Predictable B2B Success

Sproutworth
  • 5.0 (21)
  • MARKETING
  • UPDATED WEEKLY

The Predictable B2B Success podcast is about creating predictable growth in a business. This is a podcast for founders, business owners, and marketing and sales executives. In each podcast episode, we unpack an aspect of creating business growth predictably. We look at how we can expand our influence and strategies to boost sales through the creation of remarkable experiences, empathetic content, and conversations. Each episode features an interview with a founder, sales or marketing executive, or thought leader in the B2B space. We might be bringing on well-known authors or hosts of popular podcasts but most importantly you’ll hear from those who have hands-on experience in creating predictable B2B success. Through each episode, we’ll be helping you explore the best ways to create predictable purpose-driven growth of a business and sustainable revenue growth. If you have any suggestions for future episodes or feedback on the podcast, get in touch via Twitter at @vpkoshy or through the website at https://www.sproutworth.com

  1. 6D AGO

    How to Hire Salespeople Who Actually Perform (Not Sell)

    Building a high-performing, resilient B2B sales team requires adapting to rapid changes in roles and technology. In this episode of Predictable B2B Success, Vinay Koshy interviews Walter Crosby, an accomplished sales leader with experience ranging from closing complex deals to mentoring sales managers and founders. Crosby discusses why many top salespeople hesitate to become managers, highlights the risks of pipeline bloat, and explains how to leverage a company’s “untapped wisdom” for a unique sales advantage. Walter Crosby also shares key strategies for accelerating onboarding, crafting messaging that resonates with buyers, and fostering a culture of high performance. He offers insights on applying neuroscience in sales conversations, the practical role of AI, and the importance of aligning leadership’s vision with frontline execution. This episode provides actionable strategies and practical advice for founders, sales leaders, and sales professionals. Some topics we explore in this episode include: Transition to Sales Management: Walter Crosby explains the challenges salespeople face when promoted to management and why he started Helix Sales Development.Coaching as a Key Strength: The importance of spending time coaching sales teams rather than just managing reports and metrics.Effective Onboarding and Messaging: How clear ICPs and aligned sales/marketing messages help new salespeople succeed faster.Performance vs. Family Culture: Building a sales culture of accountability and high performance, moving away from the "family" mindset.Sifter Message and Playbook Creation: Developing a unified sales playbook and messaging to stand out from competitors.Pipeline Management: Preventing pipeline bloat by using scorecards, thorough qualification, and regular pipeline reviews.Traits of Top Sales Performers: Curiosity, skepticism, and the ability to handle challenging conversations distinguish high performers.Motivation and Better Hiring: Hiring sales talent based on motivation type and structured assessments to reduce bias.AI and Technology in Sales: Examining the role of AI in sales processes, its limitations, and the continued importance of human connection.Leadership, Values, and Strategy Execution: Closing the gap between leadership’s vision and sales execution by integrating company values into daily practices.And much, much more...

    55 min

  2. JAN 20

    Improve Sales Team Performance: Stop Fixing Weaknesses

    Imagine a CRM that empowers your sales team and drives predictable B2B growth. In this episode of Predictable B2B Success, host Vinay Koshy interviews John Golden, Chief Strategy and Marketing Officer at Pipeliner CRM, bestselling author, and global sales leader. Learn why John Golden shifted from the CEO track to transform how sales teams use CRM technology, and how a “salesperson-first” approach redefines traditional software. Drawing on insights from over 1,600 expert interviews and decades of leadership, this episode examines the often-overlooked human elements of B2B sales and the benefits of simplifying strategy. John Golden shares real-world examples of how AI supports relationship-building, enables salespeople to leverage their strengths, and enhances coaching in high-performing organizations. He also offers practical advice on overcoming stalled deals and building trust as a key performance indicator for lasting customer relationships. Listen to this episode to gain new perspectives on your sales strategy, CRM implementation, and the future of human-driven revenue growth. Some topics we explore in this episode include: Key topics discussed in this episode include: Career Transition – John Golden explains his shift from prior executive roles to Pipeliner CRM.Strategic Simplicity – The value of simplifying business strategy and focusing on fundamentals.Strategy vs. Tactics – The risks of prioritizing tactics over a clear, simple strategy.Salesperson-First CRM – How Pipeliner CRM flips traditional CRM design to empower salespeople.CRM Adoption & Revenue Growth – The impact of higher CRM adoption on predictable revenue.Human Elements in B2B Sales – The essential role of creativity, relationships, and authenticity.AI in Sales – How AI frees salespeople to focus on relationship-building and deeper work.Personal Branding for Salespeople – Building a professional brand and soft skills in sales.Trust and Relationship Quality – Patterns of trust-building and metrics for predictability in revenue.Human-First Culture – Shifting from technology-first to human-first, and how to measure transformation.And much, much more...

