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PODCAST

The Predictable Revenue Podcast

We interview outbound sales leaders so that you can learn directly from the people on the front lines. Our goal is to help our audience learn sales development, coaching, and prospecting best practices from people that are currently building or have built SDR teams.

business management

All Episodes

45:48

180: Strategic Alignment: Driving Communication,...

The Predictable Revenue Podcast ·

2021/01/07

Kim Brown, Director of Sales and Business Development at Quick Base, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. After doing stints in sales, sales operations, sales development, demand generation, go-to-market strategy, marketing, team building, cold call training, and client prospecting, Kim has learned a thing or two about working cross-functionally within a large revenue org, and how to wrangle rogue sdrs. Highlights include: the difference between sales ecosystems in

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01:00:40

179: How to scale your business so it sells like a...

The Predictable Revenue Podcast ·

2020/12/17

Claire Chandler, President and Founder of Talent Boost, is this week’s guest on the Predictable Revenue podcast. Having worked with many diverse startups and corporations over the last 25 years, she has experienced that most companies fall apart once they start to scale. As a solution to this, she created a revolutionary way to align your leaders and teams around a unifying vision that attracts, retains, and motivates the right talent to achieve your mission. Sarah Hickschats with Claire about why

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38:21

178: How to get the attention of any decision-maker...

The Predictable Revenue Podcast ·

2020/12/10

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), mapping a large account your company has sold into before (12:17), how to book a cold outbound meeting with a

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47:05

177: The 4 Pillar Sales Process That Generated £10M...

The Predictable Revenue Podcast ·

2020/12/03

This week’s guest on the Predictable Revenue podcast is Growth Stream’s Kieren O’Connor, interviewed by Sarah Hicks. He was breaking company records as a Commercial Director at Nobly POS by 22, and at 25 he is the co-founder of a consultancy that has generated over £10m in sales for its clients and is challenging traditional consultancies everywhere. Keiren shares how he gained 35 years of experience in 10 (1:44), what sets him apart (8:25), how to improve your knowledge as a salesperson on a daily

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47:08

176: How to sell in a new country

The Predictable Revenue Podcast ·

2020/11/26

In the last 20+ years, Billy has worked in 86 countries, learned to fluently speak 5 languages, and has called Europe his place of residence for the better part of 15 years. With this personal growth experience, he has developed professionally by leading teams of up to 16 people and managing multi-disciplined businesses of +€70M in the application software sector.And he is here to tell you why you should consider moving to a different country to sell.TIMESTAMPS: (0:00) Intro (2:18) Moving to a

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19:26

175: What’s Next? How to Predict What’s Around The...

The Predictable Revenue Podcast ·

2020/11/23

Michael Lagoni, co-founder and CEO of Stackline, chats to Sarah Hicks on this episode of the Predictable Revenue podcast. He shares some really interesting insight on how to make sure you’re building the right product or service. Stackline is a retail technology company founded by a group of Amazon veterans that activates data, automates execution, and optimizes e-commerce marketing performance for thousands of the world’s largest companies. Before founding Stackline, Michael held data analytics

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01:25:53

174: The framework for creating a product - and a...

The Predictable Revenue Podcast ·

2020/11/12

Michel Feaster chats with Collin Stewart on this value-packed episode of the Predictable Revenue podcast. If you’ve ever thought about designing a brand new product to capture a brand new market - this one’s for you. Michel is the Co-Founder and CEO of Usermind, responsible for company vision, strategic direction, planning and execution. Michel’s enterprise software career spans almost 20 years with roles in sales, products, strategic marketing and general management, and she has designed a

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32:43

173: Deal Mechanics: How to work (and close) 3x the...

The Predictable Revenue Podcast ·

2020/11/05

Nick Cegelski, Account Executive at SurePoint Technologies, joins Sarah Hicks on the Predictable Revenue podcast. As a top-performing software sales executive, Nick not only executes on perfect discovery during meetings, but his strategies on what to do in the white space in between meetings allow him to carry more pipeline and close more deals. Nicks shares his thoughts on deal mechanics (1:38), using video to engage multiple stakeholders during follow up (2:54), leveraging collateral (5:35),

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42:22

172: The Goldilocks Rule: making your first sales hire

The Predictable Revenue Podcast ·

2020/10/29

INTRO Joseph Trodden joins host Collin Stewart on the Predictable Revenue podcast. Joseph is an experienced consultant providing structure and clarity for visionary entrepreneurs who want to focus on reaching their next level. He focuses specifically on what he calls “the Inflection Point” - the pivotal moment when a founder relinquishes control and takes the first step towards turning the business into an organization. Joseph shares why founders never get this right the first time (2:36), who to

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41:48

171: How to diversify your top of funnel (and add a...

The Predictable Revenue Podcast ·

2020/10/22

Kevin Urrutia, founder of Voy Media, joins Sarah Hicks on the Predictable Revenue podcast. Voy Media’s sole focus is to be a catalyst for business growth, helping brands cross the threshold from 6-figures to 7-figures in revenue, from 7-figures to 8-figures in revenue through cutting edge marketing strategies. Kevin details why building a cool product isn’t enough (4:20), what a diverse top of funnel looks like (7:14), taking control of your company narrative (17:26), how to build a video webinar

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55:36

170: Social selling and reversing the hatred of...

