100 episodes

We interview outbound sales leaders so that you can learn directly from the people on the front lines.

Co-hosted by the best selling author of Predictable Revenue and early Salesforce employee, Aaron Ross and his co-founder/the CEO of Predictable Revenue, Collin Stewart.

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.

Predictable Revenue Podcast Aaron Ross & Collin Stewart

    • Management

We interview outbound sales leaders so that you can learn directly from the people on the front lines.

Co-hosted by the best selling author of Predictable Revenue and early Salesforce employee, Aaron Ross and his co-founder/the CEO of Predictable Revenue, Collin Stewart.

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.

    153: How Dooly executes a product-led sales framework with CEO Kris Hartvigsen

    153: How Dooly executes a product-led sales framework with CEO Kris Hartvigsen

    On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kris Hartvigsen, CEO and Founder of Dooly. 
    Kris is a veteran sales professional and company leader: before founding Dooly 5 years ago, he provided strategic leadership and consulting to a host of top-tier tech firms, as well as held numerous leadership positions at Vision Critical.   
    Throughout the pod, Collin and Kris discuss an important evolution in sales – how to execute a product-led sales framework. Highlights include: What is product-led sales? (6:23), how Dooly became a product-led organization (8:23), Dooly as a lead magnet (12:16), evolving traditional sales (14:22), the product-led opportunity for the salesperson (16:36), the role of customer success in product-led sales (21:50), the critical connection between sales and customer success (25:58), how business has changed due to Covid-19 (33:40), and cold call Collin (39:27).

    • 39 min
    152: Effective tips for people in non-traditional sales roles with Chris Spurvey

    152: Effective tips for people in non-traditional sales roles with Chris Spurvey

    On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Spurvey, entrepreneur, author, speaker, and founder of Chris Spurvey Sales Growth Consulting.

    Chris has been leading sales, in one for or another, his entire career: from a burgeoning design startup in college, to a sizable IT consulting firm, and, finally, at KPMG. 
    Throughout the pod, Collin and Chris discuss how to build and evolve critical sales skills for those who never thought they’d be salespeople. Highlights include: Chris’ journey (5:55), the importance of a positive mindset in sales (13:55), re-framing sales (18:38), The Ladder (26:33), how to ask for referrals (34:23), and cold call Collin (47:38).

    • 48 min
    151: Updating the hunter-farmer sales model for today’s nuanced sales landscape with Sean O’Shaughnessey

    151: Updating the hunter-farmer sales model for today’s nuanced sales landscape with Sean O’Shaughnessey

    On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean O’Shaughnessey, Chief Revenue Officer and VP of Sales at Agile Stacks. 
    Sean is an accomplished veteran sales leader – more than three decades worth of experience – and published author of Eliminate Your Competition: A Trapper’s Guide to Increasing Your Commission.
    Throughout the pod, Collin and Sean discuss how to update the traditional hunter-farmer sales model to better reflect the responsibilities of today’s sales professional. Highlights include: the problem with the hunter-farmer sales model (3:18), specializing sales roles (20:11), what does a good trapper do? (22:32), the makings of a great salesperson does (35:15), Sean’s unique celebrations after closing a big deal (42:55), and cold call Collin (48:46).

    • 49 min
    150: The ins and outs of sales recruiting with Jamie Scarborough of The Sales Talent Agency

    150: The ins and outs of sales recruiting with Jamie Scarborough of The Sales Talent Agency

    On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jamie 
    Scarborough, Co-Founder of The Sales Tales Agency
    Jamie has been on the forefront of sales recruitment for more than a decade: in addition to founding The Sales Talent Agency, he also co-founded The Great Canadian Sales Competition, the biggest national student competition in Canada.
    Throughout the pod, Collin and Jamie discuss how a recruiter analyzes candidates, conducts its own sales process, and hires adaptable recruiters. 
    Highlights include: hiring across the sales spectrum (5:43), making the wrong hire (9:17), The Sales Talent Agency’s hiring strategy (13:53), the agency’s internal hiring process (27:49), the assignment (31:19), positive and negative signals from the assignment (40:14), and the evolution of sales recruitment (45:04).

    • 46 min
    149: How you take your critical internal sales knowledge and turn it into an effective training program with Christi Wall

    149: How you take your critical internal sales knowledge and turn it into an effective training program with Christi Wall

    On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Christi Wall, Director or Revenue Enablement at Chainalysis.
    Christi is a veteran sales enablement and training leader – having led growing companies across the tech spectrum, as well as her own consultancy practice. Chrsti knows how to scale a sales org.
    Throughout the pod, Collin and Christi discuss how to leverage your sales team’s amazing internal knowledge to build an effective sales enablement and training program. Highlights include: Christi’s journey and skills (6:25), the impact of documenting processes and information (8:35), how enablement can make salespeople as successful as possible (12:19), effective interview tactics (36:21), and how to build a podcast machine (34:52).

    • 41 min
    148: How to adjust outbound sales to this challenging professional climate with Jason Bay

    148: How to adjust outbound sales to this challenging professional climate with Jason Bay

    On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jason Bay, Co-Founder and Chief Revenue Officer of Blissful Prospecting.
    Jason is an outbound sales and messaging expert – with a keen focus on how to infuse empathy and genuine care in your messaging.
    Throughout the pod, Collin and Jason discuss how outbound fits (and can work!) in the current social and professional climate. Highlights include: Jason’s story (11:59), what does outbound look like today? (13:46), identify, engage, and convert (23:13), The REPLY method (37:55), using the right channels (52:04), and cold call Collin (56:51). 
     
    Shownotes:
    blissfulprospecting.com/collin
    https://salesloft.com/resources/blog/research-200-million-sales-interactions-cracks-code-cadences/

    • 52 min

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