    1 hr

  3. JAN 13

    Brand Differentiation Strategy: Why 90% Fail

    What distinguishes a leading brand from the rest of the market? In this episode of Predictable B2B Success, Vinay Koshy interviews Barry LaBov, a multi-award-winning entrepreneur and author of "The Power of Differentiation." Barry shares insights on principled entrepreneurship, his transition from musician to founder, and how successful companies are built on more than revenue alone. This episode explores why many businesses miss their true differentiators, how leveraging team strengths can drive engagement and profitability, and why striving for perfection may hinder brand success. Barry shares lessons from working with brands like Harley Davidson and offers practical frameworks to help any company stand out, even in traditionally less dynamic industries. Are your employees engaged with your brand’s mission, or are they simply completing tasks? This episode provides actionable insights for organizations of any size. Learn why differentiation is essential for predictable B2B success. Some topics we explore in this episode include: Barry LaBov's accidental entry into entrepreneurship and the founding of his firm.The actual value of business awards and recognition.Lessons from music applied to business leadership and teamwork.Identifying and celebrating employees’ unique strengths.The impact of employee engagement on revenue and business health.The importance and challenge of differentiation in business.Real-world examples of successful differentiation (Harley Davidson, Copperworks).Building a passionate company mission and community.Barry LaBov’s five-step framework for uncovering differentiators.Key metrics for tracking the success of differentiation strategies.And much, much more...

    57 min

  4. JAN 6

    The SaaS Pricing Strategy Mistake Costing You 6 Figures

    This episode of Predictable B2B Success features host Vinay Koshy in conversation with solopreneur and agency founder Mike Moll. They discuss the strategies required to secure high-profile clients such as Volvo and the government of Canada, while maintaining focus and avoiding burnout. The conversation offers candid insights into the challenges and key breakthroughs that drive sustainable agency growth. Mike Moll shares lessons learned from ego-driven mistakes and explains how a significant mindset shift transformed his business. He and Vinay Koshy examine why attempting to serve everyone leads to inefficiency, and how focusing on core strengths can improve positioning, pricing, and overall success. The episode provides practical frameworks for value-based pricing, strategies to differentiate your business amid AI competition, and actionable guidance for future-proofing your operations with effective tools and processes. It is designed for those seeking to remain relevant, attract ideal clients, and build a business that supports both financial and personal goals. Some topics we explore in this episode include: Leadership and Mindset Shifts: Mike Moll’s journey from ego-driven management to effective leadership.Niche Positioning: The importance of specializing rather than trying to serve everyone.Playing to Your Strengths: Delegating weaknesses and focusing on personal strengths.Founder Self-Awareness: Understanding your own vision and business style.Value-Based Pricing: Moving from deliverables-based pricing to charging for outcomes and results.Effective Discovery and Questioning: Uncovering the true value and needs for each client.Making Intangible Services Tangible: Demonstrating the value of hard-to-quantify services like design.Common Sales Call Mistakes: Not listening, not closing, and failing to connect solutions to pain points.Client Communication for Retention: Keeping clients engaged through ongoing, proactive communication.Leveraging Automation and Tools: Improving profitability with technology and automation, not just higher prices.And much, much more...

