Daniele Di Nunzio joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to hire SDRs and AEs and what to look for in your first sales hire. Daniele is the VP of Sales at Storyly, a user engagement platform to embed Stories content in mobile apps and websites. Highlights include: what most VP of Sales get wrong (7:49), how the founding sales team can make or breaks the company (10:17), the underestimated cost of bad hiring (20:10), why your sales hiring process ne...
Jan 05, 2023•1 hr 21 min•Transcript available on Metacast Ted Blosser joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the difference between go to market fit (GTM) and product market fit. Ted is the Chief Enablement Officer (CEO) at WorkRamp, an all-in-one learning management system. Highlights include: the difference between go to market and product market fit and why the two are commonly confused (3:36), WorkRamp’s unique journey to achieve GTM fit (5:30), how Ted generated $100-200k a day in pipeline on LinkedIn al...
Dec 29, 2022•58 min•Transcript available on Metacast Jenell Riesner joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss applying B2C Black Friday tactics to the sales development world. Jenell is the CMO at iLoveKickboxing, a fitness franchise specializing in HIIT workouts and kickboxing. Highlights include: why Jennell’s company started their Black Friday campaign in October (3:45), how to think about planning your promotional campaigns and sequences from a marketer’s perspective (21:44), their top three marketing c...
Dec 22, 2022•1 hr 12 min•Transcript available on Metacast Sam Kuehnle joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss re-envisioning the SDR role through a demand generation lens. Sam is the VP of Demand Gen at Refine Labs, a marketing strategy and research firm for B2B SaaS companies. Highlights include: the problem with the current B2B sales model (3:20), why sales leaders get stuck worrying about the volume of leads over the quality (8:00), how to navigate the transition from a volume-based approach (13:30), how a ...
Dec 15, 2022•48 min•Transcript available on Metacast (Replay)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 mee...
Dec 08, 2022•42 min•Transcript available on Metacast Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for $10-50k CAC levels. Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams. Highlights include: Recap of the best demand generation channels for $1-10k CAC levels (2:15), what metrics are most important at a $10-50k CAC level (10:10), why it’s important to understand conversion r...
Dec 01, 2022•2 hr 34 min•Transcript available on Metacast Ruben Dua joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to lean into your personality to attract ideal customers. Ruben is a podcast host, video enthusiast, and the Founder and CEO of Dubb.com. Highlights include: how to practice creativity as an SDR (3:48), advice for new SDRs to overcome the fear of veering off script (7:02), how to add your personality to a call script (7:32), why repetition is key to perfecting your cold call skills (8:40), what sales...
Nov 24, 2022•41 min•Transcript available on Metacast Josh Garrison joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the hard skills needed to succeed at SDR Management. Josh is the Head of Revenue at Teamflow, a remote office software for sales teams. Highlights include: what skills to look for in a good SDR Manager (2:09), advice for SDRs who want to grow into a management role (5:03), what day-to-day life looks like as a sales manager (7:00), how to prioritize your tasks as a manager (11:17), four important stag...
Nov 17, 2022•1 hr 16 min•Ep 274•Transcript available on Metacast Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for different CAC levels. Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams. Highlights include: what you need to have in place before thinking about marketing and growth channels (3:35), how to decide which channels to invest in (9:29), how to effectively test new channels (13:...
Nov 10, 2022•1 hr 10 min•Transcript available on Metacast Rick Pizzoli joins Collin Stewart on this episode of the Predictable Revenue podcast to share his top lessons from sales outsourcing in Europe. Rick is the Founder and CEO of Sales Force Europe, the largest and most established technology business development team in Europe. Highlights include: How Rick got started in sales outsourcing (3:19), how Sales Force Europe helps companies replicate their success in new markets (4:22), how to translate success in one area to a new market or industry (7:...
Nov 03, 2022•1 hr 5 min•Transcript available on Metacast 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 (14:0...
