Effective sales conversations are the cornerstone of business growth, especially for startups navigating early success and expansion challenges. A renowned sales expert, Mark Hunter , offers invaluable insights on transforming sales conversations to achieve better outcomes. Sales professionals can enhance engagement and conversion rates by profoundly understanding the prospect's business, identifying key challenges, and proposing tailored solutions. This guide distills Hunter's wisdom into actio...
May 30, 2024•41 min•Transcript available on Metacast Fred Diamond 's work at the Institute for Excellence in Sales ( IES ) and advocacy for Lyme disease awareness highlight how personal challenges can enhance one's professional capabilities. In a recent conversation with Collin Stewart on the Predictable Revenue podcast, Fred shared how an unusual path involving his battle with Lyme disease made him a better sales leader. This story is a testament to the power of empathy, authenticity, and commitment in building stronger professional relationships...
May 23, 2024•49 min•Transcript available on Metacast This conversation between Kellen Casebeer (Founder of The Deal Lab) and Collin Stewart highlights the strategic matrix approach . It shows how it operationalizes segmentation to adapt campaigns based on real-time feedback, enhancing engagement and conversion. This approach aligns marketing efforts with current market realities and emphasizes strategic agility and depth, which are crucial for sustained success in dynamic business environments. Highlights include: How to Break Out Segments for Go-...
May 16, 2024•47 min•Transcript available on Metacast Welcome to another engaging session of the Predictable Revenue Podcast. In this episode, Andrew Sykes , founder of Habits at Work , re-joined us, this time exploring the pivotal role of founder-led selling. This dialogue sheds light on why founders aren't just chief executives but also the initial key salespeople, especially as they guide their startups through the critical early stages of growth. What is Happening When You're Founding a Business? (01:30), Sales Person First, Sales Leader Later ...
May 09, 2024•46 min•Transcript available on Metacast In this episode, we explore Jacob Bank 's entrepreneurial journey as the founder of Relay.App . Join us as we explore his extensive search for product-market fit and detail the intricate process of evolving an idea into a viable business. This episode unpacks the trials and triumphs of bringing a product to life in the competitive tech landscape. Highlights include: The First Year in The Desert (00:34), The Iteration Process to Create the Right Product (10:43), Leveraging Your Network as a Found...
May 02, 2024•59 min•Transcript available on Metacast In this episode, we're joined by Joe Sullivan, co-founder of Gorilla 76, a seasoned expert in the B2B industrial sector. Joe sheds light on balancing educational outreach with sales tactics and how to position your brand as a thought leader in your industry. Highlights include: Why get in front of your audience before they're ready to buy? (01:04), Do You Break it Down in Segments? Personas? How to Build the List? (07:04), How to Curate Your LinkedIn Feed? (16:07), Email Newsletters for Customer...
Apr 25, 2024•57 min•Transcript available on Metacast This time, we're diving into the nuanced world of startup sales compensation with Graham Collins , Head of Partnerships at QuotaPath . Their journey through startup sales landscapes reveals the delicate balance between incentivizing sales professionals and aligning with the company's growth trajectory. Highlights include: 100% Commission Roles? (01:00), Different Factors that Affect Compensation Plans (05:07), The Right Fit? (08:43), "The Quota is More of a Function of The Sales Cycle" (14:36), ...
Apr 18, 2024•50 min•Transcript available on Metacast In the digital age, where remote work has become the norm, mastering the art of communication has never been more critical. The ease and convenience of emails, texts, and Slack messages come with challenges, from misunderstandings to missed cues. Joining us on the Predictable Revenue Podcast, Christina Brady from Luster.ai shares her expertise on enhancing communication in virtual teams, discusses common pitfalls, and offers actionable solutions for a more connected workspace. Where Do We Go Wro...
Apr 11, 2024•46 min•Transcript available on Metacast Understanding sales compensation's journey and sales strategies' evolution is pivotal to startup growth and sales acceleration. Our latest episode on the Predictable Revenue Podcast, hosted by Collin Stewart, dives deep with Josh Schwartz , Head of Sales Acceleration at Bregal Sagemount , into the intricacies of startup sales, from the foundational steps to the nuanced strategies that drive success. Join us as we explore Josh's firsthand experiences and insights, revealing valuable lessons for f...
Apr 04, 2024•1 hr•Transcript available on Metacast In the world of startups, achieving product-market fit is akin to navigating a complex maze with endless possibilities and just as many dead ends. The journey of Trellus , as shared by its founders Dom and Ajinkya on the Predictable Revenue podcast, hosted by Collin Stewart , offers a candid exploration of this intricate process, shedding light on the trials, errors, and eventual insights that pave the way to success. Highlights include: The Original Idea Behind Trellus.ai (01:00), Pain (Points)...
