Paul Ross joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Paul Ross is an author, speaker, trainer, and Master Practitioner of Neuro-Linguistic Programming. For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion. Highlights include: how Paul used neuro-linguistic programming to increase his social intelligence (4:45), his basic principles of objection han...
May 20, 2021•45 min
Gabrielle Blackwell joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Gabrielle is a sales dev leader who believes in empowerment, advocacy, and enlightenment. She’s a sales dev manager on the SMB/commercial team at Gong with expertise in sales leadership, sales training, sales management, change management, sales coaching, personal coaching, sales enablement, and cold calling. Highlights include: why the phone is the most powerful channel (1:45), the mentality necessary to b...
May 13, 2021•48 min
Dr. Todd Snyder joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Dr. Snyder is a psychologist and productivity coach who helps business owners discover the motivation, systems, and strategies to get more done in less time. Highlights include: what it means to slow down (4:55), why many entrepreneurs struggle to see the big picture (7:20), how slowing down actually makes you more intelligent (11:36), justifying slowing down to your investors & boards (19:25), how to do it (23...
May 06, 2021•45 min
Eric Reed, CEO & Founder of at reed5group , joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. Reed5group is a boutique marketing agency specializing in custom-tailored sophisticated solutions, organizational coaching, and fractional leadership services. Highlights include: Culture in the sales context (5:00), creating a culture (7:45), the fundamentals of a sales culture (10:20), and hiring for Culture (16:40). SHOW NOTES: How to build a culture that attracts t...
Apr 29, 2021•41 min
Sean Yuan, Business and Product Operations Specialist at MDTech, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. He earned a dual degree in Computer Science and Business Administration from the University of Southern California where he gained a passion for process improvement and bridging the gap between business and technology. He’s a producer of the 30 Minutes to President’s Club Podcast and an expert in the medical technology field. Highlights include: ho...
Apr 21, 2021•25 min
Alice Chandrasekaran and Jennifer Aplin, co-founders of Digital Magenta Inc, join Sarah Hicks on this episode of the Predictable Revenue Podcast. Digital Magenta Inc is a specialized consulting firm that helps companies harness data to grow revenue and drive operational efficiencies. Together, co-founders Alice Chandrasekaran and Jennifer Aplin have combined their years of experience in data intelligence, sales, marketing, and revenue operations to build the Growth Data™ platform and help compan...
Apr 15, 2021•37 min
Mac McKellar, National Sales Director at Nona Scientific, joins Sarah Hicks on the second episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. Mac is a national award-winning sales professional with over a decade of healthcare and laboratory experience in both sales and executive leadership. Highlights include: the regulations salespeople in this space have to worry about (1:57), how Mac and his team stay up to date (3:48), keeping eve...
Apr 08, 2021•31 min
Kevin Gilman, Head of East Coast Sales at American Public Media, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Kevin has been with APM for four years. Previously he worked at CBS selling national and local radio, and digital products. Highlights include: organization before a cold call session (1:26), research and personalization (3:39), why Kevin thinks the phone is the best channel (10:49), the structure of a cold call (15:13), how the phone fits in with the other chann...
Apr 01, 2021•42 min
Derek May, an Account Executive with the Commercial Insurance Department of HUB International Insurance Brokers, joins Sarah Hicks for the first episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. Derek specializes in Technology and Cyber products and is responsible for providing insurance and risk management solutions to public and private companies. He was the first person in Western Canada to receive the Cyber COPE Insurance Certif...
Mar 25, 2021•21 min
Billy Sheng, Head of Sales at Esper, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Billy has a long history of working in sales, operations, and starting companies - he’s a Founder of Minyans. He still works closely with the University of Washington’s entrepreneur community - specifically the Birks center of entrepreneurship. He also did a stint at Apshi last year before it was acquired by Google. Highlights include: how Billy’s sales team subverts the ingrained saas stru...
Mar 18, 2021•52 min
Chad Sanderson, Managing Partner at ValueSelling Associates, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Chad cuts through the outdated, theory-based “fluff” so often attributed to sales training, and gets down to the nitty-gritty with a raw, no-BS perspective to look at what is working, what’s not working, and where there may be opportunities to drive predictable revenue growth through sales optimization. Highlights include: how current popular sales methodologies are ...
