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.
285: Leveraging Cold Call Dispositions as a Sales Leader
Gray Norman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss leveraging cold call dispositions as a sales leader.
Highlights include: how to leverage trends in sales development (3:01), what a cold call disposition is and why it matters (4:47), how to map cold call funnels into dispositions (8:24), the benefit of tracking dispositions for managers (10:45), why you should limit your number of call dispositions (12:51), why you should treat each cold call as a mini opportunity (14:41), tech options for tracking call dispositions (15:09), comparing cold call metrics to cold email (18:24), and why LinkedIn outreach hasn’t been effective recently (19:06).
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284: B2B Growth Channels Available for Each CAC Level Part 3
Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for $50k+ CAC levels.
Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams.
Highlights include: Leading indicators of success for larger deal sizes (3:07), how to accurately forecast pipeline revenue for a longer sales cycle (8:18), the best B2B growth channels for $50k+CAC levels (15:22), how to know if when to use account-based marketing or sales (25:31), how long it takes to ramp a new growth channel and when you can expect to see an ROI (28:32), unexpected ideas for user conferences (31:26), tips for planning an effective conference (40:20), how to leverage review sites for growth (50:41), and other valuable tools for this CAC level (57:19).
283: How to Become a Sales Leader
Michael Covre joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to become a sales leader.
Michael is a sales leader at Shopify, one of the world’s leading multinational e-commerce companies.
Highlights include: what the path to sales leadership looks like and how to determine if it’s right for you (2:22), why management isn’t always the best path for advancement (9:05), how to create an impact quickly as a new manager or sales leader (11:17), what to focus on in your first 90 days as a leader (12:40), the core components of effective leadership (15:55), how to create a great sales team culture (26:45), a monthly routine for coaching sessions to keep your team from falling into a slump (32:00), how to prioritize your coaching efforts between low and high performers (38:22), tips for coaching high performers to elevate the rest of the team (44:54), how to develop an effective rep operating process (51:45), and how to move up the leadership ladder (59:30).
282: Using HIRO Opportunities To Predict Pipeline ROI
Sidney Waterfall joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss pipeline sources and how to use them to accurately predict pipeline ROI.
Sidney is the SVP of Growth at Refine Labs, the world’s first Revenue R&D laboratory. Highlights include: aligning your inbound and outbound strategies for a more holistic view of revenue (2:28), why Refine Labs takes an “all bound” approach to revenue (3:00), common B2B pipeline sources (5:38) how to accurately measure different pipeline sources (12:52), how to attribute leads that interact with multiple channels (21:48), three categories to measure and create demand (27:28), why sales reps and leaders should have a role in creating demand (31:30), how to test out and develop new pipeline sources (40:00), and the five stages of developing a new pipeline source (43:01).
281: The #1 priority for a VP Sales that most people get wrong (hiring)
Daniele Di Nunzio joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to hire SDRs and AEs and what to look for in your first sales hire.
Daniele is the VP of Sales at Storyly, a user engagement platform to embed Stories content in mobile apps and websites. Highlights include: what most VP of Sales get wrong (7:49), how the founding sales team can make or breaks the company (10:17), the underestimated cost of bad hiring (20:10), why your sales hiring process needs to be measurable (31:45), the importance of context questions in interviews (32:10), the #1 characteristic to look for when hiring salespeople (45:04), why you shouldn’t ask candidates to pitch your product during interviews (49:08), uncommon traits to look for in salespeople (1:00:34), what to look for as a VP of sales in choosing a company to work for (1:05:55), and who to hire first as you transition out of founder-led sales (1:13:57).
280: Go To Market Fit vs. Product Market Fit
Ted Blosser joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the difference between go to market fit (GTM) and product market fit.
Ted is the Chief Enablement Officer (CEO) at WorkRamp, an all-in-one learning management system. Highlights include: the difference between go to market and product market fit and why the two are commonly confused (3:36), WorkRamp’s unique journey to achieve GTM fit (5:30), how Ted generated $100-200k a day in pipeline on LinkedIn alone (8:15), the biggest stumbling blocks to building a successful outbound engine (16:55), how to determine when you’ve reached product market fit (24:47), dealing with AE churn before finding GTM fit (30:06), how to find the right salesperson for your product (40:10), why direct experience isn’t always the most important factor in hiring (43:39), why WorkRamp chose to hold off on specializing their sales team (48:07), and why in the future product market fit will be the key to raising capital (54:40).