In this episode of the Predictable Revenue Podcast, Sarah Hicks is joined by Julian Muniz, Director of Global Sales Development at BlueVoyant. Julian Muniz is a sales development leader with experience assisting two GTM teams get acquired for a total of $430 million in the past year. Episode highlights include: the biggest mistakes made when it comes to SDR/AE working relationships (3:41), how a lack of collaboration hurts both sides (4:25), how to ensure a smooth customer transition from SDR to...
Jan 06, 2022•33 min
Sara Archer is a former neuroscientist turned SaaS startup operator and has 8+ years building ambitious, international sales teams. She is absolutely determined to convince the skeptics that ‘sales’ is not a dirty word. In her current role as Head of Sales with ChartMogul, she helps top-tier subscription businesses around the globe grow faster using their revenue data — think recurring revenue, churn, customer lifetime value. Sara joined the Predictable Revenue Podcast to talk about how techni...
Dec 16, 2021•21 min
Michael Hanson joined us on this episode of the Predictable Revenue Podcast to discuss the 8 ego-driven emotions that stop salespeople from selling effectively and shared the antidotes to overcome them. Michael runs Growth Genie, a consultancy that empowers B2B sales teams to have better conversations through playbooks, sequences, coaching, and training. Highlights: why psychology is better than sales books (1:26), the 8 ego-driven emotions (4:31), desire (5:24), fear (7:45), anger and resentmen...
Dec 09, 2021•25 min
Asa Hochhauser is the VP of Sales at McGaw.io. He’s been helping customers make magic with their marketing & sales tech for more than 13 years. As a previous Director of Sales at ion interactive, which was co-founded by Martech pioneer Scott Brinker, he was an instrumental part in their acquisition. Asa joined the Predictable Revenue Podcast to provide important insights on how to build the right sales tech stack for your business. Highlights: What to focus on before choosing your sales tech sta...
Dec 02, 2021•24 min
Donna Griffit is a Corporate Storyteller who has worked globally with Fortune 500 companies, start-ups, and investors in a wide variety of industries for over 16 years. She has consulted and trained clients in over 30 countries. Donna joined the Predictable Revenue Podcast to provide helpful guidance on how to create the perfect pitch deck. Highlights: why storytelling is so important when creating a pitch deck (1:33), the biggest mistake people make when creating pitch decks (2:32), the best ap...
Nov 25, 2021•27 min
Ryan Staley is the Founder & CEO of Whale Boss — consultancy that helps founders and revenue leaders implement seven and eight-figure sales operating systems. He joined us on this episode of the Predictable Revenue Podcast to break down the strategies founders and start-ups need to adopt to amplify revenue. Highlights include: What are the most important metrics for start-ups (2:00), three core operating systems for start-ups (3:30), creating exponential growth through PCP (4:29), the three core...
Nov 18, 2021•26 min
On this podcast episode our Co-founder & CEO Collin Stewart, Lead Coach Sarah Hicks, and Senior Vice President Carrie White, joined us to share everything about our new and improved sales development methodology. Predictable Revenue’s Sales Development Methodology has been a work in progress for the better part of a year and a half. Our new methodology defines the core ideas and principles that go into building a revenue team but as a point of emphasis separates them from the tactics required to...
Nov 11, 2021•50 min
Sangram Vajre joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Sangram is a bestselling author who co-founded Terminus in 2014 and ever since has been teaching the business of marketing with his signature frameworks. He’s an international keynote speaker, was named one of the top twenty-one B2B marketing influencers in the world, and is the host of a top-fifty business podcast called FlipMyFunnel. Highlights include: crossing the valley of death from $10MM onward (3:20), the...
Nov 04, 2021•26 min
Dr. Nadja Brown joins Sarah Hicks on this episode of the Predictable Revenue Podcast. She is a sales strategist, consultant, trainer, and founder of The Doyenne Agency. A sales agency that works with business owners, companies, and corporations to multiply revenue and awaken the consistent closer within your sales team using the Consistent Sales Method™. She helps women learn to play the career game in business to advance their careers and professions. Highlights include: how to know whether you...