Mar 11, 2021•38 min
Dave Kennett, CEO of Replayz, joins Collin Stewart on this episode of the Predictable Revenue Podcast. Dave is a veteran sales leader if there ever was one. In the past 21 years, he has been Director and VP of Sales and Business Development at 8 companies, including Payfirma and Hootsuite. He is now CEO at Replayz, a company that offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps. Highlights include: things most reps get wrong early in the disco...
Mar 04, 2021•1 hr 5 min
Greg Callahan, a Partner at Bain & Company, joins Collin Stewart on this episode of the Predictable Revenue Podcast. Greg is a member of Bain's Customer Strategy & Marketing practices, with a focus on B2B commercial excellence and growth strategy, and leads Bain's Account Planning and Sales Operations practices globally. Highlights include: why account planning is so important in the first place (1:30), how Greg does it differently (3:36), how to nail the fundamentals (15:40), how to prioritize ...
Feb 25, 2021•1 hr 9 min
Aaron Evans joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Aaron has 13 years of sales enablement, coaching, and hands-on training experience in multinational, corporate and start-up business environments around the globe. He’s a qualified coach and practitioner of Neuro-linguistic programming and Neuro-Semantics, and a passionate SaaS sales enablement leader. Highlights include: sales process vs sales enablement (2:38), mapping competencies necessary in sales roles (4:01)...
Feb 18, 2021•29 min
Jason Reichl, co-Founder of Go Nimbly, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Go Nimbly is the first revenue operations consultancy with the goal of allowing high-growth companies to increase the revenue of each of their customers through eliminating operational silos. Jason dives into revenue operations (5:00), the impact of a good rev ops team on the org as a whole (6:48), the infrastructure this rev ops team should operate within (12:30), the importance of hirin...
Feb 11, 2021•35 min
Erik Huberman, Founder, and CEO of Hawke Media joins Sarah Hicks on the Predictable Revenue Podcast. Hawke Media is the fastest growing marketing consultancy in the United States. The company has serviced over 2000 brands of all sizes, ranging from startups to household names. As a serial entrepreneur and marketing expert, Erik is a highly sought-after thought leader in the world of digital marketing, entrepreneurship, sales, and business. In this episode, he teaches us how to write a concise, v...
Feb 04, 2021•33 min
Dirk Van Reenen is the founder of BERGflow, a company that specializes in Human Systems Development and Organizational Design in the workplace. He works with business owners and entrepreneurs that own service-based companies and get them ready for next-level growth. Highlights include: the importance of finding the right people for each role (7:21), the importance of a team with diverse behaviors and capabilities (11:04), the ideal prospector (12:30), relationship builder (19:05), closer (21:13)...
Jan 28, 2021•56 min
Steven Benson, Founder and CEO of Badger Maps, joins Sarah Hicks on the Predictable Revenue podcast to talk about what sales leaders should be doing to empower their reps and their business during a down economy. Highlights include: The challenges sales leaders need to overcome in a bad economy that they probably aren’t thinking about already (5:55), protecting your margins (8:23), to discount or not to discount (11:14), necessary changes to sales leader behavior (12:34), changes to KPIs (15:56)...
Jan 21, 2021•47 min
Jeff Koser, Founder, and CEO of Zebrafi, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Zebrafi is the Guided Selling Cloud for the Enterprise that helps sellers find great-fit prospects with the help of AI. Highlights include: the Zebra (1:24), what happens if you get this wrong and why so many companies do (3:25), the 7 attributes of a Zebra (5:54), a detailed example of a company defined by the Zebra attributes (8:45), opportunity scoring against the 7 attributes (15:22...
Jan 14, 2021•41 min
Kim Brown, Director of Sales and Business Development at Quick Base, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. After doing stints in sales, sales operations, sales development, demand generation, go-to-market strategy, marketing, team building, cold call training, and client prospecting, Kim has learned a thing or two about working cross-functionally within a large revenue org, and how to wrangle rogue sdrs. Highlights include: the difference between sales ecosystems ...
Jan 07, 2021•46 min
Claire Chandler, President and Founder of Talent Boost, is this week’s guest on the Predictable Revenue podcast. Having worked with many diverse startups and corporations over the last 25 years, she has experienced that most companies fall apart once they start to scale. As a solution to this, she created a revolutionary way to align your leaders and teams around a unifying vision that attracts, retains, and motivates the right talent to achieve your mission. Sarah Hicks chats with Claire about ...
