In any sales engagement, the groundwork before the call can be decisive. Chris Brewer, Co-founder at OMG Commerce, shares his pre-call preparation strategy, primarily for inbound lead generation, with insights adaptable to outbound leads. Highlights include: Things to do before a Call to set yourself up for success (5:22), What to do On the Call to ensure success (22:07), On-The-Call Language (27:25), Expectation Setting and Time Management for Sales Calls (39:23), And more... Are you looking to...
Aug 24, 2023•1 hr 20 min•Transcript available on Metacast Jess Klek, CRO at Brighthire, has mastered building high-performing teams with solid cultural bonds. With experience managing large corporations and fast-growing startups, Jess joins Collin Stewart on the Predictable Revenue Podcast to explore her superpower: shaping a culture that fuels success. Highlights include: Hiring and Building Your Sales Team (1:20), What It Feels like to be in a "High Performance/Shitty Culture" Role (4:16), Everything Starts With Hiring! (11:00), The Role of Leadershi...
Aug 17, 2023•50 min•Transcript available on Metacast Michelle Vu's leadership style, encapsulated by her six pillars, highlights the importance of empathy, inclusivity, and adaptability in fostering a robust team culture. She emphasizes understanding individual motivations, ensuring every voice is heard, celebrating victories, and balancing responsibilities in unique, resonant ways. It's about achieving goals and cultivating an environment where each member can thrive. Highlights include: Michelle's Journey and The Importance of a Positive Culture...
Aug 10, 2023•58 min•Transcript available on Metacast In sales and entrepreneurship, crafting compelling narratives can be a game-changer. One of the most challenging yet influential skills in this domain is storytelling. Collin Stewart sat down with Philipp Humm, a seasoned expert in the field and the author of The Story Selling Method, to delve into the significance of storytelling in the sales realm. He shared invaluable insights on choosing the correct stories, narrating them effectively, and connecting with the audience on a deeper level. Are ...
Aug 03, 2023•52 min•Transcript available on Metacast In this episode of the Predictable Revenue Podcast, Collin Stewart meets Dan Fagella, CEO and head of research at Emerj Artificial Intelligence Research, to discuss the implementation of AI for sales in large enterprises. Dan joins us to explore how large enterprises implement AI beyond sales enablement. From his extensive experience and podcasting prowess in the field, they uncovered the high-level factors driving AI adoption and the most impactful use cases in sales. We even got a glimpse into...
Jul 27, 2023•48 min•Transcript available on Metacast In today's rapidly evolving business landscape, hiring remotely and globally has gained significant traction. The traditional model of recruiting and maintaining an exclusively local workforce is being redefined, thanks to technological advancements and the realization of the numerous benefits of a global talent pool. To shed light on this topic and provide valuable insights, we had the pleasure of sitting down with Amir Reiter, the founder and CEO of the CloudTask marketplace. With his wealth o...
Jul 20, 2023•44 min•Transcript available on Metacast Joel Klettke, Founder of CaseStudyBuddy, knows a thing or two about the power of case studies. He joined Collin Stewart for an episode of the Predictable Revenue Podcast, and in this blog post, we'll dive into the world of case studies, exploring why most companies underinvest in them and how you can build and repurpose them effectively to ensure your sales team actually uses them. Highlights include: Why don't companies invest more in case studies? (4:00), The different types of Case Studies (9...
Jul 13, 2023•57 min•Transcript available on Metacast We're thrilled to explore the intriguing story of Sales Assembly and its founder, Matt Green. What sets Sales Assembly apart? As the Chief Revenue Officer (CRO), Matt continues to work as an Account Executive (AE) within his company. Let's uncover the motivations behind this unconventional choice and discover the insights it brings to Sales Assembly's sales motion. Highlights include: Holding on to the AE role as a Founder and CRO (2:00), The Benefit of Having a Very Specific ICP (4:10), Why Not...
Jul 06, 2023•51 min•Transcript available on Metacast Is cold email dead? This age-old question has sparked debates and divided opinions. Jesse Ouellete, Founder of LeadMagic, and Vaibhav Namburi, Founder of SmartWriter, shed light on the truth behind cold email's future. Highlights Include: Is cold email really dead (1:20), What does “good” look like from a deliverability perspective (4:20), Google, Apple and other Email Security features to keep in mind (10:00), What can kill deliverability? (19:40), How many emails should you be sending per day?...
Jun 29, 2023•52 min•Transcript available on Metacast Exploring the Intersection of Sales Leadership and Founder Dynamics: Join us in this captivating podcast episode as Collin Stewart and Dean Yim delve into the fascinating realm where sales leadership, salespeople, and founders converge. Gain valuable insights into outbound strategies, customer development, and innovative HR tools like Loop. Don't miss out on unlocking the secrets of sales leadership and the challenges salespeople and founders face. Are you looking to create repeatable, scalable,...