The Predictable Revenue Podcast ·

2020/10/15

Ari Levine joins Collin Stewart on the Predictable Revenue podcast. Currently VP of Brand Partnerships at Tumblr with a background of selling everything from wholesale diamonds to SaaS, Ari Levine is an authority on social selling. Highlights include: how we’ve lost the human element of sales (1:03), what the heck social selling is (16:20), how social selling can improve your conversion rates (22:18), the ways social platforms are evolving (26:40), some actionable social selling tactics (30:20),

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39:19

169: How to Manage a Small Sales Team Virtually with...

The Predictable Revenue Podcast ·

2020/10/08

Rene Zamora joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Rene was ahead of his time. He’s been leading and managing small business sales teams virtually since he founded Sales Manager Now in 2006. After leading 2500 remote sales meetings and managing 20-30 salespeople per month, he has perfected the art of Virtual Sales Management. Listen on as Rene shares: why remote sales management has always been a great model, even pre-COVID (4:20), what sales reps are afraid to lose

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34:58

168: How George McGehrin gets his clients to pay HIM...

The Predictable Revenue Podcast ·

2020/10/01

George McGehrin of The McGehrin Group joins host Collin Stewart on the Predictable Revenue Podcast. The McGehrin Group specializes in working with major corporations throughout the United States focusing on the successful permanent placement of high-level executives in a multitude of industries. They rely on their high level of experience, dedication, and innovation coupled with strong contacts in various sectors. George and Collin dive into the mistake turned business model that gets George’s

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28:53

167: How fear of uncertainty is holding us back (and...

The Predictable Revenue Podcast ·

2020/09/24

Bill Wooditch joins host Sarah Hicks to talk about fear on this episode of the Predictable Revenue podcast. Bill’s roundabout path to sales leadership coupled with his extensive research of the human brain has taught him a thing or two about the motivations behind fear, and how to overcome it. Listen on to hear him dive into the essence of fear (2:01), whether or not we should be fearful of the uncertainty we’re experiencing right now (2:42), how salespeople can fight the fear of missing quota

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47:29

166: Nailing your team’s talk-track, doubling numbers...

The Predictable Revenue Podcast ·

2020/09/10

Lisa Earle McLeod, founder of McLeod & More and author of bestseller Selling with Noble Purpose, joins Collin Stewart on the Predictable Revenue podcast. Lisa Earle McLeod is the global expert in bringing purpose to life for sales-driven organizations. She shares why crisis is the death of transactional sales (0:46), the metaphorical mint for bad “commission breath” (4:26), how to sellers can find their own “noble purpose” (12:36), the impact that has on the business and seller (19:40), the customer

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30:31

165: How to build a content strategy to replace trade...

The Predictable Revenue Podcast ·

2020/09/03

Host Sarah Hicks chats to Joe Sullivan, an Industrial Marketing Consultant of over a decade, on this episode of the Predictable Revenue podcast. As a long time marketing consultant, and business development lead at Gorilla 76, Joe is an expert on sales and marketing strategy for b2b companies whose prospects have a complex buying process. Joe walks us through how prospecting has changed in the absence of trade shows and travel (1:55), what companies can turn to to fill the gap in lead flow (3:55),

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01:01:24

164: The 2 personalized touches that generate 80% of...

The Predictable Revenue Podcast ·

2020/08/27

Collin Stewart’s guest on this episode of the Predictable Revenue podcast is Michael Tuso, Director of Revenue Performance at Chili Piper. As a coach, guide, mentor, Top 25 Sales Leader, and Sales Development Leader of the Year, Michael has landed on foolproof strategies for everything outbound. More specifically, he’s designed a 5 touch cadence that generates 80% of their opportunities - in only the first 2 touches. Listen on to learn how, in the middle of Covid-19, Michael’s team had their best

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35:40

163: Why SDRs should set their own targets with Mark...

The Predictable Revenue Podcast ·

2020/08/20

Inside sales expert Mark Garrett Hayes sheds light on why SDRs should set their own targets in this episode of the Predictable Revenue podcast hosted by Sarah Hicks. Mark has over a decade of inside sales leadership experience under his belt, is the host of the Inside Sales podcast, and is Managing Director of InsideSalesCoach.com - a specialist firm providing remote sales coaching to Inside Sales teams internationally. Mark shares why goal setting should be “quantumative” (3:14), how an SDR can

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39:51

162: Why sales teams should WFH, permanently with...

The Predictable Revenue Podcast ·

2020/08/13

Sales veteran, Gabriel Moncayo, walks host, Collin Stewart, through everything you need to know about setting a remote sales team up for success in this episode of the Predictable Revenue podcast. Gabriel, a 15 year sales veteran and co-Founder/CEO of AlwaysHired Sales Bootcamp, outlines the whys and hows of remote work. Highlights include: why you shouldn’t confuse your current, covid-forced WFH situation with true remote work (3:25), why you shouldn’t be skeptical about the benefits of remote

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34:42

161: Manage a large sales team virtually and build a...

The Predictable Revenue Podcast ·

2020/08/06

Sales practitioner turned leader, Armand Farrokh, shares his insights with host Sarah Hicks on this episode of the Predictable Revenue Podcast. In just 18 months at Carta, Armand went from top performing Account Executive to Director of Sales overseeing 30 SDRs and SMB AEs. Throughout the episode, Armand expands on exactly how to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training (3:51), keeping the sea of faces on your team zoom calls

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