The Predictable Revenue Podcast

Julian Marcuzzi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why SDR talent management is so important. Julian is the VP of Revenue at Predictable Revenue. He has spent 10+ years in sales and has a passion for seeing his direct reports reach their full potential. Highlights include: how to build a career path for the SDR role starting during recruitment (2:06), h...

Marc Gassó joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why SDRs should be part of your marketing team instead of sales. Marc is the CMO of Bloobirds and currently leads the company's growth strategy in the United States . Highlights include: how involving SDRs in marketing affects team dynamics (3:06), how marketing can benefit from an SDR's feedback (4:05), how...

Dale Merrill joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to stand out and sell more. Dale is a highly sought-after international speaker, sales thought leader, and co-author of Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More . Highlights include: how this philosophy came about (1:52), the experiment that led to the strikingly differen...

Shelby Dash and Kristina Clifford join Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to use comedic content to drive brand awareness. Shelby and Kristina are professional actresses turned comedic content marketers and the creators of Take2Content. Highlights include: How the duo went from professional actresses to content marketers (3:01), which comedic tropes lend...

Michael Zipursky joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to successfully run a remote business. Michael is the CEO and Co-Founder of Consulting Success, with over 20 years of experience helping consultants add 6- and 7-figures to their annual revenue. Highlights include: how Michael built his remote business and why he and his co-founder made that decisi...

Simon Severino joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to increase your return on luck as a business leader. Simon is a TEDx speaker, Contributor to Forbes and Entrepreneur Magazine, and creator of the Strategy Sprints™ Method that doubles revenue in 90 days by getting business leaders out of the weeds. Highlights include:  Simon's framework for dealing...

Pouyan Salehi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the importance of data hygiene in sales organizations. Pouyan is the Co-Founder and former CEO of PersistIQ, CycleIO and now Scratchpad, which recently raised $33M in Series B funding. Highlights include: the goal of RevOps in today's sales org (2:13), what to consider before you start tracking data (4:13...

Tom Burton joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to transform prospects into your own top performing sales team. Tom is an investor and co-founder of LeadSmart Technologies, a unique CRM platform that enables businesses to help their prospects and customers reach the Revenue Zone. Highlights include: the conflict between salespeople and modern B2B buye...

Joel Smith and Vanessa Roberts Product join Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to excel at product-led growth. Joel and Vanessa are both strategic coaches at Dan Martell's SaaS Academy, a B2B SaaS coaching program and community. Highlights include: the definition of product-led growth and common misconceptions (3:18), what most companies get wrong with pr...

Harpaul Sambhi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the importance of founder-led sales to scale a startup predictably.  Harpaul is the Founder and CEO of productivity software Magical , as well as the Founder and former CEO of Careerify recruiting software, which sold to LinkedIn in 2015 . Highlights include: how Harpaul's own success started with founde...

Matt Melymuka joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss what's wrong with the revenue growth at all costs model. Matt is the Founder/Partner of PeakSpan Capital, a growth equity firm that takes a "contra-silicon valley" approach to scaling. Highlights include: the origins of PeakSpan's focus and specialization model (1:56), what the capital loss ratio is and w...

Tom Glason joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how revenue leaders can own their seat at the board table. Tom is the Co-founder & CEO of Scalewise, helping B2B tech scale-ups accelerate growth by providing access to world-class Scale Experts. Highlights include: why funding numbers have quadrupled in recent years and what that means for revenue leaders (...

Pontus Noren joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to map the investor's journey to the seller's journey. Pontus is the Founder and former Vice-Chairman of Cloudreach, as well as Executive Chairman and Founder of savvi.co. Highlights include: how to translate your outbound sales process to the investor's journey (3:48), where most founders make mistake...

Eric Nowoslawski joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to create inbound leads using outbound sales messaging. As a growth marketer, Eric Nowoslawski has worked with over 120 startups. He teaches founders the systems, processes, and strategies that make outbound a dependable pipeline of growth. Highlights include: why not all offers are made for cold e...

Darryl Praill joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss best practices and common mistakes when implementing outbound sales sequences. Darryl is the Chief Revenue Officer at VanillaSoft, the industry's most established Sales Engagement Platform . Highlights include: how sales cadences can counteract our bad habits (2:56), how to build the best possible cadence...

Andy Paul joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell without selling out. Andy is the author of two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, and is one of the leading voices in the sales industry today. Highlights include: outdated sales behaviors that need to be replaced (2:56), why so many sales teams are selling out eve...

Art Harding joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why outbound sales are lagging in digital transformation and how to fix it. Art is a global speaker, sales leader, and Chief Operating Officer at People.ai, where he helps build high-performing sales, services, and operations teams. Highlights include: how B2B tech went from a leader in digital transformati...

Todd Caponi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why transparency sells better than perfection. Todd is the Founder of Sales Melon and author of the award-winning book, The Transparency Sale . Highlights include: why a product with 4.2-star reviews will outsell its 5 star counterpart (4:08), how to be more transparent in your messaging (7:41), how to stan...

Simeon Atkins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss leveraging account-based marketing (ABM) to reach prospects that are worth your time. Simeon is an Industry Consultant at Similarweb, specializing in eCommerce and marketing tech. He works closely with various commercial operations to help them find, win, and retain more business with Similarweb's market...

Leah is a Founder of BetterGrowth, a consulting agency focused on helping companies scale their customer-focused teams to exceed revenue goals and turn their customers into lifelong fans. Highlights include: why customer success deserves a seat at the revenue table (1:50), the reason why so customer success often gets stuck in a reactive role (3:30), the two main roles with customer success (4:30)...

Shawn Rhodes joins the Predictable Revenue podcast to discuss how systematizing the outbound sales process can help improve your conversion rates. Highlights include: why so many salespeople rely on hope (1:45), the negative impacts of salespeople improvising their process (3:03), how sales leaders can enable their teams with strong systems (7:42), what three questions you need to ask in every deb...

Christina del Villar joins the Predictable Revenue podcast to discuss how a go-to-market strategy can help you boost outbound sales and hit your revenue targets. Christina is a marketing strategy expert who helps companies define, develop and implement successful go-to-market strategies and boost their revenue. Highlights include: how Christina's childhood dream to be a fighter pilot influenced he...

AlexAnndra Ontra joins the Predictable Revenue podcast to discuss the role of presentations in the outbound sales process and how to use them to close the deal. AlexAnndra is the President and Co-founder of Shufflrr, a presentation management platform that has shaped the presentation strategies of hundreds of Fortune-level companies. Highlights include: the three functions of a sales presentation...

Kevin Snow joins the Predictable Revenue podcast to discuss how automating your outbound sales strategy can help you close deals faster and more efficiently.  Kevin is the Founder/CEO of Time On Target, a sales and marketing agency that helps businesses integrate digital technology in an authentic, professional way. Highlights include: Common mistakes when implementing automation (1:38), how to se...

Moeed Amin joins the Predictable Revenue podcast to discuss how founders can establish a customer-centric outbound sales infrastructure for profitable growth. With over 20 years of experience in sales and a background in neuroscience, Moeed founded Proverbial Door to help businesses improve their sales function for radical growth. Highlights include: the four most common mistakes founders make whe...