictable Revenue Podcast141: Webinar- Leading from the front: How Zendesk’s Jamie Buss trains and transforms leadersCollin Stewart and Jamie Buss, VP of North American Sales at Zendesk. On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes back Jamie Buss, VP of North American Sales at Zendesk. Jaimie is a veteran sales leader. She has held high-profile leadership roles at Zendesk to CORAID to Meraki to Andreesen Horowitz. Throughout the pod, Collin and Jamie discuss leadership: how to inspire leaders, transition reps into managers, and what mistakes to avoid. Highlights include: Why cultivate sales talent in your organization? (2:36), The Rising Stars program (4:37), the six m...2020-02-271h 27The Predictable Revenue Podcast141: Webinar- Leading from the front: How Zendesk’s Jamie Buss trains and transforms leadersCollin Stewart and Jamie Buss, VP of North American Sales at Zendesk. On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes back Jamie Buss, VP of North American Sales at Zendesk. Jaimie is a veteran sales leader. She has held high-profile leadership roles at Zendesk to CORAID to Meraki to Andreesen Horowitz. Throughout the pod, Collin and Jamie discuss leadership: how to inspire leaders, transition reps into managers, and what mistakes to avoid. Highlights include: Why cultivate sales talent in your organization? (2:36), The Rising Stars program (4:37), the six m...2020-02-271h 27
The Predictable Revenue Podcast137: How do you turn coffee meetings into dollars? Sales expert Fabien Pataud shares his secretsOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Fabien Pataud, Sales and Profit Coach at Pataud Consulting – Million Dollar Converter. Fabien is a tried-and-true salesperson and entrepreneur – before running his own company and consultancy he was a leader in the real estate and construction industries in Australia. Throughout the pod, Collin and Fabien discuss how to turn those always popular coffee requests into pipeline. Highlights include: Fabien’s journey and how he figured this out (5:38), what changed for Fabien? (9:35), why should someone consider this method? (14:54), how much revenue did this ch...2020-01-301h 07The Predictable Revenue Podcast137: How do you turn coffee meetings into dollars? Sales expert Fabien Pataud shares his secretsOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Fabien Pataud, Sales and Profit Coach at Pataud Consulting – Million Dollar Converter. Fabien is a tried-and-true salesperson and entrepreneur – before running his own company and consultancy he was a leader in the real estate and construction industries in Australia. Throughout the pod, Collin and Fabien discuss how to turn those always popular coffee requests into pipeline. Highlights include: Fabien’s journey and how he figured this out (5:38), what changed for Fabien? (9:35), why should someone consider this method? (14:54), how much revenue did this ch...2020-01-301h 07
The Predictable Revenue Podcast135: How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah HicksOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Hicks, Senior Sales Development Representative at Predictable Revenue. Sarah is a top saleswoman who relies on her creativity and knowledge to establish new norms that quickly become the new standard. She has hit 130% of her quota for the last couple of months and is absolutely crushing it. Throughout the pod, Collin and Sarah discuss Becc Holland’s personalization at scale approach, and how Sarah reverse-engineered it to fit her own method. Highlights include: finding thought leaders on LinkedIn, using high engagement activity to g...2020-01-1634 minThe Predictable Revenue Podcast135: How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah HicksOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Hicks, Senior Sales Development Representative at Predictable Revenue. Sarah is a top saleswoman who relies on her creativity and knowledge to establish new norms that quickly become the new standard. She has hit 130% of her quota for the last couple of months and is absolutely crushing it. Throughout the pod, Collin and Sarah discuss Becc Holland’s personalization at scale approach, and how Sarah reverse-engineered it to fit her own method. Highlights include: finding thought leaders on LinkedIn, using high engagement activity to g...2020-01-1634 min