Oct 28, 2021•22 min
Dan Balcauski joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Dan is the founder of Product Tranquility, a consulting firm based in Austin Texas. He is considered an expert on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. Highlights include: defining Jobs-to-be-Done (1:50), the 3 types of jobs (3:30), why one of the often forgotten jobs is key to sales (6:29), an example of a prominent b2b company that uses Jobs-to-be-Done effectively (11:...
Oct 21, 2021•34 min
Steve Brossman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. He is a multi-Amazon Best Selling Author on Marketing and Sales and with 38 years of experience in these areas. Highlights include: the definition of buying energy and how to increase it in your customers (1:45), getting out of the “brown box” of commoditization as a service provider (5:20), the neuroscience behind these tactics (11:23), Steve’s DNGC formula (25:45), the 3 investments customers are really making...
Oct 14, 2021•39 min
Allan Langer joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Allan is the Founder/CEO of The 7 Secrets Center of Sales and Marketing, and his book, “The 7 Secrets to Selling More by Selling Less”, is an award-winning best-seller on Amazon. Highlights include: The biggest mistake you can make in a proposal (1:30), how a good proposal should be structured (7:25), how and when to use images (14:24), positioning pricing as an investment (20:42), and the impact of these changes ...
Oct 07, 2021•34 min
Paul Fifield joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Paul is the CEO of Sales Impact Academy and over the last 7 years, he has grown two international technology businesses from $0 to $70M in combined sales as CRO and $100s of millions in value. He leads a talented team, revolutionizing the way B2B tech companies approach skills development making it an integral part of their go-to-market (GTM) stack. Highlights include: building your GTM org from $0-10M (3:42), fro...
Sep 30, 2021•46 min
Brynne Tillman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Brynne is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. Highlights include: the 3 things most people get wrong on LinkedIn (1:23), the step by step to getting it right (7:24), Brynne’s advice to people who don’t have time for LinkedIn (24:08), how to makeover your profile (...
Sep 23, 2021•41 min
Doug C Brown joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Doug has served as an independent President of Sales and Training for companies run by Tony Robbins, Chet Holmes, and Russ Whitney. He is the CEO of Business Success Factors, where he helps businesses grow and accelerate their sales revenue as well as to expand and optimize it. Highlights include: the top mistake companies make when attempting to hire a top performer (1:33), how to get it right from the hiring pro...
Sep 16, 2021•37 min
Simeon Atkins joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Simeon is an Industry Consultant at Similarweb, specializing in eCommerce and marketing tech. He works closely with a variety of commercial operations to help them find, win, and retain more business by utilizing Similarweb’s market intelligence data. Highlights include: what being consultative looks like (1:25), the damage caused when salespeople get this wrong (4:15), the types of sales that benefit most from t...
Sep 09, 2021•32 min
Donnie Boivin joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Donnie Boivin is a motivational speaker, author, podcaster, businessman, and coach. His book “How to be a success champion: Business Strategy for Badasses” is a story of his own life that has inspired thousands to get out of their own way and go for it. Highlights include: what do salespeople do right now that is sleazy (1:30), what changed in the sales world that made these traditional tactics obsolete (2:48), w...
Sep 02, 2021•42 min
Ole Dallerup joins Sarah Hicks on this episode of the Predictable Revenue Podcast. In his time leading technology at Trustpilot, one of the world's biggest review sites, Ole grew the technology team from 3 to more than 100 full-time tech people across 2 locations. In 2018, he founded Dreamdata, a B2B Revenue Attribution Platform. Highlights include: why revenue attribution is so important (1:25), how marketing can do more with data (3:52), what data to track (8:18), indirect revenue attribution ...
Aug 26, 2021•37 min
Tim Pollard joins Sarah Hicks on this episode of the Predictable Revenue Podcast. As CEO and Founder of Oratium, Tim leads the ongoing development of the company’s intellectual property, as well as leading all major client relationships. Over a long career in sales at many companies, including Unilever, Barclays, and the Corporate Executive Board—and now a decade into building Oratium— he has developed remarkable insights into the science of designing and delivering extraordinary sales messaging...
Aug 19, 2021•41 min
Nick Casale joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Nick Casale is the Director of Commercial Sales at Sendoso, the leading Sending Platform. As the third employee and first sales hire, Nick helped build Sendoso's initial sales process before stepping into management to focus on scaling the sales organization. Highlights include: what to look for in your first sales hire and what they should be doing (2:46), the sweet spot Nick found that allowed Sendoso to scale to...
