Rene Zamora joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Rene was ahead of his time. He’s been leading and managing small business sales teams virtually since he founded Sales Manager Now in 2006. After leading 2500 remote sales meetings and managing 20-30 salespeople per month, he has perfected the art of Virtual Sales Management. Listen on as Rene shares: why remote sales management has always been a great model, even pre-COVID (4:20), what sales reps are afraid to los...
Oct 08, 2020•39 min
George McGehrin of The McGehrin Group joins host Collin Stewart on the Predictable Revenue Podcast. The McGehrin Group specializes in working with major corporations throughout the United States focusing on the successful permanent placement of high-level executives in a multitude of industries. They rely on their high level of experience, dedication, and innovation coupled with strong contacts in various sectors. George and Collin dive into the mistake turned business model that gets George’s c...
Oct 01, 2020•35 min
Bill Wooditch joins host Sarah Hicks to talk about fear on this episode of the Predictable Revenue podcast. Bill’s roundabout path to sales leadership coupled with his extensive research of the human brain has taught him a thing or two about the motivations behind fear, and how to overcome it. Listen on to hear him dive into the essence of fear (2:01), whether or not we should be fearful of the uncertainty we’re experiencing right now (2:42), how salespeople can fight the fear of missing quota (...
Sep 24, 2020•29 min
Lisa Earle McLeod, founder of McLeod & More and author of bestseller Selling with Noble Purpose, joins Collin Stewart on the Predictable Revenue podcast. Lisa Earle McLeod is the global expert in bringing purpose to life for sales-driven organizations. She shares why crisis is the death of transactional sales (0:46), the metaphorical mint for bad “commission breath” (4:26), how to sellers can find their own “noble purpose” (12:36), the impact that has on the business and seller (19:40), the cust...
Sep 10, 2020•47 min
Host Sarah Hicks chats to Joe Sullivan, an Industrial Marketing Consultant of over a decade, on this episode of the Predictable Revenue podcast. As a long time marketing consultant, and business development lead at Gorilla 76, Joe is an expert on sales and marketing strategy for b2b companies whose prospects have a complex buying process. Joe walks us through how prospecting has changed in the absence of trade shows and travel (1:55), what companies can turn to to fill the gap in lead flow (3:55...
Sep 03, 2020•31 min
Collin Stewart’s guest on this episode of the Predictable Revenue podcast is Michael Tuso, Director of Revenue Performance at Chili Piper. As a coach, guide, mentor, Top 25 Sales Leader, and Sales Development Leader of the Year, Michael has landed on foolproof strategies for everything outbound. More specifically, he’s designed a 5 touch cadence that generates 80% of their opportunities - in only the first 2 touches. Listen on to learn how, in the middle of Covid-19, Michael’s team had their bes...
Aug 27, 2020•1 hr 1 min
Inside sales expert Mark Garrett Hayes sheds light on why SDRs should set their own targets in this episode of the Predictable Revenue podcast hosted by Sarah Hicks. Mark has over a decade of inside sales leadership experience under his belt, is the host of the Inside Sales podcast, and is Managing Director of InsideSalesCoach.com - a specialist firm providing remote sales coaching to Inside Sales teams internationally. Mark shares why goal setting should be “quantumative” (3:14), how an SDR can...
Aug 20, 2020•36 min
Sales veteran, Gabriel Moncayo, walks host, Collin Stewart, through everything you need to know about setting a remote sales team up for success in this episode of the Predictable Revenue podcast. Gabriel, a 15 year sales veteran and co-Founder/CEO of AlwaysHired Sales Bootcamp, outlines the whys and hows of remote work. Highlights include: why you shouldn’t confuse your current, covid-forced WFH situation with true remote work (3:25), why you shouldn’t be skeptical about the benefits of remote ...
Aug 13, 2020•40 min
Sales practitioner turned leader, Armand Farrokh, shares his insights with host Sarah Hicks on this episode of the Predictable Revenue Podcast. In just 18 months at Carta, Armand went from top performing Account Executive to Director of Sales overseeing 30 SDRs and SMB AEs. Throughout the episode, Armand expands on exactly how to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training (3:51), keeping the sea of faces on your team zoom cal...
Aug 06, 2020•35 min
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Zach Barney, Founder of Zach Barney Enterprises, a growing sales consultancy working with product-driven founders from a host of different verticals. Zach is a vertan sales leader – he’s led sales teams from numerous different startups, contributed to Sales Hacker, and now leads his own burgeoning consultancy. Throughout the pod, Collin and Zach discuss the early decisions CEOs and sales leaders need to make to g...
