The Predictable Revenue Podcast

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...

Daniele Di Nunzio joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to hire SDRs and AEs and what to look for in your first sales hire.   Daniele is the VP of Sales at Storyly, a user engagement platform to embed Stories content in mobile apps and websites. Highlights include: what most VP of Sales get wrong (7:49), how the founding sales team can make or break...

Ted Blosser joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the difference between go to market fit (GTM) and product market fit.   Ted is the Chief Enablement Officer (CEO) at WorkRamp, an all-in-one learning management system. Highlights include: the difference between go to market and product market fit and why the two are commonly confused (3:36), WorkRamp's...

Jenell Riesner joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss applying B2C Black Friday tactics to the sales development world. Jenell is the CMO at iLoveKickboxing, a fitness franchise specializing in HIIT workouts and kickboxing. Highlights include: why Jennell's company started their Black Friday campaign in October (3:45), how to think about planning your pr...

Sam Kuehnle joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss re-envisioning the SDR role through a demand generation lens.   Sam is the VP of Demand Gen at Refine Labs, a marketing strategy and research firm for B2B SaaS companies.   Highlights include: the problem with the current B2B sales model (3:20), why sales leaders get stuck worrying about the volume of le...

(Replay)Troy Angrignon shares his account management wisdom on this episode of the Predictable Revenue podcast. Troy has more than 25 years of experience as a sales leader and management consultant for companies selling into large accounts in multiple industries. Highlights include: what you need to know about someone before going for the meeting (4:19), capturing and sharing this knowledge (7:56)...

Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for $10-50k 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: Recap of the best demand generation channels for $1-10k CAC levels (2:15), what...

Ruben Dua joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to lean into your personality to attract ideal customers. Ruben is a podcast host, video enthusiast, and the Founder and CEO of Dubb.com. Highlights include: how to practice creativity as an SDR (3:48), advice for new SDRs to overcome the fear of veering off script (7:02), how to add your personality t...

Josh Garrison joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the hard skills needed to succeed at SDR Management.    Josh is the Head of Revenue at Teamflow, a remote office software for sales teams. Highlights include: what skills to look for in a good SDR Manager (2:09), advice for SDRs who want to grow into a management role (5:03), what day-to-day life looks...

Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for different 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: what you need to have in place before thinking about marketing and growth channels...

Rick Pizzoli joins Collin Stewart on this episode of the Predictable Revenue podcast to share his top lessons from sales outsourcing in Europe. Rick is the Founder and CEO of Sales Force Europe, the largest and most established technology business development team in Europe. Highlights include: How Rick got started in sales outsourcing (3:19), how Sales Force Europe helps companies replicate their...

On this edition of The Predictable Revenue Podcast we are doing a replay from our podcast episode 144, co-host Collin Stewart welcomes Tom Abbott, Founder of SOCO Sales Training. Tom is a veteran sales trainer, working with a host of renowned, international clients. If you need to step your sales game up, Tom is your man. Throughout the pod, Collin and Tom discuss how Tom sources and closes leads...

Jane Portman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss why segmentation is key for SaaS email marketing. Jane Portman is the Co-Founder and CEO of Userlist, an email automation platform specializing in understanding customer data. Highlights include: how to choose the right segmentation criteria for your email campaigns (4:21), matching your email outreach...

Rand Fishkin joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to gain a deeper understanding of your audience.  Rand is the Co-founder and CEO of SparkToro, makers of fine audience research software. Highlights include: Rand's journey from Moz to SparkToro (1:15), why sales relies on understanding your audience (13:06), an example of how SparkToro pulls data o...

  Peter Kazanjy joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why you should use data to drive your sales management decisions. Peter is a serial founder and seasoned early-stage SaaS executive, advisor, and investor. Highlights include: why data is so foundational to sales management (4:32), how to get started with data management for your sales development team...

Rachel Howourth joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to convert high-ticket clients through content and community. Having worked in sales for her entire career and built a successful training and consultancy business, Rachel felt empowered to demonstrate that sales can be easy, not sleazy. Highlights include: what makes a high-ticket client different...

Donald Kelly joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell using LinkedIn and video. Donald is the founder of The Sales Evangelist, where he evangelizes effective ways salespeople and entrepreneurs can find more qualified prospects, close more deals, and make more money. Highlights include: what salespeople get wrong on LinkedIn (2:01), the three parts...

Jeff Koser joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell better in an economic downturn. Jeff is the award-winning co-author of Selling to Zebras and founder and CEO of Zebrafi. Highlights include: the impact of recent market changes on B2B sales (2:24), why startups are especially vulnerable to these changing conditions and three ways founders can pre...

Yoav Susz joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss contracts can put the wind in your sales.  Yoav is the VP of Global Revenue at Contractbook, an all-in-one contract management platform. He joined the Predictable Revenue podcast to discuss how contracts can put the wind in everyone's sales. Highlights include: How sales contracts have become stuck in the pas...

Jason Bay joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss cold calling and how to coach cold calling. Jason is the Chief Prospecting Officer at Blissful Prospecting, and he's on a mission to help reps and sales teams turn strangers into paying customers. Highlights include: Jason's framework for cold calling (3:01), a step-by-step walkthrough of a successful cold ca...

Tyler Barron joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the financial impact of breaking down silos in your revenue organization. Tyler is a high-performing go-to-market leader with 10+ years of experience in SaaS and enterprise technology. Highlights include: challenges and lessons learned from Tyler's transition from a sales leader to CRO (2:31), why the mode...

Graham Collins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to set up effective compensation plans for SDRs. As the Director of Sales Development at QuotaPath, Graham Collins built out the SDR function, led a team of 40 reps, and conducted more than 300 compensation plan strategy calls. Highlights include: how to balance rep control with benefit to the compan...

Tanya MFK joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how optimizing your booking process will increase your show rate. Tanya is the Founder of Success By Design and host of the My Designed Life Show, featured on FM radio, UI Media Network, online platforms, and BingeNetworks TV. Highlights include: the biggest mistakes salespeople make when booking meetings (2:...

Jordan Crawford joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to find companies at scale at the exact moment they need you. Jordan has built growth systems for Mainstreet, Ironclad, Vouch, and more. Now he runs BlueprintGTM.com to help companies dial in their prospecting by key painful moments. Highlights include: how to better target your outreach with the CA...

Rene Zamora joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to become a motivational sales leader. Rene is the founder of Sales Manager Now, a Fractional Sales Management consulting firm, and the author of Part-Time Sales Management . Highlights include: why motivation differs for sales reps and leaders (2:38), two ways to keep your team on track to hit revenue...