Aug 12, 2021•41 min
Dave McKeown joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Dave works with leadership teams to help them set and achieve their strategic growth goals with ease. He’s the Founder of Outfield Leadership, author of The Self-Evolved Leader, and a sought-after keynote speaker, leadership trainer, and growth advisor. Highlights include: the 3 steps leaders can implement to get out of the weeds and scale their organization (3:37), what mindset they need to stay on track (8:23), ...
Aug 05, 2021•29 min
Veronika Riederle joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Veronika is the co-founder and CEO of Demodesk, the #1 customer meeting platform for sales and success. Highlights include: what to do before joining a company (2:48), how to set yourself up for success once you’re on the job (7:25), knowing your numbers (9:00), doing your homework (11:00), nailing discovery and the demo (15:53), tailoring your pitch (22:13), and Veronika’s most surprising learnings from her ...
Jul 29, 2021•38 min
Erol Toker and Rachel Haley join Sarah Hicks on this episode of the Predictable Revenue Podcast. Erol is the founder of Truly.co - the automation platform that makes manual data entry for your reps a thing of the past. He's spent the last 8 years working with ops teams at hyperscale companies like Square, Wix, and Zocdoc, learning how data can lead to better (or worse) outcomes. Rachel is the co-Founder of Clarus Designs. She started her career in portfolio management, market analysis and financ...
Jul 22, 2021•50 min
Samantha McKenna joins Sarah Hicks on this episode of the Predictable Revenue Podcast. She’s the founder of #samsales Consulting where she supports BDRs in their professional development, advises a portfolio of Series A-C SaaS companies, coaches executives, sales teams and marketing teams, speaks at events held by the biggest names in business, and trains organizations on how to use modern tech to drive revenue. Highlights include: how to handle the peer referral (2:28) and the existing customer...
Jul 15, 2021•37 min
Kyle Lacy joins Collin Stewart on this episode of the Predictable Revenue Podcast. Kyle Lacy is the Chief Marketing Officer at Lessonly, where he applies the lessons learned while working at a venture capital firm, during an IPO, and through an acquisition by one of the largest software companies in the world to drive revenue. Highlights include: why BDRs at Lessonly roll up to marketing, not sales (1:29), compensating marketing employees on overall revenue (12:10) and how they attribute revenue...
Jul 08, 2021•48 min
David Priemer joins Sarah Hicks on this episode of the Predictable Revenue Podcast. David Priemer is founder and Chief Sales Scientist of Cerebral Selling, author, award-winning research scientist, and 4-time tech entrepreneur. Highlights include: the conception of the term experience asymmetry (0:50), top challenges a younger salesperson faces when selling to older, more experienced buyers (11:29) and the advantages (13:30), 3 key strategies young sellers can employ to overcome experience asymm...
Jul 01, 2021•33 min
Joe Parateau joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Joe Paranteau is a leading expert on sales and author of Billion Dollar Sales Secrets. In his book, he shares fifteen secrets to help inspire salespeople to rise to meet today’s challenges. He has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses, and once generated $1B in a span of just 5 years. Highlights include: how Joe’s Native American ancestry & time in the m...
Jun 24, 2021•42 min
Jon is a pioneer in the customer management category. He was the creator and co-founder of the award-winning customer management product GoldMine, acquired by FrontRange in 1999. After many years observing the CRM market, he created Nimble, an award-winning social sales and marketing CRM for individuals and teams that is Ranked #1 in Overall Satisfaction by G2 Crowd. Highlights include: Why the human is so important (1:50), misconceptions about good networks (3:40), going beyond the business to ...
Jun 15, 2021•39 min
Ajit Ghuman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Ajit is the author of Price To Scale and is a SaaS Product Marketing veteran who has helped firms such as Narvar, Medallia, Helpshift, and Feedzai differentiate their products, grow revenue, and win. Highlights include: the common misconceptions leaders have about pricing a saas product (2:18), the most common questions leaders ask Ajit about pricing (4:59), setting pricing from the ground up (9:38), building the r...
Jun 10, 2021•34 min
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 ep...
May 27, 2021•1 hr 23 min