Jun 22, 2023•50 min•Transcript available on Metacast Gray Norman joins Collin Stewart on The Monthly Meta Podcast to discuss the ins and outs of building an effective outbound sales strategy, including triggers, crafting messages, and more. Gray Norman is the VP of Pods at Predictable Revenue. Highlights include: Building an effective sales campaign sequence strategy (0:40), targeting and identifying triggers (6:04), refining your sales development process (14:14), prioritizing vs. personalizing (17:30), crafting the right messaging for cold prosp...
Jun 15, 2023•53 min•Transcript available on Metacast Christopher Filipiak joins Collin Stewart on The Predictable Revenue Podcast to discuss the framework to build meaningful conversations in founder-led sales. Christopher Filipiak is the Founder and Executive Seller at Christopher Filipiak LLC, a company dedicated to helping Founders, CEOs, and Sales Leaders to develop Sales Ready mindsets, robust systems and processes, authentic sales conversations, and Sales Ready teams that make sales daily. Highlights include: the first million dollars in sal...
Jun 09, 2023•57 min•Transcript available on Metacast Cristina Esposto and Gray Norman join Collin Stewart on this episode of the Predictable Revenue podcast to discuss new changes to the brand, service offerings, and the new methodology. Highlights include: how sales has evolved over the years (8:03), a new era for Predictable Revenue (13:14), the art of closing (17:08), sales messaging and the rise of targeting (21:01), and human talent is more important than ever (25:04). Are you looking to create repeatable, scalable, and predictable revenue? W...
Jun 01, 2023•29 min•Transcript available on Metacast Jake Bernstein joins Collin Stewart on the Predictable Revenue Podcast to discuss navigating the ever-changing landscape of sales development and harnessing artificial intelligence. Jake Bernstein is the Director of Business Development at SPINS, a leading wellness-focused data technology company that transforms trillions of retailer data into performance solutions to accelerate growth and deepen loyalty with shoppers. Highlights include: how sales development has changed (2:17), how the tech in...
May 18, 2023•44 min•Transcript available on Metacast Eric Nowoslawski and Varun Anand join Collin Stewart on the Predictable Revenue Podcast to discuss exciting ways of prospecting using AI for writing messaging and targeting. Eric Nowoslawski is the Founder of Growth Engine X, an outbound agency leveraging over 20+ data sources to send relevant and personalized cold emails to ideal prospects. Varun Anand is the Head of Operations of Clay, a data provider that simplifies prospecting by bringing together 50+ data sources to build highly targeted le...
May 04, 2023•1 hr 11 min•Transcript available on Metacast Gavin Page joins Collin Stewart on the Predictable Revenue Podcast to discuss the changes that have occurred in sales development and how to communicate your value in a challenging economy. Gavin Page is the Founder and Director of Excelerate360, an end-to-end sales service, that provides support and resources to clients at each stage of their sales cycle. Highlights include: how sales development has changed (0:55), dynamics of sales with tightened budgets (4:46), what we can do differently now...
Apr 27, 2023•42 min•Transcript available on Metacast Josh Schwartz joins Collin Stewart on the Predictable Revenue Podcast to discuss the importance of building rapport with prospects and different social selling tactics to stand out. Josh Schwartz is the Head of Sales Acceleration Practice at Bregal Sagemount, a team of 20+ professionals who've helped take Valley startups and global enterprises to the next level, available to help you grow and succeed. Highlights include: the importance of building a relationship (15:45), how to stand out as a sa...
Apr 20, 2023•53 min•Transcript available on Metacast Matthew Roberts joins Collin Stewart on the Predictable Revenue podcast to discuss his expertise in the sales career development process. Matthew Roberts is Leading Sales Development at Mosaic, a strategic finance platform that empowers finance leaders to make more profitable decisions. Highlights include: what Matthew loves most about sales leadership (2:30), sales career development process (11:02), employee incentives & implementing gamification (14:01), good targeting vs. good messaging (19:...
Apr 13, 2023•39 min•Transcript available on Metacast Andrew Sykes joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the importance of practice in sales. Andrew Sykes is the CEO and Founder of Habits at Work, a sales training company designed to help teams practice and embody the mindsets, skills, and habits that build customer trust. Highlights include: developing embodied skills and the importance of practice in sales (1:59), the critical embodied skills that we need to be practicing (8:38), how and where to start...
