The Predictable Revenue Podcast

On this episode of the Predictable Revenue Podcast, Collin Stewart is joined by Darius Lahoutifard, founder of the MEDDIC Academy. They dive into the origins and unique development of the MEDDIC sales qualification framework. Highlights include: Why is MEDDIC so Important? (16:05), What is a Catalyst for Change? (56:27), And more... Are you looking to create repeatable, scalable, and predictable r...

In the latest episode of the Predictable Revenue Podcast, host Collin Stewart sits down with Kevin Gilman , National Sales Director at Carvertise , to delve into the habits that have driven Kevin's two-decade-long sales career.  This conversation highlights how structured routines and prioritizing personal and professional goals can significantly enhance sales performance. Highlights include: How...

Welcome back to the Predictable Revenue Podcast! In today's episode, Collin Stewart is joined by Benjamin Dennehy, famously known as the UK's most hated sales trainer. Benjamin brings his unfiltered, brutally honest approach to sales training, sharing insights on why salespeople often struggle and how they can turn things around. Highlights include: Get Your Salespeople to Stop Slacking (01:24), T...

Building a community around your brand can provide a significant strategic advantage. April MacLean, founder of  Wondry , shares valuable insights into why and how to create a thriving community. Highlights include: Why Creating a Community? (01:05), A Community is More than a Platform! (13:31). And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ►  ht...

In this episode of the Predictable Revenue Podcast, Collin Stewart interviews Chris Riklin , Co-founder and Head of Revenue at Topline.  Chris shares his unique journey as a founder, highlighting the importance of being deeply involved in the sales process and how his team's collaborative dynamics contribute to their success. Highlights include: Enterprise Rep vs. First AE (05:07), Pirate Funnel a...

Welcome back to the Predictable Revenue Podcast! This time, we're joined by Mark Jung , the founder of Authority .  We're diving into LinkedIn-led growth and how Mark achieves an incredible one million impressions a week. Let's explore the strategies and experiences that have driven his success. Highlights include: What Do You Want to Be Known For? (25:02), Extra Tips on Creating Demand with Conte...

In a recent episode of the Predictable Revenue Podcast, Collin Stewart hosts Jeremy Painkin, SVP at Community Brands, to discuss the essentials of effective forecasting.  Dive into the key elements that can make your organization's forecast predictable and actionable. Highlights include: Buy-In is What Pulls Everything Together (20:00), What Happens When a Deal Moves Back? (29:47), And more… Are y...

Navigating the journey to success often hinges on leveraging strong networks and adapting to technological advancements.  This episode with Drew Sechrist delves into the transformative power of building connections, exemplified by a bold, cold email that sparked a pivotal career shift.  Explore the evolution of CRM solutions, the customer experience's importance, and seamless handoffs' critical ro...

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, identif...

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 testamen...

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 sust...

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...

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...

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...

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 P...

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, discuss...

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 succe...

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 p...

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 appro...

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,...

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...

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 Outbou...

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...

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 K...

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 Predic...