The Predictable Revenue Podcast134: How to cultivate presence and show up on every sales call with Zentap’s Kyle JamesOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle James, VP of Sales at Zentap. Kyle is an up-and-coming sales leader – currently leading a fast growing team of AEs and SDRs – Kundalini yogi, and student of all things mindfulness. Throughout the pod, Collin and Kyle discuss how to build and harness presence, a critical life skill, in order to help bring more joy and success to your sales career (and, of course, your life). Highlights include: Kyle’s current role (00:59), why staying present is important (2:10), teaching mindfulness to your colleagues (15:04), the “RPV frame...2020-01-0946 minThe Predictable Revenue Podcast134: How to cultivate presence and show up on every sales call with Zentap’s Kyle JamesOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle James, VP of Sales at Zentap. Kyle is an up-and-coming sales leader – currently leading a fast growing team of AEs and SDRs – Kundalini yogi, and student of all things mindfulness. Throughout the pod, Collin and Kyle discuss how to build and harness presence, a critical life skill, in order to help bring more joy and success to your sales career (and, of course, your life). Highlights include: Kyle’s current role (00:59), why staying present is important (2:10), teaching mindfulness to your colleagues (15:04), the “RPV frame...2020-01-0946 min
The Predictable Revenue Podcast132: Using the phone to penetrate your target account list with BHY Consulting president Catherine BrinkmanOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Catherine Brinkman, sales leader and President of BHY Consulting. From selling ad space in high school and university, to working with Dale Carnegie Training, to leading her own sales consultancy – Catherine has done it all in sales. Throughout the pod, Collin and Catherine get executional and discuss how to work an account list on the phone, via email, and social channels. Highlights include: Catherine’s journey (6:18), penetrating a target account list (19:16), developing warm intros (26:23), going in cold (29:00), cold phone calls (30:21), pre-call rese...2019-12-111h 03The Predictable Revenue Podcast132: Using the phone to penetrate your target account list with BHY Consulting president Catherine BrinkmanOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Catherine Brinkman, sales leader and President of BHY Consulting. From selling ad space in high school and university, to working with Dale Carnegie Training, to leading her own sales consultancy – Catherine has done it all in sales. Throughout the pod, Collin and Catherine get executional and discuss how to work an account list on the phone, via email, and social channels. Highlights include: Catherine’s journey (6:18), penetrating a target account list (19:16), developing warm intros (26:23), going in cold (29:00), cold phone calls (30:21), pre-call rese...2019-12-111h 03
The Predictable Revenue Podcast131: How to show up confidently anywhere (including sales calls!) with Alex PerryOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Alexandra Perry, CEO of Indianapolis-based consulting firm Practically Speaking. Alexandra is a speech pathologist turned entrepreneur, and currently works with clients of all stripes in the business world: leaders looking to improve their speaking, renowned keynote speakers that need a tune up, and young professionals looking to start honing the craft of public speaking. Throughout the pod, Collin and Alexandra look at some practical tips to make you (yes, you!) and better and more confident speaker. Highlights include: who Alex works with (10:41), Alex’s j...2019-12-051h 12The Predictable Revenue Podcast131: How to show up confidently anywhere (including sales calls!) with Alex PerryOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Alexandra Perry, CEO of Indianapolis-based consulting firm Practically Speaking. Alexandra is a speech pathologist turned entrepreneur, and currently works with clients of all stripes in the business world: leaders looking to improve their speaking, renowned keynote speakers that need a tune up, and young professionals looking to start honing the craft of public speaking. Throughout the pod, Collin and Alexandra look at some practical tips to make you (yes, you!) and better and more confident speaker. Highlights include: who Alex works with (10:41), Alex’s j...2019-12-051h 12
The Predictable Revenue Podcast130: How to deliver empathy as a prospector and increase sales in the process with Brian CarrollOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Carroll, Founder and CEO of empathy-based sales and marketing consultancy Markempa. Matt’s done it all over the course of his career – entrepreneur, writer, noted speaker, podcast host, and sales leader. Throughout the pod, Collin and Brian discuss how to build empathy into your prospecting and, ultimately, into the very fabric of your company. Highlights include: Brian’s background (6:46), how to build empathy into the culture of a business (32:48), What is tactical empathy? (40:22), Empathy indexing (46:53), good and bad nurture emails (54:33), can you hire f...2019-11-281h 13