Apr 06, 2023•58 min•Transcript available on Metacast Taylor Jones joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the different ways of improving your sales process and how to take that improvement into your own hands. Taylor Jones is the Director of Sales at Zip, an intake-to-procure solution to bring a consumer-grade user experience to B2B purchasing. Highlights include: the importance of diagnosing and focusing (1:33), figuring out what to focus on as a sales leader (2:46), taking improvement into our own hand...
Mar 30, 2023•39 min•Transcript available on Metacast Joey Williams joins the Predictable Revenue podcast to discuss prospecting with purpose: navigating challenges and building relationships. Joey is the Director of Sales Development at Chili Piper, an inbound lead conversion and scheduling app. Highlights include: the value of persistence in an SDR (2:55), sales development tactics every rep needs to know (8:54), why SDRs need to have control over who they’re targeting (12:15), how Rules of Engagement affect the prospecting process (14:40), tips ...
Mar 16, 2023•57 min•Transcript available on Metacast AJ Cassata joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss establishing authority and generating leads on Facebook. Highlights include: how AJ got into sales development consulting (1:15), how community drove early growth at RevenueBoost (11:10), how your Facebook group can act as a lead magnet (17:55), how to choose the right platform for your community (20:05), two factors to consider before starting a community (26:00), the step-by-step process of building a...
Mar 09, 2023•59 min•Transcript available on Metacast Jake Biskar joins Collin Stewart on this episode of the Monthly Meta Podcast to discuss the importance of clean data when prospecting. Jake is a consultant at Iconic Air and Marketing Manager at Yahoo for Business. Highlights include: how inaccurate contact data affects prospecting (3:45), why SDRs need to control who they’re contacting (6:19), how Clay.run streamlines the prospecting process (8:20), how Clay integrates with LinkedIn for better account scoring (13:02), tools for better targeting...
Mar 02, 2023•53 min•Transcript available on Metacast Gray Norman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss leveraging cold call dispositions as a sales leader. Highlights include: how to leverage trends in sales development (3:01), what a cold call disposition is and why it matters (4:47), how to map cold call funnels into dispositions (8:24), the benefit of tracking dispositions for managers (10:45), why you should limit your number of call dispositions (12:51), why you should treat each cold call as a min...
Feb 24, 2023•22 min•Transcript available on Metacast Jesui Ayala joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss SDR mindset and habits. Jesui is an SDR and Implementation Manager at Predictable Revenue. Highlights include: why being an SDR is not a junior role (3:31), why you shouldn’t take rejection personally (7:50), tips for surviving your first week as an SDR (9:13), the importance of being open to feedback (17:30), bringing creativity into the SDR role (22:52), how to reframe your prospecting mindset to lea...
Feb 23, 2023•51 min•Transcript available on Metacast Josh Garrison joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to book a meeting over email. Josh is the Head of Content Marketing at Apollo, an all-in-one sales intelligence platform with tools to help you prospect, engage, and drive more revenue. Highlights include: why effective outreach starts with defining the right goal (1:55), how to establish a relationship over email (8:30), how to write short and sweet emails to C-suite executives (12:15), why you ...
Feb 16, 2023•1 hr 25 min•Transcript available on Metacast Michael Tuso joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss what great SDR follow-up looks like. Michael is the Founder and CEO of Callypso, a revenue expansion and retention software for account managers. Highlights include: what’s wrong with traditional cold emails and how to craft an email that stands out (5:45), the basics of a good follow-up process (8:22), why detailed notetaking is crucial to follow-up (15:14), why you shouldn’t always attach an ask to ...
Feb 09, 2023•1 hr 18 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 $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: Leading indicators of success for larger deal sizes (3:07), how to accurately forecast pipeline revenue for a longer sales cycle (8:18), the best B2B growth channels for $50k+CAC levels ...
Jan 26, 2023•1 hr 3 min•Transcript available on Metacast Michael Covre joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to become a sales leader. Michael is a sales leader at Shopify, one of the world’s leading multinational e-commerce companies. Highlights include: what the path to sales leadership looks like and how to determine if it’s right for you (2:22), why management isn’t always the best path for advancement (9:05), how to create an impact quickly as a new manager or sales leader (11:17), what to focus on...
Jan 19, 2023•1 hr 2 min•Transcript available on Metacast Sidney Waterfall joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss pipeline sources and how to use them to accurately predict pipeline ROI. Sidney is the SVP of Growth at Refine Labs, the world’s first Revenue R&D laboratory . Highlights include: aligning your inbound and outbound strategies for a more holistic view of revenue (2:28), why Refine Labs takes an “all bound” approach to revenue (3:00), common B2B pipeline sources (5:38) how to accurately measure diff...
Jan 12, 2023•56 min•Transcript available on Metacast 
