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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

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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01:23:10

200: We’re 200 Episodes Old!

The Predictable Revenue Podcast ·

2021/05/27

Collin Stewart and Sarah Hicks look back on 200 episodes of the Predictable Revenue podcast in this special bicentennial episode. Collin and Sarah retrace the journey from the very first episode Collin recorded on May 4, 2017, with guest Zach Barney, to Sarah taking over as primary host and ghostwriter, to today. They share clips from and recount their memories of the top 3 most viewed episodes (hosted by Collin with guests David Mordzynski, Tom Abbott, and a very green Sarah Hicks) and the 2

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44:43

199: Destroying Objections like a Neuro-Linguistic...

The Predictable Revenue Podcast ·

2021/05/20

Paul Ross joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Paul Ross is an author, speaker, trainer, and Master Practitioner of Neuro-Linguistic Programming. For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion. Highlights include: how Paul used neuro-linguistic programming to increase his social intelligence (4:45), his basic principles of objection

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47:35

198: The Anatomy of a Cold Call

The Predictable Revenue Podcast ·

2021/05/13

Gabrielle Blackwell joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Gabrielle is a sales dev leader who believes in empowerment, advocacy, and enlightenment. She’s a sales dev manager on the SMB/commercial team at Gong with expertise in sales leadership, sales training, sales management, change management, sales coaching, personal coaching, sales enablement, and cold calling. Highlights include: why the phone is the most powerful channel (1:45), the mentality necessary to be

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45:06

197: Slowing Down to Speed Up

The Predictable Revenue Podcast ·

2021/05/06

Dr. Todd Snyder joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Dr. Snyder is a psychologist and productivity coach who helps business owners discover the motivation, systems, and strategies to get more done in less time. Highlights include: what it means to slow down (4:55), why many entrepreneurs struggle to see the big picture (7:20), how slowing down actually makes you more intelligent (11:36), justifying slowing down to your investors & boards (19:25), how to do it

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41:23

196: Culture is king

The Predictable Revenue Podcast ·

2021/04/29

Eric Reed, CEO & Founder of at reed5group, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. Reed5group is a boutique marketing agency specializing in custom-tailored sophisticated solutions, organizational coaching, and fractional leadership services. Highlights include: Culture in the sales context (5:00), creating a culture (7:45), the fundamentals of a sales culture (10:20), and hiring for Culture (16:40). SHOW NOTES: How to build a culture that attracts

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24:41

195: Selling into Ever-Changing, Highly Regulated...

The Predictable Revenue Podcast ·

2021/04/21

Sean Yuan, Business and Product Operations Specialist at MDTech, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. He earned a dual degree in Computer Science and Business Administration from the University of Southern California where he gained a passion for process improvement and bridging the gap between business and technology. He’s a producer of the 30 Minutes to President’s Club Podcast and an expert in the medical technology field. Highlights include: how

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37:11

194: Unlocking the Right Data for Growth

The Predictable Revenue Podcast ·

2021/04/15

Alice Chandrasekaran and Jennifer Aplin, co-founders of Digital Magenta Inc, join Sarah Hicks on this episode of the Predictable Revenue Podcast. Digital Magenta Inc is a specialized consulting firm that helps companies harness data to grow revenue and drive operational efficiencies. Together, co-founders Alice Chandrasekaran and Jennifer Aplin have combined their years of experience in data intelligence, sales, marketing, and revenue operations to build the Growth Data™ platform and help companies

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30:37

193: Selling into Ever-Changing, Highly Regulated...

The Predictable Revenue Podcast ·

2021/04/08

Mac McKellar, National Sales Director at Nona Scientific, joins Sarah Hicks on the second episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. Mac is a national award-winning sales professional with over a decade of healthcare and laboratory experience in both sales and executive leadership. Highlights include: the regulations salespeople in this space have to worry about (1:57), how Mac and his team stay up to date (3:48), keeping every

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41:56

192: Cold calling is back, baby!