The Predictable Revenue Podcast129: Diagnosing bottlenecks and finding hidden revenue in your demand generation pipeline with Johann NogueiraOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Johann Nogueira, Director of Business Authorities (among other things!). Johann has quite the resume: former scientist, almost-PhD recipient, serial entrepreneur, and noted speaker. Throughout the pod, Collin and Johann discuss how Johann and his companies work to unlock revenue, build brands, and, ultimately, empires for their clients. Highlights include: the art of juggling 3 companies (7:14), the Business Authorities Formula (8:05), the atomic marketing framework (23:07), the best fitting solutions (28:59), the customer audit (34:05), where do people get stuck in the process? (45:28), the sales lightning round (49:36), and cold...2019-11-2147 min
The Predictable Revenue Podcast122: The ins and out of hosting a sales kickoff event: when to do them, why to do them, and how to do them great with Emarsys’ Meganne BrezinaOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Meganne Brezina, Senior Manager of Sales Enablement at Emarsys. With a wealth of experience at some of tech’s largest companies, Meganne is a veteran sales enablement manager...and expert sales kickoff planner. Throughout the pod, Collin and Meganne discuss how to plan an exciting, educational and, let’s face it, fun sales kickoff event. Highlights include: why do a sales kickoff? (5:12), how big does your company have to be to host a sales kickoff? (7:12), who gets invited? (10:18), what aspects do yo...2019-10-0237 min
The Predictable Revenue Podcast120: The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consultingOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes troy Conquer, Chief Revenue Officer at fast growing revenue operations consultancy Go Nimbly. Troy has a somewhat different background from the dyed-in-the-wool sales professionals we typically have on the show. Trained as an engineer, Troy has extensive experience as a consultant and a developer, before taking on the task of leading sales at Go Nimbly. Throughout the pod, Collin and Troy discuss the fluid, and tricky, art of selling services. Highlights include: honing in when you sell services (18:54), crafting bespoke plans and roadmaps (22:05), t...2019-09-181h 00
The Predictable Revenue Podcast117: The power of positivity: how to inspire your team to leave their limiting beliefs behindOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kaitlyn Buckheit, Sales Development Manager at Lever. Kaitlyn is a veteran startup sales leader and compassionate manager working to empower her teams to not only crush their numbers, but cultivate a mindset that will empower them in all areas of their life. Throughout the pod, Collin and Kaitlyn do deep dive on creating and living that positive mindset. This is powerful stuff. Highlights include: defining and hiring for Mindset (4:17), Lever’s hiring process (21:40), “Aha” moments (31:55), coaching reps for mindset (44:52), living those new beliefs (1:00:47), sales...2019-08-281h 16
The Predictable Revenue Podcast115: How to build and evolve your first sales playbook with Bowery Capital’s Andrew OddoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Andrew Oddo, Director of Growth at Bowery Capital. Andrew is a veteran sales professional who turned VC. He’d helped countless growing companies build their outbound sales machine, as well as crushed a quota or two in his time. Throughout the pod, Collin and Andrew do deep dive into early-stage sales planning. If you’re a budding company looking to solidify your sales process and grow your team – this pod is a must-listen. Highlights include: Andrew’s sales journey (7:44), the benefits of a docu...2019-08-141h 05
The Predictable Revenue Podcast113: The power of aligning brand and outbound sales with Sigstr’s Sarah Harbison ToshOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Harbison Tosh, Senior Director Market Development at marketing platform Sigstr. Sarah is a veteran sales leader – she’s grown and managed teams at startups, fast-growing mid-market companies, and international tech unicorns. Throughout the pod, Collin and Sarah discuss the growing trend and power of mixing brand marketing with outbound sales development. Highlights include: why brand is getting involved with outbound (4:39), striking the right balance between creativity and numbers (6:13), using creativity, personalization, and scale to stand out (9:33), staying on brand while giving...2019-08-071h 03
The Predictable Revenue Podcast114: Content is king: how Kula’s Jeff White uses content to drive his company’s prospectingOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff White, Founder and Principal of Kula Partners. Jeff is a veteran entrepreneur, marketer, and content creator – most notably known for creating the popular Kula Ring Podcast. Throughout the pod, Collin and Jeff discuss how to leverage content to drive prospecting and, of course, pipeline. Highlights include: Jeff’s content philosophy (3:56), the power of podcasting (9:43), Kula’s post-podcast outreach (16:20), Kula’s suite of content (24:12), the executive roundtable (39:02), the sales lightning round (47:46), and cold call Collin (56:03). 2019-08-0754 min
