The Predictable Revenue Podcast

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)...

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...

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 appro...

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 understand...

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 Pe...

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 inf...

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 fa...

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...

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 proposa...

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...

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 Curre...

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...

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 an...

In the rapidly changing landscape of sales, it's crucial to keep up-to-date with the best techniques for success.  On this episode, Collin Stewart sat down with Drew Kluender, Senior Inside Sales Rep at Orum, to discuss the nuanced art of sales, specifically over the phone. From building a foolproof cold-calling script to mastering the art of objection handling, this in-depth conversation offers a...

Breaking into a new market is no small feat. It's a labyrinth of challenges, uncertainties, and endless decision-making. But as with any maze, there's always a path to the center if you navigate it.  In this podcast episode, we had the privilege of navigating this complex terrain with John Eitel, former Head of Sales at Canva. This company grew exponentially from 500 to 4,000 employees in just a f...

In this episode, Collin Stewart explores the fascinating intersection of genomics and human performance with Dr. Jeremy Koenig. With experience in athletics and a passion for genetics, Dr. Koenig takes us on a journey to understanding how our DNA can influence our daily performance, personally and professionally. This isn't just about physical capability; it's about holistically overcoming life's...

Is it enough for new hires to merely shadow the founder and absorb knowledge like a sponge in the sales world? Does the tribal wisdom of the founder, gained over countless calls and negotiations, translate seamlessly when scaled?  Collin Stewart of the Predictable Revenue Podcast sought answers to these pressing questions in an engaging conversation with L'areal Lipkins, Founder and CEO of Lipkins...

In today's unpredictable sales world, resilience isn't just a bonus; it's the key to lasting success. Sales folks are facing more demanding challenges than ever, especially post-pandemic. In the latest Predictable Revenue podcast, Colin Stewart chats with Keli Frazier-Cox, diving deep into what's up with sales today. Navigating modern sales feels like a maze, especially with the economy's ups and...

In today's rapidly evolving sales landscape, one buzzword you'll often hear is "collaboration." But do we understand what it means, especially regarding closing sales?  To demystify this crucial aspect of the sales process, we tuned into a recent episode of the Predictable Revenue podcast where Colin Stewart sat down with Tom Williams, the Head of Clari Align. Highlights include: The Fine Points o...

In this episode, we're diving deep into a topic we're all too familiar with—the friction between Marketing and Sales. Collin Stewart sat down with Austin LaRoche, CEO of ATAK Interactive, to explore this complex relationship.  Austin, like Collin, runs an agency, and his hands-on experience in B2C and B2B marketing brings a new dimension to this age-old debate. Highlights include: The Natural Evol...

Debra Senra, VP of Sales and Client Experience at ThreeFlow, joined Collin Stewart on the Predictable Revenue podcast. With a background in post-sale experience, Debra has identified significant changes in sales leadership over the last 18 months and shared her insights in this exciting episode. They dive into the changing landscape of sales, the necessity of post-sale experience for revenue leade...

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...

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 Pe...

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 ea...

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...