The Predictable Revenue Podcast

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Episodes

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We interview outbound sales leaders so that you can learn directly from the people on the front lines. Our goal is to help our audience learn sales development, coaching, and prospecting best practices from people that are currently building or have built SDR teams.

Episodes

251: The Importance of Data Hygiene in Sales Orgs

Pouyan Salehi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the importance of data hygiene in sales organizations. Pouyan is the Co-Founder and former CEO of PersistIQ, CycleIO and now Scratchpad, which recently raised $33M in Series B funding. Highlights include: the goal of RevOps in today’s sales org (2:13), what to consider before you start tracking data (4:13), how over-collecting data is hurting reps’ productivity (8:50), why a simple approach to data coll...

Jun 09, 2022•28 min•Transcript available on Metacast

250: Transform Your Prospects Into A High Performing Sales Team

Tom Burton joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to transform prospects into your own top performing sales team. Tom is an investor and co-founder of LeadSmart Technologies, a unique CRM platform that enables businesses to help their prospects and customers reach the Revenue Zone. Highlights include: the conflict between salespeople and modern B2B buyers (2:35), how to lead your prospects down “the yellow brick road” towards a sale (6:03), the best c...

Jun 02, 2022•26 min•Transcript available on Metacast

249: How to Excel at Product-Led Growth

Joel Smith and Vanessa Roberts Product join Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to excel at product-led growth. Joel and Vanessa are both strategic coaches at Dan Martell’s SaaS Academy, a B2B SaaS coaching program and community. Highlights include: the definition of product-led growth and common misconceptions (3:18), what most companies get wrong with product-led growth (4:21), why choose a product-led sales approach (9:20), how to build a product-led ...

May 26, 2022•48 min•Transcript available on Metacast

248: The Importance of Founder-Led Sales to Scaling

Harpaul Sambhi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the importance of founder-led sales to scale a startup predictably. Harpaul is the Founder and CEO of productivity software Magical , as well as the Founder and former CEO of Careerify recruiting software, which sold to LinkedIn in 2015 . Highlights include: how Harpaul’s own success started with founder-led sales (1:39), three ways founders can better prepare before bringing on their first salespeople...

May 19, 2022•25 min•Transcript available on Metacast

247: What’s Wrong with the Revenue Growth At All Costs Model

Matt Melymuka joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss what’s wrong with the revenue growth at all costs model. Matt is the Founder/Partner of PeakSpan Capital, a growth equity firm that takes a “contra-silicon valley” approach to scaling. Highlights include: the origins of PeakSpan’s focus and specialization model (1:56), what the capital loss ratio is and what it means for your company (6:15), the overlooked issue of liquidity (8:55), the problem of prior...

May 12, 2022•27 min•Transcript available on Metacast

246: How Revenue Leaders Can Own Their Seat at the Table

Tom Glason joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how revenue leaders can own their seat at the board table. Tom is the Co-founder & CEO of Scalewise, helping B2B tech scale-ups accelerate growth by providing access to world-class Scale Experts. Highlights include: why funding numbers have quadrupled in recent years and what that means for revenue leaders (6:49), the five key questions that Series A and B investors are asking (10:27), the most important m...

May 05, 2022•29 min•Transcript available on Metacast

245: Increase Revenue by Selling to Investors

Pontus Noren joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to map the investor’s journey to the seller’s journey. Pontus is the Founder and former Vice-Chairman of Cloudreach, as well as Executive Chairman and Founder of savvi.co. Highlights include: how to translate your outbound sales process to the investor’s journey (3:48), where most founders make mistakes in the investment seeking process (9:27), how to deal with false positives in the investor pipelin...

Apr 28, 2022•28 min•Transcript available on Metacast

244: Generating Inbound Leads With Outbound Sales Messaging

Eric Nowoslawski joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to create inbound leads using outbound sales messaging. As a growth marketer, Eric Nowoslawski has worked with over 120 startups. He teaches founders the systems, processes, and strategies that make outbound a dependable pipeline of growth. Highlights include: why not all offers are made for cold email (2:15), non-traditional places to find inbound leads (4:03), how to use Trojan horse content to...

Apr 21, 2022•35 min•Transcript available on Metacast

243: Best Practices for Outbound Sales Sequences

Darryl Praill joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss best practices and common mistakes when implementing outbound sales sequences. Darryl is the Chief Revenue Officer at VanillaSoft, the industry's most established Sales Engagement Platform . Highlights include: how sales cadences can counteract our bad habits (2:56), how to build the best possible cadence for your audience (7:49), how to design an optimal sales sequence for multiple different channels (...

Apr 14, 2022•34 min•Transcript available on Metacast

242: How to Sell Without Selling Out

Andy Paul joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell without selling out. Andy is the author of two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, and is one of the leading voices in the sales industry today. Highlights include: outdated sales behaviors that need to be replaced (2:56), why so many sales teams are selling out even when they know it’s ineffective (4:57), the difference between selling out and selling in (6:30), ...

Apr 07, 2022•28 min•Transcript available on Metacast