The Predictable Revenue Podcast

Erol Toker and Rachel Haley join Sarah Hicks on this episode of the Predictable Revenue Podcast. Erol is the founder of Truly.co - the automation platform that makes manual data entry for your reps a thing of the past. He's spent the last 8 years working with ops teams at hyperscale companies like Square, Wix, and Zocdoc, learning how data can lead to better (or worse) outcomes.  Rachel is the co-...

Samantha McKenna joins Sarah Hicks on this episode of the Predictable Revenue Podcast.   She's the founder of #samsales Consulting where she supports BDRs in their professional development, advises a portfolio of Series A-C SaaS companies, coaches executives, sales teams and marketing teams, speaks at events held by the biggest names in business, and trains organizations on how to use modern tech...

Kyle Lacy joins Collin Stewart on this episode of the Predictable Revenue Podcast.  Kyle Lacy is the Chief Marketing Officer at Lessonly, where he applies the lessons learned while working at a venture capital firm, during an IPO, and through an acquisition by one of the largest software companies in the world to drive revenue. Highlights include: why BDRs at Lessonly roll up to marketing, not sal...

David Priemer joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  David Priemer is founder and Chief Sales Scientist of Cerebral Selling, author, award-winning research scientist, and 4-time tech entrepreneur. Highlights include: the conception of the term experience asymmetry (0:50), top challenges a younger salesperson faces when selling to older, more experienced buyers (11:2...

Joe Parateau joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Joe Paranteau is a leading expert on sales and author of Billion Dollar Sales Secrets. In his book, he shares fifteen secrets to help inspire salespeople to rise to meet today's challenges. He has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses, and once generated $...

Jon is a pioneer in the customer management category. He was the creator and co-founder of the award-winning customer management product GoldMine, acquired by FrontRange in 1999. After many years observing the CRM market, he created Nimble, an award-winning social sales and marketing CRM for individuals and teams that is Ranked #1 in Overall Satisfaction by G2 Crowd. Highlights include: Why the hu...

Ajit Ghuman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Ajit is the author of Price To Scale and is a SaaS Product Marketing veteran who has helped firms such as Narvar, Medallia, Helpshift, and Feedzai differentiate their products, grow revenue, and win. Highlights include: the common misconceptions leaders have about pricing a saas product (2:18), the most common questi...

Collin Stewart and Sarah Hicks look back on 200 episodes of the Predictable Revenue podcast in this special bicentennial episode.  Collin and Sarah retrace the journey from the very first episode Collin recorded on May 4, 2017, with guest Zach Barney, to Sarah taking over as primary host and ghostwriter, to today. They share clips from and recount their memories of the top 3 most viewed episodes (...

Paul Ross joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Paul Ross is an author, speaker, trainer, and Master Practitioner of Neuro-Linguistic Programming. For the past 30 years, he's taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion. Highlights include: how Paul used neuro-ling...

Gabrielle Blackwell joins Sarah Hicks on this episode of the Predictable Revenue Podcast.   Gabrielle is a sales dev leader who believes in empowerment, advocacy, and enlightenment. She's a sales dev manager on the SMB/commercial team at Gong with expertise in sales leadership, sales training, sales management, change management, sales coaching, personal coaching, sales enablement, and cold callin...

Dr. Todd Snyder joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Dr. Snyder is a psychologist and productivity coach who helps business owners discover the motivation, systems, and strategies to get more done in less time. Highlights include: what it means to slow down (4:55), why many entrepreneurs struggle to see the big picture (7:20), how slowing down actually makes you mo...

Eric Reed, CEO & Founder of at reed5group , joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. Reed5group is a boutique marketing agency specializing in custom-tailored sophisticated solutions, organizational coaching, and fractional leadership services. Highlights include: Culture in the sales context (5:00), creating a culture (7:45), the fundamentals of a sales...