Dec 17, 2020•1 hr 1 min
Troy Angrignon shares his account management wisdom on this episode of the Predictable Revenue podcast. Troy has more than 25 years of experience as a sales leader and management consultant for companies selling into large accounts in multiple industries. Highlights include: what you need to know about someone before going for the meeting (4:19), capturing and sharing this knowledge (7:56), mapping a large account your company has sold into before (12:17), how to book a cold outbound meeting wit...
Dec 10, 2020•38 min
This week’s guest on the Predictable Revenue podcast is Growth Stream’s Kieren O’Connor, interviewed by Sarah Hicks. He was breaking company records as a Commercial Director at Nobly POS by 22, and at 25 he is the co-founder of a consultancy that has generated over £10m in sales for its clients and is challenging traditional consultancies everywhere. Keiren shares how he gained 35 years of experience in 10 (1:44), what sets him apart (8:25), how to improve your knowledge as a salesperson on a da...
Dec 03, 2020•47 min
In the last 20+ years, Billy has worked in 86 countries, learned to fluently speak 5 languages, and has called Europe his place of residence for the better part of 15 years. With this personal growth experience, he has developed professionally by leading teams of up to 16 people and managing multi-disciplined businesses of +€70M in the application software sector.And he is here to tell you why you should consider moving to a different country to sell.TIMESTAMPS: (0:00) Intro (2:18) Moving to a d...
Nov 26, 2020•47 min
Michael Lagoni, co-founder and CEO of Stackline, chats to Sarah Hicks on this episode of the Predictable Revenue podcast. He shares some really interesting insight on how to make sure you’re building the right product or service. Stackline is a retail technology company founded by a group of Amazon veterans that activates data, automates execution, and optimizes e-commerce marketing performance for thousands of the world’s largest companies. Before founding Stackline, Michael held data analytics...
Nov 23, 2020•19 min
Michel Feaster chats with Collin Stewart on this value-packed episode of the Predictable Revenue podcast. If you’ve ever thought about designing a brand new product to capture a brand new market - this one’s for you. Michel is the Co-Founder and CEO of Usermind, responsible for company vision, strategic direction, planning and execution. Michel’s enterprise software career spans almost 20 years with roles in sales, products, strategic marketing and general management, and she has designed a fram...
Nov 12, 2020•1 hr 26 min
Nick Cegelski, Account Executive at SurePoint Technologies, joins Sarah Hicks on the Predictable Revenue podcast. As a top-performing software sales executive, Nick not only executes on perfect discovery during meetings, but his strategies on what to do in the white space in between meetings allow him to carry more pipeline and close more deals. Nicks shares his thoughts on deal mechanics (1:38), using video to engage multiple stakeholders during follow up (2:54), leveraging collateral (5:35), p...
Nov 05, 2020•33 min
INTRO Joseph Trodden joins host Collin Stewart on the Predictable Revenue podcast. Joseph is an experienced consultant providing structure and clarity for visionary entrepreneurs who want to focus on reaching their next level. He focuses specifically on what he calls “the Inflection Point” - the pivotal moment when a founder relinquishes control and takes the first step towards turning the business into an organization. Joseph shares why founders never get this right the first time (2:36), who t...
Oct 29, 2020•42 min
Kevin Urrutia, founder of Voy Media, joins Sarah Hicks on the Predictable Revenue podcast. Voy Media’s sole focus is to be a catalyst for business growth, helping brands cross the threshold from 6-figures to 7-figures in revenue, from 7-figures to 8-figures in revenue through cutting edge marketing strategies. Kevin details why building a cool product isn’t enough (4:20), what a diverse top of funnel looks like (7:14), taking control of your company narrative (17:26), how to build a video webina...
Oct 22, 2020•42 min
Ari Levine joins Collin Stewart on the Predictable Revenue podcast. Currently VP of Brand Partnerships at Tumblr with a background of selling everything from wholesale diamonds to SaaS, Ari Levine is an authority on social selling. Highlights include: how we’ve lost the human element of sales (1:03), what the heck social selling is (16:20), how social selling can improve your conversion rates (22:18), the ways social platforms are evolving (26:40), some actionable social selling tactics (30:20),...
Oct 15, 2020•56 min