The Predictable Revenue Podcast112: Cultivating confidence: how to coach, develop, and inspire your reps with Factor 8 and #GirlsClub founder Lauren Bailey.On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Lauren Bailey, founder of sales training and leadership consultancies Factor 8 and #GirlsClub Lauren is a renowned sales trainer and entrepreneur: before founding her own companies and working as a freelance training consultant, she led global sales teams and training divisions at international software goliaths like SAP. Throughout the pod, Collin and Lauren talk about a critical, yet often neglected, element of sales: cultivating confidence in reps. Highlights include: how Lauren defines confidence (14:32), confidence killers (19:26), building confidence (24:30), the role of personality in...2019-07-2553 min
The Predictable Revenue Podcast110: The power of coaching and long-term goal setting with Lever’s Kelly Del CurtoOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kelly Del Curto, Director of Small Business and Corporate Sales at lever. From starting as a quota-carrying rep, to running multiple sales teams, to hiring for a rapidly growing sales org – Kelly’s done it all during her tenure at Lever. Throughout the pod, Collin and kelly do a deep dive on a critical yet underserved aspect of sales (and team building as a whole): effective goal setting. Highlights include: Why investing in long term coaching is the right move (1:51), team goal...2019-07-111h 10
The Predictable Revenue Podcast109: How to unlock the growth potential in your account executives with Lessonly’s Justin CliffordOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Justin Clifford, Director of Sales at Lessonly. Justin, by his own admission, grew up in sales: before leading the team at Lessonly, Justin held both leadership and quota-carrying roles in a host of different industries. Throughout their discussion, Collin and Justin tackle a philosophical, nuanced, and undeniably important aspect of sales: inspiring your team to be themselves and excel at their jobs. They also talk about some inspiring reads, including the 15 Commitments of Conscious Leadership by Jim Dethmer, Diana Chapman, and Kaley Klemp...2019-07-031h 07
The Predictable Revenue Podcast107: How to scale a team to 25 reps in just 3 years and learn from the mistakes along the way with Spendesk’s Nicolas MarchaisOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Nicolas Marchais, Head of Sales at Spendesk. Since he joined the company when it was just a two-person startup, to leading an international sales team, Nicolas has seen at all at rapidly-growing spend management platform Spendesk. Throughout the pod, Collin and Nicolas take a trip down memory lane and recount the mistakes and lessons learned from Spendesk’s rapid growth. Highlights include: Nicolas’ history at Spendesk (5:50), Spendesk’s rapidly-growing sales steam (10:28), mistakes made along the way (21:32), the importance of finding the right people (42:16), sales...2019-06-131h 02
The Predictable Revenue Podcast106: How to take ownership of your sales career with Alexandra Adamson of Women in SalesOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Alexandra Adamson, Executive Director of sales advocacy organization Women in Sales. From her time at renowned recruiting firm Betts Recruiting, to her tenure as Director of Talent at Bowery Capital, to her current role helping lead Women in Sales – Alexandra has been supporting sales professionals and sales teams for years. Throughout the pod, Collin and Alexandra discuss how to find support (and give support!) in your sales career. Highlights include: Alexandra’s journey (14:36), Women in Sales (23:40), the subtle art of job descriptions (31:33), taking owne...2019-06-0544 min
The Predictable Revenue Podcast105: The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan MartellOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dan Martell, renowned coach to SaaS founders. In addition to his international coaching business, Dan is also a veteran entrepreneur (3 exits) and noted angel investor. Suffice it to say, Dan has closed a deal or two in his time. Throughout the pod, Collin and Dan take a tour of all things sales, content...and philosophy. For example, Dan and Collin chat about consistency theory, the rule of three, and peak end bias. Oh, and they also analyze two of Dan’s foundational sales fr...2019-05-301h 04The Predictable Revenue Podcast105: The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan MartellOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dan Martell, renowned coach to SaaS founders. In addition to his international coaching business, Dan is also a veteran entrepreneur (3 exits) and noted angel investor. Suffice it to say, Dan has closed a deal or two in his time. Throughout the pod, Collin and Dan take a tour of all things sales, content...and philosophy. For example, Dan and Collin chat about consistency theory, the rule of three, and peak end bias. Oh, and they also analyze two of Dan’s foundational sales fr...2019-05-301h 04
