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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

34:09

220: How to use Jobs-to-be-Done to understand your...

The Predictable Revenue Podcast ·

2021/10/21

Dan Balcauski joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Dan is the founder of Product Tranquility, a consulting firm based in Austin Texas. He is considered an expert on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. Highlights include: defining Jobs-to-be-Done (1:50), the 3 types of jobs (3:30), why one of the often forgotten jobs is key to sales (6:29), an example of a prominent b2b company that uses Jobs-to-be-Done effectively

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39:27

219: How to attract high-quality clients without...

The Predictable Revenue Podcast ·

2021/10/14

Steve Brossman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. He is a multi-Amazon Best Selling Author on Marketing and Sales and with 38 years of experience in these areas. Highlights include: the definition of buying energy and how to increase it in your customers (1:45), getting out of the “brown box” of commoditization as a service provider (5:20), the neuroscience behind these tactics (11:23), Steve’s DNGC formula (25:45), the 3 investments customers are really making

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34:08

218: How to write proposals that sell

The Predictable Revenue Podcast ·

2021/10/07

Allan Langer joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Allan is the Founder/CEO of The 7 Secrets Center of Sales and Marketing, and his book, “The 7 Secrets to Selling More by Selling Less”, is an award-winning best-seller on Amazon. Highlights include: The biggest mistake you can make in a proposal (1:30), how a good proposal should be structured (7:25), how and when to use images (14:24), positioning pricing as an investment (20:42), and the impact of these changes

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46:15

217: How leading B2B companies are structuring their...

The Predictable Revenue Podcast ·

2021/09/30

Paul Fifield joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Paul is the CEO of Sales Impact Academy and over the last 7 years, he has grown two international technology businesses from $0 to $70M in combined sales as CRO and $100s of millions in value. He leads a talented team, revolutionizing the way B2B tech companies approach skills development making it an integral part of their go-to-market (GTM) stack. Highlights include: building your GTM org from $0-10M (3:42), from

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41:16

216: How to sell using LinkedIn

The Predictable Revenue Podcast ·

2021/09/23

Brynne Tillman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Brynne is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. Highlights include: the 3 things most people get wrong on LinkedIn (1:23), the step by step to getting it right (7:24), Brynne’s advice to people who don’t have time for LinkedIn (24:08), how to makeover your profile

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37:11

215:How to build your salesforce for the first time

The Predictable Revenue Podcast ·

2021/09/16

Doug C Brown joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Doug has served as an independent President of Sales and Training for companies run by Tony Robbins, Chet Holmes, and Russ Whitney. He is the CEO of Business Success Factors, where he helps businesses grow and accelerate their sales revenue as well as to expand and optimize it. Highlights include: the top mistake companies make when attempting to hire a top performer (1:33), how to get it right from the hiring

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31:30

214: Why taking a consultative approach to sales...

The Predictable Revenue Podcast ·

2021/09/09

Simeon Atkins joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Simeon is an Industry Consultant at Similarweb, specializing in eCommerce and marketing tech. He works closely with a variety of commercial operations to help them find, win, and retain more business by utilizing Similarweb’s market intelligence data. Highlights include: what being consultative looks like (1:25), the damage caused when salespeople get this wrong (4:15), the types of sales that benefit most from

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42:10

213: How to ask for the sale without feeling sleazy

The Predictable Revenue Podcast ·

2021/09/02

Donnie Boivin joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Donnie Boivin is a motivational speaker, author, podcaster, businessman, and coach. His book “How to be a success champion: Business Strategy for Badasses” is a story of his own life that has inspired thousands to get out of their own way and go for it. Highlights include: what do salespeople do right now that is sleazy (1:30), what changed in the sales world that made these traditional tactics obsolete (2:48), why

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37:11

212: B2B Revenue Attribution: Build vs Buy

The Predictable Revenue Podcast ·

2021/08/26

Ole Dallerup joins Sarah Hicks on this episode of the Predictable Revenue Podcast. In his time leading technology at Trustpilot, one of the world's biggest review sites, Ole grew the technology team from 3 to more than 100 full-time tech people across 2 locations. In 2018, he founded Dreamdata, a B2B Revenue Attribution Platform. Highlights include: why revenue attribution is so important (1:25), how marketing can do more with data (3:52), what data to track (8:18), indirect revenue attribution

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40:39

211:The three ways salespeople are getting messaging...