Mar 28, 2024•42 min•Transcript available on Metacast In this episode of the Predictable Revenue Podcast, Collin Stewart reconnects with Matthew Roberts from Mosaic to discuss the evolution from broad-based prospecting to a hyper-focused strategy. This transformation marks a significant shift in sales development, especially pertinent for those venturing into the field. They dive into the complexities and triumphs of efficiently refining their approach to target a specific market. Highlights include: Having a Productive Team with 9 Reps and 8k Acco...
Mar 21, 2024•42 min•Transcript available on Metacast Collin Stewart dives into the intricate journey from founder-led sales to establishing the first sales team with Kristie Jones , founder of the Sales Acceleration Group . This episode reveals the pivotal steps and strategies for early-stage growth and the seamless transition toward a structured sales force. Kristie shares her invaluable insights on extracting sales processes from founders' minds, adapting strategies for new hires, and setting realistic expectations for the sales journey ahead. H...
Mar 14, 2024•1 hr•Transcript available on Metacast The difference between success and stagnation often boils down to one key element: trust. This isn't just any trust but a deeply rooted belief in the value and integrity of the salesperson standing before you. On a particularly insightful episode of the Predictable Revenue Podcast, host Collin Stewart is joined by Larry Levine , a veteran sales guru and the visionary author behind " Selling from the Heart ." Together, they embark on a deep dive into the mechanics of building trust with prospects...
Mar 07, 2024•58 min•Transcript available on Metacast In the dynamic world of outbound marketing, understanding the delicate balance between art and science is critical to crafting messages that truly resonate. Collin Stewart hosts Joel Graber , CEO at Modern Outbound , for a conversation that sheds light on this delicate balance, offering actionable insights for marketers looking to refine their approach. Highlights include: Rules of Writing Outbound Copy (01:08), Say No to the "Prince of Nigeria" Email Vibe (06:49), "It's Like Sailing a Boat, Rig...
Feb 29, 2024•1 hr 4 min•Transcript available on Metacast In the bustling world of startups, the journey from an idea to market dominance is fraught with challenges, not least of which is building a robust sales process. Collin Stewart sat down with Mia Murphy , Co-founder, and Chief Revenue Officer at Tontine , to discuss her transformative journey through the sales landscape. From her initial steps as a Sales Development Representative ( SDR ) to her strategic pivot towards co-founding a startup, Mia's story is a masterclass in overcoming the sales h...
Feb 22, 2024•36 min•Transcript available on Metacast Collin Stewart hosted the entrepreneurial mind of Sri Ganesan , the visionary behind Rocketlane . Our conversation revealed not just the thrilling early growth journey of Rocketlane but also Sri's masterful play in category creation and sales strategy, reshaping how startups scale. Highlights include: Category Creation: Why is It Important in Sales? (01:07), Marketing Efforts for Founders that Keep Paying Out! (33:42), Customer Development and Product Launches (14:38), Leveraging Content for Sta...
Feb 15, 2024•44 min•Transcript available on Metacast This time, Collin's venturing solo brings you a special episode where he dives into his top tool picks from 2023. The year was a remarkable journey, filled with experimentation and embracing new methodologies that significantly impacted our sales and marketing approach. Let's explore the essential tools that made a mark: Apollo, Clay, ChatGPT, and Orum. Highlights include: The Biggest Risk Predictable Revenue Took in 2023 (01:45), What is Clay? (9:40), Do I Need to Explain Why I Love GPT? (16:55...
Feb 08, 2024•22 min•Transcript available on Metacast Giulio Segantini , the mastermind behind outbound sales training for founders and SDRs, shares how he swapped recruitment for training people in sales, making a real impact in the trenches of outbound calls. He's known as the “Underdog Sales Trainer” for a good reason – he's about shaking up the norm and getting real results. Highlights include: Sales Training with a Recruitment Background (01:10), Say no to the "Spray and Pray" Method! (02:26), The Psychological Aspect of Cold Calling (10:13), ...
Feb 01, 2024•46 min•Transcript available on Metacast In the latest episode of the Predictable Revenue Podcast, host Colin Stewart dives into an insightful conversation with Saravana Kumar, the mastermind behind Kovai.co. This episode unravels Saravana's entrepreneurial saga, especially his strides in bringing BizTalk 360 to the forefront of the tech world. Highlights include: How Did The Concept of BizTalk 360 Emerge? (1:50), Where Did The First 10 Clients Come From? (8:00), Where Did The First 100 Clients Come From? (16:35), Transitioning From 10...
Jan 11, 2024•47 min•Transcript available on Metacast In an insightful episode of the Predictable Revenue Podcast, host Collin Stewart engages with Lee Salz , Best Selling Author and Sales Management Strategist at Sales Architects They explore a critical yet often neglected aspect of business: the pitfalls commonly encountered in building robust sales organizations. This conversation sheds light on the importance of moving from a people-centric approach to a process-driven strategy in sales, revealing critical insights for lasting success in this d...