    50 min

  5. 12/30/2025

    The Profitable Growth Strategy That Took $0 to $8M With No Debt or VC

    In this episode of Predictable B2B Success, Vinay Koshy interviews Adam Callinan, a serial entrepreneur who built Bottle Keeper from the ground up to over $8 million in revenue without employees or debt, secured a “Shark Tank” deal, and achieved a successful acquisition. As the founder of Pentane, Adam now focuses on simplifying profitability for e-commerce and consumer brands. Adam Callinan discusses the origins of his “profitability first” approach and how automation and data-driven decision-making have shaped his success. He shares lessons on avoiding distractions, leveraging KPIs for real-time guidance, and recognizing the risks of unchecked growth. The conversation includes practical strategies for operational clarity, determining when to automate or hire, and delivering exceptional customer experiences. This episode offers candid stories and actionable insights to challenge your perspective on growth and profitability, providing strategies to help you drive your business forward with purpose. Some topics we explore in this episode include: Genesis of Pentane: How Adam Callinan’s Bottle Keeper experience led to creating a profitability platform for e-commerce.Financial Pitfalls for Startups: Common reasons startups fail and how Pentane addresses cash flow and financial clarity.Intentional Business Operations: The importance of using structure, math, and process over guesswork for growth and profitability.Managing Operating Expenses: Dangers of adding headcount and expenses without understanding their impact.Automation vs. Hiring: Scaling with automation, Adam Callinan's “hire nobody” strategy, and knowing when tech hits its limits.Rejecting ‘Growth at All Costs’: Why sustainable, profitable growth matters more than chasing scale blindly.Real-Time, Actionable Data: Using leading indicators and live dashboards (like Pentane) for smarter decisions.Customer Experience with Automation: Ensuring quality and a “wow” experience, even in highly automated businesses.Pricing and Gross Margin Strategy: Data-driven approaches to pricing, margin, and customer acquisition cost.Go-to-Market & Partnerships: Driving growth through agency partnerships, customer education, and personal brand-building.And much, much more...

    48 min

  6. 12/23/2025

    B2B Customer Acquisition Cost: The $10 Benchmark Explained

    What does it take to bootstrap a B2B SaaS company to tens of thousands of users and adapt to the changing landscape of lead generation? In this episode of Predictable B2B Success, serial entrepreneur Besnik Vrellaku, founder and CEO of Salesflow, joins Vinay Koshy to discuss the strategies and lessons that drove his company’s rapid growth. He shares insights on overcoming stagnation, fostering a culture of experimentation, and the challenges of scaling without external funding. He explains the importance of monitoring customer acquisition costs, how his approach to product development and customer feedback has evolved, and how experimentation is integrated across all departments at Salesflow. The discussion also covers the impact of multi-channel outreach, data-driven decisions, and AI-driven personalization on B2B sales, as well as the value of learning through challenges. This episode offers transparent insights and actionable takeaways for founders, sales leaders, and anyone interested in growth strategies. It encourages a fresh perspective on building predictable B2B success from the ground up. Some topics we explore in this episode include: B2B Lead Generation & SalesFlow.io’s Multi-Channel ApproachBootstrapping and Resourcefulness in SaaSGrowth Experimentation and Rapid IterationBalancing Customer Feedback vs. Product VisionProduct Development & Tech Adoption (AI, Multi-Channel)Resource Prioritization Between Maintenance and InnovationLeveraging AI and Data for Campaign OptimizationAutomation’s Impact on SDR RolesCreating a Culture of ExperimentationOutbound Messaging, Channel Selection, and Emerging PlatformsAnd much, much more...