Jul 30, 2020•49 min
On this edition of The Predictable Revenue Podcast, host Sarah Hicks welcomes Dr. Ethan Becker, executive speech coach, trainer, and renowned author. Dr. Becker has helped clients of all sizes improve their communication: Harvard University, Apple, and the New York Giants...to name just three. He’s also an Executive Education professor at Harvard. #NotTooShabby. Throughout the pod, Sarah and Dr. Becker take a deep dive into the ever-important topic of communication in virtual environments. Now t...
Jul 23, 2020•43 min
On 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 basic...
Jul 16, 2020•42 min
On 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 ...
Jul 09, 2020•40 min
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Justin Welsh, founder of the sales consultancy The Official Justin. Justin has done just about everything there is to do in sales: account executive, director, CRO, writer, podcaster...the list goes on. To be sure, Justin knows a thing or two about sales. Throughout the pod, Collin and Justin discuss how to build a sales culture that attracts, and retains, top performers. Spoiler alert: it takes more than beer an...
Jul 06, 2020•46 min
On 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), w...
Jun 26, 2020•57 min
On 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 ...
May 28, 2020•39 min
On 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. H...
May 14, 2020•48 min
On 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 toda...
May 07, 2020•50 min
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jamie Scarborough, Co-Founder of The Sales Tales Agency Jamie has been on the forefront of sales recruitment for more than a decade: in addition to founding The Sales Talent Agency, he also co-founded The Great Canadian Sales Competition, the biggest national student competition in Canada. Throughout the pod, Collin and Jamie discuss how a recruiter analyzes candidates, conducts its own sales process, and hires a...
Apr 30, 2020•46 min
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Christi Wall, Director or Revenue Enablement at Chainalysis. Christi is a veteran sales enablement and training leader – having led growing companies across the tech spectrum, as well as her own consultancy practice. Chrsti knows how to scale a sales org. Throughout the pod, Collin and Christi discuss how to leverage your sales team’s amazing internal knowledge to build an effective sales enablement and training ...
Apr 23, 2020•42 min
On 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),...
Apr 23, 2020•53 min
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Amy Volas, Founder & CEO of Avenue Talent Partners. Amy is a sales professional veteran turned entrepreneur. Founder & CEO of Avenue Talent Partners she helps startups hire the right sales leaders while “ taking the cringe out of the process .” She cares deeply about improving the hiring process and has made it her life's work to fix the broken “bits and pieces” to avoid the painful effects of hiring the wrong pe...
Apr 09, 2020•1 hr 7 min
First episode of The Predictable Revenue Podcast: The Team. (Special Edition). Joining us Sarah Jane Hicks, Senior SDR, and Sebastian Arciniega, Inbound SDR at Predictable Revenue. Founded by Aaron Ross, of the award-winning, bestselling book Predictable Revenue, we teach companies how to double or triple (or more) new sales. Our framework was conceived at one of the most successful startup companies – Salesforce.com. In a few short years, use of our “Cold Calling 2.0″ framework helped increase ...
Apr 03, 2020•24 min
On 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 (2:1...
Apr 03, 2020•35 min
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Lavinia Hicks, Head of Service Design at Predictable Revenue. Lavinia is veteran Consultant, Account Manager, and Project Manager, and leads our experimental Outbound Labs practice. Throughout the pod, Collin and Lavinia discuss the evolution of Outbound Labs, as well as give a few pointers on how to implement a similar program in their organizations. Highlights include: What is Outbound Labs? (1:57), experimenta...
Mar 27, 2020•38 min
On 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? (16:5...
Mar 19, 2020•59 min
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Oliver Williamson, Head of Sales at CircutHub. Oliver is an experienced sales leader specializing across a broad range of sectors including financial services, technology, aviation, SaaS, engineering, logistics, e-commerce, retail, and restaurants. CircuitHub is a Printed Circuit Board (PCB) assembler revolutionizing scalable electronics manufacturing. As Head of Sales, his role is to lead the business' acquisiti...
Mar 12, 2020•43 min
On 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 m...
Mar 05, 2020•59 min
Collin 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:...
Feb 27, 2020•1 hr 27 min
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Somers, Director of Sales and Customer Enablement at GitLab. David is a veteran sales enablement leader – before taking over sales and enablement at GitLab, he spent more than a decade leading enablement teams at Red Hat. Before that, he cut his teeth at Dell, growing from internet to a manager in just a few short years. Throughout the pod, Collin and David discuss a critical, yet overlooked synergy: how to...
Feb 20, 2020•1 hr 10 min