Oct 27, 2022•1 hr 2 min•Transcript available on Metacast Jane Portman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss why segmentation is key for SaaS email marketing. Jane Portman is the Co-Founder and CEO of Userlist, an email automation platform specializing in understanding customer data. Highlights include: how to choose the right segmentation criteria for your email campaigns (4:21), matching your email outreach to the context (7:32), how to apply the lifecycle marketing model can apply to email (8:49), tips fo...
Oct 20, 2022•37 min•Transcript available on Metacast Rand Fishkin joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to gain a deeper understanding of your audience. Rand is the Co-founder and CEO of SparkToro, makers of fine audience research software. Highlights include: Rand’s journey from Moz to SparkToro (1:15), why sales relies on understanding your audience (13:06), an example of how SparkToro pulls data on specific customers (15:27), why Rand and his co-founder decided not to rely on a subscription model...
Oct 13, 2022•46 min•Transcript available on Metacast Peter Kazanjy joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why you should use data to drive your sales management decisions. Peter is a serial founder and seasoned early-stage SaaS executive, advisor, and investor. Highlights include: why data is so foundational to sales management (4:32), how to get started with data management for your sales development team (8:34), the biggest mistake sales managers make when implementing data systems (9:04), how to take act...
Oct 06, 2022•39 min•Transcript available on Metacast Rachel Howourth joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to convert high-ticket clients through content and community. Having worked in sales for her entire career and built a successful training and consultancy business, Rachel felt empowered to demonstrate that sales can be easy, not sleazy. Highlights include: what makes a high-ticket client different (1:34), the problem with educational content (4:05), examples of content to attract high-ticket clie...
Sep 29, 2022•38 min•Transcript available on Metacast Donald Kelly joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell using LinkedIn and video. Donald is the founder of The Sales Evangelist, where he evangelizes effective ways salespeople and entrepreneurs can find more qualified prospects, close more deals, and make more money. Highlights include: what salespeople get wrong on LinkedIn (2:01), the three parts to an effective LinkedIn strategy (2:39), how to be strategic about your connection requests (5:19)...
Sep 22, 2022•44 min•Transcript available on Metacast Jeff Koser joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell better in an economic downturn. Jeff is the award-winning co-author of Selling to Zebras and founder and CEO of Zebrafi. Highlights include: the impact of recent market changes on B2B sales (2:24), why startups are especially vulnerable to these changing conditions and three ways founders can prepare (4:20), how to dial in your ICP profile to close up to 90% of your deals (5:58), how to measure...
Sep 15, 2022•28 min•Transcript available on Metacast Yoav Susz joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss contracts can put the wind in your sales. Yoav is the VP of Global Revenue at Contractbook, an all-in-one contract management platform. He joined the Predictable Revenue podcast to discuss how contracts can put the wind in everyone’s sales. Highlights include: How sales contracts have become stuck in the past (1:57), the two most important aspects of a great contract system (4:37), how to ensure every team ...
Sep 08, 2022•25 min•Transcript available on Metacast Jason Bay joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss cold calling and how to coach cold calling. Jason is the Chief Prospecting Officer at Blissful Prospecting, and he’s on a mission to help reps and sales teams turn strangers into paying customers. Highlights include: Jason’s framework for cold calling (3:01), a step-by-step walkthrough of a successful cold call (5:25), the importance of tonality and establishing yourself as a peer (6:30), permission phrases...
Sep 01, 2022•50 min•Transcript available on Metacast Tyler Barron joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the financial impact of breaking down silos in your revenue organization. Tyler is a high-performing go-to-market leader with 10+ years of experience in SaaS and enterprise technology. Highlights include: challenges and lessons learned from Tyler’s transition from a sales leader to CRO (2:31), why the modern customer journey requires breaking down the silos between sales, marketing, and customer success ...
Aug 25, 2022•36 min•Transcript available on Metacast Graham Collins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to set up effective compensation plans for SDRs. As the Director of Sales Development at QuotaPath, Graham Collins built out the SDR function, led a team of 40 reps, and conducted more than 300 compensation plan strategy calls. Highlights include: how to balance rep control with benefit to the company (2:15), different SDR compensation models and how to determine which is right for your company (4:...