Jan 04, 2024•50 min•Transcript available on Metacast Sales and marketing are constantly evolving, focusing on the role of SDRs for businesses aiming to boost growth. On the Predictable Revenue Podcast, Collin Stewart welcomed Matthew Iovanni, partner at Full Funnel, for a candid discussion on the pros and cons of outsourcing the SDR function. Their conversation sheds light on differing perspectives, hinging on a company's stage and market understanding. Highlights include: Why Companies Shouldn't Outsource Their SDR Function (1:02), What Do Compan...
Dec 28, 2023•1 hr 5 min•Transcript available on Metacast For this insightful episode of the Predictable Revenue Podcast, we're diving into a topic that doesn't get enough attention but is crucial in the world of sales - the transition from being a top-performing salesperson to stepping into the shoes of a sales manager. Our host, Collin Stewart, is joined by Gretchen Gordon, the author of "The Happy Sales Manager" and the founder of Braveheart Sales Performance, to unravel the complexities and challenges of this significant career shift. Highlights in...
Dec 21, 2023•53 min•Transcript available on Metacast In the latest Predictable Revenue Podcast, Collin Stewart welcomed Kathy Doucette, the COO and CFO of Proposify, for an insightful discussion. Kathy is recognized for her optimistic and innovative financial mindset and for exploring the crucial links between finance, operations, and go-to-market strategies. This conversation illuminates how strategic alignment in these areas can significantly influence business success. Here, we explore the critical insights from this conversation, presenting ac...
Dec 14, 2023•48 min•Transcript available on Metacast In the ever-evolving world of sales, understanding the nuances of startup dynamics is crucial for success. In this episode of the Predictable Revenue Podcast, Collin Stewart delves into the unique experiences and challenges faced by Blake Nolan, the first account executive at Seamless AI. Blake Nolan's story is not just about sales; it's a narrative of adaptability, learning, and growth in the fast-paced SaaS industry. His insights provide valuable lessons for anyone looking to understand the co...
Dec 07, 2023•34 min•Transcript available on Metacast Sales leaders are navigating a complex landscape in the current business climate, marked by uncertainty and rapid changes. In this episode of the Predictable Revenue Podcast, Collin Stewart and Dan Fantasia, CEO of Treeline, touch on these challenges. With extensive experience in sales leadership and recruitment, Fantasia offers vital insights and strategies for sales teams to thrive amidst market instability. Highlights include Sales Trends to Keep an Eye Out for in 2024 (1:00), How to Identify...
Nov 30, 2023•40 min•Transcript available on Metacast In this episode of Predictable Revenue Podcast, hosted by Collin Stewart, an enlightening narrative unfolded about a company that has redefined the RFP (Request for Proposals) management industry. Responsive began as an ambitious idea in the minds of Ganesh Shankar and his co-founders. They set out to tackle the inefficiencies plaguing the RFP process, transforming how businesses approach proposals and bids. Highlights include: Responsive's Origins and First 10 Clients (1:35), Educating the Cust...
Nov 23, 2023•1 hr 2 min•Transcript available on Metacast In the dynamic world of sales, the approach to hiring is undergoing a crucial transformation. On the Predictable Revenue podcast, host Collin Stewart discusses the emerging trends in sales recruitment with Brisa Renteria, CEO of Improved Growth. They dive into how data-driven strategies and a focus on intrinsic qualities reshape how sales talent is identified and nurtured. Highlights include: How, When, Where to use data in the hiring process? (1:07), Sales-Specific Hiring Assessment vs. Regular...
Nov 16, 2023•1 hr•Transcript available on Metacast On this episode of Predictable Revenue Podcast, Collin Stewart and Lou Petrossi, founder and CEO of Inside Scale, have a compelling conversation. They discussed the complexities and challenges that modern sales development teams face. From the saturation of outreach efforts to the intricacies of managing remote teams, the discussion was a treasure trove of insights. Highlights include: The Current State of Sales Development (1:00), Changes in Terms of SDR Management (7:13), Where Do We Go From H...
Nov 09, 2023•42 min•Transcript available on Metacast In this episode, our host, Collin Stewart, sits down with Dave Albano, a fractional CMO with a knack for leveraging AI in the sales and marketing landscape. Collin was particularly impressed by Dave's "super prompt," a specialized AI prompt that has significantly improved the quality of Collin's own AI-generated content. If you've ever wondered about the real-world applications of AI in sales and marketing, this episode is your go-to resource. Highlights include: Why and When to Use AI? (6:06), ...
Nov 02, 2023•49 min•Transcript available on Metacast On this episode of the Predictable Revenue Podcast, we unpacked a riveting conversation from our show. This time, we enjoyed hosting Sam Yang, President of Field Operations at People.ai. Our discussion centered on the complex relationship between Customer Success and Sales, specifically, who should own the deal and when. If you're an Account Executive, a revenue leader, or involved in renewals and upsells, this post will offer valuable insights. Highlights include: The Structure of a Sales Team ...
Oct 26, 2023•51 min•Transcript available on Metacast 