The Predictable Revenue Podcast104: Tales from the frontlines: how LeadQuizzes’ Jeremy Ellens took his company from 0 to $720,000 (and beyond!) in annual revenueOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeremy Ellens, founder of fast-growing lead generation company LeadQuizzes. Jeremy is a entrepreneur, turned sales leader, turned podcast host. When he’s not leading LeadQuizzes’ team (a role he’s navigating rather successfully), he’s talking with other sales leaders about how their secrets on the Journey to 7 Figures Podcast. Throughout the pod, Collin and Jeremy talk about what every entrepreneur, sales leader, and quota-carrying rep is chasing: scalable revenue growth. Highlights include: taking LeadQuizzes to market (8:41), the importance of case studies (11:40), designing crafty l...2019-05-2253 min
The Predictable Revenue Podcast103: How to take advantage of sales automation tools while maintaining a human touch with SalesSource’s Travis HenryOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Travis Henry, Director of Inside Sales Operations at renowned Bay Area sales consultancy SalesSource. A respected sales operations specialist, Travis honed his skills global technology companies and has consulted for startups large and small. If you’re looking to grow your sales team – look no further, Travis is your man. Throughout the pod, Collin and Travis do a deep dive – a very deep dive – on how to juggle sales automation and the ever-critical human element needed in prospecting. Highlights include: what’s bugging Tr...2019-05-151h 08
The Predictable Revenue Podcast102: Tricks of the demand generation trade: How Nishank Khanna combines marketing and outbound to drive leadsOn this edition of the Predictable Revenue Podcast, co-host Collin Stewart welcomes Nishank Khanna, Co-Founder and CEO of Demand Roll, a full service marketing agency. After starting six startups – two of which that were acquired – Nishank is a seasoned entrepreneur and marketer. Throughout the pod, Collin and Nishank discuss an always fascinating problem: how to harmoniously integrate outbound sales and marketing. Highlights include: Nishank’s background...and how he got into a bit of outbound on the side (10:22), different ways sales and marketing teams can work together (12:58), producing content that converts (15:46), bottom of funnel vs. top of...2019-05-0954 minThe Predictable Revenue Podcast100: 100 never looked so good! Aaron and Collin reflect on their favorite lessons from the The Predictable Revenue Podcast’s first 100 episodesTo celebrate the 100th edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes a familiar face back to the pod, co-host and co-CEO of Predictable Revenue Aaron Ross. Who better to reflect on this awesome milestone with? Throughout the pod, Collin and Aaron take a trip down memory lane and chat about the most valuable lessons and nuggets of wisdom shared on the podcast thus far. With the impressive roster of guests the show has had, boiling the down the best tips and tricks into one episode was no easy task. Highlights...2019-05-0857 minThe Predictable Revenue Podcast100: 100 never looked so good! Aaron and Collin reflect on their favorite lessons from the The Predictable Revenue Podcast’s first 100 episodesTo celebrate the 100th edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes a familiar face back to the pod, co-host and co-CEO of Predictable Revenue Aaron Ross. Who better to reflect on this awesome milestone with? Throughout the pod, Collin and Aaron take a trip down memory lane and chat about the most valuable lessons and nuggets of wisdom shared on the podcast thus far. With the impressive roster of guests the show has had, boiling the down the best tips and tricks into one episode was no easy task. Highlights...2019-05-0857 minThe Predictable Revenue Podcast099: How Lessonly’s Kyle Roach teaches his team to sell the dreamOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Roach, Sales Development Manager at Lessonly. After a career teaching high school Spanish and coaching competitive soccer, Kyle fell in love With Lessonly in 2016 and joined the sales development ranks immediately. He’s been there ever since. Throughout the pod, Collin and Kyle talk about testing the pillars of sales development outreach, and why selling the dream is more important than selling software. Highlights include: Kyle’s journey (10:51), changing Lessonly’s sales org structure (12:23), establishing Lessonly’s “sell the dream” p...2019-04-101h 08