The Predictable Revenue Podcast ·

2021/04/01

Kevin Gilman, Head of East Coast Sales at American Public Media, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Kevin has been with APM for four years. Previously he worked at CBS selling national and local radio, and digital products. Highlights include: organization before a cold call session (1:26), research and personalization (3:39), why Kevin thinks the phone is the best channel (10:49), the structure of a cold call (15:13), how the phone fits in with the other channels

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20:42

191: Selling into Ever-Changing, Highly Regulated...

The Predictable Revenue Podcast ·

2021/03/25

Derek May, an Account Executive with the Commercial Insurance Department of HUB International Insurance Brokers, joins Sarah Hicks for the first episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. Derek specializes in Technology and Cyber products and is responsible for providing insurance and risk management solutions to public and private companies. He was the first person in Western Canada to receive the Cyber COPE Insurance

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52:26

190: How to Manage a Sales Org Spanning Two...

The Predictable Revenue Podcast ·

2021/03/18

Billy Sheng, Head of Sales at Esper, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Billy has a long history of working in sales, operations, and starting companies - he’s a Founder of Minyans. He still works closely with the University of Washington’s entrepreneur community - specifically the Birks center of entrepreneurship. He also did a stint at Apshi last year before it was acquired by Google. Highlights include: how Billy’s sales team subverts the ingrained saas

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37:37

189: How to keep your sales team from killing your...

The Predictable Revenue Podcast ·

2021/03/11

Chad Sanderson, Managing Partner at ValueSelling Associates, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Chad cuts through the outdated, theory-based “fluff” so often attributed to sales training, and gets down to the nitty-gritty with a raw, no-BS perspective to look at what is working, what’s not working, and where there may be opportunities to drive predictable revenue growth through sales optimization. Highlights include: how current popular sales methodologies are

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01:04:35

188: The 5 Reasons Why You’re Not Closing Deals

The Predictable Revenue Podcast ·

2021/03/04

Dave Kennett, CEO of Replayz, joins Collin Stewart on this episode of the Predictable Revenue Podcast. Dave is a veteran sales leader if there ever was one. In the past 21 years, he has been Director and VP of Sales and Business Development at 8 companies, including Payfirma and Hootsuite. He is now CEO at Replayz, a company that offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps. Highlights include: things most reps get wrong early in the discovery

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01:08:33

187: The Importance of Account Planning

The Predictable Revenue Podcast ·

2021/02/25

Greg Callahan, a Partner at Bain & Company, joins Collin Stewart on this episode of the Predictable Revenue Podcast. Greg is a member of Bain's Customer Strategy & Marketing practices, with a focus on B2B commercial excellence and growth strategy, and leads Bain's Account Planning and Sales Operations practices globally. Highlights include: why account planning is so important in the first place (1:30), how Greg does it differently (3:36), how to nail the fundamentals (15:40), how to prioritize

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28:55

186: Sales Coaching: Mapping, Scoring, and Coaching...

The Predictable Revenue Podcast ·

2021/02/18

Aaron Evans joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Aaron has 13 years of sales enablement, coaching, and hands-on training experience in multinational, corporate and start-up business environments around the globe. He’s a qualified coach and practitioner of Neuro-linguistic programming and Neuro-Semantics, and a passionate SaaS sales enablement leader. Highlights include: sales process vs sales enablement (2:38), mapping competencies necessary in sales roles (4:01),

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35:20

185: Rev Ops: The Missing Link That Will Increase...

The Predictable Revenue Podcast ·

2021/02/11

Jason Reichl, co-Founder of Go Nimbly, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Go Nimbly is the first revenue operations consultancy with the goal of allowing high-growth companies to increase the revenue of each of their customers through eliminating operational silos. Jason dives into revenue operations (5:00), the impact of a good rev ops team on the org as a whole (6:48), the infrastructure this rev ops team should operate within (12:30), the importance of hiring

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