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 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 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 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 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 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 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 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 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 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 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 Art Harding joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why outbound sales are lagging in digital transformation and how to fix it. Art is a global speaker, sales leader, and Chief Operating Officer at People.ai, where he helps build high-performing sales, services, and operations teams. Highlights include: how B2B tech went from a leader in digital transformation to getting stuck in the past (1:42), why sales leaders have been slower to adopt new technology (...
Mar 31, 2022•38 min•Transcript available on Metacast Todd Caponi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why transparency sells better than perfection. Todd is the Founder of Sales Melon and author of the award-winning book, The Transparency Sale . Highlights include: why a product with 4.2-star reviews will outsell its 5 star counterpart (4:08), how to be more transparent in your messaging (7:41), how to stand out with personalized prospecting (8:21), how to lead with transparency in sales conversations (11...
Mar 24, 2022•33 min•Transcript available on Metacast Simeon Atkins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss leveraging account-based marketing (ABM) to reach prospects that are worth your time. Simeon is an Industry Consultant at Similarweb, specializing in eCommerce and marketing tech. He works closely with various commercial operations to help them find, win, and retain more business with Similarweb’s market intelligence data. Highlights include the three main characteristics of ABM (2:21), the benefits of ...
Mar 17, 2022•19 min•Transcript available on Metacast Leah is a Founder of BetterGrowth, a consulting agency focused on helping companies scale their customer-focused teams to exceed revenue goals and turn their customers into lifelong fans. Highlights include: why customer success deserves a seat at the revenue table (1:50), the reason why so customer success often gets stuck in a reactive role (3:30), the two main roles with customer success (4:30), how to build your customer success team from the ground up (5:20), changing compensation models to...
Mar 10, 2022•30 min•Transcript available on Metacast Shawn Rhodes joins the Predictable Revenue podcast to discuss how systematizing the outbound sales process can help improve your conversion rates. Highlights include: why so many salespeople rely on hope (1:45), the negative impacts of salespeople improvising their process (3:03), how sales leaders can enable their teams with strong systems (7:42), what three questions you need to ask in every debrief (13:35), how systems allow salespeople to be more present in meetings (17:25), the four key par...
Mar 03, 2022•34 min•Transcript available on Metacast Christina del Villar joins the Predictable Revenue podcast to discuss how a go-to-market strategy can help you boost outbound sales and hit your revenue targets. Christina is a marketing strategy expert who helps companies define, develop and implement successful go-to-market strategies and boost their revenue. Highlights include: how Christina’s childhood dream to be a fighter pilot influenced her career in marketing (1:50), how to conduct an audit to evaluate your go-to-market strategy (3:00),...
Feb 24, 2022•28 min•Transcript available on Metacast AlexAnndra Ontra joins the Predictable Revenue podcast to discuss the role of presentations in the outbound sales process and how to use them to close the deal. AlexAnndra is the President and Co-founder of Shufflrr, a presentation management platform that has shaped the presentation strategies of hundreds of Fortune-level companies. Highlights include: the three functions of a sales presentation (1:51), the problem with traditional sales presentations (4:54), how to build a flexible slide libra...
Feb 17, 2022•20 min•Transcript available on Metacast Kevin Snow joins the Predictable Revenue podcast to discuss how automating your outbound sales strategy can help you close deals faster and more efficiently. Kevin is the Founder/CEO of Time On Target, a sales and marketing agency that helps businesses integrate digital technology in an authentic, professional way. Highlights include: Common mistakes when implementing automation (1:38), how to send automated content based on where a prospect is in the sales process (9:40), h ow to provide more v...
Feb 10, 2022•32 min•Transcript available on Metacast Moeed Amin joins the Predictable Revenue podcast to discuss how founders can establish a customer-centric outbound sales infrastructure for profitable growth. With over 20 years of experience in sales and a background in neuroscience, Moeed founded Proverbial Door to help businesses improve their sales function for radical growth. Highlights include: the four most common mistakes founders make when scaling (3:40), how to understand your customers on a deeper level (8:44), a wider view of the buy...
Feb 03, 2022•33 min•Transcript available on Metacast Mary Grothe joins the Predictable Revenue podcast to discuss how CEOs can remove friction from the outbound sales process in order to scale revenue holistically. Mary is a former #1 MidMarket B2B Sales Rep and CEO of House of Revenue, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 15 companies nationwide. Highlights include: the two stages of scaling for CEOs (1:55), the importance of narrowing down your ICP...
Jan 27, 2022•29 min•Transcript available on Metacast In this episode of the Predictable Revenue Podcast, Sarah Hicks is joined by Dr. Stefanie Boyer to discuss why roleplaying practice makes the best sales development reps and how to incorporate improv exercises into your SDR training. Dr. Boyer is an award-winning sales educator and author of several books, including The Little Black Book of Social Media, Strategies to Ignite Your Business, Influencer, and Professional Brand. Highlights include: the importance of practice in sales development (1:...
Jan 24, 2022•28 min•Transcript available on Metacast Darren Reinke joined the Predictable Revenue podcast to discuss self-limiting beliefs in sales development, including how to foster growth in your team, and reframe self-limiting beliefs into positive thoughts and actions. Darren is an executive coach, podcast host, and author of "The Savage Leader: 13 Principles to Become a Better Leader from the Inside Out." The book focuses on the inner journey of leadership, and how to overcome self-limiting beliefs to unlock our hidden potential. Highlights...
Jan 13, 2022•49 min•Transcript available on Metacast 