The Predictable Revenue Podcast098: Prospecting 101: Sales Hacker’s Scott Barker shares his sales tips and tricks from the trenchesOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Scott Barker, Head Of Partnerships at Sales Hacker. Scott lives and breathes sales – not only does he help lead Sales Hacker, he is a Sales Engagement Evangelist at Outreach, and that GM of the Vancouver Enterprise sales meetup. Throughout the pod, Collin and Scott take a detailed tour through prospecting fundamentals – trust us, this is a masterclass on how to be an effective SDR. Highlights include: how to handle the “brush off” (14:54), how to increase your response rates (22:30), how to handle the inevitabl...2019-04-0354 min
The Predictable Revenue Podcast097: Pass the remote: the ups and downs of building a distributed global sales team with Time Doctor’s Liam MartinOn 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...2019-03-271h 26
The Predictable Revenue Podcast095: The professional and the personal: how to build closer relationships with your SDRs with Cognetik’s James BawdenOn 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...2019-03-1343 minThe Predictable Revenue Podcast094: Developing diversity on sales teams: in conversation with #GirlsClub’s Margaret WenigerOn 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...2019-03-0639 min
The Predictable Revenue Podcast093: The science of sales development: How Everstring uses intent data to build pipelineOn 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 int...2019-02-2749 min
The Predictable Revenue Podcast091: Tricks of the trade: How UJET’s Alexandra Palomino gets the highest open rates and the most responses – while sending the fewest emails on her teamOn 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 fa...2019-02-1350 min
The Predictable Revenue Podcast089: Taking a data-driven approach to go to market planning with SalesSource co-founder Karan SinghOn 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 framewor...2019-01-3047 min
The Predictable Revenue Podcast088: Becoming a lead magnet: How Kate Turchin, the Cloud Security Singer, went from working a tiny territory to an online sales sensation in a few short weeksOn 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...2019-01-2343 min
The Predictable Revenue Podcast087: The nuances of changing pricing: How SaaSquatch’s Will Fraser decided on a price increase, got his team onboard, and increased opportunities in the processOn 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 in...2019-01-1639 min
The Predictable Revenue Podcast086: How to align marketing and sales to increase revenue with expert coach and consultant Jeff DavisOn 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...2019-01-091h 05
The Predictable Revenue Podcast082: How to set up a scalable growth engine with Collin Stewart, co-CEO of Predictable Revenue, and Ali Tajsekandar, CEO of WishpondOn 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 basi...2018-12-121h 00The Predictable Revenue Podcast082: How to set up a scalable growth engine with Collin Stewart, co-CEO of Predictable Revenue, and Ali Tajsekandar, CEO of WishpondOn 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 basi...2018-12-121h 00The Predictable Revenue Podcast081: How to nail your proposals with Mimiran’s Reuben SwartzOn 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). 2018-12-0546 min
The Predictable Revenue Podcast078: How FLEXE’S Dominic Atkatz gets his new SDRs phone-ready in two-and-a-half weeksOn 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’...2018-11-071h 03
The Predictable Revenue Podcast075: The ins and outs of managing remote sales teams with upCurve Cloud’s Joey MallerOn 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 ca...2018-10-1742 minThe Predictable Revenue PodcastVIDEO - 075: The ins and outs of managing remote sales teams with upCurve Cloud’s Joey MallerOn 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 ca...2018-10-1742 min
The Predictable Revenue Podcast074: How to hire, and develop, great salespeople with Pendo’s Bill BinchOn 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), clos...2018-10-1058 minThe Predictable Revenue PodcastVIDEO - 074: How to hire, and develop, great salespeople with Pendo’s Bill BinchOn 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), clos...2018-10-1058 minThe Predictable Revenue Podcast073: ProfitWell’s Patrick Campbell on why it’s important to understand the nuanced factors that determine pricing...and why salespeople aren’t more involved in pricing discussionsOn 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...2018-10-0458 min