Aug 18, 2022•31 min•Transcript available on Metacast Tanya MFK joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how optimizing your booking process will increase your show rate. Tanya is the Founder of Success By Design and host of the My Designed Life Show, featured on FM radio, UI Media Network, online platforms, and BingeNetworks TV. Highlights include: the biggest mistakes salespeople make when booking meetings (2:13), the impact of a sloppy booking process (3:22), why sending a scheduler link is not enough (4:30...
Aug 11, 2022•30 min•Transcript available on Metacast Jordan Crawford joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to find companies at scale at the exact moment they need you. Jordan has built growth systems for Mainstreet, Ironclad, Vouch, and more. Now he runs BlueprintGTM.com to help companies dial in their prospecting by key painful moments. Highlights include: how to better target your outreach with the CATCAT system (2:45), how to systematize your prospecting process (7:15), how to achieve personalizati...
Aug 04, 2022•35 min•Transcript available on Metacast Rene Zamora joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to become a motivational sales leader. Rene is the founder of Sales Manager Now, a Fractional Sales Management consulting firm, and the author of Part-Time Sales Management . Highlights include: why motivation differs for sales reps and leaders (2:38), two ways to keep your team on track to hit revenue goals (3:47), how to remove obstacles from the sales process (4:30), common obstacles that get overl...
Jul 28, 2022•19 min•Transcript available on Metacast Julian Marcuzzi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why SDR talent management is so important. Julian is the VP of Revenue at Predictable Revenue. He has spent 10+ years in sales and has a passion for seeing his direct reports reach their full potential. Highlights include: how to build a career path for the SDR role starting during recruitment (2:06), how to set your direct reports up for long-term success (4:53), how to determine when to promote or m...
Jul 21, 2022•30 min•Transcript available on Metacast Marc Gassó joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why SDRs should be part of your marketing team instead of sales. Marc is the CMO of Bloobirds and currently leads the company's growth strategy in the United States . Highlights include: how involving SDRs in marketing affects team dynamics (3:06), how marketing can benefit from an SDR’s feedback (4:05), how SDRs can benefit from a closer tie to marketing (6:32), why marketing should have a greater link to...
Jul 14, 2022•37 min•Transcript available on Metacast Dale Merrill joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to stand out and sell more. Dale is a highly sought-after international speaker, sales thought leader, and co-author of Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More . Highlights include: how this philosophy came about (1:52), the experiment that led to the strikingly different framework (2:50), the most surprising thing Dale learned from watching 1700 client meetings (3:30)...
Jul 07, 2022•34 min•Transcript available on Metacast Shelby Dash and Kristina Clifford join Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to use comedic content to drive brand awareness. Shelby and Kristina are professional actresses turned comedic content marketers and the creators of Take2Content. Highlights include: How the duo went from professional actresses to content marketers (3:01), which comedic tropes lend themselves best to B2B marketing (4:58), how to harness the power of surprise in your content (8:12)...
Jun 30, 2022•26 min•Transcript available on Metacast Michael Zipursky joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to successfully run a remote business. Michael is the CEO and Co-Founder of Consulting Success, with over 20 years of experience helping consultants add 6- and 7-figures to their annual revenue. Highlights include: how Michael built his remote business and why he and his co-founder made that decision (2:29), early-stage challenges they encountered running a remote business (3:58), how to build a ...
Jun 23, 2022•37 min•Transcript available on Metacast Simon Severino joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to increase your return on luck as a business leader. Simon is a TEDx speaker, Contributor to Forbes and Entrepreneur Magazine, and creator of the Strategy Sprints™ Method that doubles revenue in 90 days by getting business leaders out of the weeds. Highlights include: Simon’s framework for dealing with factors outside of your control (1:40), two powerful questions business leaders should ask thems...
Jun 16, 2022•40 min•Transcript available on Metacast