Sean Yuan, Business and Product Operations Specialist at MDTech, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. He earned a dual degree in Computer Science and Business Administration from the University of Southern California where he gained a passion for process improvement and bridging the gap between business and technology. He's a producer of the 30 Minut...

Alice Chandrasekaran and Jennifer Aplin, co-founders of Digital Magenta Inc, join Sarah Hicks on this episode of the Predictable Revenue Podcast. Digital Magenta Inc is a specialized consulting firm that helps companies harness data to grow revenue and drive operational efficiencies. Together, co-founders Alice Chandrasekaran and Jennifer Aplin have combined their years of experience in data intel...

Mac McKellar, National Sales Director at Nona Scientific, joins Sarah Hicks on the second episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. Mac is a national award-winning sales professional with over a decade of healthcare and laboratory experience in both sales and executive leadership. Highlights include: the regulations salespeopl...

Kevin Gilman, Head of East Coast Sales at American Public Media, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Kevin has been with APM for four years. Previously he worked at CBS selling national and local radio, and digital products. Highlights include: organization before a cold call session (1:26), research and personalization (3:39), why Kevin thinks the phone is the be...

Derek May, an Account Executive with the Commercial Insurance Department of HUB International Insurance Brokers, joins Sarah Hicks for the first episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. Derek specializes in Technology and Cyber products and is responsible for providing insurance and risk management solutions to public and pri...

Billy Sheng, Head of Sales at Esper, joins Sarah Hicks on this episode of the Predictable Revenue Podcast.   Billy has a long history of working in sales, operations, and starting companies - he's a Founder of Minyans. He still works closely with the University of Washington's entrepreneur community - specifically the Birks center of entrepreneurship. He also did a stint at Apshi last year before...

Chad Sanderson, Managing Partner at ValueSelling Associates, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Chad cuts through the outdated, theory-based "fluff" so often attributed to sales training, and gets down to the nitty-gritty with a raw, no-BS perspective to look at what is working, what's not working, and where there may be opportunities to drive predictable revenue...

Dave Kennett, CEO of Replayz, joins Collin Stewart on this episode of the Predictable Revenue Podcast. Dave is a veteran sales leader if there ever was one. In the past 21 years, he has been Director and VP of Sales and Business Development at 8 companies, including Payfirma and Hootsuite. He is now CEO at Replayz, a company that offers on-demand sales tune-ups for Inside Account Executives from t...

Greg Callahan, a Partner at Bain & Company, joins Collin Stewart on this episode of the Predictable Revenue Podcast. Greg is a member of Bain's Customer Strategy & Marketing practices, with a focus on B2B commercial excellence and growth strategy, and leads Bain's Account Planning and Sales Operations practices globally. Highlights include: why account planning is so important in the first place (...

Aaron Evans joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Aaron has 13 years of sales enablement, coaching, and hands-on training experience in multinational, corporate and start-up business environments around the globe. He's a qualified coach and practitioner of Neuro-linguistic programming and Neuro-Semantics, and a passionate SaaS sales enablement leader. Highlights inc...

Jason Reichl, co-Founder of Go Nimbly, joins Sarah Hicks on this episode of the Predictable Revenue Podcast.   Go Nimbly is the first revenue operations consultancy with the goal of allowing high-growth companies to increase the revenue of each of their customers through eliminating operational silos. Jason dives into revenue operations (5:00), the impact of a good rev ops team on the org as a who...

Erik Huberman, Founder, and CEO of Hawke Media joins Sarah Hicks on the Predictable Revenue Podcast. Hawke Media is the fastest growing marketing consultancy in the United States. The company has serviced over 2000 brands of all sizes, ranging from startups to household names. As a serial entrepreneur and marketing expert, Erik is a highly sought-after thought leader in the world of digital market...

Dirk Van Reenen is the founder of BERGflow, a company that specializes in Human Systems Development and Organizational Design in the workplace. He works with business owners and entrepreneurs that own service-based companies and get them ready for next-level growth.  Highlights include: the importance of finding the right people for each role (7:21), the importance of a team with diverse behaviors...