The Predictable Revenue Podcast072: How to hire people with a winning mindset: In conversation with Matt Millen, Outreach SVP of RevenueOn 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...2018-09-2641 minThe Predictable Revenue PodcastVIDEO - 072: How to hire people with a winning mindset: In conversation with Matt Millen, Outreach SVP of RevenueOn 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...2018-09-2641 minThe Predictable Revenue PodcastVIDEO -067: The many lives of sales: why Rambl’s Mitch Coopet believes sales and product teams are two sides of the same coinOn 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 pro...2018-08-1640 minThe Predictable Revenue Podcast067: The many lives of sales: why Rambl’s Mitch Coopet believes sales and product teams are two sides of the same coinOn 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 pro...2018-08-1640 minThe Predictable Revenue Podcast066: Clarity, Scalability, and Predictability: The Three Keys to Effective Sales Operations With Mesosphere’s David HongOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Hong, Vice President of Field Operations at San Francisco’s Mesosphere. David is an accomplished sales operations leader. Prior to leading the team at Mesosphere, he held high ranking sales ops positions at notable Bay Area companies such as Lookout, PagerDuty, OpenDNS, and Meraki. Throughout the pod, Collin and David discuss everything from David’s professional philosophy to effective qualification methods to detailed Salesforce processes. Highlights include: David’s definition of sales operations (10:54), the varied projects David has worked on (21:15), Mesosphere’s MEDDPICC...2018-08-0848 minThe Predictable Revenue PodcastVIDEO - 066: Clarity, Scalability, and Predictability: The Three Keys to Effective Sales Operations With Mesosphere’s David HongOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Hong, Vice President of Field Operations at San Francisco’s Mesosphere. David is an accomplished sales operations leader. Prior to leading the team at Mesosphere, he held high ranking sales ops positions at notable Bay Area companies such as Lookout, PagerDuty, OpenDNS, and Meraki. Throughout the pod, Collin and David discuss everything from David’s professional philosophy to effective qualification methods to detailed Salesforce processes. Highlights include: David’s definition of sales operations (10:54), the varied projects David has worked on (21:15), Mesosphere’s MEDDPICC...2018-08-0848 minThe Predictable Revenue PodcastVIDEO - 065: Why Rigor Teaches New SDRs The Critical “Why” Behind The Role: In Conversation With Sarah AffleckOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Affleck, Director of Sales Development at Atlanta’s Rigor. If there ever was a person that “bleeds Rigor blue,” it’s Sarah. Since starting with the company about 4 years ago, she’s held nearly every position in sales development – BDR, Team Lead, BDR Manager, and now Director. Throughout the pod, Collin and Sarah discuss Rigor’s in-depth onboarding process, and why the fast-growing company teaches each new SDR both the tactical skills needed for the job, as well as how sales development contributes to...2018-08-0246 minThe Predictable Revenue Podcast065: Why Rigor Teaches New SDRs The Critical “Why” Behind The Role: In Conversation With Sarah AffleckOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Affleck, Director of Sales Development at Atlanta’s Rigor. If there ever was a person that “bleeds Rigor blue,” it’s Sarah. Since starting with the company about 4 years ago, she’s held nearly every position in sales development – BDR, Team Lead, BDR Manager, and now Director. Throughout the pod, Collin and Sarah discuss Rigor’s in-depth onboarding process, and why the fast-growing company teaches each new SDR both the tactical skills needed for the job, as well as how sales development contributes to...2018-08-0246 minThe Predictable Revenue Podcast064: Test, Iterate, and Scale: How to Evolve Your Sales Process as You Grow from 10 to 100 CustomersOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean Higgins, Entrepreneur In Residence at Techstars. When he isn’t helping Techstars find great founders and companies (and helping them succeed, of course) he’s mentoring and teaching budding entrepreneurs in his role as Adjunct Professor at The University of St. Thomas. #startuplife. Throughout the pod, Collin and Sean chat about how to evolve and scale your sales process when growing a company from 10 to 100 customers. Highlights include: Sean’s entrepreneurial background (2:59), life after your first 10 customers (5:48), the differen...2018-07-2650 minThe Predictable Revenue PodcastVIDEO - 064: Test, Iterate, and Scale: How to Evolve Your Sales Process as You Grow from 10 to 100 CustomersOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean Higgins, Entrepreneur In Residence at Techstars. When he isn’t helping Techstars find great founders and companies (and helping them succeed, of course) he’s mentoring and teaching budding entrepreneurs in his role as Adjunct Professor at The University of St. Thomas. #startuplife. Throughout the pod, Collin and Sean chat about how to evolve and scale your sales process when growing a company from 10 to 100 customers. Highlights include: Sean’s entrepreneurial background (2:59), life after your first 10 customers (5:48), the difference between a killer salesp...2018-07-2550 minThe Predictable Revenue PodcastVIDEO - 063: Staying in The Game: How Cirrus Insights’ Co-Founder Brandon Bruce Still Finds New Ways to Support His Sales Team After 7 YearsOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brandon Bruce, Chief Operating Officer and Co-Founder of Cirrus Insight. Like all law school grads, Brandon decided to co-found a rapidly growing tech company. Since starting Cirrus Insight more than 7 years ago, Brandon has helped grow the company to more than 70 people...and, of course, improve the efficiency of sales teams around the world using their software. Throughout the pod, Collin and Brandon talk about all of the different ways C-level executives can support their sales teams. Highlights include: Brandon’s relationship with hi...2018-07-1845 min