    55 min

  7. 12/16/2025

    LinkedIn Lead Generation Strategy: 100% Process Proof

    What does it really take to generate high-quality B2B leads on LinkedIn without falling into the trap of cold, salesy outreach or getting lost in the endless world of organic posting? In this episode of Predictable B2B Success, Vinay Koshy sits down with serial entrepreneur Colin Hirdman, founder of Rainmaker, to unpack the step-by-step process he's developed over years of experimentation, perseverance, and plenty of failures turned lessons. Colin Hirdman reveals why most people are thinking about LinkedIn all wrong and how ditching traditional tactics in favor of authentic, education-driven engagement can transform your sales pipeline. Learn how he leverages automation with care, sidesteps burnout, and uses live streams and polls to build meaningful connections, all without breaking LinkedIn's rules or coming off as just another spammy vendor. You'll find actionable strategies for defining your ideal audience, engaging them in ways that actually spark conversation, and creating content that compels, even if you're just starting. Whether you're a solopreneur or leading a sales team, this episode offers a fresh, highly practical perspective on LinkedIn lead generation you won’t want to miss. Some topics we explore in this episode include: Why focus on LinkedIn for lead generation – Colin Hirdman explains his reasons for choosing LinkedIn as the main channel for building networks and leads.Authentic, educational outreach philosophy – The importance of focusing on education and authenticity over selling.Audience building techniques – Tips for building ideal prospect lists using tools like Sales Navigator, event lists, and industry connections.LinkedIn automation strategies – How to automate manual processes while staying within LinkedIn’s limits and policies.Messaging and connection tactics – Effective practices for initial outreach and follow-up without being salesy.Using LinkedIn features for engagement – Leveraging live streams, events, and polls to increase touchpoints and value.Emphasis on relationship building – Why nurturing and educating connections drives better results than direct selling.Entrepreneurial resilience and lessons learned – Colin Hirdman shares experiences about perseverance and navigating setbacks.Five Fs business philosophy – How core values like freedom, finance, family, friendship, and fun guide business decisions.Tracking and improving success – Metrics, testing, and tweaking strategies to improve LinkedIn campaign performance.And much, much more...

    47 min

  8. 12/09/2025

    Startup to Scale Up: 5 Go-to-Market Pivots That Reached $4B

    What if the key to explosive business growth isn’t doing more, but doing less, only much better? In this episode of Predictable B2B Success, Vinay Koshy speaks with David Snider, founder and CEO of Harness Wealth, to unpack the transformative power of specialization. From scaling Compass from pre-launch to a $1.8 billion valuation, to building a platform shaped by a personal encounter with bad tax advice, David Snider reveals the counterintuitive strategies and data-driven decision-making that fueled his journey. You’ll hear how narrowing focus not only ignited rapid revenue growth but also strengthened trust, team building, and technology adoption in a notoriously traditional industry. Ready to learn how refusing to serve everyone can actually help you serve and win over the right ones? Tune in for tactical insights on storytelling, technology integration, and cultivating a culture that delivers standout results. If you’ve ever wondered how to break through plateaus, build scalable trust, or harness the hidden drivers of client referrals, this conversation is your blueprint for going further by zeroing in. Some topics we explore in this episode include: The origin story of Harness Wealth fueled by bad tax advice.How specialization accelerates business growth and revenue.The power of storytelling and data synthesis in fundraising.Tech adoption challenges for professional service firms.Pivoting from a marketplace to a SaaS revenue model.Using content marketing and education to build client trust.Company culture and values driving high client satisfaction.Onboarding that matches advisors and clients by specialization.Strategies to avoid commoditization of specialized services.Future growth areas and emerging advisor specializations.And much, much more...

    47 min
See All (522)

5
out of 5
21 Ratings

About

The Predictable B2B Success podcast is about creating predictable growth in a business. This is a podcast for founders, business owners, and marketing and sales executives. In each podcast episode, we unpack an aspect of creating business growth predictably. We look at how we can expand our influence and strategies to boost sales through the creation of remarkable experiences, empathetic content, and conversations. Each episode features an interview with a founder, sales or marketing executive, or thought leader in the B2B space. We might be bringing on well-known authors or hosts of popular podcasts but most importantly you’ll hear from those who have hands-on experience in creating predictable B2B success. Through each episode, we’ll be helping you explore the best ways to create predictable purpose-driven growth of a business and sustainable revenue growth. If you have any suggestions for future episodes or feedback on the podcast, get in touch via Twitter at @vpkoshy or through the website at https://www.sproutworth.com

Information

  • Creator
    Sproutworth
  • Years Active
    2019 - 2026
  • Episodes
    522
  • Rating
    Clean
  • Copyright
    © Predictable B2B Success
  • Show Website
    Predictable B2B Success