The Predictable Revenue Podcast ·

2021/08/19

Tim Pollard joins Sarah Hicks on this episode of the Predictable Revenue Podcast. As CEO and Founder of Oratium, Tim leads the ongoing development of the company’s intellectual property, as well as leading all major client relationships. Over a long career in sales at many companies, including Unilever, Barclays, and the Corporate Executive Board—and now a decade into building Oratium— he has developed remarkable insights into the science of designing and delivering extraordinary sales messaging

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41:25

210: Lessons from scaling 0-1M, 1-10M, and 10-20M+

The Predictable Revenue Podcast ·

2021/08/12

Nick Casale joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Nick Casale is the Director of Commercial Sales at Sendoso, the leading Sending Platform. As the third employee and first sales hire, Nick helped build Sendoso's initial sales process before stepping into management to focus on scaling the sales organization. Highlights include: what to look for in your first sales hire and what they should be doing (2:46), the sweet spot Nick found that allowed Sendoso to scale to

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28:39

209: How to get out of the weeds

The Predictable Revenue Podcast ·

2021/08/05

Dave McKeown joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Dave works with leadership teams to help them set and achieve their strategic growth goals with ease. He’s the Founder of Outfield Leadership, author of The Self-Evolved Leader, and a sought-after keynote speaker, leadership trainer, and growth advisor. Highlights include: the 3 steps leaders can implement to get out of the weeds and scale their organization (3:37), what mindset they need to stay on track (8:23),

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38:06

208: How to consistently hit quota

The Predictable Revenue Podcast ·

2021/07/29

Veronika Riederle joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Veronika is the co-founder and CEO of Demodesk, the #1 customer meeting platform for sales and success. Highlights include: what to do before joining a company (2:48), how to set yourself up for success once you’re on the job (7:25), knowing your numbers (9:00), doing your homework (11:00), nailing discovery and the demo (15:53), tailoring your pitch (22:13), and Veronika’s most surprising learnings from her

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49:46

207: How to build a RevOps structure to increase...

The Predictable Revenue Podcast ·

2021/07/22

Erol Toker and Rachel Haley join Sarah Hicks on this episode of the Predictable Revenue Podcast. Erol is the founder of Truly.co - the automation platform that makes manual data entry for your reps a thing of the past. He's spent the last 8 years working with ops teams at hyperscale companies like Square, Wix, and Zocdoc, learning how data can lead to better (or worse) outcomes. Rachel is the co-Founder of Clarus Designs. She started her career in portfolio management, market analysis and financial

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36:44

206: How to win the referral

The Predictable Revenue Podcast ·

2021/07/15

Samantha McKenna joins Sarah Hicks on this episode of the Predictable Revenue Podcast. She’s the founder of #samsales Consulting where she supports BDRs in their professional development, advises a portfolio of Series A-C SaaS companies, coaches executives, sales teams and marketing teams, speaks at events held by the biggest names in business, and trains organizations on how to use modern tech to drive revenue. Highlights include: how to handle the peer referral (2:28) and the existing customer

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48:10

205: Who BDRs report to and where growth comes from...

The Predictable Revenue Podcast ·

2021/07/08

Kyle Lacy joins Collin Stewart on this episode of the Predictable Revenue Podcast. Kyle Lacy is the Chief Marketing Officer at Lessonly, where he applies the lessons learned while working at a venture capital firm, during an IPO, and through an acquisition by one of the largest software companies in the world to drive revenue. Highlights include: why BDRs at Lessonly roll up to marketing, not sales (1:29), compensating marketing employees on overall revenue (12:10) and how they attribute revenue

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32:54

204: Experience Asymmetry - why your young reps...

The Predictable Revenue Podcast ·

2021/07/01

David Priemer joins Sarah Hicks on this episode of the Predictable Revenue Podcast. David Priemer is founder and Chief Sales Scientist of Cerebral Selling, author, award-winning research scientist, and 4-time tech entrepreneur. Highlights include: the conception of the term experience asymmetry (0:50), top challenges a younger salesperson faces when selling to older, more experienced buyers (11:29) and the advantages (13:30), 3 key strategies young sellers can employ to overcome experience

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42:22

203: Asymmetric Selling

The Predictable Revenue Podcast ·

2021/06/24

Joe Parateau joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Joe Paranteau is a leading expert on sales and author of Billion Dollar Sales Secrets. In his book, he shares fifteen secrets to help inspire salespeople to rise to meet today’s challenges. He has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses, and once generated $1B in a span of just 5 years. Highlights include: how Joe’s Native American ancestry & time in the

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38:49

202: Building a Network and a Personal Brand that You...

The Predictable Revenue Podcast ·

2021/06/15

Jon is a pioneer in the customer management category. He was the creator and co-founder of the award-winning customer management product GoldMine, acquired by FrontRange in 1999. After many years observing the CRM market, he created Nimble, an award-winning social sales and marketing CRM for individuals and teams that is Ranked #1 in Overall Satisfaction by G2 Crowd. Highlights include: Why the human is so important (1:50), misconceptions about good networks (3:40), going beyond the business to the

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33:49

201: How to Price your SaaS Product

The Predictable Revenue Podcast ·

2021/06/10

Ajit Ghuman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Ajit is the author of Price To Scale and is a SaaS Product Marketing veteran who has helped firms such as Narvar, Medallia, Helpshift, and Feedzai differentiate their products, grow revenue, and win. Highlights include: the common misconceptions leaders have about pricing a saas product (2:18), the most common questions leaders ask Ajit about pricing (4:59), setting pricing from the ground up (9:38), building the right

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