The Predictable Revenue Podcast063: Staying in The Game: How Cirrus Insights’ Co-Founder Brandon Bruce Still Finds New Ways to Support His Sales Team After 7 YearsOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brandon Bruce, Chief Operating Officer and Co-Founder of Cirrus Insight. Like all law school grads, Brandon decided to co-found a rapidly growing tech company. Since starting Cirrus Insight more than 7 years ago, Brandon has helped grow the company to more than 70 people...and, of course, improve the efficiency of sales teams around the world using their software. Throughout the pod, Collin and Brandon talk about all of the different ways C-level executives can support their sales teams. Highlights include: Brandon’s relationship with hi...2018-07-1845 minThe Predictable Revenue PodcastVIDEO - 062: Professional Ice Breakers: How Outreach SDRs Execute 75 Cold Calls Per DayOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Ross, Director of Sales Development at Seattle-based SaaS stalwart Outreach. Steve has enjoyed a high-profile, varied sales career: prior to leading Outreach’s SDR team, Steve was the helm of the sales team of internationally recognized personal development coach Tony Robbins, as well as San Diego’s Gurtin Municipal Bond Management. Throughout the pod, Collin and Steve do a deep in the world of cold calling: how to prepare, how to build rapport, and, of course, how to handle all of the conta...2018-07-1145 min
The Predictable Revenue Podcast062: Professional Ice Breakers: How Outreach SDRs Execute 75 Cold Calls Per DayOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Ross, Director of Sales Development at Seattle-based SaaS stalwart Outreach. Steve has enjoyed a high-profile, varied sales career: prior to leading Outreach’s SDR team, Steve was the helm of the sales team of internationally recognized personal development coach Tony Robbins, as well as San Diego’s Gurtin Municipal Bond Management. Throughout the pod, Collin and Steve do a deep in the world of cold calling: how to prepare, how to build rapport, and, of course, how to handle all of the conta...2018-07-1145 min
The Predictable Revenue Podcast036: How to get the most out of your one on ones with Sean BanksOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Sean Banks, Director of Sales Development at Atlanta’s QASymphony, a growing international firm providing enterprise-level agile development testing tools to some of the world’s most well-known companies. Sean is a seasoned sales development leader, with experience leading enterprise teams at public companies, as well remote SDRs at fast-growing startups. Throughout the pod, Collin and Sean focus on the ever-critical one on one interview. In particular, Collin and Sean chat about how to make these critical meetings more effective, for the both the re...2017-12-211h 00The Predictable Revenue PodcastVIDEO - 036: How to get the most out of your one on ones with Sean BanksOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Sean Banks, Director of Sales Development at Atlanta’s QASymphony, a growing international firm providing enterprise-level agile development testing tools to some of the world’s most well-known companies. Sean is a seasoned sales development leader, with experience leading enterprise teams at public companies, as well remote SDRs at fast-growing startups. Throughout the pod, Collin and Sean focus on the ever-critical one on one interview. In particular, Collin and Sean chat about how to make these critical meetings more effectiv...2017-12-211h 00The Predictable Revenue Podcast006: Kent Venook shares the salesforce playbook he developed ramping to 100 SDRsIn this edition of the Predictable Revenue podcast, host Collin Stewart (flying solo) welcomes Kent Venook, Senior Director of Sales Development at Talkdesk, a rapidly-growing call centre software company based in San Francisco. Kent is a Bay Area sales veteran with significant team-building experience. Prior to leading business development at Talkdesk, Kent helped scale the SDR sales team at Apttus from 4 to 100 members. In this episode, Collin and Kent do a deep dive into the ever-important world of Salesforce (a company Aaron may have heard of :) ). Collin and Kent chat about how Salesforce consistency is...2017-05-2546 min